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GBM Professional Services | LATAM SAP Sales Cloud v2
Professional Services
GBM, Central America and the Caribbean’s leading IT-services provider, has evolved significantly as more than 60 percent of its revenue shifts toward long-term, subscription- based services.
$580M Pipeline Generated In the first three months 85% Forecast Accuracy Achieved across eight countries
Headquarters Costa Rica
Products IT Services provider
Web Site gbm.net/
Business Challenges • Legacy CRM with only postmortem sales data with no single version of truth for pipeline or reporting • Shift to 1,000+ monthly service-contract opportunities • Manual, inconsistent forecasting across countries • Low system adoption and fragmented data • Need for real-time insight, unified methodology, and scalable opportunity management Customer Benefits • System-driven, real-time forecasting across all regions providing reliable forward visibility, including $250M forecasted for 2026. • Achieved 6,500 opportunities and a $580M pipeline in three months with 22% closed won and forecast accuracy above 85%. • Successfully converted 1,500 leads with a 42.8% conversion rate, supported by 1,500 appointments, 8,000 tasks, 400 calls, and 1,000 visits logged in the first three months. • Enhanced engagement and planning through Customer 360 and win/loss insights. • Organization-wide shift to predictive, data-driven selling. “Data kills perceptions. With SAP Sales Cloud, we now have the facts to drive smarter, more meaningful conversations with every stakeholder.”
Francisco Montesinos Commercial Manager GBM
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