JTB Corp.

Morita

"We were already utilizing the LBC corporate database from uSonar (formerly Landscape). During a meeting regarding LBC, we discussed our challenge of improving productivity, which led to the proposal of 'Meishi Sonar' (now mSonar). Although we had been using a different business card management service, it was only utilized by a few departments. Departments that did not use it were forced to perform manual data entry, which limited the effectiveness of the tool and highlighted the need for improved operational efficiency."

Morita

"When we heard the details about 'Meishi Sonar,' we learned that it allows for easy business card ingestion and links that data with the valuable corporate attribute information that is a hallmark of uSonar. We were attracted to the fact that it would not only allow us to move away from the situation where offices and individuals nationwide managed customer information on their own, but also enable us to organize and utilize that information effectively.

However, replacing a system means changing established workflows, so we could not simply proceed without careful consideration.

To ensure a fair assessment, we compared multiple business card management services and independently scored each one. In fact, 'Meishi Sonar' did not rank first in the overall score. However, it received high marks in the areas we felt were essential for solving our challenges and achieving our goals, which reaffirmed the necessity of its implementation.

Specifically, we were impressed by the abundance of industry and corporate information, the ability to understand connections between corporate groups and business locations starting from business card data, and the fact that it was superior from a field sales perspective, such as providing information on companies residing in specific buildings. Following this, I presented these points internally and secured approval."

Morita

We began moving toward actual implementation around autumn. We restructured the system to ensure it would be fully operational by spring, and we were able to launch as scheduled without any particular issues.

This is thanks to the strong collaboration between the sales and systems teams at uSonar. I am grateful that they were able to answer any questions immediately and respond with such flexibility.

Morita

When I was in sales, I also felt the frustration of manually entering business card information. However, I believed that if everyone understood the results that could be achieved by registering business cards in mSonar, they would be motivated to use it.

Therefore, we conducted training on why registering business cards is important, what kind of results it leads to, and how it enhances the value provided.
We also explained the differences from our previous business card management service and the background behind why we introduced mSonar, emphasizing that it is not just a tool for managing business cards.

Morita

As a result, while we were registering about 3,000 cards per month with our previous service due to the need for manual entry, that number increased dramatically to 7,000 after the introduction of mSonar. We heard from uSonar that this is one of the highest registration rates among their corporate clients, which made me realize that the system has truly permeated the team.

While the training was initially driven by headquarters, now, representatives in each department prepare their own materials and share how they are utilizing the system within our internal community, showing that they truly feel the benefits of the implementation. Furthermore, although I expected a certain level of resistance to the service transition, there was none; in fact, I often hear feedback that it is easy to use. I am delighted that this is a result of them realizing that the service provides useful information and value.

Morita

First, as a system, we were able to successfully integrate it into the company and get off to a smooth start. Not only the team members but also the president are using it consistently. By entering sales activity reports, we can now grasp not only our touchpoints but also the progress of our deals, and key personnel have become visible. Based on the valuable information obtained from Meishi Sonar, we aim to conduct more effective sales activities.

At the same time, we have high expectations for the Rating 2.0 feature of Side Sonar, which we introduced simultaneously, as it uses AI to create lists of high-potential customers based on various collected data. By leveraging this feature, we as a headquarters intend to utilize this information to conduct more precise targeting.

We will not rest on the success of our initial launch; instead, we look forward to further utilizing these tools to drive our unified sales efforts.