Case Study: Turning Infor VISUAL Data Into Live KPIs and a Clearer Sales Strategy
How a Canadian industrial manufacturer got live KPIs, six customer segments, and clearer sales priorities from the data already inside Infor VISUAL, without replacing its ERP.
Working from six years of order history inside Infor VISUAL, and without replacing or changing the ERP, the engagement delivered:[1]
- at least three hours per week of manual reporting work removed;
- live KPIs built around leadership's own growth goals;
- 264 inactive accounts identified for review, out of 804 total;
- 199 cross-sell opportunities surfaced;
- six customer segments turned into clearer sales playbooks;
- no ERP replacement, migration, or disruption to daily operations.
The problem
This Canadian industrial manufacturer had years of valuable information inside Infor VISUAL: orders, customers, inventory, jobs, and invoices.
But getting useful answers meant exporting data into Excel, adjusting it by hand, and rebuilding sales reports repeatedly. Senior management spent too much time preparing information instead of using it to make decisions.
They also lacked a clear view of their customer base. Different types of customers needed different sales approaches, but the data did not make those differences easy to see.
What Wallai built
Wallai connected to Infor VISUAL through a read-only API. Nothing in the ERP was replaced or changed.
The work happened in three stages.
1. Live executive reporting
Wallai built a dashboard around the company's actual growth goals and KPIs. The team could see the information they needed without rebuilding reports in Excel.
2. Customer visibility
Wallai reviewed six years of order history and identified accounts whose buying patterns had changed or stopped. The review found 264 inactive accounts among 804 total accounts, along with 199 potential cross-sell opportunities.[2]
3. Clearer sales strategy
Wallai organized the customer base into six practical segments, including OEMs, upfitters, distributors, and end users. Each segment received a clearer sales archetype and approach, helping the sales team understand who they were speaking to and how to prioritize them.
Why it mattered
The company did not need another generic dashboard or a long AI strategy project. It needed its existing VISUAL data to become useful.
Wallai helped leadership spend less time assembling reports, helped the sales team understand its accounts more clearly, and gave the company a better foundation for growth, all while keeping Infor VISUAL running as it already did.
The engagement is client-de-identified. The figures here (804 accounts, 264 inactive, 199 cross-sell opportunities, six segments, three hours per week) come from the engagement's records and are published in the same de-identified form on the Wallai proof page.[1] The customer visibility stage is examined in more depth in a separate case study.
Frequently asked questions
Did Wallai replace or change Infor VISUAL?
No. Wallai connected by API, read-only. Nothing in the ERP was replaced or changed, and daily operations continued as before.
What data did the work cover?
Six years of order history inside Infor VISUAL: orders, customers, inventory, jobs, and invoices across 804 accounts.[1]
How much reporting time was removed?
At least three hours per week of manual reporting work was removed from senior management once the live dashboard replaced the Excel rebuild cycle.[1]
Is this the same engagement as the 264 lapsed accounts case study?
Yes. The customer visibility stage described here is the review covered in that article: 264 accounts among 804 whose buying patterns had changed or stopped.[2]
Still exporting VISUAL data into Excel?
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Find my biggest winSources
- Wallai, "The proof, with the numbers left in," Infor VISUAL case entries (accounts classified, cross-sell openings, segment map, live KPI dashboard), accessed July 29, 2026. wallai.ca/proof
- Wallai, "Case Study: How AI Found 264 Lapsed Accounts Hidden in ERP Data," July 17, 2026. wallai.ca/insights