Success stories

Jeannette is a senior sales executive with more than 20 years of experience in the ERP sector in Chile. She holds a Commercial Engineering degree from Universidad Tecnológica Metropolitana and specializes in SAP products. Her career includes key roles such as Customer Division Manager at H&CO Latam, where she has served since January 2023, and Commercial Manager at H&CO, LLP, from 2021 to 2023. Previously, she was SAP Business One Account Manager at Inxap, an SAP Gold Partner, from 2015 to 2019, and at Software & Consulting Group. She also served as Account Manager at Mekano Consulting S.A. in 2014-2015.

Background

During a transition period marked by an M&A process and the subsequent integration of both companies' business operations in Chile — acquirer and acquired — Jeannette took over leadership of the combined SAP Business One installed customer base in that market. This formidable challenge required unifying, aligning, and motivating Account Manager teams, ensuring operational continuity, and delivering on consulting project commitments and sales targets — all amid sweeping change and a high degree of uncertainty for both customers and the organization.

Solution

In partnership with Imppulsor, a comprehensive strategic initiative was launched to manage both the operational transition and the organizational change stemming from the M&A. The effort centered on strengthening planning and monitoring disciplines, improving internal processes, and aligning the sales team with the new strategic direction. Detailed planning systems and effective monitoring mechanisms were put in place to keep sales targets on track and consulting engagements running without disruption. Additional measures boosted sales productivity, improved communication across teams and with customers, and ensured the new policies were embedded smoothly into day-to-day operations.

Throughout the transition in partnership with Imppulsor, we successfully integrated both companies' commercial operations in Chile. Strong planning and monitoring disciplines allowed us to hit our sales targets and keep consulting engagements on track despite a volatile, uncertain environment. We improved internal processes and aligned the sales team with the new strategic direction, which drove greater cohesion and effective communication. The M&A transition was not only smooth, but it also increased sales productivity and customer satisfaction. We built a solid foundation for sustained growth and long-term stability.