Each of these forces demands more than incremental change. They call for integrated platforms that unify data, streamline processes, and enable innovation at scale. That’s where effective Salesforce implementation can make a difference - bridging the gap between traditional operations and digital-first expectations.
The pressure to modernize is not unique to the U.S. Globally, manufacturers face similar shifts. A 2024 study by Northeastern University examined digital transformation across a decade of manufacturing firms. It found that digital investments significantly improve performance, particularly by strengthening information flows, automating resource allocation, and boosting organizational learning.
The study also noted that benefits are not uniform: larger, more mature firms with existing infrastructure gained ROI faster, while smaller or less digitally prepared firms often experienced time lags before results materialized. Crucially, leadership commitment, employee training, and process alignment were cited as essential enablers of transformation success.
These findings echo what FortéNext has observed in practice: technology alone isn’t enough. Salesforce becomes powerful when it’s implemented with clear business goals, organizational readiness, and scalable design.
The following five sections show how Salesforce creates measurable value in manufacturing, illustrated with real-world case studies.
Legacy dealer portals and email-based ordering slow down revenue cycles and frustrate distributors. Today’s buyers expect ecommerce-style interactions with transparent pricing, easy checkout, and real-time updates.
Salesforce Commerce Cloud brings those capabilities to manufacturers. It enables configurable product catalogs, customer-specific pricing, and automated order workflows.
Case Study: Armor Express
Armor Express, a leading protective equipment manufacturer, struggled with a limited customer portal that couldn’t support configurable products or streamline distributor orders. FortéNext implemented Salesforce B2B Commerce Cloud, creating a modern storefront tailored for distributor efficiency.
Results:
This rapid ROI aligns with the study’s insight that firms with clear product data and mature processes can achieve faster payback from digital platforms.
Distributor relationships are the lifeblood of manufacturing, yet many networks still rely on outdated tools for pricing, catalogs, and order history. Poor experiences lead to frustration and lost loyalty.
Case Study: SoundOff Signal
SoundOff Signal, a Michigan-based safety equipment manufacturer, wanted to improve dealer engagement by eliminating manual order workflows. FortéNext built a Salesforce Commerce Cloud portal that provided dealers with:
Results:
Research supports this approach: digital transformation in manufacturing creates value when customer- and partner-facing processes are digitized to enable efficient, two-way information flow.
Manufacturers increasingly compete on how effectively customers and distributors can use their products. Without easy access to training and certifications, adoption slows, support costs rise, and compliance risks grow.
Case Study: Global B2B Commerce Training Portal
A global manufacturer worked with FortéNext to launch a Salesforce B2B Commerce portal for product training. The portal allowed customers and distributors to:
Results:
This reflects the academic study’s conclusion: digital transformation yields the greatest performance improvements when paired with organizational learning and talent development.
Manufacturing sales cycles are complex, with multiple stakeholders, long lead times, and layered distribution channels. Without visibility, opportunities fall through the cracks and forecasting suffers.
Salesforce Sales Cloud centralizes customer and distributor data, integrating with Commerce Cloud to capture every interaction - from quotes and orders to service cases and training participation. This enables:
For clients like Armor Express and SoundOff Signal, Sales Cloud provided the missing visibility, helping them align sales and operations around a single source of truth.
The research backs this up: manufacturers benefit most from digital transformation when information flows across the enterprise are streamlined and accessible to decision-makers.
The Technological Forecasting & Social Change study also emphasized two important dynamics:
This reinforces the need for scalable platforms that evolve with the business. Salesforce offers exactly that. From AI-powered product recommendations and ERP integration to global dealer networks and Net Zero Cloud reporting, the platform grows as manufacturers’ needs change.
Each FortéNext case study illustrates this scalability. Armor Express began with order automation, SoundOff Signal with dealer engagement, and the global manufacturer with training. In every case, Salesforce provided a flexible foundation for future expansion, ensuring early ROI while supporting long-term resilience.
Manufacturers face new challenges: building supply chain resilience, addressing labor shortages, adopting automation safely, and meeting sustainability demands. Legacy systems cannot keep up.
Salesforce offers manufacturers a path forward. Backed by FortéNext’s 20 years of implementation expertise, manufacturers can:
The evidence is clear - from peer-reviewed research to real-world case studies: digital transformation delivers lasting performance gains when technology, people, and processes are aligned. Salesforce provides the infrastructure, and FortéNext ensures it delivers measurable outcomes.
Ready to transform your manufacturing operations? Explore FortéNext’s Salesforce Implementation Services for Manufacturers
