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Armacell: A Global B2B Commerce Transformation Strategy for an €800M+ Manufacturer
B2B commerce strategy, enterprise architecture advisory, and global platform roadmap for an €800M+ manufacturer, integrating SAP, Salesforce, and Azure Active Directory into a standardized commerce operating model
Project Summary
Armacell, a global leader in technical insulation with revenue exceeding €800M, was operating on fragmented regional ordering systems that strained internal teams and complicated the buying journey for customers across continents. Before committing to a build, leadership needed a validated roadmap: one platform, one architecture, and a phased plan that could unify operations without disrupting the regions already running on their own systems.
Elogic Commerce was engaged as the strategic partner to define that path. Rather than begin development, we built the platform strategy first: translating fragmented regional processes into a target operating model for global B2B ordering, validating the architecture against SAP, Salesforce, and Azure Active Directory, and sequencing delivery so the business could commit with confidence. The outcome was an execution-ready blueprint, a validated MVP scope, and a phased plan that turned a patchwork of regional systems into a single global direction.
Key Outcomes
2
Regional systems reviewed (China, India) as reference implementations
3
Core enterprise integrations architected (SAP, Salesforce, Azure Active Directory)
3
Rollout phases defined (ordering, credit, dashboards)
7,
spanning SOW, architecture, and risk planning. Strategic deliverables produced
4 weeks
Strategy engagement duration, fixed price
About the Client
Armacell is a global leader in technical insulation, operating across multiple continents with revenue exceeding €800M. Its ordering operations had grown region by region, leaving China and India with working digital systems while other markets relied on manual, fragmented processes.
Customer service representatives absorbed much of that fragmentation directly, manually validating orders and syncing data that a unified platform should have handled on its own.
Strategic Context
For Armacell, unifying B2B ordering was not simply a technology upgrade. Two regions, China and India, already had working systems; the real challenge was designing a target operating model that every future region could adopt without a disruptive big-bang rollout. That meant reconciling divergent regional processes into one standardized approach, respecting customer service workload, data integrity across SAP and Salesforce, and the company's broader digital strategy, internally known as Project Fire.
Business Challenge
Beneath the fragmentation sat three concrete risks.
01
Operational strain
Manual order validation and data syncing consumed significant CSR capacity, with no shared platform to standardize the process across regions.
02
Integration risk
SAP, Salesforce, and Azure Active Directory were already central to operations, and a new platform had to connect to all three, alongside the existing Acquia/Drupal corporate site, without duplicating data or identity management.
03
Rollout complexity
A global platform had to support multilingual users, mobile access, and phased delivery, without leadership having a validated view of what should launch first versus later.
Consulting Approach
Stakeholder Alignment and Systems Review
We held structured interviews with business analysts, IT heads, and regional managers to surface operational, technical, and regional perspectives, then reviewed Armacell’s existing China and India implementations in detail to identify what worked and where bottlenecks appeared. This gave the roadmap a foundation in what had already been proven, not just what was theoretically possible.
Business Capability Assessment and Operating Model Design
We mapped how customers, CSRs, and managers actually used the existing systems, shaping a role-based process design around real working practices rather than assumption. Functional and technical requirements were captured to define the platform’s MVP scope with precision.
Future-State Commerce Architecture
We defined how the future-state platform would connect to SAP, Salesforce, and Azure Active Directory, and reviewed Acquia/Drupal dependencies to confirm alignment with the corporate site. Every recommendation was checked against Project Fire, ensuring the target architecture reinforced Armacell’s broader digital strategy rather than sitting apart from it.
Phased Roadmap and Delivery Plan
We packaged the strategy for the business: a functional and technical statement of work for the MVP, an integration framework covering SAP, Salesforce, and Azure Active Directory, order process schematics, a role-based access model, a feature prioritization matrix across three phases, a risk and assumptions register, and a high-level implementation roadmap leadership could execute against immediately.
Results & Business Impact
Executive Alignment
Moved
business and technical stakeholders across regions from fragmented priorities to one shared, phased vision for the global platform.
Investment Readiness
Defined
a defensible MVP scope, ordering first, credit and dashboards later from real system reviews rather than assumption, giving leadership a business case it could fund in phases.
Reduced Integration Risk
Mapped and validated
SAP, Salesforce, and Azure Active Directory dependencies before build, reducing the risk of costly rework during implementation.
Execution Readiness
+
A functional SOW, architecture, and risk register gave the team a scope it could act on immediately, with no ambiguity about what to build first.
Strategic Coherence
Checked
every recommendation against Project Fire, ensuring the target operating model reinforced rather than duplicated the company's wider digital transformation.
Capabilities Demonstrated
When This Strategy Fits
This kind of engagement fits when a business is ready to unify fragmented systems but has not yet validated its architecture, sequenced its rollout, or reconciled the initiative with its broader digital strategy. It converts operational pain into a fundable, phased plan and de-risks the global build that follows.
It fits less well where architecture and scope are already defined and only execution remains, where a single-region deployment needs only a light assessment, or where delivery pressure leaves no room to set direction first.
Planning a Global B2B Commerce Platform?
Successful B2B platform transformations are rarely limited by technology; they succeed when leadership aligns around a validated architecture, a realistic rollout sequence, and an integration strategy before implementation begins. Elogic Commerce partners with executive and regional teams to define that direction and reduce transformation risk before significant delivery investment is made.