Shared with us by our partner Metacube, this case study reflects the kind of end-to-end, Salesforce-centric execution we see delivering tangible RevOps outcomes.
Toronto, February 20, 2026
By Mark Notten, Managing Partner
Key Takeaways:
The Client is a Canada-based premium beverage producer and distributor with a large, multi-brand portfolio distributed across Canada and the United States. The organization supports a national network of Field Sales Representatives (FSRs) and distributor partners responsible for merchandising, bulk ordering, and fulfillment across multiple brands and channels.
As the business expanded its portfolio and prepared for deeper U.S. market growth, revenue execution became increasingly complex. The client required a modern B2B commerce platform that could support scale, cross-border operations, and field-based selling — without sacrificing governance, visibility, or speed.
The RevOps Challenge:
From a Revenue Operations perspective, several systemic issues were limiting execution:
Sales friction in the field
FSRs and distributors were constrained by slow, unintuitive ordering workflows that reduced selling time and increased errors.
Limited inventory visibility
The absence of real-time inventory checks led to order rework, fulfillment delays, and diminished confidence when selling into the U.S. market.
Poor mobile usability
The legacy platform was not designed for modern, field-based sales teams operating across devices.
Governance vs. speed tension
High-value and split orders lacked streamlined approval workflows, forcing manual intervention or inconsistent policy enforcement.
Scaling constraints
As U.S. operations expanded, tightly coupled systems and manual processes made it difficult to scale consistently across brands and regions.
The result was growing friction between sales execution, order management, and fulfillment — classic RevOps misalignment amplified by cross-border growth.
The RevOps Solution:
Working with Metacube, the client implemented a modern B2B commerce platform designed as a RevOps enablement layer, not simply a transactional storefront.
Built on Salesforce Commerce Cloud, Salesforce Order Management, and Salesforce Experience Cloud, the solution unified sales workflows, operational controls, and fulfillment execution into a single, scalable platform.The objective was clear: standardize revenue execution, improve field productivity, and create a foundation capable of supporting continued expansion in the U.S. market.
RevOps Capabilities Delivered:
Role-based, brand-aware experiences
Personalized user journeys for FSRs and distributors ensured correct product visibility by brand, role, and region.
Modern product discovery and ordering
Advanced filtering and dynamic product catalogs enabled fast navigation across large assortments and supported bulk ordering scenarios.
Real-time inventory visibility
Inventory checks embedded directly into the product and cart experience reduced downstream fulfillment issues and increased sales confidence.
Governed approval workflows
Automated approvals for high-value and split orders balanced control with speed — enforcing policy without slowing sales teams.
Integrated fulfillment orchestration
Seamless integrations with external systems and warehouses enabled automated, accurate fulfillment across brands and regions.
Mobile-first execution
Designed for field-based sales teams, enabling revenue execution anytime, anywhere.
Enterprise-grade security
Secure authentication implemented using Ping Identity and Okta
Workflow Highlights:
Revenue Entry Point
A branded, role-aware landing experience directs users into the correct revenue workflows immediately upon login.
Product Discovery, PDP & Cart
Dynamic catalogs, quick add-to-cart, split orders, and approval logic support complex sales scenarios with minimal friction.
Checkout & Order Management
Streamlined checkout combined with order windows and inventory-aware processing supports bulk and time-bound orders.
Fulfillment & Distribution
Real-time integrations ensure orders are routed and fulfilled efficiently across multiple brands and distribution partners.
Target Region:
Headquartered in Canada, the client operates across both Canada and the United States. The platform was designed specifically to support U.S. market expansion, enabling consistent revenue execution, inventory visibility, and fulfillment as the business scaled its American footprint.
Technology Stack:
Salesforce Commerce Cloud
Salesforce Order Management
Salesforce Experience Cloud
Integration with external systems and warehouses
Ping Identity & Okta authentication
RevOps Outcome:
By treating B2B commerce as a core RevOps capability, the client transformed its ordering platform from a constraint into a revenue accelerator.
Sales teams gained speed and confidence, operations gained control and visibility, and leadership gained a scalable foundation to support continued growth — particularly in the U.S. market.
For leaders facing similar execution challenges, please contact us. We welcome a conversation. contact us
