B2B distributor, field sales team
Challenge
Sales reps worked without a system: orders piled up in Viber and spreadsheets, no history was kept per retail point, and control over the team rested entirely on the owner remembering everything himself. The moment he stepped out of day-to-day operations, analytics and discipline disappeared. Accounting, meanwhile, lived in BAS, disconnected from sales.
Solution
Uspacy as a field-sales workspace: visit tracking (check-in, photo, GPS), dashboards per rep, and a many-to-many contact-to-company model for counterparties with several legal entities. Two separate pipelines — acquiring new points and repeat orders. Two-way sync with BAS via middleware: orders into accounting, catalogue and stock back into the CRM.
Context
A B2B distributor with a field team of sales reps. Accounting and document flow lived in BAS, while sales themselves were run “in the reps’ heads” and in Viber groups. The owner’s core pain: control over the team vanished whenever he stopped personally watching over everything.
What we did
- A field layer on Uspacy. Visit tracking for reps — check-in at the point, photo, GPS — and dashboards per rep: visits, points, conversion into orders.
- A single counterparty record. A many-to-many contact-to-company model: one retail point with several legal entities and full order history in one place.
- Two pipelines. Acquiring new points and repeat orders are split apart — different stages, different KPIs, different automation.
- Middleware sync with BAS. Orders flow into accounting, while catalogue, stock, and prices flow back into the CRM. The rule: “BAS is the source of truth for finance, the CRM for customers and the team.”
Outcome
Around 500 retail points — in one system with history and metrics. The head of sales sees rep routes and results in dashboards instead of collecting verbal reports, and that control no longer depends on the owner being present in day-to-day operations.
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