Kotani

Our Corporate Sales Division primarily conducts enterprise-level sales activities, focusing on listed companies, large corporations, and major chains with nationwide locations, particularly in the Tokyo metropolitan and Kansai regions. Our Strategic Planning Office serves as the planning and strategy development department for the Corporate Sales Division, responsible for formulating mid-to-long-term strategies and departmental policies for each term. Additionally, as the department promoting sales DX and sales enablement, we are responsible for developing system and data infrastructure, selecting and implementing various sales tech tools, and managing websites and inside sales operations.

Kotani

We faced two major challenges before implementing uSonar. First, the corporate lists used for inside sales were exhausted, and second, our data was not normalized, resulting in scattered information with inconsistent naming conventions.

Due to these issues, before implementing uSonar, we had to purchase corporate data for potential leads each time and cross-reference it with our existing data. However, because company name formats were not standardized, we ultimately had to manually reconcile the data.

Motohashi

I was the one actually performing the reconciliation work, and it took a significant amount of man-hours to create a single list. First, as preparation for cross-referencing with the purchased list, we had to standardize the company names in our own database. There were spaces before or after "Co., Ltd.," inconsistencies between "(Inc.)" and "Co., Ltd.," and variations in whether the legal entity type was placed at the beginning or end of the name... We had to correct these to the official names. Only after repeating this correction process could we finally cross-reference the data with the purchased list. At the time, this task was extremely time-consuming and labor-intensive.

Motohashi

The fact that Salesforce and uSonar integrate seamlessly, allowing normalized data to be accumulated at the time of registration, was very attractive. I believed that by eliminating duplicates caused by inconsistent naming and preventing omissions in registered information, we could reduce the man-hours required for data maintenance, which was a significant challenge.

Kotani

Another point we anticipated was the ability to create target lists for inside sales instantly and easily at any time. Furthermore, the deciding factors for implementation were the comprehensive coverage, which includes a database down to the individual store and branch level of chain businesses—a requirement for our company—and the ability to extract lists from various perspectives by utilizing digital marketing elements such as intent data, including Live Access.

Additionally, we have had a relationship with uSonar for 14 years, and I have the impression that they have a high level of agility, characterized by proactive proposals that anticipate our needs and a deep understanding of the vision we want to achieve. Because of this, the sense of stability in knowing we can entrust them with post-implementation operations was also a deciding factor. In fact, even after implementation, not only the Customer Success team but also the sales representatives held numerous training sessions to cooperate with us on ensuring successful adoption.

Kotani

There are no gaps. We utilize the services in some capacity every single day.

Motohashi

Since all company lists extracted from various uSonar services are assigned LBC codes, the man-hours required for data consolidation have been significantly reduced. As a result of implementing uSonar and eliminating the need for manual data maintenance, the process from target extraction to importing into Salesforce, which previously took 10 days, has been reduced to approximately 2 days, representing an 80% reduction in time.

Kotani

From the perspective of Salesforce utilization, implementing uSonar has also made sales management much easier. Because LBC codes are assigned to all affiliated companies, we can easily link sales data for both the entire holding company and its individual subsidiaries. Consequently, it is extremely convenient to immediately identify that a company is a high-value client when viewed as part of a group, even if its individual sales and profits appear low.

Kotani

We operate a website for corporate clients, and by utilizing Live Access, we have been able to identify, on a fact-based level, which companies are interested in which products and services.

Furthermore, we can see that unexpected companies—those we do not typically approach—are visiting our site. For example, we can identify that a company currently using our floor mats is also viewing our air purifier page, which makes it easier to provide concrete proposals during our visits.

As a result, the appointment acquisition rate from the approach lists extracted via Live Access has improved to approximately 160%.

Kotani

As a medium- to long-term theme, we aim to evolve corporate sales within the context of Data and AI. We want to accelerate sales DX, further improve the productivity of our sales organization through AI-driven, highly reproducible sales insights and sales automation, and maximize LTV.

Additionally, our company places the highest priority on face-to-face interactions, such as visiting customers and listening to their needs. We intend to leverage AI to secure and improve the quality of this face-to-face time.

To achieve these goals, I believe that deeper collaboration and partnership with uSonar, which is advancing the further enrichment of corporate data, are essential.