Maehiro

We primarily provide training for corporations. Recently, we have been expanding our capabilities to solve client challenges, moving beyond just training to include organizational development support using talent management systems, e-learning, educational materials, and open-enrollment training programs. While Mynavi is strongly associated with recruitment, it is crucial to consider how well new hires perform, whether they stay, and how they build their careers within the company. We want more people to know that we can support these areas through our training services.

Maehiro

There are two main routes. The first is a route where Mynavi sales representatives, who handle tasks such as new graduate recruitment, identify organizational and human resource development challenges during the recruitment support process and pass them on to us. The second is where our direct sales department within the Education and Training Division generates its own leads. We established the direct sales department around 2016, and we connect with potential clients by calling them to ask, "Do you have any organizational challenges?" or "Are you struggling with employee turnover?" Having these two sales channels is a key characteristic of our business.

Nagayasu

We implemented kintone in 2016. Prior to that, each sales representative managed their own customers and projects using Excel. This was a period when our business was expanding, and the number of mid-career hires was increasing. Despite the growing number of companies we were dealing with, we lacked a system for sharing projects and activities, as well as a standardized handover process. Driven by a sense of urgency that this was unsustainable, we began using kintone to centralize our project and activity data.
Currently, we use it not only for sales activities but also for a wide range of operations, including approvals and billing processes, while integrating it with other systems.

Maehiro

Although we used our own proprietary client codes, multiple codes were being created for the same company. Because the system allowed each sales representative to assign their own codes, a single company could have several different codes, with sales and activities linked to each one individually.
Consequently, when we tried to view the overall status of a company's relationship with Mynavi, the information was fragmented. Our recruitment sales team and our direct sales team for education and training would sometimes approach the same client independently, leading to situations where the client would say, "We are already working with you," or we would receive requests from existing account managers to stop the outreach. We needed to visualize projects and activities at the corporate level.

Arakawa

Business card management was left to individual sales representatives, and we were not fully utilizing customer information as an organization. Furthermore, when sharing leads obtained through marketing with the sales team, it was often unclear who the appropriate contact person was, which caused delays in the handover process.

Nagayasu

First, we determined that it was necessary to accurately consolidate corporate information that had been fragmented and organize it at the corporate level. Our goal was not merely to manage business cards, but to create a data foundation that connects corporate information, contact details, projects, and sales activities, enabling their use in sales and marketing. With uSonar, we can use LBC to consolidate corporate data and integrate that organized information into kintone, where we had already been accumulating project and sales activity data. We valued the ability to connect information centered on companies while leveraging our existing operational infrastructure.

Maehiro

The ability to view information not only at the headquarters level but also at the branch and office level, thanks to Headquarters LBC and Branch LBC. Training programs are sometimes planned centrally by headquarters and other times conducted by specific regions or branches. Therefore, we were attracted to the ability to view corporate information on a branch-by-branch basis while still understanding the relationship between the headquarters and its branches.

Nagayasu

We also valued the ability to keep corporate information up to date. Updating corporate information is an extremely difficult task, and previously, we were unable to manage it effectively. With uSonar, corporate information is updated continuously, and business card information can be linked and managed under the respective company. Beyond just consolidating corporate data, the ability to share business card information that was previously managed by individuals across the entire organization was a deciding factor in our implementation.

Chōan

We have integrated our core systems with kintone to build a corporate master database, a business card reception application, and a contact management application within the kintone platform. The corporate master database contains information on approximately 120,000 companies. By integrating uSonar corporate data into kintone, we can now view projects, sales activities, and transaction history centered around LBC. Before making calls, we check the corporate master database to see which departments have previously established contact and whether any department is currently in the middle of a proposal.

Arakawa

The contact management application stores business card information and sales activity records. It is also integrated with our Marketing Automation (MA) tool, which automatically reflects marketing scores in the contact information. Our inside sales team reviews corporate data, past activities, and marketing responses before calling high-interest prospects. We do not simply consolidate corporate data; we operate it as a system that both sales and marketing teams utilize on a daily basis.

Maehiro

We can now grasp sales activities and proposal statuses for the same company across different departments, making it easier to prevent redundant approaches. Currently, before making a call, we check the corporate master database and make decisions based on the situation, such as, "Another department called yesterday and was declined, so let's hold off today," or "This department is currently making a proposal, so we will not contact them from our side."

Arakawa

Our target audience spans a wide range of companies across all industries. Fortunately, Mynavi already has established relationships with many companies in the recruitment sector, so a wealth of information has been accumulated in our corporate master data. By cross-referencing this with LBC attribute information, we can perform analysis using BI tools. For instance, we have identified trends such as, 'For clients of this employee size, these types of training programs sell well during this specific period.' We analyze the trends of our existing clients to identify prospective companies with similar characteristics, which serves as a reference when considering which clients to approach next and what type of training programs to propose.

Nagayan

We also use it to verify application information. For services that involve shipping training materials after a session, we cross-reference the address entered in the form with the corporate information provided by uSonar. This is helpful for verification before shipping materials, as there are cases where the entered address differs from the company's registered location or a home address was registered by mistake. Additionally, while we previously handled the assignment of LBC to information registered via forms manually, we are now processing this efficiently by utilizing RPA.

Arakawa

In addition to corporate information, our sales activity history, and past interactions, we utilize browsing history on our website. We also display Live Access history within the kintone corporate master data to confirm which themes our clients are interested in. By combining this information, we deepen our understanding of the client's situation, interests, and challenges, which allows us to provide guidance that leads them smoothly to the information they need and facilitates communication tailored to their specific circumstances.

Nagayasu

As our business and revenue grow, our headcount does not necessarily increase at the same rate. We are no longer in an era where we can rely on working late hours to manage the workload, so we must continue to drive operational efficiency. Currently, we utilize customer data organized on the LBC platform for sales and marketing, but we intend to further expand the scope of this utilization. We have also heard that AI features have been integrated into uSonar services. Since we are also looking to promote AI utilization within our company, we have high expectations for future developments regarding how we can apply uSonar's AI capabilities to our business operations.