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 strategies 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 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 problem that failure to reflect the latest corporate data at all times would lead to lost opportunities.

Hamada

"To increase sales and achieve sustainable growth as a company, we needed to review our sales productivity. To further improve productivity, I felt that our annual data update and cleansing process 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 conventional workflow and implement a system to achieve efficiency."

Hamada

"We compared and considered services from three companies, including uSonar, which we had already heard about. We discussed them from various perspectives and thought about them objectively by creating comparison tables.

As a result, we decided to implement uSonar because it provides highly frequent and accurate information, 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, and I felt that it would be easy to consult with them even after implementation."

Hamada

We have assigned specific representatives to each of the target companies on our list. Since each person is responsible for dozens of accounts, it is crucial to efficiently manage information gathering and identify sales opportunities for each client. 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 'Companies with Increasing Revenue and Profit' story, they 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 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 procurement department assign uSonar's LBC codes to their company lists, which has made information sharing, such as identifying that a specific client is already doing business with us, much smoother. 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 successfully reduced operational hours and improved 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 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 relationship and individual business site level, is essential. Moving forward, we plan to continue visualizing necessary information by integrating it with Salesforce to develop effective sales strategies.