Kotani

Our Corporate Sales Division is a department that conducts wide-ranging enterprise sales activities, primarily targeting listed companies, large corporations, and major chains with nationwide locations, focusing on the Tokyo metropolitan and Kansai areas. The Strategic Planning Office, to which we belong, serves as the planning and strategy development department for the corporate sales division, responsible for formulating medium- 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 introducing various sales tech tools, and managing websites and inside sales operations.

Kotani

There were two major challenges before implementing uSonar. The first was that the corporate lists used for inside sales were exhausted, and the second was that the data was not normalized, resulting in scattered information with inconsistent naming conventions.

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

Motohashi

I was personally handling the data matching process, and it took a significant amount of man-hours to create a single list. First, as preparation for matching against the purchased list, we had to standardize the corporate data we held. There were issues such as inconsistent spacing around "Co., Ltd.," discrepancies between "(Inc.)" and "Co., Ltd.," and mixed usage of prefixes and suffixes for corporate entities. We had to correct all this information to the official company names. Only after repeating this correction process could we finally match it with the purchased list. At the time, this work was extremely time-consuming and labor-intensive.

Motohashi

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

Kotani

The ability to create target lists for inside sales instantly, easily, and at any time was another point we were looking forward to. Furthermore, the deciding factors for implementation included the comprehensive nature of the database, which covers individual store and branch locations of chain businesses—a requirement for us—as well as the ability to extract lists from various perspectives by utilizing digital marketing elements such as intent data, including Live Access.

Also, 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 their deep understanding of our vision and proactive proposals that anticipate our needs. Because of this, the sense of stability in knowing we can rely on them for 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 and cooperated with us to ensure successful adoption.

Kotani

There are no gaps. We use it in some capacity every single day.

Motohashi

Because 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 extracting targets to importing them 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 leveraging Salesforce, implementing uSonar has made sales management much easier. Since LBC codes are assigned to all affiliated companies, we can easily link sales data for the entire holding company as well as for individual subsidiaries. As a result, it is extremely convenient to immediately identify that a company is a high-value client when viewed at the group level, even if its individual sales and profits appear low.

Kotani

We operate a website for corporate clients, and by utilizing Live Access, we are now able to identify which companies are interested in which products and services based on factual data.

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

As a result, the appointment acquisition rate from approach lists generated 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 x AI." We intend 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.

Furthermore, our company places the highest priority on face-to-face interactions, where we visit our clients and listen 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.