Longer sales cycles and failure to meet targets due to unfamiliarity with online sales meetings
First written in FY2020-Q2. 1 of 2 entries say "Mitigated", first in FY2020-Q3. Latest entry: FY2020-Q3.
No other company in this theme has enough history to compare yet.
- FY2020-Q3MitigatedAnnual report
「However, because the prolonged sales cycle in the sale of business software had not fully recovered, one-time revenue, which is proportional to the number of contracts won, decreased.」
Although the prolonged sales cycle caused by customers’ lack of familiarity with online meetings has not fully recovered, the company stated that negotiation periods are gradually returning to their previous levels. The impact of the risk continues to materialize; materialized is true and quantified is false. - FY2020-Q2First statedAnnual report
「However, as a considerable number of customers were unfamiliar with online meetings, the time required to reach closing became longer across business negotiations, including those involving the continued use of software. As a result, many negotiations scheduled to be completed by the second quarter were pushed back sequentially to the third quarter and beyond, causing the number of completed negotiations to fall below plan.」
The company separately identified, for the first time, the sales risk and outcome that negotiations had become longer because customers were unfamiliar with online meetings, causing many negotiations scheduled to be completed by the second quarter to be pushed back to the third quarter and beyond and the number of completed negotiations to fall below plan.