Does this replace the CRM or BI tool we already have?

For most teams, yes — that's the point. Instead of a CRM that sits beside your ERP and a BI tool that sits beside that, Phocas Analytics (BI), Sales Insights and CRM all read the same up-to-date ERP data. One system, one login, nothing to reconcile.

Will my reps actually use it?

Reps don't abandon CRMs because they're lazy — they abandon them because logging in doesn't help them sell. So we built this the other way round: nothing made it in unless it made a rep's day easier. Talk instead of type. Know who to call before you go looking. Update the pipeline because it tells you what to sell next, not because someone asked you to. That's the difference between a tool reps route around and one they actually open.

How long does implementation take?

For new customers, most Phocas implementations land in 8-12 weeks for a mid-size business, with a dedicated team handling the ERP connection, data validation and rep training so your team isn't left to figure it out alone. For existing customers, reach out to your Account Manager to find out more.

What if we run more than one ERP?

This is common in distribution, especially after an acquisition. Phocas connects to multiple ERPs including Infor, NetSuite, Epicor, Klipboard, Microsoft, MYOB, Sage, SAP and many more. If you're running two or three of these across different sites, Phocas consolidates them into one view instead of leaving you with separate numbers for separate entities. This all happens automatically vis the foundational Analytics product, that then feeds consolidated, up-to-date data to the Sales Insights and CRM products.

What's the difference between Sales Insights and CRM?

Sales Insights tells reps who to call and what to sell, ranked by revenue impact. CRM is where that turns into action: logging the visit, updating the pipeline, creating the follow-up task. Together they close the loop between direction and execution.

Best practice selling, built for distributors

Phocas Sales Performance Suite ranks your best accounts, tells reps who to sell to and what to pitch, and keeps every deal moving.

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Best practice selling, built for distributors

Why it matters The Suite The BI core Best practice selling Suite solutions AI for sales FAQs

Why sales teams miss targets

Every MD, GM and National Sales Manager runs into the same four problems. For most distribution teams, these problems are the reason target slips.

No visibility

Who's performing? What's the margin? Where are we versus target? The truth lives in the ERP, and getting it out takes a manual export.

Missing churn risk

Which customers are slipping, and which reps are losing them? Most teams find out only after the revenue is already gone.

Missing growth opportunities

Selling more to existing accounts, finding new ones, expanding share, with no system pointing reps to where it actually pays.

Losing deals

Hundreds of accounts per rep. Logging visits is cumbersome and deals start slipping through the cracks.

The Sales Performance Suite for Distribution

All running natively on your ERP; no imports, no syncing, no lag between what happened and what your team sees.

Feature name

There's a better way to run distribution sales

Same reps, same accounts, one powerful Sales Performance Suite. Fully connected and always current, so nothing slips through the cracks.

Every product seamlessly connected to one source of truth.

No exports, no re-entry, no separate systems to reconcile. Every product in the Sales Performance Suite runs on the same numbers.

200+ data connections: including ERPs plus any other data source. No exports, no re-keying, no stale data.
Self-serve: reports and dashboards built by the people who need them, not requested and waited for.
User-based permissions: everyone sees what's relevant to their role, nothing more.

Learn more about Analytics

What best practice selling looks like for every rep

Sales teams used to lose hours to planning and admin. With Phocas, they now spend it selling.

Before Phocas

Who do I call?
No ranked call list. The rep starts with whoever called last, not the account that actually matters.
What do I say?
A customer calls with a question about their account. No history on hand, the rep walks in cold.
Did I follow up?
"I'll log it tonight." By Friday, half the visits never make it into the CRM at all.

After Phocas

Who do I call?
Sales Insights already ranked accounts by revenue impact. The plan is done before coffee. Know who to target first.
What do I say?
AI summary already loaded: what's changed, what's dropped off, what's growing. The rep already knows. Walk in knowing your pitch.
Did I follow up?
AI voice-record on the way to the car. The follow-up task is already in the CRM before the next stop. Close the loop before the next stop.

Talk to a Phocas expert

	Before Phocas	After Phocas
Who do I call?	No ranked call list. The rep starts with whoever called last, not the account that actually matters.	Sales Insights already ranked accounts by revenue impact. The plan is done before coffee. Know who to target first.
What do I say?	A customer calls with a question about their account. No history on hand, the rep walks in cold.	AI summary already loaded: what's changed, what's dropped off, what's growing. The rep already knows. Walk in knowing your pitch.
Did I follow up?	"I'll log it tonight." By Friday, half the visits never make it into the CRM at all.	AI voice-record on the way to the car. The follow-up task is already in the CRM before the next stop. Close the loop before the next stop.
		Talk to a Phocas expert

One solution, every answer

What you get

Visibility into everything

Up-to-date performance by rep, territory, product and customer, no waiting for month-end.

Margin protection

Identify margin erosion and risks before they compound.

Customer retention

Detect churn signals early: declining orders, at-risk accounts, before they walk.

Headcount performance

See who's hitting, who's struggling, and where coaching moves the needle.

Account expansion

Identify cross-sell and upsell opportunities, ranked by revenue impact.

Effortless deal tracking

Voice-to-task logging. No typing, no lost notes. 45 seconds, not 45 minutes.

AI for sales. Powered by Phocas.

Turn insights into revenue with AI

95%

of seller research workflows will begin with AI by 2027

4.8 hrs

saved per seller, per week, with AI in the workflow

2.6x

more likely to hit growth targets with AI-led next-best actions

Source: Gartner Sales Practice, 2023-2026

Frequently asked questions

Understand the past, operate better today, and plan well for the future

Whether you want to get your data organized for your team or you’re looking to combine business intelligence capabilities with financial reporting, planning and forecasting… We can help.

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Best practice selling, built for distributors