Works Human Intelligence Co., Ltd.

Hamada

Our department is responsible for sales planning, with a mission to improve challenges faced by various sales divisions through systems and data to drive results. Our sales team consists of approximately 150 members operating in the Tokyo metropolitan area and other major cities. We target large enterprises with 1,000 or more employees as well as public and public-interest corporations, and we manage the essential corporate data for our sales strategy within Salesforce.

As a previous challenge, we purchased a list of companies with 1,000 or more employees from a major credit reporting agency once a year, but the data update process took about one month to complete. For companies with fewer than 1,000 employees, we conducted research and updated the information ourselves, which inevitably led to missed information and omissions. Since there was a gap of about one year until the next purchase of the corporate data list, we handled information updates during that period through individual requests from sales staff, and the system administrators had to perform manual approval tasks, which was quite time-consuming.

The fact that it took about one month to update information meant that our sales personnel faced a one-month period of lost sales opportunities. Given our criteria of targeting companies with 1,000 or more employees, even a discrepancy of a few companies represents a significant fluctuation in our target pool, and we faced the issue that failing to reflect the latest corporate data at all times would result in lost opportunities.

Hamada

To increase sales and achieve sustainable growth as a company, we needed to re-evaluate our sales productivity. To further improve productivity, we felt that our annual data update and cleansing process was insufficient, and that we needed to constantly grasp the latest corporate data. To obtain the latest corporate data, we had to overhaul our conventional workflow and implement a system to achieve efficiency.

Hamada

We compared services from three companies, including uSonar, which we had already heard about. We discussed them from various perspectives and evaluated them objectively by creating a comparison table.

As a result, we decided to implement uSonar because it provides highly accurate information with a high update frequency, offers comprehensive data coverage including non-corporate entities such as hospitals, and features robust integration capabilities with Salesforce with a proven track record.

Furthermore, compared to other companies, the uSonar sales representative understood our situation and provided appropriate proposals, which earned our trust. We also felt that it would be easy to consult with them even after implementation.

Hamada

Each target company on our list is assigned to a specific representative. Since each person manages dozens of accounts, it is crucial to efficiently manage the time spent gathering information and identifying sales opportunities for their assigned clients. This is where we utilize uSonar News. It displays the latest news for each company registered in Salesforce in chronological order, allowing us to determine the optimal timing for sales activities based on the latest information such as financial results, organizational changes, and executive appointments.

For example, after a financial announcement, there is a possibility of budget changes, making it the perfect time to propose service expansions or new implementations. By regularly checking uSonar News, we can approach clients faster than our competitors, which directly contributes to our sales.

Hamada

"For example, if a company is registered under a story such as 'Companies with Increasing Revenue and Profit,' they may be considering system investments. Companies that fall under a story like 'Companies Interested in Work-Style Reform' might be directly interested in our systems. By cross-referencing our target company list with the story-based company lists, we can immediately create target lists aligned with our sales themes, and our sales team even sends us 'god-tier' stamps on Slack (laughs)."

Hamada

"We have also had the LBC codes from uSonar applied to the company lists used by our procurement department, which has allowed for seamless information integration, such as identifying that 'this sales destination actually already has a business relationship with us.' Previously, this integration process took about five hours per month, but now that we can automatically sync with the latest uSonar lists, I feel that we have achieved significant time savings and improved operational efficiency."

Hamada

We determine our sales targets based on factors such as employee count. However, we discovered that among smaller companies we previously prioritized lower, there are actually important sales prospects, such as those whose parent companies are our target accounts or those that offer potential for expansion into group companies and subsidiaries. To understand the connections across group companies and entire holdings, utilizing uSonar, which captures information down to the parent-child relationships and individual business locations, is essential. Moving forward, we plan to visualize the necessary information by integrating it with Salesforce to develop effective sales strategies.