Reinventing the Sales Experience in a Global Manufacturing Environment
When a global leader in manufacturing, known for producing iconic card games and entertainment products, encountered repeated setbacks in its sales and CRM transformation, the company turned to a partner who already understood its business from the inside out.
Sikich’s long-standing relationship with the organization laid the groundwork for trust. That trust would prove essential in navigating a complex, international deployment of Salesforce Sales Cloud across North America, Europe, and Latin America.
The Challenge: Reigniting a Vision for Global CRM Success
The manufacturer had already taken an important first step in modernizing its sales operations by investing in Salesforce. However, its initial rollout, led by a previous systems integrator, didn’t meet expectations. The foundational vision was sound, but the execution left key needs unmet: global visibility, standardized processes, and seamless communication across regions remained out of reach.
With an intimate understanding of the client’s U.S. operations and a proven track record in Salesforce implementations, Sikich was ideally suited to take over, realign the project with the company’s original vision, and lead the deployment across North America, Europe, and Latin America. Together, we turned a challenging situation into a launchpad for sustained global success.
The Sikich Advantage
While the client considered other players, including global consulting powerhouse Deloitte, it was Sikich’s unique combination of domain knowledge, technical expertise, and existing familiarity with the organization’s U.S. operations that won the engagement.
The client wasn’t just looking for a vendor, but instead a true partner for the long term. One that understood their past, shared their vision for the future, and could guide them through a complex multinational rollout.
The Mission: Eliminate Administrative Overload, Enable Strategic Selling
The client’s mission was clear: empower sales teams to focus on what they do best—building relationships and driving growth—while the Salesforce platform handled the heavy lifting of data entry, reporting, and communication.
Sikich was tasked with more than just implementing technology; we were asked to help change behavior. That meant rethinking processes, training users across cultures and time zones, and ensuring every region (North America, Europe, and LATAM) had a tailored, yet standardized, experience within the platform.
The Solution: A Scalable, Integrated Salesforce Platform
In just five months, Sikich successfully deployed Salesforce Sales Cloud and integrated it seamlessly with ERP across multiple regions and systems. The solution created a consistent, actionable, and user-friendly platform for the manufacturer’s sales, marketing, and operations teams. Key capabilities delivered included:
- A full 360° view of every customer, account, and opportunity across global markets.
- Custom selling processes for each region (NA, EU, LATAM), without sacrificing standardization.
- Real-time visibility into pipeline and order data, thanks to nightly ERP integrations from systems like SAP and TOTVS.
- Intuitive lead and opportunity management, replacing siloed spreadsheets and scattered communication.
- Streamlined reporting with custom dashboards, allowing leadership to quickly measure performance and make informed decisions.
- Role-based access and user setup, enabling secure collaboration at every level.
- Marketing campaign visibility and segmentation for more targeted engagement.
Training was a critical component of success. Sikich designed and executed a comprehensive global training program that empowered users at all levels to adopt the platform confidently. This wasn’t just about teaching new tools—it was about inspiring a new way of working.
Overcoming Obstacles: Global Coordination and Organizational Change
As with any international rollout, the project came with its share of challenges. Securing internal approvals across global headquarters required patience, persistence, and strategic stakeholder engagement.
The Sikich team worked closely with regional champions to navigate organizational complexity and align all teams around a shared set of goals. By delivering early wins and maintaining transparent communication throughout, we kept momentum strong and the project on track.
Results: A Foundation for Global Growth
Since go-live, the client has reported significant improvements in operational efficiency and visibility:
- Sales pipeline data is now consistent and accessible across all three regions.
- Customer interactions are more timely, targeted, and strategic.
- Administrative time has been dramatically reduced, freeing up sales teams to focus on customer relationships.
- Leadership has confidence in the data and can make decisions faster and with greater accuracy.
While precise KPIs are still being measured, early feedback has been overwhelmingly positive. In the client’s own words: “We love working with Sikich.”
The Future: Phase 2 and Beyond
The success of the Salesforce deployment laid the groundwork for continued innovation. Phase 2 is already underway, expanding into the APAC region. Future plans include AI-driven insights, predictive analytics, and expanded managed services to support the client’s global Salesforce ecosystem.
The project also reinforced several key lessons: global transformation requires not just technical acumen, but cultural fluency, organizational empathy, and relentless focus on user experience. Sikich brought all of that to the table—and more.
Conclusion: A Partnership Built for Long-Term Value
This project wasn’t just a technology implementation—it was a strategic reset. By aligning on a shared vision, executing with precision, and building for scale, Sikich helped this global manufacturer turn Salesforce into the beating heart of its sales operations.
With a strong foundation in place, the client is now poised to realize even bigger ambitions in the years ahead.
This publication contains general information only and Sikich is not, by means of this publication, rendering accounting, business, financial, investment, legal, tax, or any other professional advice or services. This publication is not a substitute for such professional advice or services, nor should you use it as a basis for any decision, action or omission that may affect you or your business. Before making any decision, taking any action or omitting an action that may affect you or your business, you should consult a qualified professional advisor. In addition, this publication may contain certain content generated by an artificial intelligence (AI) language model. You acknowledge that Sikich shall not be responsible for any loss sustained by you or any person who relies on this publication.
