Replacing a fragmented Dynamics org with a unified Sales Cloud + CPQ platform across 200 users in 12 weeks — with zero pipeline loss.
The client — a mid-to-large industrial components manufacturer with operations across India, UAE, and the UK — had been running Microsoft Dynamics for seven years. The platform wasn't inherently bad, but the implementation had never kept pace with the business. Customisations broke during upgrades, mobile access was unreliable, and the CPQ module had been disabled after a failed rollout in 2020.
By the time Badgerloft was engaged, adoption had fallen to roughly 35%. Sales managers were running their own shadow Excel trackers. Forecasting was a manually assembled document compiled by two analysts each week. Deals were being won and lost without the pipeline ever reflecting reality.
The mandate was clear: replace Dynamics with Salesforce Sales Cloud and CPQ, migrate four years of usable pipeline data, and achieve genuine adoption — not just technical go-live.
We audited the Dynamics instance and identified 14,000 account records, 8,200 contacts, and 1,900 opportunities across varying data quality levels. Only 60% met our migration threshold. We ran a two-week data remediation sprint in parallel with Salesforce org setup — cleaning, deduplicating, and enriching records before migration, not after.
The Sales Cloud object model was designed around how the team actually sells — not a generic template. Three custom stages, two custom objects for distribution channels, and a simplified mobile layout for field reps who close deals on-site.
CPQ was configured from scratch with 340 active product SKUs, tiered pricing rules by region and customer segment, and approval workflows for non-standard discounts. The previous CPQ failure had been caused by over-complexity — we kept the configuration lean and testable, adding complexity only where the business genuinely needed it.
ERP integration via REST API brought live inventory and pricing data into CPQ quotes, eliminating the back-and-forth between sales and operations that had been a persistent frustration. Quote-to-order handoff time dropped from 4 days to same-day.
We ran role-specific training in small groups rather than a single organisation-wide session. Field reps, inside sales, and sales managers each had a 90-minute hands-on session with real scenarios from their own pipeline. Champions were trained in week 10 and given early access to support their peers through the transition.
Go-live was a phased cutover: UK team on day 1, India on day 3, UAE on day 5. Each phase had a dedicated support channel and a real-time adoption dashboard visible to sales leadership.
By the end of week 12, the client had a live, trusted CRM used by 91% of the sales organisation. The weekly forecast document — previously a two-analyst, two-day effort — was replaced by a real-time Salesforce dashboard. Sales leadership described it as "the first time in five years we actually know where the pipeline stands."
The previous Dynamics implementation failed not because the platform was wrong, but because it was configured for the ideal sales process rather than the real one. Every configuration decision we made on this project started with the question: will a rep in the field actually use this?
The CPQ module that had been abandoned three years prior was rebuilt with 40% fewer configuration layers and went live without a single escalation. Simplicity is a feature, not a compromise.
"We've tried to fix our CRM twice before. This is the first time it's actually worked — and the first time the team uses it without being chased."
— Sales Operations Director, Manufacturing Client