GBM Transforms Regional Sales and Achieves Predictive Forecasting Across Eight Countries
GBM modernized its regional sales operations across eight countries by redesigning its commercial methodology and partnering with VASS to deploy a unified sales platform in just 15 weeks. The transformation enabled real-time pipeline visibility, accurate forecasting, and high-volume sales activity tracking. Within three months, teams generated $580M in pipeline, achieved 85% forecast accuracy, and logged thousands of appointments, tasks, calls, and customer visits. The result is a fully predictive, data-driven sales organization with clear win/loss insights and reliable visibility into future quarters, including more than $250M already forecasted for 2026. Document downloaden© 2025 SAP or an SAP affiliate company. All rights reserved | PUBLIC© 2025 SAP or an SAP affiliate company. All rights reserved | PUBLIC
GBM Reinvents Regional Sales and
Unlocks Predictive Insight Across
Eight Countries
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. Managing over 1,000
monthly service opportunities across eight countries demanded real-time data, reliable forecasting, and a
sales methodology aligned with modern buying behavior — needs the legacy CRM could no longer meet.
By redesigning its commercial methodology around the customer journey and deploying a unified regional
platform, GBM has transformed how its sales teams plan, execute, and collaborate. Adoption surged
immediately, with thousands of appointments, tasks, calls, and customer visits now logged directly in the
system — creating accurate, near-real-time visibility into pipeline performance.
Today, GBM operates with true predictive insight. Leadership can review regional performance instantly,
understand win/loss drivers, and plan future quarters with confidence — including more than $250 million
already forecasted for 2026.
Featured Partner
A unified sales transformation delivering real-time visibility, consistent
methodology, and regionwide adoption at unprecedented scale.
GBM Reinvents Regional Sales and
Unlocks Predictive Insight Across
Eight Countries
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. Managing over 1,000
monthly service opportunities across eight countries demanded real-time data, reliable forecasting, and a
sales methodology aligned with modern buying behavior — needs the legacy CRM could no longer meet.
By redesigning its commercial methodology around the customer journey and deploying a unified regional
platform, GBM has transformed how its sales teams plan, execute, and collaborate. Adoption surged
immediately, with thousands of appointments, tasks, calls, and customer visits now logged directly in the
system — creating accurate, near-real-time visibility into pipeline performance.
Today, GBM operates with true predictive insight. Leadership can review regional performance instantly,
understand win/loss drivers, and plan future quarters with confidence — including more than $250 million
already forecasted for 2026.
Featured Partner
A unified sales transformation delivering real-time visibility, consistent
methodology, and regionwide adoption at unprecedented scale.
© 2025 SAP or an SAP affiliate company. All rights reserved | PUBLIC© 2025 SAP or an SAP affiliate company. All rights reserved | PUBLIC
“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
Customer Name
GBM
Parque Empresarial Forum,
Edificio E, Piso 3, Col. Santa
Ana, San José, San José
616155, Costa Rica
http://www.gbm.net/
Industry
Professional Services
Employees
2,500
Revenue
$450M
Products and services
IT Services & Technology
Distribution
Featured solutions
SAP Sales Cloud V2
$580M
Pipeline generated in
the first three months
85%
Forecast accuracy
achieved across eight
countries
Before: Challenges and opportunities
• Legacy CRM with only postmortem sales data
• Shift to 1,000+ monthly service-contract opportunities
• Manual, inconsistent forecasting across countries
• No single version of truth for pipeline or reporting
• Low system adoption and fragmented data
• Need for real-time insight, unified methodology, and scalable opportunity management
Why SAP and VASS
• Unified sales operations and standardized data model
• Redesigned methodology aligned to customer buying journey
• Deployment across 8 countries and ~250 users in 15 weeks
• Guided selling and scoring to improve data discipline
• Microsoft Teams and mobile access for seamless collaboration
• VASS has Strong CX expertise and guidance that accelerated adoption and process alignment
After: Value-driven results
• System-driven, real-time forecasting across all regions
• 6,500 opportunities and $580M pipeline in three months
• 22% closed won with forecast accuracy above 85%
• 1,500 leads with 42.8% conversion
• 1,500 appointments, 8,000 tasks, 400 calls, 1,000 visits logged the first three months
• Reliable forward visibility, including $250M forecasted for 2026
• Customer 360 and win/loss insights improving engagement and planning
• Shift to predictive, data-driven selling across the organization
From Fragmented Forecasting to High-Confidence Predictive Selling
— GBM Activates a Data-Driven Sales Engine Across Eight Countries
SAST_CSE_GBM_2511149enUS (25/11) © 2025 SAP SE or an SAP affiliate company. sap.com/terms-of-use
Featured Partner
“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
Customer Name
GBM
Parque Empresarial Forum,
Edificio E, Piso 3, Col. Santa
Ana, San José, San José
616155, Costa Rica
http://www.gbm.net/
Industry
Professional Services
Employees
2,500
Revenue
$450M
Products and services
IT Services & Technology
Distribution
Featured solutions
SAP Sales Cloud V2
$580M
Pipeline generated in
the first three months
85%
Forecast accuracy
achieved across eight
countries
Before: Challenges and opportunities
• Legacy CRM with only postmortem sales data
• Shift to 1,000+ monthly service-contract opportunities
• Manual, inconsistent forecasting across countries
• No single version of truth for pipeline or reporting
• Low system adoption and fragmented data
• Need for real-time insight, unified methodology, and scalable opportunity management
Why SAP and VASS
• Unified sales operations and standardized data model
• Redesigned methodology aligned to customer buying journey
• Deployment across 8 countries and ~250 users in 15 weeks
• Guided selling and scoring to improve data discipline
• Microsoft Teams and mobile access for seamless collaboration
• VASS has Strong CX expertise and guidance that accelerated adoption and process alignment
After: Value-driven results
• System-driven, real-time forecasting across all regions
• 6,500 opportunities and $580M pipeline in three months
• 22% closed won with forecast accuracy above 85%
• 1,500 leads with 42.8% conversion
• 1,500 appointments, 8,000 tasks, 400 calls, 1,000 visits logged the first three months
• Reliable forward visibility, including $250M forecasted for 2026
• Customer 360 and win/loss insights improving engagement and planning
• Shift to predictive, data-driven selling across the organization
From Fragmented Forecasting to High-Confidence Predictive Selling
— GBM Activates a Data-Driven Sales Engine Across Eight Countries
SAST_CSE_GBM_2511149enUS (25/11) © 2025 SAP SE or an SAP affiliate company. sap.com/terms-of-use
Featured Partner