JTB Corp.

Morita

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

Morita

When we heard the details about mSonar, we learned that it allows for easy business card scanning and links that data with valuable corporate attribute information, which is a key feature of uSonar. We were attracted to the fact that we could not only move away from the situation where sales offices and individuals across the country managed customer information on their own, but also organize and utilize that information effectively.

However, replacing a system means changing the way things have been done, so we could not simply decide to proceed without careful consideration.

Therefore, to ensure a fair judgment, we compared and evaluated multiple business card management services and independently scored each one. In fact, mSonar did not rank first in the total score. However, because mSonar scored highly in the areas we felt were necessary for solving our challenges and achieving our goals, we recognized the necessity of implementing it.

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 information, and the fact that it was superior from the perspective of field sales, such as providing information on companies residing in specific buildings. After that, I presented these points thoroughly within the company and obtained approval.

Morita

We began moving toward implementation around autumn. We rebuilt the system to go live in the spring, and we were able to launch as scheduled without any particular issues.

This was thanks to the strong collaboration between the sales and system teams within uSonar. I am grateful that they were able to answer any questions immediately and respond with flexibility.

Morita

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

Therefore, I provided training on why registering business cards is important, what kind of results it leads to, and how it increases the value provided. I also explained the differences from our previous business card management service and the background behind why we introduced Meishi Sonar, emphasizing that it is more than just simple business card management.

Morita

As a result, while we were registering about 3,000 cards per month with the previous business card management service due to manual entry, that number increased dramatically to 7,000 cards after introducing Meishi Sonar. We heard from uSonar that this is one of the highest registration rates among their corporate clients, which made me realize once again that it has permeated the team.

Although we provided training based on the headquarters' intentions, now, promotion managers in each department prepare materials for their own teams and share how they are utilizing the service within our internal community, showing that they feel the benefits of the introduction. Also, I expected a certain amount of resistance when switching services, but there was none; in fact, I often hear that it is easy to use. I am happy to see this as a result of them realizing that it has become a useful source of information and a valuable service.

Morita

First of all, as a system, we were able to successfully integrate it into the company and get off to a good start. Not only the members but also the president is using it regularly. By entering sales activity reports, we can now grasp not only contact points but also progress status, and key personnel have become visible. We aim to conduct effective sales activities based on the valuable information obtained from Meishi Sonar.

At the same time, we have high expectations for the Rating 2.0 feature of the Side Sonar we introduced, which uses AI to create lists of high-potential customers based on various collected data. By utilizing this feature, the headquarters also plans to conduct more precise targeting using the information.

I will not rest easy just because we have had a successful start; I want to continue to utilize it even more in the future and boost our unified sales efforts.