Case Study: 167 Business Negotiations in 5 Months! Sales Reform That Transformed Past Leads into "Assets"

Earthlink Co., Ltd. (Headquarters: Tama City, Tokyo; Representative Director and President: Keita Miyashita; hereinafter "Earthlink"), which provides Salesforce and inside sales outsourcing service "Sakura outsourcing," announces the publication and partial disclosure of a case study of Genetec Co., Ltd. (Headquarters: Shinjuku-ku, Tokyo; Representative Director and President: Kenji Ueno; hereinafter "Genetec").

Background of Implementation

Genetec's System Division, which specializes in embedded software development on a contract basis, boasts strong technical proposal capabilities, but faced challenges in new customer acquisition. In system development, which often involves long consideration periods even after acquiring numerous leads at exhibitions, continuous nurturing is key to converting them into business negotiations. However, with limited resources, existing customer support took precedence, leaving no capacity for mid-to-long-term follow-ups.

In selecting a partner, Genetec highly valued Earthlink's deep understanding of the specialized product of embedded development, its proposals anticipating future Salesforce utilization, and above all, its enthusiasm as a collaborative partner, leading to the decision to implement.

Effects After Implementation

Within 5 months of implementation, from a list of 300 leads, Genetec achieved a business negotiation conversion rate exceeding 10%, double the initial forecast, resulting in 167 negotiations. Particularly noteworthy is the first-time order secured from a customer who had previously been lost, through optimal timing of follow-ups. This is a testament to Earthlink's high nurturing capability, which captured "customer consideration timing" without fail, and the on-site teams are experiencing "happy cries" with business negotiations being generated almost every week.

Furthermore, significant organizational changes have occurred. Advanced interviews conducted by operators have stimulated veteran sales professionals to change their mindset and served as valuable training material for younger staff. Moreover, starting from inside sales outsourcing, successful cross-selling cases across departments have emerged, such as picking up interest in products from other divisions, demonstrating synergistic effects exceeding expectations.

"I personally received nurturing and felt its effects," said Mr. Hasegawa. "They are a presence that brings new stimulation to us. We want to be a win-win partner," said Mr. Mori.

Future Expectations

Following this success, Genetec aims for horizontal expansion to other divisions and a company-wide improvement in sales capabilities. Earthlink is expected to serve as a "suggestion box," not just an appointment generation agency, and Genetec plans to leverage the collected information for technical development and service evolution.

Moving forward, Genetec is working on building a "new sales model" that optimizes the process from lead acquisition to order placement, including joint exhibition management and lost deal analysis.

<Details of the case study here>

HP Case Study Page Link

https://www.earthlink.co.jp/results/sakura-results/10656/

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Earthlink Co., Ltd.

Company Name: Earthlink Co., Ltd.

Location: Bellbu Nagayama 5F, 1-5 Nagayama, Tama City, Tokyo

Representative: Keita Miyashita

Established: June 16, 1997

Business Activities: System contract development, new customer acquisition support business

Phone Number: 042-355-8025

URL: https://www.earthlink.co.jp/

Genetec Co., Ltd.

Location: Shinjuku Island Tower 25F, 6-5-1 Nishi-Shinjuku, Shinjuku-ku, Tokyo

Representative: Kenji Ueno

Established: July 1, 1985

Business Activities: Embedded system contract development, DX solutions for manufacturing industry, IoT/location information services

Phone Number: System Solutions Business Division / System Solutions Sales Management Department 03-6258-5650

URL: https://www.genetec.co.jp/