Aoba-BBT, Inc.
(Former Name: Business Breakthrough, Inc.)

Furukawa

"As a remnant of when we operated with a small team, even our quotation formats varied by department and individual. Our new business development lists were managed analogically using Excel and spreadsheets. Different representatives would register the same company as a client, and client names were often recorded as abbreviations or service names... Even when we received inquiries via web forms, we struggled to identify the appropriate sales representative, and we were largely unable to centralize our customer lists for effective sales strategy development."

Furukawa

Since we were able to organize our customer list on Salesforce using LBC codes, we are now able to consider how to best utilize it. For example, by overlaying past sales history onto target lists independently acquired by various sales departments, we can conduct sales activities effectively without waste. This is made possible by the integration of Salesforce and uSonar. After receiving an explanation of the service, I felt that this was exactly the system we were looking for.

Furukawa

Before implementing LBC, we struggled when receiving inquiries from specialized trading companies, as we could not immediately determine which sales representative should handle the call based solely on the company name. Since implementing LBC, we can immediately check which corporate group a specialized trading company belongs to, which has made routing to sales representatives much smoother. Furthermore, the sales representatives receiving these leads now have a much clearer understanding of why they are assigned to these specific accounts.

Furukawa

Previously, when we tried to create lists of target companies, we were only able to focus on immediate tasks. We were unable to reach the point of identifying 'white space' (untapped companies and industries) that we should target in the future. By integrating uSonar with Salesforce, we can now centrally manage specific sales activity information, making it easier to develop strategies such as which industries to focus our outreach on. As a result, lead acquisition has become smoother, and it is easier to prioritize tasks. The accuracy of the new prospect lists we provide as sales support has improved, and above all, because they are packed with the information we need, creating lists while developing strategies has become enjoyable. By applying 'Trans'※2 from SideSonar※1, we can check for existing business relationships and organize collaborations, allowing us to respond according to our strategy.

※1 SideSonar... A product name from uSonar. It integrates with SFA/CRM and can be used for target list extraction, etc.
※2 Trans... A feature name of SideSonar. It allows for the easy addition of LBC attributes to your company's existing lists.

Furukawa

"Many of our training programs, such as those for developing business leaders, only resonate with specific types of companies, so we must carefully select invitees for each lecture theme at our HR events. In such cases, we use 'Mixer' *3 to select from the 'Stories' *4 pre-prepared by uSonar, which has greatly improved our targeting precision. Before this, we had to research companies one by one online to determine if they matched our training needs, which took an enormous amount of time. By using Mixer to efficiently narrow down our targets, we have significantly reduced the time required. I feel it is ten times faster than before (laughs). It is actually fun once you get started. The events we have held have been well-received, and we have even received reports that they led to the adoption of our training programs, so we feel the impact. When asked during the planning of a marketing event, 'You can't possibly create a target list limited to the XX industry with annual sales of over 30 billion yen, can you?', I replied, 'Yes, I can,' and created it immediately, which left them wide-eyed (laughs)."

*3 Mixer: A feature of SideSonar. Enables the creation of lists tailored to specific objectives using various conditions such as industry and company size.
*4 Stories: Pre-prepared company lists provided by SideSonar covering a wide variety of themes.

Furukawa

"Until now, our customer information gathering was entirely dependent on web advertising, where we would run ads to collect applicants and then approach them. Now, I feel we have a tangible sense of our customer profile from the start. It feels like our marketing has qualitatively shifted toward a more proactive approach."

Furukawa

"We use it as a primary filter for credit investigations when engaging with new business partners. It is intuitive because concern levels are displayed as flags. This leads to cost reductions, as we only need to acquire detailed credit information for companies that cannot be cleared through this initial check. Furthermore, we can quickly screen companies that submit inquiries, allowing us to proceed with sales activities with peace of mind."

Furukawa

"I believe that if we can integrate this with the separate databases we currently use to manage transaction clients, we will be able to develop strategies more efficiently. Additionally, with over 2,000 university and graduate school alumni, as well as tens of thousands of business course graduates active in various industries, I have a vision to visualize a network where members who have studied at Business Breakthrough can easily consult with one another on business matters. By deepening these connections, I hope they continue to grow with Business Breakthrough throughout their careers. Implementing uSonar has not only expanded the scope of what we can do, but it has also made me excited about the possibility of realizing these dreams. I rely on the team at uSonar, as they are always ready to provide thoughtful advice. I look forward to continuing to consult with them as we take on new challenges."