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Verifactu and mandatory B2B e-invoicing force Spanish companies to replace invoicing software, but the tax ministry has moved the timeline once and announced another delay.
The challenges every team reports, and how we turn them into pipeline.
Business software in Spain lives by the official gazette. Verifactu currently requires invoicing systems to be adapted by January 1, 2027 for corporations and July 1, 2027 for everyone else. Royal Decree 238/2026 makes B2B e-invoicing mandatory, with 12 months to comply for companies invoicing over €8 million and 24 months for the rest, counted from a ministerial order that hasn't been published yet. In October 2026 the Ministry of Finance announced it wants to push Verifactu to October 2028. The owner of an SMB in Valencia or the CFO of a mid-market company in Madrid has learned that waiting costs nothing, and their gestoría, the outsourced accounting firm that weighs heavily on which software a client runs, is in no hurry either.
The buyer is also saturated. The EU-funded Kit Digital vouchers got thousands of SMBs to buy software with the subsidy as the sales pitch. Companies only had to keep those solutions running for 12 months, and now many are deciding whether to pay for renewal themselves, wary of any vendor calling with an offer. Outbound has its own rules too: the data protection authority (AEPD) applies Article 21 of the LSSI e-commerce law to commercial email between businesses as well. With August dead and Easter slowing April, the useful selling year is short.
We segment by what actually drives the purchase: SMBs coming out of their subsidized Kit Digital year and reviewing their tools, companies over €8 million that will have to issue e-invoices before everyone else, and mid-market firms in Madrid, Barcelona and Valencia already replacing their ERP or CRM for their own reasons. We talk to each segment about their operations, not the tax calendar, because a message that only sells compliance gets postponed along with the deadline. LinkedIn and phone carry the first touch, email comes in when there's a legal basis under the LSSI, and we concentrate effort from September to November and January to June. If you sell through gestorías and accounting advisors, we prospect them as a channel too.
With important caveats. The AEPD holds that commercial email is governed by Article 21 of the LSSI, which requires prior consent unless there's an existing contractual relationship, and it applies that view even when the recipient is a company. GDPR legitimate interest doesn't cover a mass campaign on its own. That's why first contact in Spain usually goes through LinkedIn or phone, with email saved for when there's a clear legal basis. Check your specific setup with your data protection advisor.
They open the conversation, they don't close it. Verifactu's timeline already slipped from 2026 to 2027, and the Ministry of Finance has announced it intends to move it to October 2028 to line up with B2B e-invoicing, so the legal urgency deflates with every announcement. It works better to lean on what doesn't change: time saved on admin, integration with the client's gestoría or bank, and the fact that companies over €8 million will have less room than everyone else once the ministerial order is out.
September through November, when budgets and priorities for the next year are set, and January through June. August barely exists for buying decisions, and Easter week takes a big bite out of April. If your buyer sits in finance, also plan around the quarterly VAT return (modelo 303), filed April 1–20, July 1–20, October 1–20 and by January 30: in those weeks the CFO and their team are far less responsive to any new vendor.
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