FrieslandCampina - Synergies Across The World With Salesforce


FrieslandCampina Ingredients unit is the B2B part of the company FrieslandCampina, a Dutch multinational dairy cooperative, largest in the world, and the top 5 dairy companies globally. It supplies the food industry and pharmaceutical sector with different kinds of products: Infant Formula, Food & Beverages, Medical Nutrition, Animal Nutrition. 


FrieslandCampina came to us with a need for new pricing and quoting tool to be developed to manage the price quote and approvals process in all its market segments and geographies.

This tool would allow for a quotation for multiple customers. Customers that are globally adjustable to different regions and business segments and have different pricing dynamics and that have a rolling 12-months- forecast. It was also meant to send quotation information from Salesforce to SAP Customer and Region Specific Pricing for each customer/region, validate incoming contracted pricing from SAP, and align pricing waterfall.


We were asked and so we delivered. We leveraged Salesforce CPQ, created a complex Product Catalog with multiple levels with Services and a Bill of Materials (BoM). Additionally, we integrated SAP to Salesforce for the customer master data, contracted prices, and a rolling forecast, as well as handoff quotations for invoicing and Revenue Recognition. All of which were translated into multiple languages.


The results show that thanks to the project, the visibility of the pricing and quoting process improved significantly. For sales managers, it also provided a more accurate and faster quoting process so they were able to work more efficiently with each other. Salesforce CPQ also allowed for the valorization of services and alignment of freight and insurance costs. 


We performed a successful User Acceptance Testing (UAT) of Salesforce CPQ based solution through a challenging three-step phase implementation period during a world pandemic, with a global rollout over May-June 2020. We supported the whole process from a technical perspective, while FrieslandCampina was leading with its change management team. The entire project was a success!


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