Business Transformation from “Product Sales” to “Solution Sales” Through Multi-Gateway Technology

「The multi-gateway®, software that connects various types of equipment and is positioned as a core new business, is establishing a foundation for expanding orders and sales through active sales activities and technical research and development, but a further period of time is still needed before it makes a full contribution to performance.」

「The multi-gateway, software that connects various types of equipment and is positioned as a core new business, is being actively marketed and supported by technical research and development, but the current situation is that it will take a certain amount of time for results to emerge in orders and sales.」

「Although the Information and Communications Business expanded its usage-fee operations and improved the skill levels of its engineers, legacy PBX remains unchanged as the dominant portion of the business in terms of performance, and the transition away from it is delayed. The Company will therefore continue to pursue investments to shift from the legacy segment to growth areas.」

「Sales and profit both exceeded the previous year, owing to the earlier recognition of sales from projects in hand, the Company's response to new businesses such as network infrastructure construction involving the multi-gateway software that connects various types of equipment, generally steady performance in usage and maintenance fees, and continued implementation of measures to improve profitability.」

「Meanwhile, the Company was occupied with addressing existing businesses such as legacy PBX, failed to develop and commercialize specific offerings for the network business, and was unable to secure sufficient time for employees to acquire the knowledge and skills needed to support the new businesses. Accordingly, it cannot be said to have achieved sufficient results in transforming its business structure.」

「In the information and communications business, we are leveraging our strength in providing 24/365 support to pursue new businesses such as network systems, cloud PBX and multi-gateways, while increasing maintenance and usage fees and seeking to improve profitability.」

「In the information and communications business, we are leveraging our strength in providing 24/365 support to pursue new businesses such as network systems, cloud PBX and multi-gateways, while increasing maintenance and usage fees and seeking to improve profitability.」

「In the information and communications business, the Group is seeking higher sales and profitability by leveraging its strength in providing 24-hour, 365-day support, expanding new businesses such as network systems, cloud PBX and multi-gateways, and increasing maintenance and usage fees. Because the new businesses are centered on alliance projects, they have taken time to gain traction.」

「The Multi-Gateway, released in April 2021, has been selected by general contractors and telecommunications carriers as a gateway connecting a building OS (1) with building equipment to enable smart buildings. The company is conducting repeated proofs of concept with alliance partners and working to strengthen these relationships and roll out the system as a packaged solution, including deployment in new and existing buildings.」

「In the Information and Communications Business, the Company aims to increase sales and improve profitability by leveraging its strength in 24-hour, 365-day support to expand new businesses such as network systems, cloud PBX and the multi-gateway, as well as maintenance and usage fees. Maintenance fees generally progressed well, but the new businesses are taking time to get off the ground.」

「The Company plans to offset the decline in the PBX market through new businesses such as NW, cloud PBX and the multi-gateway, as well as higher maintenance and usage fees. Maintenance and usage fees generally progressed well, but the new businesses are taking time to get off the ground.」

「The number of communications standards supported by the multi-gateway, released in April 2021, increased from the initial 4 to 7. Through cooperation with lighting fixture and sensor manufacturers, the Company has also connected it to various manufacturers' lighting control systems, packaged air conditioners, blinds, temperature and humidity sensors, location information systems, power measurement equipment and other devices.」

「The Company actively pursued the design, proposal and construction of conventional network infrastructure, as well as solution proposals addressing customer issues under the theme of "work-style reform," but new businesses such as the multi-gateway system for centrally managing all types of equipment and the cloud business did not progress as expected and fell short of plan.」

「The Company actively pursued the design, proposal and construction of conventional network infrastructure, as well as solution proposals addressing customer issues under the theme of "work-style reform," but new businesses such as the multi-gateway system for centrally managing all types of equipment and the cloud business did not progress as expected and fell short of plan.」

「The Company completed the development and testing of a gateway compatible with Azure IoT Hub provided by Microsoft and integrating multiple communications protocols into a single software product using Azure IoT Edge, and began selling it.」

「To address the contraction of the PBX market resulting from the shift to cloud services, the Company will use its extensive customer base to increase sales, positioning the multi-gateway, which enables centralized control of diverse equipment, at the center of its business transformation from "selling products" to "selling solutions."」