Aoba-BBT, Inc.
(Former Company 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 manually 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 centrally manage our customer lists for effective sales strategy planning."

Furukawa

Since we were able to organize our customer lists in Salesforce using LBC codes, we were finally able to consider how to best utilize them. For example, by overlaying the presence or absence of past sales meeting history onto target lists independently acquired by each sales department, we can conduct sales activities effectively without waste. This is made possible by the integration between 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 instantly check which corporate group a trading company belongs to, which has streamlined our internal routing. Furthermore, the sales representatives receiving these leads now have a much clearer understanding of why they are assigned to a specific account.

Furukawa

Previously, when we attempted to create lists of target companies, we were only able to focus on immediate tasks. We were unable to identify the 'white space' (untapped companies and industries) that we should be pursuing. However, 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 prioritizing tasks has become easier. The accuracy of the new business 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 existing lists.

Furukawa

Many of the training programs we conduct, such as business leader development, only resonate with companies specifically seeking those outcomes. Therefore, even for HR-focused events, we must carefully select invitees for each lecture theme. In such cases, we utilize 'Mixer' (*3) to select from 'Stories' (*4) pre-prepared by uSonar, which has increased our targeting precision. Previously, we spent an enormous amount of time researching each company online to determine if they matched our training needs. By using Mixer to efficiently narrow down our targets, we have significantly reduced the time required. I feel it is ten times faster now (laughs). It is actually fun once you start. The events we have held have been well-received, and we have felt a positive impact, such as receiving reports that they led to the adoption of our training programs. 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. It enables the creation of lists tailored to your objectives using various condition settings such as industry and company size.
*4 Story: Pre-created company lists provided by SideSonar covering a wide variety of themes.

Furukawa

"Previously, our approach to collecting customer information relied exclusively on web advertising, where we would run ads to attract applicants and then reach out to them. Now, we can grasp a tangible sense of our customer profile from the very beginning. I feel that the quality of our marketing has shifted toward a more proactive approach."

Furukawa

"We use it as a primary filter for credit checks when engaging with new business partners. It is easy to understand because the concern level is displayed as a flag. We only need to acquire detailed credit information for companies that do not pass this initial check, which leads to cost savings. Additionally, we can quickly check companies that submit inquiries, allowing us to proceed with sales activities with peace of mind."

Furukawa

Currently, I believe that if we can integrate this with our separately managed client databases, we will be able to develop strategies more efficiently. Furthermore, our university and graduate school have over 2,000 alumni, and tens of thousands of business course graduates are active across various industries. I have a vision to visualize a network where members who have studied at Business Breakthrough, Inc. can easily consult with one another on business matters. By deepening these connections, I hope they continue to grow with Business Breakthrough, Inc. throughout their careers. The implementation of 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.