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Customer Success Story
Protectowire FireSystems Keeps Full Sales Visibility with Commercient’s SAP Business One + Salesforce Integration
Protectowire FireSystems is an 85-year-old manufacturer based in Massachusetts that makes linear heat detection products for the fire and life safety industry. The company sells through a network of distribution partners across the United States and Canada.
Systems Connected
SAP Business One + Salesforce
Industry
Manufacturing
Location
United States
Zero to Full Visibility
Into customer orders and activity, overnight, when the pandemic sent the sales team remote
3 years
Of sales and product-mix history at a rep's fingertips for every account
Challenge
Before syncing its ERP with Salesforce, Protectowire FireSystems' sales team had no standalone CRM, just informal, ERP-based tools that gave limited visibility into customers across a sprawling, decentralized network of US and Canadian distribution partners. Regional sales manager Gary Paul and his team had no way to check sales numbers, invoicing, or customer activity without pulling it from inside the building, and marketing emails were often misdirected, landing with accounting contacts instead of reaching the engineers, installers, and distributors who actually specified and sold Protectowire's products.
Solution
Protectowire worked with Commercient to sync its ERP, first Macola 10 and later SAP Business One, with Salesforce, giving Gary direct access to sales history, invoicing, item master data, and account terms inside the CRM. He built account records and dashboards pairing year-to-date sales figures with product-mix breakdowns for each customer, and connected Salesforce to Outlook so contacts could be added and updated without leaving his inbox, sharpening who actually received Protectowire's marketing communications.
Our network throughout the US and Canada is very diverse and all over the place, so having this in place has really been kind of a godsend for us. Before this, we never saw our numbers outside the building.
Gary Paul
Regional Sales Manager
Results
Protectowire finished its Salesforce build the Friday before the company was mandated to shift to remote work during the pandemic, and the timing meant the sales team kept full visibility into orders, shipments, and customer activity even while the plant stayed open as an essential manufacturer. Gary now uses the synced data to spot buying trends and flag which customers might benefit from additional product lines, giving him concrete talking points ahead of customer visits, while cleaner contact data has made Protectowire's email campaigns far more targeted than the informal lists it relied on before.
It was absolutely crucial when we had to go remote during the pandemic. The sales team was able to have full visibility into what was going on, keep track of our customers, and see who was buying and who wasn't, so we could keep our lines of communication open.
Gary Paul
Regional Sales Manager
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