Client
FM Logistic is an international logistics company headquartered in France. The business has operated in CIS since 1998. It runs 22 warehouses with a total staff of 3,000 people. The company's marketing and management business processes were tied to Salesforce.
The Problem
In 2022, the US-based Salesforce platform stopped onboarding new customers from CIS for political reasons. The outlook for existing customers was uncertain: the platform could cut them off at any time. Since Salesforce is offered only as SaaS and all user information is stored on the platform's servers, FM Logistic's CIS division risked losing all its work in a single day.
The company therefore decided to move all processes to Bitrix, a CIS-made CRM.
KT.Team's task
Migrate processes and databases from Salesforce to Bitrix as quickly as possible and without data loss.
Business analysis phase
The kt.team project team began by analyzing how the processes were currently set up in Salesforce. We examined:
Based on the analysis, we:
- which modules and entities FML used in its work,
- how these modules were connected in the logic of the required processes,
- how each type of data was processed and how it was accounted for in the processes.
- documented the key entities (contacts, companies, leads, deals) - field sets, relationships, and data types;
- compared the capabilities of Salesforce and Bitrix24
- selected which Bitrix24 modules the client needed
- worked out how to replace Salesforce functionality that was not available in Bitrix24 but used by the client.
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Result 1. The client never had to stop operations, because development and testing in Bitrix24 did not affect the live CRM
FM Logistic's marketing division continuously adjusts its actions based on data from current deals and leads. Marketing therefore needs clear reports, CRM analytics, and the ability to flexibly adapt those reports to analyze specific segments and data. All decision-making information must be centralized.
We moved the logic for building core reports from Salesforce to Bitrix24, linking fields and documents to the relevant analytics and visualization tools. To avoid increasing development costs and implementation time, we relied on Bitrix24 custom tools as much as possible.
All development was carried out without shutting down Salesforce, so until the tested MVP went live, all FM Logistic employees continued working in the system they were used to.
The first users started working in Bitrix24 only after we confirmed that the core required processes were functioning properly.
Result 2. We migrated the data stored in Salesforce, preserving its structure and relationships
All FM Logistic divisions work in a single Salesforce instance, and the CRM stores data for CIS, France, and all other regional divisions. This limited our work: we could not be given access to the data API, because that API would have opened access to the entire data set. So we reviewed the logic, process design, and formulas through guest access in the sandbox, a test environment without data, and received the data needed to test the migrated processes in Bitrix24 in .xls and .csv formats. We loaded it into the system and checked that the new processes worked correctly. At the same time, the data storage structure and relationships were preserved as they were, so users could work comfortably in the new system without having to rebuild the logic.
Result 3. The first users started working in the new CRM less than a month after project launch
It took about 80 working hours to deploy Bitrix24, migrate the data, and build the logic in the new system. The first users started working with the system MVP less than a month after the project began.
Project results
The marketing team at FM Logistic's CIS division works with customer data in its familiar workflow. At the same time, the CRM system's stability no longer depends on the political situation.
