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 Duskin Group as a whole. Furthermore, because basic data such as corporate affiliation information—which serves as the foundation for marketing and sales strategies—was lacking, sales activities were inefficient.

Baba

We have been working with uSonar for about 14 years now! We had similar challenges back then and recognized the need for data maintenance, 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. Consequently, 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 wanted to unify data across the entire group to perform analysis and identify markets that we could approach among both new and existing customers. To achieve this, it was necessary to create a data infrastructure that would allow us to consolidate data managed by each group company in their respective systems, assign master codes without omissions or duplicates, and lead to the formulation of precise B2B account plans.

Baba

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

Baba

I feel that the comprehensiveness of the data and the freshness of the information are a perfect match for our sales operations. Because the corporate data covers a wide range of information—from annual revenue and business card details to organizational charts and key personnel—we can specifically visualize which individuals our representatives are engaging with. We use this as a benchmark to understand how many client companies we are successfully connecting with. Furthermore, it serves as a guide for setting goals to increase our transaction share and developing strategies to upsell our products, businesses, and services. I decided to implement it because I felt it could finally realize the ideal state we had envisioned for so long.

Baba

Even after we abandoned the uSonar implementation back then, I always believed that data maintenance and the selection of a corporate database suited to our company were essential. When I was assigned to the Corporate Sales Division, and with the launch of a Salesforce implementation project coinciding with our 60th anniversary, I restarted the consideration of uSonar with the goal of maximizing our use of Salesforce.
Upon receiving a new proposal, I found that the data accuracy and functionality had been significantly updated compared to 14 years ago, and I realized that what we were looking for was now achievable. Beyond the comprehensiveness (including the location-level data mentioned above) and the high level of information freshness that we valued 14 years ago, the ability to utilize data and features perfectly suited to our needs—such as engagement information, high-risk company alerts, credit ratings, and the Live Access feature—was a crucial factor in persuading internal stakeholders.
Additionally, we matched our approximately 5 million records against the uSonar corporate database to verify how much of our data could be utilized, and the result was an over 80% match rate. Seeing this result led to the decision to proceed with the implementation. Being able to visualize the current state of our internal data as a numerical value was significant.
Furthermore, before implementing uSonar, we were purchasing corporate data and business card management tools separately. Consolidating these into an all-in-one solution allowed us to reduce expenses, and the ability to integrate these tools for more effective use was also a major factor in proving the return on investment.

Baba

Corporate information that was previously siloed across our Corporate Sales Division, Regional Headquarters, and member stores has been centralized and can now be managed at the office level. I feel this has increased our sales hit rate.
By visualizing market share at the branch level across the entire Duskin Group, we can now identify, for example, that only three out of twelve stores in a specific region are utilizing our services. As a result, our sales team knows exactly where to propose and what kind of proposal to make, which has improved the accuracy of our sales efforts.
Furthermore, by using mSonar, the business card management application from uSonar, we have been able to visualize who the key decision-makers are at these companies and whether we are successfully engaging with them.

Baba

Yes, I believe that is valuable information, and we would like to expand its use in the future. While we have a workflow in place to check for anti-social forces and credit information when initiating a new transaction, the reality is that it is difficult 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 numerical values for transaction safety simply by searching for the company name.
Therefore, we would like to build a system that allows us to regularly verify whether we can continue to conduct business with these companies safely.

Baba

Moving forward, we intend to leverage corporate data to enhance the precision of our sales activities. In the past, sales success relied on high volumes of visits and proposals, but that approach is no longer effective. We must now ensure that every arrow we fire hits the center of the target.
Our company provides cleaning equipment rentals and janitorial services across various industries, and we believe corporate data is essential for delivering more accurate proposals.
For example, since there is a correlation between revenue and customer foot traffic, being able to present specific data—such as recommended mat replacement frequencies or optimal mat sizes—would provide clear benefits to our clients and increase the probability of closing deals. Furthermore, while proposal quality currently varies by sales representative, we aim to standardize our approach based on data, enabling any representative to engage clients from a consistent perspective.