Development of Sales Methodologies for NBM and AM H&CO Cloud
Cristian Arriagada is the current Regional Sales Director, SAP Business One Cloud at H&CO Cloud, a leading SAP Gold partner, where he leads the commercialization and expansion of SAP Business One Cloud solutions in countries including Mexico, Colombia, Peru, Chile, and Argentina. With more than 6 years in this position, Cristian has played a key role in establishing H&CO Cloud as one of the leading SAP partners for this product and these territories. Previously, Cristian held sales leadership roles at V&V Solutions and TFC Soluciones, accumulating more than 14 years of experience in the sector. His track record demonstrates a strong ability to manage commercial teams and develop effective sales strategies, driving growth and efficiency in the technology market.
Background
When I took over regional expansion for H&CO Cloud, I knew we had a talented team and ambitious goals. But we lacked enough clarity on what was holding us back or how to prioritize efforts across countries. Practices varied, results were highly uneven, and many decisions were made by gut feel. We needed to understand what was really going on, identify what was working and what was not, and above all, pinpoint where to focus to build something more solid.
Solution
We decided to start with Imppulsor's Commercial Maturity Diagnostic. It was the right call. They assessed our commercial operation in depth, analyzing dimensions such as strategy, processes, leadership, structure, talent, and more. They did not just conduct interviews and analysis; they helped us see what we were missing. For the first time, we had a shared view of our gaps and strengths, plus a concrete roadmap for moving forward based on our reality and our challenges.
The diagnostic did more than give us data — it showed us precisely where we were losing efficiency, which profiles needed support, and which practices we had to reinforce to integrate the operation and improve our enterprise-scale capabilities. From there, we were able to move ahead with developing our own roadmap.
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