Manufacturing leaders are navigating an increasingly tough commercial environment. Cost volatility, complex supply chains, and evolving buyer expectations mean that protecting profit margins is no longer just an annual budget exercise; it is a daily operational battle.

While technologies like AI and automated revenue platforms promise relief, the reality on the plant floor is often much more complex. High-level strategic vision frequently collides with decades of legacy ERP systems, fragmented spreadsheets, and deeply ingrained team habits.

To separate realistic execution from industry hype, Filip Linhart (Head of Delivery at Namiru Solutions) sat down with Killian Cassoni (Revenue Cloud Account Executive at Salesforce) for an in-depth discussion on what digital transformation actually looks like for modern manufacturers.

Here is a preview of the core challenges and strategies discussed in their conversation:

1. Fix the Process Before Adding AI

AI is a powerful accelerator, but placing an AI layer on top of a broken, manual process only speeds up operational chaos. Real AI readiness relies on three foundational pillars: connected Data, streamlined Processes, and active People & Governance.

2. Quoting Is No Longer Just About Physical Machines

Industrial sales have fundamentally changed. Today’s sales teams aren’t just quoting a standalone piece of machinery; they are bundling hardware, custom field installation, extended warranties, and ongoing service contracts—often across multiple currencies and distribution channels. Manual quoting tools simply fall short under this level of commercial complexity.

3. Stop Silent Margin Leakage at the Handoff

Where do profit margins actually vanish? Most often, it happens during the manual handoff between front-line sales teams and back-office ERP systems. When sales reps lack real-time visibility into inventory levels or customer credit scores, they resort to manual spreadsheet workarounds. Over time, these small delays and data entry errors erode bottom-line profitability.