The Complete Guide to SAP and Salesforce Integration

Introduction

Integration has become a necessity—not a luxury—in today’s fast-paced business environment. Two of the strongest enterprise technologies, SAP and Salesforce, usually run in parallel, but when integrated effectively, they can revolutionize the way your business operates.

In this guide, we’ll take you through everything you need to know about SAP and Salesforce integration—why it is essential, how it is done, the benefits, challenges, techniques, and more.

Whether you’re a CIO envisioning a digital transformation, an IT consultant, or a business user looking to simplify processes, this article will guide you through the process and enable you to make smarter choices.

1. Why SAP and Salesforce Integration?

• SAP and Salesforce are industry-leading platforms, each excelling in their respective domains.
• SAP handles your back-end operations—finance, procurement, logistics, inventory, manufacturing, and more.
• Salesforce drives your customer-facing operations—sales, marketing, service, CRM, and engagement.

When SAP and Salesforce operate in silos, they create data gaps, delays, and inefficiencies across business processes.

• Data inconsistencies
• Information delays
• Suboptimal customer experiences
• Manual interventions

Integration provides a seamless digital thread between your front office (Salesforce) and back office (SAP)—establishing a single source of truth and enhanced efficiency within the company.

2. Key Business Benefits of SAP and Salesforce Integration

Unified Customer View

Gain a complete 360-degree view of customers—orders, invoices, deliveries, and service requests—all within Salesforce.

Accelerated Sales Cycles

Sales reps can view product availability, pricing, and order status from SAP without leaving Salesforce.

Automated Workflows

Trigger SAP processes like order creation, invoicing, or inventory updates based on Salesforce activities.

Better Forecasting

Sync data between platforms for accurate demand planning and revenue forecasting.

Less Manual Effort

Reduce duplicate data entry and minimize spreadsheet-based errors.

3. What Data Should You Integrate Between SAP and Salesforce?

Your integration scope will vary depending on your business model and goals. Common data mappings include:

Salesforce Object	Corresponding SAP Data
Accounts	Customers / Business Partners
Opportunities	Sales Orders / Quotations
Products	Materials / SKUs
Price Books	Pricing Conditions
Invoices	Billing Documents from SAP FI
Service Cases	SAP Service Orders or Tickets

You might also want to include:

• Delivery status
• Inventory levels
• Credit limits
• Payment history

4. Typical SAP and Salesforce Integration Scenarios

Quote-to-Cash Automation

Create SAP sales orders directly from Salesforce opportunities and monitor their entire lifecycle (from quote to payment).

Order Status Updates

Enable sales reps to view real-time order statuses and delivery tracking within Salesforce.

Customer Financial Information

Expose SAP customer payment history, credit status, and outstanding bills inside Salesforce.

Customer Service Integration

Let support teams view SAP warranty or product repair statuses directly from Salesforce’s service console.

5. Integration Approaches: How Do You Connect SAP and Salesforce?

Your integration method depends on your budget, complexity, scalability, and whether you need real-time updates.

1. Middleware/Integration Platforms (Best for Enterprises)

Use tools such as:

• MuleSoft (owned by Salesforce)
• Dell Boomi
• SAP BTP Integration Suite (formerly CPI)
• Informatica

Pros:

• Scalable, reusable, and auditable
• Real-time and batch integration support
• Pre-built connectors for faster setup

2. Point-to-Point APIs (Good for Small-Scale Projects)

Custom code using:

• Salesforce REST/SOAP APIs
• SAP OData, IDoc, or BAPI services

Pros:

• Highly customizable
  Cons:
• More difficult to maintain and not scalable

3. SAP Cloud for Customer (C4C) and SAP BTP offer native tools for seamless integration with Salesforce.

SAP’s native integration options that also support Salesforce connections.

6. Challenges in SAP and Salesforce Integration

Integration can bring significant value, but also has its challenges:

Data Model Mismatch

SAP and Salesforce use different data models, requiring smart mapping and transformation logic.

Real-Time vs. Batch Syncing

Not all use cases require real-time data exchange. Choosing the right sync frequency is crucial.

Security & Governance

Ensure user roles, permissions, and compliance are maintained across both platforms.

Customizations and Legacy Code

Legacy or highly customized systems may complicate integration and require more effort.

7. Best Practices for a Successful Integration

• Define Clear Objectives: Know what outcomes you’re targeting (e.g., faster sales, fewer errors, better visibility).
• Prioritize Use Cases: Start with high-impact areas like quote-to-cash or product availability.
• Use Middleware Where Appropriate: Easier to maintain and scale over time.
• Plan for Error Handling: Implement error logging and options for retries or manual resolution.
• Ensure Data Consistency: Create a master data governance plan across systems.
• Test Thoroughly: Use sandbox environments and include both technical and business users in testing.

8. Real-Life Example: Salesforce + SAP Integration in Manufacturing

Industry: Manufacturing

A global industrial tools manufacturer used Salesforce for sales and SAP ECC for operations. Sales reps lacked visibility into real-time inventory and pricing—causing delays and missed opportunities.

Solution:

• Integrated Salesforce and SAP using MuleSoft
• Displayed real-time pricing, product availability, and order data directly within Salesforce.
• Automated quote-to-order workflows

Results:

• 30% faster quote generation
• 20% fewer order errors
• Better customer satisfaction and quicker deliveries

9. When Should You Consider Integration?

Ask yourself:

• Do your sales or service teams lack visibility into backend systems?
• Are you duplicating data manually between SAP and Salesforce?
• Do customers experience delays or misinformation?

If you answered “yes” to any of these questions, it’s a strong sign that integration is long overdue.

10. How ERP Roots Can Help

At ERP Roots, we specialize in SAP integration services built for real-world business impact. Whether you’re connecting Salesforce, a custom CRM, or a legacy platform—we help automate workflows, connect data, and streamline operations.

Our deep expertise in both SAP and Salesforce ensures that your systems communicate in the smartest, most efficient way possible.

Conclusion: Unlock Business Agility Through Integration

SAP and Salesforce are each powerful alone—but together, they create a data-driven, agile, and customer-first enterprise. From accelerating sales to improving visibility and decision-making, integration is the glue that holds modern digital transformation together.

Don’t let your systems operate in silos. Start small, scale smart, and integrate strategically.