Case Study: Grupo El Derecho achieves 20% sales growth and centralized client data with SugarCRM

Grupo El Derecho Centralizes Client Data on SugarCRM and Boosts Sales Performance By 20%

Grupo El Derecho, a Madrid‑based online legal publishing specialist, faced fragmented client information spread across paper, spreadsheets and custom databases, with sales reps using disparate work practices and little coordination between marketing, sales and customer service. This lack of a single customer view and real‑time pipeline visibility led to duplicated efforts, poor forecasting and lost revenue.

Working with Sugar partner REDK.NET, the company deployed Sugar Professional to centralize customer data and integrate with existing processes without forcing workflow changes. The CRM improved interdepartmental collaboration and sales forecasting, and delivered measurable results: average revenue per salesperson rose 20% annually, new account revenue increased 12% while headcount was reduced by 25%, and recruitment/turnover costs and service response times declined.

Grupo El Derecho

Luis Ortiz

Sales Director, Grupo El Derecho