Case Study: GBM achieves predictive sales visibility across eight countries with SAP Sales Cloud

GBM Transforms Regional Sales and Achieves Predictive Forecasting Across Eight Countries

GBM, a leading IT services provider in Central America and the Caribbean, faced challenges with its legacy CRM system. It could not handle the company's shift to managing over 1,000 monthly service opportunities or provide real-time data and consistent forecasting across its eight-country operation. To support its new subscription-based revenue model, GBM needed a unified sales methodology and a single source of truth for its pipeline, which led them to partner with SAP and implement SAP Sales Cloud.

The solution from SAP, deployed with partner VASS, created a unified regional platform that standardized the sales process around the customer journey. This resulted in immediate and widespread adoption, with thousands of customer interactions logged directly into the system. The measurable impact for GBM was substantial, including the generation of a $580 million pipeline within three months, achieving over 85% forecast accuracy, and gaining predictive insight with $250 million already forecasted for 2026.

GBM

Francisco Montesinos

Commercial Manager