Pull-Based Sales and Customer Data Utilization

「In the IT infrastructure-related business, the use of information assets through internal systems, interdepartmental coordination and customer outreach across marketing, the contact center, sales, technical functions and CS (Customer Success) enabled the entire process from business meetings and proposals through order receipt, delivery and after-sales service to be carried out organisationally. This established a structure that contributed to ongoing productivity improvements through higher sales turnover, enabling stable segment profits from the first quarter.」

「During the cumulative third quarter of the current consolidated fiscal year, in addition to expanding our customer base through the M&A activities we had been pursuing, the accumulation of customer and asset information through customer and sales management systems made the information visible, enabling cross-selling of products and services and timely replacement. In addition, by systematically deploying a mechanism for approaching customers through marketing, we established a system for customer follow-up not only by sales representatives but also by the Wakayama Contact Center and CS (Customer Success). A system-based organisational structure involving sales representatives, the Wakayama Contact Center and CS was established to handle the entire process from customer approach, business meetings and proposals through order receipt and delivery. This improved sales turnover, and the contribution of スターティアリード, which joined the consolidated group in November 2021, enabled us to significantly exceed our previous results.」

「Accumulating customer and asset information through customer management and sales management systems made the information visible, enabling cross-selling of products and services and timely replacement.」

「During the current consolidated fiscal year, we made ¥408.969 million in capital investment related to functionality enhancements for Cloud CIRCUS.」

「During the current consolidated fiscal year, we continued to make capital investments, including enhancements to software functionality, to support the expansion of the digital marketing-related business.」

「During the current consolidated fiscal year, we recognised ¥50 million of goodwill arising from a business acquisition and made ¥20.370 million in capital expenditure to build an SFA/CRM system.」

「We also promoted IT adoption among our customers, which are small and medium-sized enterprises. In addition to providing products and services, these IT-promotion activities focused on organising the many IT-related topics and communicating information clearly and appropriately in line with the characteristics of each customer company. By linking customer acquisition through information dissemination with sales activities conducted by dedicated representatives under the customer-first model, we worked to improve productivity.」

「By linking the information accumulated during the first year of the transition to a customer-first organisation to results, we will develop digital marketing-related and cloud-related services that customers expect, provide solutions tailored to customer needs, build good relationships with our group, and establish a revenue base capable of sustainable growth founded on a subscription-based business.」

「As a result of being able to conduct effective and efficient sales activities based on the customer management data accumulated to date, together with the growth and development of sales staff in the direct-sales division, profitability improved and operating profit recovered in the fourth quarter of the current consolidated fiscal year compared with the cumulative third quarter.」