Summary
Key results
A single, central source of sales data replacing scattered Excel spreadsheets
A platform that can grow with the business by adding further Salesforce apps and reports
Synchronizing sales with fleet operations
Aker BioMarine’s model requires tight synchronization of sales, production, and logistics. Sales forecasts directly affect decisions on harvesting plans, production, and voyages of a specialized fleet operating in the challenging conditions of Antarctica. With growth, the lack of consistent, current data increased the risk of under- or over-estimating demand, leading to inefficient use of the fleet and production resources. Two streams of sales data were maintained in disparate spreadsheets, making it difficult to maintain a single version of truth for forecasts and results and requiring time-consuming manual updates.
The Excel-based approach did not provide one version of the truth or rapid reconciliation of forecasts with actual sales. Every change required manual updates and data consolidation, impeding timely decision-making. The company needed a central sales system and analytics tools to translate commercial forecasts into concrete operational decisions across the organization. Aker BioMarine chose Sii Poland – with combined Salesforce and business-intelligence expertise – to deliver the transformation.
One sales and analytics platform for the entire organization
The goal was to replace spreadsheets with a centralized sales platform and connect it to an analytics layer, enabling forecasting and fleet planning based on live data. Sii Poland delivered a solution built on Salesforce Sales Cloud and dedicated Salesforce applications, alongside a data platform and scenario/reporting models in Microsoft Power BI.
Scope of work:
- Implemented Salesforce Sales Cloud for medical and non-medical sales to automate forecasting and pipeline management in place of manual spreadsheets
- Designed and developed Salesforce apps using Apex and Visualforce to model forecasting at the customer–product–month level
- Introduced bulk record creation, business validations, and automated notifications to reduce errors and speed up sales workflows
- Integrated Salesforce with order and invoicing systems to continuously compare forecasts with actuals and keep results current
- Built an integrated data platform from 20+ sources – including factory, at-sea operations, and sales – to provide shared context for sales and logistics reporting
- Created reports and scenario models in Microsoft Power BI to rapidly test sales, production, and fleet-planning variants without complex manual analysis
Better sales and logistics decisions for sustainable growth
With Salesforce and a BI layer delivered by Sii, Aker BioMarine now bases commercial decisions on current, consistent data. Forecasts are continuously reconciled with actuals, and production plans can be adjusted quickly. Combining data from 20+ sources – from harvesting through the factory to sales – provides a complete business picture, enabling optimal use of fleet and production resources and supporting the company’s mission to improve human and planetary health.
Cooperation of Sii Poland and Aker BioMarine
Process automation and simplified business logic have improved user experience. Sales teams focus on customers and market development instead of manual reporting, while production and logistics teams work from clear, data-driven scenarios – without complex Excel analyses.