Works Human Intelligence Co., Ltd.

Hamada

Our department is responsible for sales planning, with a mission to improve the 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 strategies within Salesforce.

Previously, we purchased a list of corporate data for 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 our own research to update information, which inevitably led to missing or incomplete data. Because there was a gap of about a year until the next purchase of the corporate data list, we relied on individual requests from sales staff for information updates during that period, and the system administrators had to perform manual approval tasks, which was extremely time-consuming.

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

Hamada

To increase corporate revenue and achieve sustainable growth, we needed to review our sales productivity. To further enhance productivity, we felt that the annual data update and cleansing process we were using at the time was insufficient, and that we needed to constantly grasp the latest corporate data. To obtain the latest corporate data, we needed to overhaul our existing workflow and implement a system to achieve greater efficiency.

Hamada

We compared services from three companies, including uSonar, which we had already heard about. We discussed the options from various perspectives and made an objective assessment by creating a comparison table.

As a result, we decided to implement uSonar because it provides highly accurate information with frequent updates, offers comprehensive data coverage that includes non-corporate entities such as hospitals, and features robust Salesforce integration 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 representative manages dozens of companies, it is crucial to efficiently manage the time spent gathering information on assigned accounts and creating sales opportunities. 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 leads to increased sales."

Hamada

For example, companies registered under the "Companies with Increasing Revenue and Profit" story may be considering system investments. Companies that fall under the "Interest in Work Style Reform" story might be directly interested in our systems. By cross-referencing our target corporate lists with the Story corporate lists, we can immediately create target lists aligned with specific sales themes, and the sales team even sends us 'God-tier' stamps on Slack (laughs).

Hamada

We have also had LBC codes from uSonar assigned to the corporate lists used by the procurement department, which has allowed for seamless information sharing, such as identifying that 'this sales destination actually already has a business relationship with us.' Previously, this coordination work 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 reductions in work hours and improved overall efficiency.

Hamada

We determine our sales targets based on factors such as the number of employees. However, we discovered that among smaller companies with lower priority, there are actually important prospects where the parent company is a target, or there is room for expansion into group companies and subsidiaries. To understand the connections across group companies and the entire holding structure, utilizing uSonar, which captures information down to the parent-child relationships and individual business locations, is essential. We plan to continue integrating it with Salesforce to visualize necessary information and develop effective sales strategies.