As visibility and information sharing across the business improves, so too does Ebury’s understanding of its customers. The company works with more than 10,000 organisations, each of which has different payment and trade cycles. “With Salesforce, we can get closer to our customers. We have a live record of their needs at different stages of the relationship,” explains Giabardo. “If a prospect doesn't engage with us immediately, we can capture the dialogue to pick up at a later date.”

Detailed customer records also enable Ebury to identify seasonal cash flows, so they know when is a good time to revisit an opportunity. “Every day is different. We need to make quick decisions and good decisions we don’t have the luxury to make mistakes,” said Giabardo. “Salesforce CRM did what we wanted from day one. It makes us more efficient and helps our people maximise their talent and deliver better service.”