SAP Sales Cloud Implementation for a Global Eyewear Leader

In under 10 months, ACBaltica helped one of the world’s biggest eyewear companies replace several Salesforce setups with a single SAP Sales Cloud system. The project brought together multiple countries, tight timelines, and many moving pieces – all delivered smoothly.

A global leader in the eyewear industry set out to unify its sales operations across multiple regions and replace several existing Salesforce setups with SAP Sales Cloud. With teams spread across different countries and a strict deadline driven by expiring Salesforce licenses, the company needed a fast, coordinated, and low-risk transition – all while keeping daily operations running smoothly.

ACBaltica partnered with the organization to implement SAP Sales Cloud, tailored rollouts for different regions, and a complex integration landscape. By the end of the project, the customer had a unified CRM platform, improved analytics, and a future-ready system – all delivered on time.

Customer

The customer is the leading global eyewear manufacturer and distributor. With a large international footprint, strong retail and wholesale networks, and multiple brands under its umbrella, the company relies heavily on well-coordinated sales operations and up-to-date customer data.

Its business structure includes several semi-independent regional organizations, each with its own processes, sales teams, and IT solutions. This diversity made CRM unification both a strategic opportunity and a technical challenge – especially given the tight deadlines and the scale of the operations involved. This project is part of a broader transformation that began in 2023, aimed at moving the entire group from a mix of different IT solutions to a single SAP Sales Cloud platform.

Challenge

The company was running numerous CRM instances across regions, including several independent Salesforce setups and SAP Sales Cloud – all with different data models and customizations. To align its global operations under a single digital infrastructure, they decided to move to SAP Sales Cloud and, after serious consideration, chose to stay with Version 1.0 – as some company units were already using it. 

However, they faced several urgent challenges:

1. A non-negotiable deadline

The Salesforce license was nearing expiration, making the go-live date fixed and extremely tight.

2. Highly different CRM setups across countries

Salesforce was used differently in each region, with variations in:

• data models

• objects

• processes

• customizations

• integrations

Each division needed its own migration plan – including data cleanup – and a tailored implementation approach.

3. Complex, multi-country data migration

Before the project could move forward, Salesforce data had to go through a full migration cycle, including:

• defining the data migration scope

• mapping data to SAP Sales Cloud

• extracting data from Salesforce (performed by the customer)

• cleaning the data

• transforming the data

• migrating the data into SAP Sales Cloud

• validating the migrated data

• fixing issues and updating the data where needed

• performing delta (final) data migration

It was especially challenging given the more than 10 countries participating in the transition.

Solution

ACBaltica approached the project using a structured yet flexible delivery model based on SAP Activate. The work began in January 2025 with a thorough Discovery phase, supported by internal Salesforce specialists on the client side.

Because the project actually consisted of two parallel solutions for two large groups of countries involved, ACBaltica designed the implementation so both could coexist in the same system while retaining their unique needs.

Project Scope

Country Group 1

This group required SAP Sales Cloud functionality for:

• Accounts

• Contacts

• Leads

• Visits with custom visit reports (questionnaire format)

• Products

• Assets

Additionally, they required mobile access (with offline access being a lower priority), integration with a non-SAP ERP system, and integration with Microsoft Outlook.

Country Group 2

This group had broader CRM and service needs, including:

• Accounts & contacts

• Products & orders

• Assets

• Opportunities

• Cases (service requests)

• Visits with custom reports

Same as in country group 1, this division required a prior data migration and mobile access. Additionally, they needed integration with a state portal that provides data on the financial status of their clients. On top of that, they also needed integration with Genesys for call center telephony, Qlik for analytics, and SAP Marketing Cloud for advanced marketing campaigns. 

Implementation process

The project ran from January to early October and was delivered through eight rollout iterations over roughly 3.5 months. The team started with the solution for Country Group 1 and, after it was successfully rolled out, proceeded to the next region. However, despite different timelines, both solutions were designed to fit together seamlessly within a single SAP Sales Cloud environment.

The teams behind the work

Implementation team

• 3 consultants

• Project Manager

• 2 developers

• Integration developer architect + integration team

• Expanded Go-Live support team

• Additional 3rd-party teams for SAP Marketing Cloud and telephony integrations

Two on-site visits supported user training and ensured a smooth and confident go-live.

Customer

• Business teams from both regional groups

• Technical specialists from both regions

• The internal Salesforce team (involved during Discovery)

• Department team leads (joined during the training and adoption phase)

Results & benefits

Despite tight deadlines, a large number of countries, and essentially two projects running in parallel, everything was delivered on time – a critical success factor due to the expiring Salesforce license.

Key outcomes:

1. One unified CRM system

All divisions – previously using separate Salesforce instances – now work in a single SAP Sales Cloud environment.

2. Better analytics

Standardized dashboards and reporting provide full transparency across regions.

3. Stronger, more scalable processes

Advanced processes from Group 2 (such as opportunity management and service workflows) can now be adopted by other countries.

4. A future-ready CRM platform

The company moved from fragmented legacy systems to a modern, integrated cloud solution.

5. Smooth adoption

Training sessions and iterative go-lives ensured that each country transitioned confidently and with minimal disruption.

Why choose ACBaltica for SAP Sales Cloud projects?

For this project, ACBaltica brought together experienced consultants, developers, and integration specialists to deliver a complex, multi-region CRM transformation on time and with minimal business impact.

Our strengths include:

• Deep SAP Sales Cloud knowledge

• Proven experience handling multinational rollouts

• Mature data migration and integration expertise

• Close collaboration with business and IT stakeholders

• Extensive SAP ecosystem experience

• A diverse team of skilled SAP consultants and developers.