Works Human Intelligence Co., Ltd.

Hamada

Our department is responsible for sales planning operations, 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 strategies within Salesforce.

As a conventional challenge, we purchased a list of corporate data for companies with 1,000 or more employees from a major credit research 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 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, information updates during that period were handled via individual requests from sales staff, and the system administrators had to perform manual approval tasks, which was extremely time-consuming.

The fact that it took about one 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 problem that failing to reflect the latest corporate data at all times would lead to lost opportunities.

Hamada

To increase corporate revenue and achieve sustainable growth, we needed to review our sales productivity. To further improve productivity, the annual data update and cleansing work we were doing at the time was insufficient, and I felt that we needed to constantly grasp the latest corporate data. To obtain the latest corporate data, we needed 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 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 integration with Salesforce, backed by 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 of our assigned representatives is responsible for dozens of target companies on our list, so it is crucial to efficiently manage information gathering time and create sales opportunities for these 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 personnel transfers.

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

Hamada

"For example, companies registered under the 'Companies with Increased 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 'Stories' corporate 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 LBC codes from uSonar assigned to the corporate lists used by our purchasing department, which has allowed for seamless information sharing, such as identifying that 'this client actually has existing business with us.' Previously, this coordination work took about five hours per month, but by enabling automatic integration with the latest uSonar lists, I feel that we have successfully reduced working hours and improved operational efficiency."

Hamada

We determine our sales targets based on factors such as employee count. However, we discovered that among smaller companies with lower priority, there are actually important prospects—such as companies whose parent organizations are our target clients, or those with potential for expansion into group companies and subsidiaries. To understand the connections across group companies and the entire holding structure, it is essential to use uSonar, which provides information on corporate parent-child relationships and individual business locations. Moving forward, we plan to integrate this with Salesforce to visualize necessary information and develop effective sales strategies.