Building the "New Naviam" on Salesforce in Under Four Months
Acquis helped Naviam consolidate its independent companies into a single Salesforce instance and implement a custom CPQ solution, enabling the organization to operate as one unified business and launch its new go-to-market strategy in under four months.
The world’s leading IBM Maximo partner
Naviam is the world’s leading IBM Maximo partner, helping organizations modernize and maximize the value of their assets through cloud-based platforms, mobile solutions, and advanced product innovation built specifically for IBM Maximo — the world’s leading enterprise asset management (EAM) software.
Merging disparate companies and technologies
Naviam operated as a collection of independent companies across multiple regions, each with its own processes, products, services, and technology. With the acquisitions completed, the organization's next phase required something different.
Naviam's leadership set out to build a "New Naviam" — one enterprise defined by shared capabilities, unified processes, and a coordinated global go-to-market strategy.
The technology landscape reflected the past rather than the future. Only one of the companies operated on Salesforce, while the others relied on a mix of tools. The Salesforce instance became the foundation for the future state, but it required significant work before it could support the entire enterprise.
Naviam's new business model introduced additional complexity. The organization relied on a points-based pricing structure supported by a sophisticated quoting calculator, with multi-currency requirements and layered approval workflows — which the existing CPQ configuration did not support.
The scope of the transformation was significant, and the timeline short. Leadership wanted the "New Naviam" operational by the end of the year, meaning the entire transformation would need to move from discovery to launch within months.
The organization needed a partner capable of quickly understanding its complex business model, aligning processes across regions, and delivering a unified platform that could support the company's next stage of growth.
Out with the old, in with the "New Naviam"
Naviam selected Acquis to lead the initiative. The engagement focused on transforming a fragmented set of systems and processes into a single operating platform capable of supporting Naviam's unified business model.
Acquis began with a comprehensive process discovery effort across each company, working closely with stakeholders to document and understand the different ways each team managed sales, quoting, and customer relationships. The work surfaced variation in processes and tools, from the existing Salesforce environment to HubSpot implementations and spreadsheet-driven workflows.
Building upon the operating model Naviam's leadership designed, Acquis built a unified Salesforce platform for Naviam's global sales organization. This included a new security framework that gave three regional teams the ability to operate within a single instance while maintaining appropriate access controls and data visibility.
Acquis then implemented a new CPQ solution tailored to Naviam's pricing structure, building the system around the company's points-based model. The solution incorporated a regressive pricing curve, multi-currency support, a global price book, and the approval workflows required to manage complex quoting scenarios.
In parallel, the Acquis team executed a large-scale data migration effort, consolidating records from the additional companies into the target Salesforce environment. Following launch, Acquis provided support to stabilize the environment and reinforce adoption across the organization.
One company, one Salesforce
In under four months, Naviam launched the "New Naviam" on a unified Salesforce and CPQ platform.
The consolidated system supports sales processes across the global organization, enabling teams to operate with consistent workflows and visibility into pipeline and performance.
The new CPQ implementation gives the organization greater pricing control and reduced discounting, while unified data across all companies uncovered cross-sell and upsell opportunities that were previously invisible across siloed systems. With consolidated, high-quality data feeding into Salesforce, Naviam can now forecast revenue with greater accuracy and confidence and generate reporting quickly — important capabilities as the company prepares for continued growth.
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