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, ultimately driving 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.

A traditional challenge was that 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 had to research and update the information ourselves, which inevitably led to missed information and omissions. Since there was a gap of about a 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 a month to update information meant that 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 if we could not reflect the latest corporate data in real-time, it would lead to 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 realized 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 greater efficiency.

Hamada

We compared services from three companies, including uSonar, which we were already familiar with. We discussed the options from various perspectives and evaluated them objectively by creating a comparison table.

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

Furthermore, compared to other companies, the uSonar sales representative understood our situation and provided appropriate proposals, which earned our trust. We also felt that they would be easy to consult with 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 accounts. 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 and approaching clients faster than our competitors, we can directly impact our sales performance.

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 the story '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 the sales team even sends us 'god-tier' stamps on Slack (laughs)."

Hamada

"We have also had the LBC codes of uSonar assigned to the company lists managed by the procurement department, which has allowed for seamless information integration, such as identifying that 'this sales destination actually has existing business with us.' Previously, this integration process took about five hours per month, but now that we can automatically integrate with the latest uSonar lists, I feel that we are achieving significant time savings and operational efficiency."

Hamada

We determine our sales targets based on factors such as employee count. However, we discovered that some smaller companies, which we previously prioritized lower, are actually subsidiaries of our target accounts. This revealed significant potential for expanding our services to these group companies and subsidiaries, making them important prospects. To understand the connections across group companies and holding structures, utilizing uSonar, which provides comprehensive insights into corporate parent-child relationships and individual business locations, is essential. Moving forward, we plan to continue visualizing necessary information through our integration with Salesforce to develop more effective sales strategies.