SPA x Phocas = Profitable Growth

SPA x Phocas = Profitable Growth

Distributors and manufacturers can turbo-charge their profits by empowering their sales teams with new prescriptive analytics and optimization solutions

SPA and Phocas have joined forces to offer distributors and manufacturers a combination of highimpact, profit-maximizing analytics with prescriptive pricing, sales and purchasing optimization tools. This partnership will drive significant economic value to our clients in today’s Cognitive Era, where analytical and behavioral sciences are rapidly converging, driving change management and long-term enterprise value.  

The partnership combines Phocas’ much-loved intelligent, intuitive data analytics solution with SPA’s market-leading pricing, sales and purchasing optimization analytics. The SPA x Phocas integrated solution leverages companies’ rich transactional data to push prescriptive, actionable recommendations directly to the employee who is empowered to implement them. With the SPA x Phocas partnership, finally, every sales rep will be able to create more value for their customers and capture more value for their company and their families.

The SPA x Phocas partnership focuses on driving profitable growth and enterprise value for Industrial B2B companies. Each of SPA’s prescriptive pricing, sales and purchasing analytics broadly drives profit improvements equal to 200 to 400 basis points on affected revenue, or $2 million to $4 million in incremental annual profit for every $100 million of sales. The SPA x Phocas partnership will thus unlock enormous economic value for Industrial B2B companies who act upon and sustain these levers of profitable growth.

David S. Bauders, SPA’s CEO says, “We are excited to partner with Phocas to bring truly integrated profitability and Sales Enablement solutions to distribution and manufacturing companies. Industrial B2B markets are being disrupted rapidly. The industry needs to proactively invest in salesforce performance tools to master these challenges while driving profitable growth. The highest-performing sales teams are empowered to add greater value to customers. They know more and sell more, in less time, at the right price, at a lower cost-to-serve. This revolution is popularly known as: Sales Enablement. The defining mantra of our times has become: Transform or Be Left Behind.”

“Modern sales teams need democratized, mobile, prescriptive analytics to inform and guide their daily customer conversations and market decisions. We must not forget, however, that the essential value of data analytics is generally to change business outcomes, which therefore requires parallel investment in complementary sales rep skills and knowledge. As a result, high-performance sales teams need mobilecentric, virtual performance skills training – combined with crowd-sourcing and propagation of internal organizational knowledge – to create and capture greater value in customer relationships. All these prescriptive analytics, skills training and market knowledge must be easily accessible directly on reps’ mobile devices.”

Rick Toepfer, SVP Global Partnerships at Phocas, explains, “This exciting partnership with SPA will help companies better equip their sales teams with prescriptive information like what products customers should be buying but are not, what the optimal price or cost should be, which accounts, or products require focus, and the prioritization of how to allocate scarce but valuable sales rep bandwidth. Having this actionable intelligence helps clients better position their company for profitable growth while intercepting customer, purchasing and inventory challenges before they impact the bottom line.” 

“Sales is the profit engine for every successful business and maximizing a sales team’s effectiveness should be management’s top priority. With prescriptive business intelligence, users have at their fingertips the information they need to have informed customer conversations, develop winning sales approaches, maximize their team’s performance, and drive profitable growth for their organization.”

About SPA, Inc: SPA, Inc. (Cleveland, OH, www.strategicpricing.com) is a leading provider of pricing, sales, and purchasing analytics and workflow tools, as well as integrated performance skills training, to the wholesale distribution and manufacturing industries. Founded in 1993, SPA has assisted over 400 distribution businesses and 200 manufacturing businesses around the world to drive profitable growth. SPA recently developed a complementary suite of Sales Enablement analytics to drive greater performance. SPA is a founding sponsor of the Sales Enablement Society, and presents regularly to related audiences throughout the industry.

In 2015, SPA launched SPASIGMA (www.spasigma.com), the leading provider of live and virtual sales training to support the behavioral reinforcement essential to sustainable change management. SPASIGMA’s mobile-centric, virtual performance training, coaching and knowledge-management platform, Empower™, deploys critical skills training and knowledge to support SPA’s Sales Enablement analytical solutions.

About Phocas: Phocas Software (www.phocassoftware.com) provides a companywide and industry-matched SaaS data analytics solution. Phocas makes it easy to drill down from high-level visual summaries into the underlying data and arrive at insights to make better decisions in manufacturing, distribution and retail businesses.

Phocas presents a business’s essential data in an intuitive interface that is easy to access for historical and predictive and prescriptive analysis, and is preferred by non-technical people from sales to purchasing to executives. From day one with Phocas, users get tracking and reporting on essential KPIs and metrics that are specific to role and industry. But users can also add custom measures, dimensions, dashboards and scorecards to meet the unique reporting needs of their business. 

What users love about Phocas is it lets them explore their data, following their train of thought to find answers to their questions, completely unrestricted by canned reports and drill paths.

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