End-to-End Digital Sales Journey for a Logistics Service Provider

Client Overview

A large-scale logistics company offering secure cash handling and transport services to small and medium-sized businesses (SMBs) across multiple regions.

Business Challenge

The client wanted to replace manual sales engagement with a digital B2B storefront that could support:

Self-service product discovery and configuration
Real-time pricing based on location and cash volumes
Seamless onboarding and quote generation
KYC and compliance checks integrated into the onboarding journey

They required a scalable Salesforce platform that allowed SMB customers to onboard themselves while providing sales teams with intervention tools when needed.

Solution Implementation in Salesforce

We implemented a Salesforce B2B Commerce and CPQ platform integrated with Experience Cloud, supporting:

1. Lead Capture with JWT Security

Leads entered via a public website and were securely transferred into Salesforce using signed JWT tokens.
Duplicate prevention and lead validation logic ensured data integrity.

2. Dynamic Product Configuration via Cart APIs

Storefront collected business location data (address, cash volumes, contract duration).
Pricing was calculated using zone and cash bucket logic, then passed into Salesforce CPQ to pre-fill carts and quotes.

3. Guided Sales & Onboarding Journey

Customers could complete onboarding through the portal or be guided by sales reps for complex cases.
Storefront UI allowed users to track onboarding and application status in real time.

4. Integrated KYC & Compliance Engine

KYC verification was handled via real-time API integration with LexisNexis.
Uploaded documents and results were tracked using custom objects and flows.

Business Impact

Enabled 100% digital onboarding for SMB customers
Reduced onboarding time by 50%
Delivered a fully secure JWT-based lead capture system
Simplified product configuration for 48+ product combinations
Improved compliance accuracy and transparency