Growing Existing-Customer Revenue by Cultivating Major Accounts
First written in FY2022. 5 of 10 entries say "Worsened", first in FY2023. Latest entry: 2026-08-14.
Monstarlab moved to the "Worse" side of this theme in 2024, 1 year before the typical company in this theme (2025).
5 other companies' latest entry also says "Worsened".
- 2026-08-14WorsenedRevision of earnings forecasts
「We revised the second-half sales plan because the project lifetimes of several large projects ended at the same time and subsequent projects did not fully replace them.」
The simultaneous completion of several large projects and the inability of follow-on projects to replace their revenue were cited as reasons for revising down the second-half plan to expand sales from existing major customers. - FY2026-H1AdvancedAnnual report
「In the Americas (AMER), revenue and operating profit significantly exceeded the prior-year period and reached record-high levels, supported by a stable business foundation centered on major clients in the payments sector and the full-scale launch of a large project won in the first quarter.」
AMER had a stable business foundation centered on major clients, and the full-scale launch of a large project lifted revenue and operating profit above the prior-year period to record-high levels. This represented concrete progress in expanding and activating the major-client base. - FY2025Narrowing of the decline in the metricAnnual report
「Due to the impact of organizational changes resulting from the structural reforms, the number of clients generating annual revenue of at least ¥50 million and at least ¥100 million during the current consolidated fiscal year was 28, while revenue growth from these client groups was negative 20.4%.」
The number of clients generating annual revenue of at least ¥50 million and ¥100 million declined from 51 to 28, while revenue growth from these client groups changed from negative 30.7% to negative 20.4%. The decline narrowed, but client-revenue expansion remained negative. - FY2024WorsenedAnnual report
「Due to the impact of organizational changes resulting from the structural reforms, the number of clients generating annual revenue of at least ¥50 million and at least ¥100 million during the current consolidated fiscal year was 51, while revenue growth from these client groups was negative 30.7%.」
The number of clients generating annual revenue of at least ¥50 million and ¥100 million was 51, while revenue growth from these client groups was negative 30.7%. The metric for expanding existing and major-client revenue deteriorated further from the previous fiscal year. - FY2024-H1WorsenedAnnual report
「As a result, revenue decreased 15.4% year on year.」
New projects failed to offset the completion and revenue decline of existing projects, resulting in a 15.4% year-on-year decrease in Group revenue and weaker performance in expanding revenue from major and existing clients. - FY2024-Q1WorsenedAnnual report
「Revenue decreased 12.6% year on year.」
Although new and large-project pipelines were built in APAC and EMEA, many projects remained at the requirements-definition or PoC stage and did not offset completed existing projects. Group revenue decreased 12.6% year on year, worsening performance against the goal of growing revenue from existing and major clients. - FY2023WorsenedAnnual report
「The number of clients generating annual revenue of at least ¥50 million and at least ¥100 million during the current consolidated fiscal year was 64, while revenue growth from these client groups was negative 0.96%.」
There were 64 clients generating annual revenue of at least ¥50 million and ¥100 million, while revenue growth from these client groups was negative 0.96%, making the client-revenue expansion metric negative. - FY2023-Q2AdvancedAnnual report
「During the second quarter of the current consolidated cumulative period, new project wins remained strong, including projects with annual revenue of at least ¥50 million and at least ¥100 million. However, in addition to the completion or downsizing of several existing projects, the timing of the transition to the development phase was delayed for some projects because DX strategy development related to business strategy was required,」
New project wins in APAC remained strong, including projects generating at least ¥50 million and ¥100 million in annual revenue. However, APAC revenue declined 3.1% year on year because existing projects ended or were downsized and the transition to development was delayed. - FY2023-Q1RestatedAnnual report
「In the second half, we plan to steadily transition to the profit-generation phase by increasing revenue per client from newly won projects in APAC and improving profitability in EMEA by shifting from outsourcing to employees.」
A plan to increase revenue per client from newly won projects in APAC during the second half was presented, reiterating the policy of expanding revenue per client. - FY2022First statedAnnual report
「We aim to roll out this model of consistently and reproducibly increasing revenue from each client across multiple clients.」
The policy is to continuously increase revenue per client, starting with DX in the core business, and roll out the model across multiple clients. Existing-client revenue share, client count and revenue growth among the client cohort are monitored.