As a manufacturer navigating Salesforce solutions, one of the key decisions is whether to implement core Salesforce product (Sales / Service Cloud) or Manufacturing Cloud. This choice can significantly impact your business operations, cost structure, and long-term scalability. Below, we explore different scenarios to help guide your decision-making process.
Scenario 1: Using Manufacturing Cloud as Both an ERP and CRM
For small to mid-sized businesses (SMB) or growth-stage companies, Manufacturing Cloud has the potential to serve as both an Enterprise Resource Planning (ERP) system and a Customer Relationship Management (CRM) platform. This can result in cost savings by eliminating the need for separate systems, reducing integration complexity, and lowering overall IT maintenance efforts.
However, this approach is typically viable only for companies with simpler operational needs. If your business requires deep ERP functionality, this may not be a sustainable long-term solution. Understanding the depth of your operational needs will help determine if this approach is right for you.
Scenario 2: Integrating Manufacturing Cloud with an ERP
For most manufacturers, an ERP system remains a core part of operations. In this case, the decision becomes whether Manufacturing Cloud is a necessary addition to your ERP. Here are 3 key indicators that Manufacturing Cloud might be the right fit:
1. Complex Partner Relationships and High-Touch Communication
If your business model involves frequent interactions with partners, distributors, or suppliers, Manufacturing Cloud can enhance visibility and improve collaboration with advanced tools. Some factors to consider:
2. Expecting Significant Custom Development
Not all business processes are the same. Some require significant customization, automation, and logic. If you’re anticipating heavy customization to your CRM, Manufacturing Cloud’s robust suite of automation tools (OmniStudio, Business Rules Engine) can save you tens of thousands of dollars in development and maintenance. This can look like:
3. Heavy Reliance on Sales Forecasting
Some organizations leverage statistical models to predict supply/demand. But for many manufacturers, this is only half the story. Many organizations rely on their sales teams and partners to extend their demand signal and provide meaningful inputs into their planning process. These individuals and entities have invaluable knowledge and insights that need to be considered. Manufacturing Cloud offers robust forecasting tools, specifically designed for manufacturers, that differ from traditional statistical forecasts. If your business relies heavily on sales-based forecasting to drive production and inventory planning, Manufacturing Cloud provides a more tailored, complete, and user-friendly solution than what can be accomplished with an ERP + Sales Cloud.
In addition to these 3 key indicators, more generally speaking, a major portion of your business depends on a capability that Manufacturing Cloud provides out-of-the-box, it may be worth adopting early.
If Manufacturing Cloud is a strong fit and your organization has an immediate need for its capabilities, the best time to adopt it is from the beginning. Waiting too long can lead to unnecessary custom development, technical debt, and costly rework.
A frequent scenario involves organizations starting with Sales and Service Cloud, only to later realize they’ve custom-built many of the features that Manufacturing Cloud already provides. While this phased approach can work, it can also lead to inefficiencies and redundant development efforts.
If Manufacturing Cloud is a fit but you don’t need its full capabilities immediately, one strategy is to start with Sales Cloud licenses and upgrade when ready. This approach allows users to:
However, this method requires discipline. It’s easy to get started with Sales Cloud and never look back. If you choose this path, work with your Salesforce Account Executive to schedule a structured upgrade plan in advance.
If you’re uncertain about which path to take, pause and assess your business needs against Manufacturing Cloud’s capabilities. Understanding your long-term goals, current processes, and required functionality will help ensure the right investment for your business’s future. Kenway is here to help. Reach out to one of our trusted experts today.