Gaspro Costa Rica — Building Commercial Infrastructure for a B2B Industrial Gas Supplier

About the client

Gaspro supplies industrial, medical and scientific gases across Central America, selling to industry, healthcare and labs through direct sales representatives, sales points and a call center.

The challenge

• The Costa Rica client portfolio lived only in the memory of a few senior sales executives, which is a business-continuity risk rather than a marketing gap.
• There was no CRM, no marketing infrastructure and no local content. The corporate website is managed regionally and can't be edited locally.
• In a market dominated by a global competitor, B2B buyers had few local signals of expertise.

Our solution

1. Continuity first: framed the program as commercial infrastructure, not a campaign, with capturing account knowledge as the first deliverable.
2. Month 1 RevOps setup: HubSpot CRM configured with Zapier automation in parallel, so accounts, contacts and opportunities are documented as the sales team works.
3. Local B2B presence: content strategy and social media on LinkedIn and Meta, managed in-house by Maureen Digital, to build the local voice the corporate site can't provide.
4. AI-ready team: plans to connect the client's existing Claude workspace to the commercial system, backed by hands-on AI training through DBUGGER's AI Academy.
5. Checkpoint governance: six quarterly checkpoints (CP1–CP6), where add-ons such as Google Ads, video or LinkedIn Ads are evaluated against results.

Scope

• Commercial diagnosis
• HubSpot CRM + Zapier implementation
• content strategy
• social media management (LinkedIn, Meta)
• AI enablement
• quarterly reviews over 18 months

Software licences are contracted directly by the client.

Milestones

1. Proposal and contract
   Done
2. CRM + automation setup (Month 1)
   Upcoming
3. content engine live
   Upcoming
4. CP1 review
   Upcoming

Takeaways

• For inherited B2B portfolios, protect the relationships before running campaigns
• quarterly checkpoints make growth decisions evidence-based
• a local team can close gaps a global competitor can't move fast enough to fill