Growth-stageWorkforce & Education Technology

Retiring a legacy ERP integration and answering 'what is our active ARR?'

Legacy ERP retired

SalesforceChili Piper
Play leadKaveanRevOps team · LeanScale
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The problem

The CRM had accreted years of complexity: a legacy ERP integration and its middleware layered over thousands of order and quote records, and a sprawl of overlapping revenue fields that made even 'what is our active ARR?' hard to answer with confidence.

The play

  1. 1
    Legacy ERP decommission and cutover support

    Audited and decommissioned the legacy ERP managed packages and their fields, installed and activated the replacement ERP's package, and supported the customer, contract and invoice sync between the new ERP and the CRM.

  2. 2
    Data-model cleanup underneath the revenue numbers

    Rebuilt owner-role and sales-team fields, added forecast stage-gating at the earliest stage, fixed a closed-won flow fault that was failing on large renewals, and scoped consolidation of the legacy quote and order objects that the old integration had been built around.

  3. 3
    The CRM decision scored, not assumed

    Built a CRM evaluation rubric and scored the incumbent platform against two alternatives, then framed the future-state roadmap. Leadership landed strongly on staying and simplifying in place, the value being a documented decision rather than a migration nobody could justify later.

  4. 4
    Product-led motion stood up in the CRM

    Implemented the product-led motion with dedicated fields across lead, contact, account and opportunity, product-analytics event-schema mapping, inbound meeting routing, and product-qualified-lead threshold criteria.

What it moved

Legacy ERP retired

The legacy ERP and its middleware managed packages were disabled in production and their fields deprecated, with the replacement ERP package installed, activated and syncing customer records to the CRM.

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