Baba

Duskin is organized into a Corporate Sales Division, Regional Headquarters, and franchisees. Because the vast amount of corporate data held by each entity was managed in silos, data was scattered throughout the group. Consequently, when sales representatives attempted to approach a company, it was difficult to confirm whether that company had any existing transactions with the entire Duskin Group. Furthermore, due to a lack of foundational data such as corporate affiliation information—which serves as the basis for marketing and sales strategies—our sales activities were inefficient.

Baba

We have been working with uSonar for 14 years now! We felt the need for data maintenance even back then, so the proposal from uSonar was truly a "dream come true" that would realize what our company wanted to achieve. However, at that time, the importance of "data utilization" was not highly regarded, and the term "DX" had not even been coined yet. As a result, we were unable to convince senior management regarding the cost-effectiveness, and we had to abandon the project.

Baba

To break free from that situation, we decided that we wanted to centralize data across the entire group to perform analysis and identify markets among new and existing customers that we can approach moving forward. To achieve this, it was necessary to consolidate data managed by each group company across various systems, assign master codes without omissions or duplicates, and establish a data infrastructure that enables the formulation of precise B2B account plans.

Baba

While many corporate databases contain head office data, what we require is data on specific locations, such as sales offices and branches, linked to those headquarters. The fact that uSonar covered such data was one of the deciding factors for our implementation.

Baba

I feel that it matches our sales operations in terms of data comprehensiveness and information freshness. The corporate data covers a wide range of information, from revenue and business card details to organizational charts and key personnel in each section. This allows us to visualize specifically who our representatives are in contact with and serves as a benchmark for how many companies we are engaging with. Furthermore, it serves as a guide for setting goals to increase our transaction share and developing strategies to upsell products, businesses, goods, and services. I decided to implement it because I realized it could turn the ideal state we had long envisioned into reality.

Baba

Even after we abandoned the introduction of uSonar at that time, I always believed that data maintenance and the selection of a corporate database suitable for our company were necessary. In the midst of this, my appointment to the Corporate Sales Division and the launch of the Salesforce implementation project, coinciding with our 60th anniversary, prompted me to restart the consideration of introducing uSonar with the goal of making more effective use of Salesforce.
Upon receiving your proposal again, I found that the data accuracy and functionality had been further updated compared to 14 years ago, and I felt that what our company was looking for could be realized. In addition to the points we had valued since 14 years ago, such as the comprehensiveness including individual branch units and the high freshness of information (mentioned above), the fact that we could now utilize data and features perfectly suited to our company—such as contact information, high-risk company flags, credit ratings, and the Live Access feature—was a crucial factor in persuading the internal team.
Furthermore, we matched our approximately 5 million records with the uSonar corporate database to verify the current state of our data usability, and the result was a match rate of over 80%. Seeing this result, the decision was made to proceed with the implementation immediately. I feel that the ability to visualize the current status of our own data as a numerical value was significant.
Additionally, before introducing uSonar, we purchased corporate data and business card management tools separately. The fact that we could reduce costs by consolidating these into an all-in-one solution, and achieve more effective utilization by integrating these tools, was also significant in proving the cost-effectiveness.

Baba

Corporate information that had been siloed across the Corporate Sales Division, Regional Headquarters, and franchisees has been centralized, and by enabling management at the business office level, I feel we have been able to increase our sales hit rate.
With the visualization of market share at the branch level across the entire Duskin Group, we can now identify, for example, that out of 12 total stores in a specific region, only 3 are currently utilizing our services. As a result, it has become clear where sales teams should specifically target their proposals and what kind of proposals to make, which has increased the accuracy of our sales efforts.
Also, by starting to use the business card management app mSonar, we have been able to visualize who the key person at a company is and whether we are successfully approaching that key person.

Baba

I agree, I believe this is valuable information, and I would like to expand its range of applications in the future. While we have a workflow in place to check for anti-social forces and verify credit information when initiating new business, the current reality is that we struggle to perform these checks on existing clients.
On the other hand, with the uSonar corporate database, you can easily check flags for companies that require caution and view numerical ratings for transaction safety simply by searching for the company name.
Therefore, we intend to build a system that allows us to periodically verify whether a company is safe to conduct business with.

Baba

Moving forward, we intend to utilize corporate data to improve the precision of our sales activities. In the past, sales success relied on a high volume of visits and proposals, but today, a high-volume approach is no longer effective. We need to implement strategies that ensure every arrow we fire hits the center of the target.
Our company provides cleaning equipment rentals and cleaning services to a wide variety of industries, and I believe corporate data is essential for making more accurate proposals.
For example, since sales revenue and customer traffic are correlated, if we can present specific data to suggest optimal mat replacement frequencies or mat sizes, customers will perceive the value, which should increase the probability of closing the deal. Furthermore, while there is currently variation in the quality of proposals among our sales representatives, by basing our proposals on data, I want to ensure that anyone can approach the process from a consistent perspective to secure contracts.