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Brazil's move to IBS and CBS started in 2026 and SAP ECC mainstream maintenance ends in late 2027, pushing Brazilian companies toward ERP and tax-compliance projects.
The challenges every team reports, and how we turn them into pipeline.
For systems integrators, SAP and TOTVS consultancies and managed service providers, 2026 opened two windows at once. Complementary Law 214/2025 put IBS and CBS into a test phase in January, CBS replaces PIS and Cofins in 2027, and ICMS and ISS are phased down through 2033, which forces companies to rework tax master data, invoice issuing and tax calculation inside the ERP. At the same time, SAP ECC mainstream maintenance ends in late 2027, and extending it to 2030 costs more. Buyers know all this and still delay: the date from which NF-e invoices without IBS and CBS fields get rejected has already moved more than once, and every postponement becomes a reason to push the project back.
The CIO doesn't sign alone either. The CFO and the tax manager join the decision because the risk lands on tax reporting. And many partners live off leads passed on by the vendor, competing for the same opportunity with other partners in the same program. Without your own pipeline, it is hard to keep good consultants, many hired as PJ contractors per project, busy between one go-live and the next.
We segment by company size, sector and technology maturity, as we did with AGIW, an ERP services firm in Brazil, and add signals that a change is near: installed ERP version, open roles for tax or SAP analysts, expanding operations. We map the full committee, from the CIO and IT manager to the CFO, controller and tax manager, including influencers who don't sign but can veto. The finance message covers running both tax systems side by side, IBS and CBS credits and transition deadlines; the IT message covers versions, integrations and the path to S/4HANA. Our SDRs prospect in native Portuguese on Brasília time, and only hand your team meetings with people who have a project in sight.
They should already be on it. Since January 2026, Complementary Law 214/2025 provides for CBS at 0.9% and IBS at 0.1% in a test phase, offset against PIS and Cofins. In 2027 CBS replaces PIS and Cofins, and between 2029 and 2033 ICMS and ISS are reduced until they disappear. Each stage touches product master data, calculation rules, invoices and tax returns. Because NF-e operational deadlines shifted during 2026, many companies waited, and those are exactly the accounts an integrator should approach now.
Mainstream maintenance for SAP ECC 6.0 ends in late 2027. SAP offers extended maintenance from 2028 to 2030 with a two-percentage-point premium on the maintenance base, and only for enhancement packages 6 to 8. After that, a narrower support tier remains. For a Brazilian company, staying on ECC also means adapting a system with an expiry date to the tax reform, and that is where the S/4HANA migration conversation gains the CFO as an ally.
By building its own account list and working it before the project shows up on the vendor's radar. When a lead arrives through the channel, the company has usually already talked to more than one partner, and the fight comes down to price and timeline. Prospecting directly gets you to the CFO and CIO while they are still defining scope, so you can propose a tax reform impact assessment or a migration assessment as a first step, which is far easier to approve than a full project.
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