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, centered in the Tokyo metropolitan and Kansai areas. Our Strategic Planning Office 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 also in charge of 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 introducing 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 introducing uSonar, we had to purchase corporate data that could serve as potential leads each time and match it with the data we already possessed. However, because company name formats were not standardized, we ultimately had to match the data manually.

Motohashi

I was personally handling the 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 company data we held. There were issues such as inconsistent spacing around "Co., Ltd.," variations between "(Inc.)" and "Co., Ltd.," and mixed usage of prefixes and suffixes for corporate entities. We had to correct 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 task was extremely time-consuming and labor-intensive.

Motohashi

The fact that Salesforce and uSonar integrate seamlessly, allowing normalized data to be stored at the moment 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 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 our company—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

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 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, it is easy to 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 their 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 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 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, we place the highest priority on face-to-face interactions, where our sales team visits customers and listens 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.