Kansai Electric Power Group's Optage Utilizes Sansan, Achieving Both Operational Efficiency and Sales Enhancement by Visualizing Internal Networks

Sansan, Inc., a provider of DX services that transform how we work, announces a case study on the utilization and success of its business database 'Sansan' at Optage Corporation (hereinafter, Optage), a major telecommunications carrier in the Kansai Electric Power Group.

Optage utilized Sansan to visualize internal and external networks from business cards and contact information. This streamlined pre-meeting information gathering, resulting in a reduction of approximately 600 work hours per month. Furthermore, by sharing customer information obtained from marketing initiatives across departments, they achieved cross-departmental sales collaboration. Additionally, by strengthening their approach to executive management, they secured a large-scale deal worth tens of millions of yen. Also, through sales activities using Sansan's corporate database, they successfully acquired contracts with 25 companies in their sales agency business.

In recognition of these efforts, Optage received the 'Sansan Innovator' award at the 'Sansan Innovation Award 2026,' which honors users who have brought about change and innovation in their business and work styles.

Background of Service Introduction

Optage has been promoting sales reform, including revamping its sales style to be online-first since the COVID-19 pandemic and launching a sales agency business as part of a new sales strategy, with the goal of acquiring 50 agencies in the first year.

However, they had not fully resolved issues of process personalization and dependence on a few high-performing employees, and raising the overall sales skills of the organization became a new challenge. Furthermore, with the launch of the sales agency business, it became clear that the company was not fully leveraging the personal networks of its employees across the entire organization.

Against this backdrop, Optage introduced the business database 'Sansan' as a foundation for sharing and utilizing customer contact information throughout the organization.

Results After Introduction

- Streamlined information gathering, reducing work by approximately 600 hours per month Previously, sales representatives at the company individually researched information about their meeting counterparts. By establishing a system where they can check personnel, organizational, financial information, and even corporate news on Sansan, they shortened the time spent on information gathering from about 60 minutes per case to 5-10 minutes. This led to a total reduction of about 600 work hours per month for the entire organization and made it easier to make high-quality proposals based on the customer's business and industry trends.

- Promoted cross-departmental sales collaboration by linking customer information from marketing initiatives The company actively conducts promotional activities such as webinars, event exhibitions, and web advertising. Previously, customer information obtained from these initiatives was managed in Excel, making inter-departmental information sharing and prompt responses difficult. By digitizing customer information with Sansan and linking it with their CRM, they enabled the sharing of customer information across departments. This has advanced cross-departmental sales activities, such as handoffs from inside sales to the sales department and mutual customer referrals between departments.

- Generated new orders through executive-level sales using internal networks The company accumulated business card information and contact points using Sansan, creating an environment where previously personalized internal networks could be understood by the entire organization. As a result, sales activities that analyze and leverage relationships between their own executives and the executives of their counterparts based on past contact information became possible, leading to the acquisition of a new large-scale deal worth tens of millions of yen. In the newly launched sales agency business, they also prioritized companies based on the existence of contacts and identified the appropriate executive level to approach, which advanced their agency development. As a result, they acquired contracts with 25 companies, half of their new development target, by utilizing Sansan.

(Image: Optage staff in a meeting using information from Sansan)

Comment from Mr. Koji Okamoto, Manager, Sales Enablement Team, Sales Promotion Department, Solution Business Promotion Headquarters, Optage Corporation

'The introduction of Sansan has allowed us to utilize business card and network information, which were previously held by individual employees, as an asset for the entire organization. Based on the contact information accumulated internally, we can now make appropriate introductions and top-level approaches, expanding the scope of our sales activities, such as creating new business opportunities and developing agencies. Furthermore, by streamlining tasks like collecting corporate information and checking internal networks, our sales representatives can now spend more time on higher value-added activities such as customer proposals and relationship building. For us, Sansan is a platform where new business opportunities are born from the encounters recorded in business card information. We will continue to take on further business transformation and challenges in new business areas while utilizing Sansan.'

About Optage Corporation

Based on its proprietary fiber-optic network, Optage provides corporate customers with integrated information and communication solutions, such as data centers and communication networks.