In an IR interview, Representative Director and President Taguchi (田口) discussed the overview and growth policy of BTM's DX Promotion Business. The explanation centered on leveraging regional talent, using its database and pursuing expansion through M&A.
BTM has divided its DX Promotion Business into 2 pillars, IT Engineering Services and DX Solutions, and has indicated a policy of providing end-to-end services from consulting through proposals and implementation, tailored to each customer's stage of DX adoption. IT Engineering Services currently account for 80% to 90% of the sales mix, with DX Solutions making up the remainder, and the company has established a structure capable of supporting a broad range of 0-to-10 phases.
The company is promoting DX through regional offices, leveraging its strengths in the use and development of regional talent. It provides a fully remote training program to develop autonomous full-stack engineers, aiming to train people with no prior experience and bring them up to speed quickly. It currently operates 11 laboratory locations in Japan and is strengthening the recruitment and training of regional engineers.
Strengthening matching through database utilization is another pillar of the growth strategy. The company is expanding its structure for providing suitable engineers to companies with DX needs by leveraging a network of more than 7,500 business partners and freelancers. It indicated a policy of strengthening its sales structure and increasing the total number of matches.
BTM is also focusing on promoting DX at regional companies and local governments. It aims to achieve both regional revitalization and growth by deepening collaboration with regional financial institutions and handling local governments' DX consultation services itself. It is pursuing a locally focused expansion, including by undertaking the DX consultation service desk for Komoro City, Nagano Prefecture. It is also considering accelerating growth through M&A, with the aim of complementing regional offices as well as its proposal and technical capabilities.
In its message to investors, BTM emphasized business development that balances digital and analogue approaches. It explained that the expansion of regional offices would accelerate DX promotion through local recruitment and the building of relationships of trust, outweighing concerns about higher fixed costs.