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Nilkamal is a leading manufacturer and retailer of moulded furniture, crates and containers and operates the mega-retail chain "@home" and has revenue growth of a blistering 25% compounded over 27 years. It's extensive manufacturing infrastructure is supported by a widespread sales network, operating through 49 regional offices.
Nilkamal is a leading manufacturer and retailer of moulded furniture, crates and containers and operates the mega-retail chain "@home" and has revenue growth of a blistering 25% compounded over 27 years. It's extensive manufacturing infrastructure is supported by a widespread sales network, operating through 49 regional offices.
Hybrid cloud. SaaS integration. ERP integration
Sales force productivity. Increased responsiveness
Manufacturing
Fiorano Platform
Experiencing double-digit growth in a fast-growing economy, Nilkamal was faced with the requirement of providing the latest inventory data to hundreds of salespeople across the country. In addition, manufacturing and production planning systems needed to be continuously updated with field-sales data, while also being summarized for a number of management reports and updates to other sales teams.
Driven by a 300-strong sales force spread across the country, as Nilkamal's feet on the street, need to meet with product managers from different vertical industries, for example a manufacturing company who would purchase plastic crates from them.
Real-time Cloud CRM not enough:
With a vision of empowering the sales team, Karan Doshi, Head - IT & Strategy at Nilkamal, purchased 200 Salesforce.com licenses for the company's key sales agents; he soon realized that the cloud-based CRM alone wasn't going to get the job done. Even though information from the SaaS based cloud system, Salesforce.com flowed through in real time the sales force did not have access to critical business information that was trapped in silos within the company's ERP. So, another major challenge was integrating various ERP databases.
Manual processes and siloed ERP caused delays:
For a sales person to be able to close a sale, he needed to know a client's latest delivery status, pending payments, etc. All such information resided within the ERP system. As a result, despite having a cloud-based CRM model, Nilkamal's sales team found itself spending a disproportionate amount of time talking with managers at head office over lengthy, long-distance calls. This manual dependency negated some of Salesforce.com's advantages.
20,000+
Dealers and 1100 distributors managed
By seamless integration of SaaS applications such as Salesforce.com with the ERP system
Experiencing double-digit growth in a fast-growing economy, Nilkamal was faced with the requirement of providing the latest inventory data to hundreds of salespeople across the country. In addition, manufacturing and production planning systems needed to be continuously updated with field-sales data, while also being summarized for a number of management reports and updates to other sales teams.
Driven by a 300-strong sales force spread across the country, as Nilkamal's feet on the street, need to meet with product managers from different vertical industries, for example a manufacturing company who would purchase plastic crates from them.
Real-time Cloud CRM not enough:
With a vision of empowering the sales team, Karan Doshi, Head - IT & Strategy at Nilkamal, purchased 200 Salesforce.com licenses for the company's key sales agents; he soon realized that the cloud-based CRM alone wasn't going to get the job done. Even though information from the SaaS based cloud system, Salesforce.com flowed through in real time the sales force did not have access to critical business information that was trapped in silos within the company's ERP. So, another major challenge was integrating various ERP databases.
Manual processes and siloed ERP caused delays:
For a sales person to be able to close a sale, he needed to know a client's latest delivery status, pending payments, etc. All such information resided within the ERP system. As a result, despite having a cloud-based CRM model, Nilkamal's sales team found itself spending a disproportionate amount of time talking with managers at head office over lengthy, long-distance calls. This manual dependency negated some of Salesforce.com's advantages.
20,000+
Dealers and 1100 distributors managed
By seamless integration of SaaS applications such as Salesforce.com with the ERP system
Mr. Nilesh Modi, Head of Information Technology, Nilkamal Ltd.
Mr. Nilesh Modi, Head of Information Technology, Nilkamal Ltd.
Mr. Doshi had to take a call that most CIOs dread: Integrating middleware with his ERP. His earlier tryst with SAP PI was a disappointment, he says. "We were running SAP PI to integrate our ERP with Salesforce.com for one of our retail outlets. It was excruciatingly slow."
Months of research lead him to Fiorano, whose Platform was exactly what Nilkamal needed, says Mr. Doshi. It was fast, allowed bi-directional access, and integrated beautifully with SAP. Integrating the middleware was easy, says Mr. Doshi; The entire Fiorano solution went live in 45 days, against the projected 60 days. "We did a tremendous amount of proof-of-concept analysis before settling on a REST-based SOA and selected the Fiorano SOA platform to deliver this solution," says Mr. Nilesh Modi, Head of Information Technology at Nilkamal Ltd.
Mr. Doshi had to take a call that most CIOs dread: Integrating middleware with his ERP. His earlier tryst with SAP PI was a disappointment, he says. "We were running SAP PI to integrate our ERP with Salesforce.com for one of our retail outlets. It was excruciatingly slow."
Months of research lead him to Fiorano, whose Platform was exactly what Nilkamal needed, says Mr. Doshi. It was fast, allowed bi-directional access, and integrated beautifully with SAP. Integrating the middleware was easy, says Mr. Doshi; The entire Fiorano solution went live in 45 days, against the projected 60 days. "We did a tremendous amount of proof-of-concept analysis before settling on a REST-based SOA and selected the Fiorano SOA platform to deliver this solution," says Mr. Nilesh Modi, Head of Information Technology at Nilkamal Ltd.
The Platform middleware essentially acts as the link between Salesforce.com and SAP. When a sales agent sends a query on Salesforce.com, it, in turn, queries Fiorano which then talks to Nilkamal's ERP. It then throws back all the relevant information to Salesforce. And this happens both ways.
Unlike traditional point-to-point coding systems, this is a multi-point visual code that seamlessly transfers information across disparate systems. The tool can integrate not only with SAP but with other applications that Nilkamal intends to integrate in the future.
With Fiorano Platform as the middleware, and availability of Fiorano's rich set of pre-built adapters (for SAP & Salesforce.com), the complexities involved in integrating SAP and Salesforce.com were eliminated. This enabled the integration team to focus on achieving the business logic around getting the right data to the right place.
The Platform middleware essentially acts as the link between Salesforce.com and SAP. When a sales agent sends a query on Salesforce.com, it, in turn, queries Fiorano which then talks to Nilkamal's ERP. It then throws back all the relevant information to Salesforce. And this happens both ways.
Unlike traditional point-to-point coding systems, this is a multi-point visual code that seamlessly transfers information across disparate systems. The tool can integrate not only with SAP but with other applications that Nilkamal intends to integrate in the future.
With Fiorano Platform as the middleware, and availability of Fiorano's rich set of pre-built adapters (for SAP & Salesforce.com), the complexities involved in integrating SAP and Salesforce.com were eliminated. This enabled the integration team to focus on achieving the business logic around getting the right data to the right place.
Productivity gains: Seamless integration of SaaS applications like Salesforce.com with the ERP system (SAP) has already streamlined operations and resulted in tremendous productivity gains for Nilkamal.
Compressed time to market: By providing the ability to accommodate live changes to business processes on the fly, the Fiorano SOA platform dramatically reduces development and debugging time. Business analysts draw pictures of new processes and they are deployed instantly across the network in real-time.
Going forward Fiorano Hybrid Integration Platform is being extended across other applications in order to establish a robust, scalable and flexible enterprise nervous system for the organization.
Productivity gains: Seamless integration of SaaS applications like Salesforce.com with the ERP system (SAP) has already streamlined operations and resulted in tremendous productivity gains for Nilkamal.
Compressed time to market: By providing the ability to accommodate live changes to business processes on the fly, the Fiorano SOA platform dramatically reduces development and debugging time. Business analysts draw pictures of new processes and they are deployed instantly across the network in real-time.
Going forward Fiorano Hybrid Integration Platform is being extended across other applications in order to establish a robust, scalable and flexible enterprise nervous system for the organization.
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