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 our sales team 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, we lacked foundational data, such as corporate affiliation information, which serves as the basis for marketing and sales strategies, leading to inefficient sales activities.

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 the 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 both new and existing customers that we could approach. To achieve this, it was necessary to create a state where a data infrastructure was built that could link to precise B2B account planning by consolidating data managed by each group company in their respective systems and assigning master codes without any omissions or duplications.

Baba

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

Baba

We felt that it matched our sales operations in terms of data comprehensiveness and information freshness. Since the corporate data covers a wide range of information—from sales figures and business card details to organizational charts and key personnel—we can specifically visualize which individuals our representatives are in contact with. We use this as a benchmark to understand how many companies we are currently engaging 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. We decided to implement it because we felt it could truly realize the ideal state we had envisioned for a long time.

Baba

Even after we abandoned the implementation of uSonar back then, I always believed that data maintenance and the selection of a corporate database suited to our company were necessary. Amidst this, my appointment to the Corporate Sales Division and the launch of a Salesforce implementation project—coinciding with our 60th anniversary—provided the impetus to restart the consideration of uSonar with the goal of utilizing Salesforce more effectively.
Upon receiving a new proposal, I found that the data accuracy and functionality had been further updated compared to 14 years ago, and I believed that what we were looking for could finally be achieved. Beyond the points we valued 14 years ago, such as the comprehensiveness down to the branch level and the high freshness of information, the ability to utilize data and features perfectly suited to our company—such as contact information, information on high-risk companies and credit ratings, and the Live Access feature—was a crucial factor in persuading our internal stakeholders.
Additionally, we matched our approximately 5 million records with the uSonar corporate database and verified how much of our data could be utilized; the result was a match rate of over 80%. Seeing this result, the decision was made to begin usage immediately. I feel that the ability to visualize the current state of our own data as a numerical value was significant.
Furthermore, before implementing 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 can now be managed at the business office level. I feel this has increased our sales hit rate.
Because our share at the branch level can now be visualized across the entire Duskin Group, we can see, for example, that out of 12 total stores in a specific region, only 3 are currently using our services. As a result, it is clear where our sales team should specifically target their proposals and what kind of proposals to make, which has increased the accuracy of our pitches.
Additionally, by starting to use the mSonar business card management app, we have become able to visualize who the key personnel at a company are and whether we are successfully approaching those key individuals.

Baba

Yes, I believe that is valuable information, and I would like to expand our scope of utilization 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 current reality is that we struggle to do the same for 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 periodically verify whether a company is safe to conduct business with moving forward.

Baba

Moving forward, we intend to utilize corporate data to improve the precision of our sales activities. In the past, sales success depended on the volume of visits and proposals, but today, high volume no longer guarantees results. We need to ensure that every arrow we fire hits the center of the target.
Our company provides cleaning equipment rentals and cleaning services to a wide range of industries, and I believe corporate data is essential for making more accurate proposals.
For example, since revenue is correlated with customer traffic, if we can provide specific data to suggest optimal mat replacement frequencies or sizes, customers will see the benefit, which should increase the probability of closing a deal. Furthermore, while there is currently variation in proposal content depending on the sales representative, by basing our proposals on data, we aim to enable anyone to approach contracts from a consistent perspective.