GBM Reinvents Regional Sales and Unlocks Predictive Insight Across Eight Countries
  • Success case

Dec 02, 2025

GBM Reinvents Regional Sales and Unlocks Predictive Insight Across Eight Countries

VASS, in collaboration with SAP, drives a unified sales transformation at GBM, delivering real-time visibility, a consistent methodology, and regionwide adoption at an unprecedented scale.

Today, GBM operates on a predictive, consistent, and fully integrated sales platform that drives faster and more reliable decision-making

GBM, the leading IT services provider in Central America and the Caribbean, is accelerating its transition toward subscription-based services, which already represent more than 60% of its revenue.

Managing over 1,000 monthly service opportunities across eight countries required real-time data, reliable forecasting, and a sales methodology aligned with modern buying behavior—needs that its legacy CRM could no longer meet.

By redesigning its commercial methodology and adopting a unified regional platform, GBM transformed how its sales teams plan, execute, and collaborate. Adoption increased immediately, with thousands of activities recorded directly in the system, providing near real-time visibility into pipeline performance.

Thanks to this transformation, GBM now operates with true predictive capability: leadership can analyze regional performance, understand success drivers, and confidently plan upcoming quarters—including more than $250 million already forecasted for 2026.

 

 

The challenge

“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

The challenge

With operations in eight countries and more than 2,500 employees, GBM faced fragmented data, low CRM adoption, and inconsistent forecasting practices.

The main challenges included:

  • A legacy CRM offering only postmortem sales data.
  • A shift toward more than 1,000 monthly service-contract opportunities.
  • Manual and inconsistent forecasting across countries.
  • No single version of truth for pipeline or reporting.
  • Low system adoption and fragmented data.
  • Lack of real-time visibility and an unscalable commercial management model.

GBM needed a unified platform, a modern methodology, and a scalable regional process.

 

 

 

 

How We Did It

How did we do it

At VASS, together with SAP, we approached the transformation through a coordinated focus on technology, processes, and adoption. We implemented:

  • A redesigned methodology aligned with the customer buying journey.
  • Unified sales operations and a standardized data model.
  • SAP Sales Cloud V2 deployed in 8 countries and 250 users in just 15 weeks.
  • Guided selling and scoring models to strengthen data discipline.
  • Integration with Microsoft Teams and mobile access for seamless collaboration.
  • Deep CX expertise from VASS to accelerate adoption and process alignment.

The result: a fully standardized, collaborative, and data-driven commercial ecosystem.

 

 

Results

Company

Today, GBM operates on a predictive, consistent, and fully integrated sales platform that drives faster and more reliable decision-making. The project achieved:

  • System-driven, real-time forecasting across all regions.
  • 6,500 opportunities and $580M in pipeline within three months.
  • 22% closed won with forecast accuracy above 85%
  • 1,500 leads with a 42.8% conversion rate.
  • Thousands of interactions recorded: 1,500 appointments, 8,000 tasks, 400 calls, and 1,000 customer visits in the first three months.
  • Strong forward visibility, including $250M forecasted for 2026.
  • Customer 360 and win/loss insights improving planning and engagement.
  • A complete shift toward predictive, data-driven selling.

 

 

 

 

Technologies

SAP Sales Cloud V2

generating business value

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