A regional grocery retailer. B2B, many stores, no CRM. Field reps kept buyers in spreadsheets. The same account existed three times. Purchase history lived in whoever last saved a file.
We put Sales Cloud under account-based selling, connected POS so inventory was visible on the account, and gave reps a mobile path. The job was one record the next store could trust, not a transformation slide.
What changed was operational: private sheets went away, duplicates stopped being the source of truth, and the same buyer was visible to every store. They asked not to be named. There is no published dollar figure for this work.
What changed
- Reps stopped keeping private sheets once the account held the history.
- The next store to call the same buyer could see the last order.
- The same buyer was visible to every store.