Context
Gelita, a German Mittelstand manufacturer of collagen proteins and gelatines, was operating mission-critical sales processes on a legacy Salesforce Classic environment. The platform had accumulated a decade of custom development and was approaching Classic’s deprecation deadline. Sales Operations needed full modernisation, a customer-facing portal, and end-to-end Quote-to-Cash automation, without disrupting the live order book.
The platform served Gelita’s sales teams across multiple subsidiaries with distinct pricing rules, currencies, and product catalogues. Any disruption to the running quote pipeline carried direct revenue risk.
Our role
Lead delivery on the technical Salesforce workstream within a broader transformation programme. Architecture, custom development, data migration, and integration with the business-process work led by the programme’s strategy partner.
What we delivered
- Full migration from Salesforce Classic to Lightning Experience. Page-by-page audit of legacy customisation, ground-up Lightning re-implementation where retrofit wasn’t safe, and a phased cutover that kept the live sales pipeline intact.
- Custom B2B Community portal for customer self-service. Authenticated portal on Experience Cloud with custom pricing, order history, and a quote request flow tied into the internal pipeline.
- Quote-to-Cash automation. Contact Reports → Opportunities → Quotes pipeline with automated lifecycle transitions, approval routing, and document generation.
- Multi-currency Quote engine with custom pricing and substitution logic. Pricing engine that handled the edge cases: currency, discount tiers, product substitutions, and bundle rules. Configurable by the sales-ops team without engineering involvement.
- 50+ Apex classes refactored. Legacy code restructured for Lightning compatibility, performance, and testability. Batch jobs introduced for legacy data migration and ongoing reconciliation.
- Audit-grade governance model. Sharing rebuilt around legal-entity boundaries, with profile-driven access to records and email templates. The kind of structure that survives audit and acquisition due diligence.
A decade of custom Classic code, migrated to Lightning without dropping a single live quote.
Outcome
Sales operations migrated to Lightning Experience without disruption to the live quote pipeline. The portal became the primary self-service channel for Gelita’s largest accounts, removing thousands of inbound emails per quarter from the sales team. The Quote engine handled multi-currency edge cases that had previously required manual intervention.
The platform foundation we put in place enabled Gelita’s next phase: data unification, customer-360 reporting, and (post-engagement) Data Cloud expansion. The pricing and substitution logic remains in production today.
