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Salesforce B2B Commerce: Boosting Sales and Efficiency for Racing Product Manufacturer

While they expertly deliver innovation and quality to their customers, Callaway Golf’s previous planning and reporting tool wasn’t making the cut. To evolve their enterprise, the sports giant decided to replace their outdated planning software with SAP Analytics Cloud for planning.

Together with Avvale, Callaway Golf successfully implemented SAP Analytics Cloud across their global enterprise in just 6 months. Now, Callaway Golf has a single, consolidated planning solution that has enabled streamlined expense and asset plans so they can focus on what they do best– revolutionizing the sporting world with cutting edge equipment.

Founded in Italy in 1963, our client is a global leader in manufacturing professional racing products. With involvement in top racing organizations worldwide, like Formula 1 and MotoGP, they pioneered the most advanced and innovative technical equipment for the world racing’s top athletes. Currently, the company employs about 700 staff worldwide.

The Challenge

Our client required a new eCommerce platform for the B2B market that offered the easiest way for end users (Store/Dealer Managers, Customers, and Customer Service Agents) to order or reorder products, ensuring the best experience and support. 
The main challenges faced were ensuring an intuitive ordering process for end users, aligning product information with core values and a high-value proposition, while maintaining consistency with the client's brand identity.
Additionally, the platform needed to support different order types, including Regular Orders (Replenishment Orders) for current season/collection products, In Season Campaign Orders (Replenishment Orders within a special campaign) with specific price lists, and Clearance Orders for residual items in selected warehouses, each sold at a different price.

The Approach

Together with the client, Avvale identified the best solution to address their challenges as Salesforce B2B Commerce. Our approach aimed to accelerate and simplify the adoption process by minimizing the need for custom or non-standard developments and maximizing the utilization of standard features within the Salesforce platform. During the implementation phases, we directly involved the business process owners, key users, and IT staff in the project activities. This collaborative approach ensured that the proposed solution aligned with their specific needs and requirements, boosting acceptance and usage of the platform.
To ensure data consistency and avoid redundancy, the client's ERP system was integrated with the Salesforce B2B solution, replicating crucial information such as accounts, products, price lists, discounts, and stock onto the Salesforce B2B standard data model. The duplicated data was made readily available and usable within the solution without any further transformations, elaborations, or calculations.
Avvale stood out for its comprehensive approach, combining industry best practices, stakeholder engagement, and efficient integration with existing systems. The result is a tailor-made solution that meets the client's specific needs, accelerates adoption, and maximizes benefits.


The Challenge

Before integrating SAP Analytics Cloud, Callaway Golf's planning landscape centered around SAP's legacy planning solution, Business Planning and Simulation (BPS). While BPS met Callaway Golf's planning needs for many years, the enterprise began to experience limitations with their old solution:

  • Disconnected plans across the board: As Callaway Golf expanded and acquired new brands, planning processes greatly differed across the enterprise with some business units using Excel spreadsheets and others using legacy solutions for planning.
  • Outdated planning functionalities: The existing legacy planning solution lacked many modern functionalities. Among them, salary calculations and asset depreciation automation needed improvement. As a result, it became difficult to create detailed and accurate forecasts across the globe.
  • Significant IT support: The legacy solution required continuous management from IT to maintain runtime. IT had to carve out a full day every week to manually maintain the solution.
  • No single source of truth: Various departments and brands used different data sources, which led to data silos across the organization, making it difficult to gain a clear picture of the enterprise's planned expenses.
  • Rigid user interface: Legacy forecasting system was difficult to navigate and lacked working functions and calculations across the board, such as planning on depreciation and existing assets, adding vendors or members on the fly, and breaking down their cost center expense planning forecasts.

The Approach

With Avvale experts on their side, Callaway Golf laid out the following goals for their new planning landscape with SAP Analytics Cloud:

  • Crowdsource and consolidate plans across the enterprise to gain a global overview of their planned expenses and expand the input capabilities to each responsible owner.
  • Leverage elevated planning functionalities to create faster and more accurate forecast cost center expense and asset reports. The ability to customize calculations enhances and automates the reporting metrics.
  • Harness the power of self-service analytics to alleviate IT from the burden of simple maintenance and data entry requests, so they can focus on high-ROI tasks.
  • Maximize user-driven admin capabilities to control the management of calculations and forms.
  • Create new KPls driven by the business needs.

When SEM-BPS was the center of Callaway Golf's planning landscape, flexibility was a huge factor that was missing. SAP Analytics Cloud contains powerful scenario planning capabilities that help organizations quickly uncover actionable insights to make data-driven decisions. For Callaway Golf, SAP Analytics Cloud's modern planning functionalities provided users with the ability to:

  • Add members on the fly
  • Plan on existing as well as planned assets and automatically calculate the depreciation of values
  • Test "what-if" scenarios for deeper analysis by creating private versions of plans
  • Customize the solution based on their current business process
  • Perform driver-based calculations
  • Empower users to execute end-to-end planning scenarios, without the help of IT

The Impact

Salesforce B2B Commerce revolutionized the ordering experience for B2B customers, providing seamless and user-friendly processes that ensured exceptional support and satisfaction. The streamlined ordering process and improved customer experience directly contributed to boosting sales. Additionally, by minimizing manual processes and optimizing operations, our client successfully reduced associated costs and increased profitability. The solution empowered data-driven decisions in sales, merchandising, and campaigns. Through insightful analysis of customer behavior and market trends, the client optimized strategies and efficiently allocated resources, promoting circularity and sustainability within their business operations. By adopting this solution, the client simplified B2B commerce operations, making the sales process more efficient and effective while promoting a more circular use of resources.