How Spectronics Connected Infor VISUAL to Salesforce using Commercient

Spectronics' sales team was relying on email and manual tools to track leads and orders, which left little accountability in the process. Missed emails sometimes meant missed sales orders worth $50,000 to $100,000, and the team had no single place to see a customer's full order and payment history.

Without visibility into inventory levels, invoicing, or purchasing trends, sales reps often had to call back to the office just to confirm stock before responding to a customer, and leadership had little insight into which products were becoming best sellers or where demand was heading, making sales forecasting difficult.

To modernize their sales process, Spectronics implemented Salesforce Enterprise Edition and turned to Commercient SYNC, the number one ERP and CRM integration platform for sales, to connect their Infor VISUAL ERP data directly into Salesforce. SYNC integrates customer accounting records, sales order history, invoice history headers and details, serial numbers, and bill-to and ship-to addresses.

This gave the sales team a complete, real-time view of every customer account without ever leaving Salesforce, closing the gap between what the ERP knew and what the sales team could see.

With Infor VISUAL data flowing into Salesforce, Spectronics' sales team now has a 360-degree view of their customers, including sales history, invoicing, and inventory, and their profit margins have improved by 3 to 4% as a result. Sales reps on the road can check inventory levels directly through SYNC and tell customers on the spot how much stock is available, rather than calling back to the office.

The team also uses the synced order history along with dashboards and analytics to spot which products are becoming best sellers and where trends are heading, giving them much better sales forecasting.