Learn from Fujitsu's Early Digital Sales Organization Launch: Inside Sales Seminar to be Held on May 19
An inside sales seminar will be held on May 19, 2026, to learn from Fujitsu's early experiences in establishing a digital sales organization. Mr. Kubota from MM Research Institute and Mr. Shigematsu from Fujitsu will speak, sharing challenges and practical solutions for sales transformation in large enterprises.
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- 📰 Published: May 8, 2026 at 21:50
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Mitsunori Kubota of MM Research Institute, Inc. (Headquarters: Shinjuku-ku, Tokyo; President: Hirohiro Hagiwara; hereinafter "MM Research Institute") will speak at an offline seminar titled "How to Start Developing Major Accounts, Pitfalls in the Early Stages of Digital Sales Launch, Learning from Fujitsu," hosted by Sales Retriever Inc. on Tuesday, May 19, 2026. He will discuss the practical aspects of the early stages of establishing a "digital sales organization" with Mr. Daisuke Shigematsu of Fujitsu Limited.
Seminar details here: https://salesrenovation.jp/seminar/20260519
This seminar will provide insights into what to consider and how to proceed in the early stages of launching a "digital sales organization," based on Fujitsu's practical experience in establishing such an organization to promote inside sales activities for developing major accounts.
In recent years, in sales activities, the importance of breaking away from individual-dependent sales styles and transitioning to sales operations that enable reproducibility and sustainable results expansion has been increasing. Among these, interest in inside sales, which is responsible for creating continuous contact points with potential customers and mechanisms for generating business negotiations, is growing. However, many companies considering its launch face challenges unique to the initial phase, such as clarifying objectives at the conceptual stage, designing roles within the organization, collaborating with related departments, and gaining consensus and training for on-site implementation.
On the day of the seminar, Mr. Shigematsu of Fujitsu Limited will introduce how the company recognized challenges in the early stages of promoting the establishment of its "digital sales organization" and what steps it took to advance. Rather than superficially discussing success stories, he will share how sales transformation was implemented on-site in a large enterprise, including the pitfalls encountered and trials and errors during the process.
In addition, Mitsunori Kubota of MM Research Institute, who has supported the launch and current operations, will organize points often overlooked in the conceptualization, launch, and stabilization phases from the perspective of a support professional, and explain practical insights. Kubota is also responsible for writing the obi (book band) for "Fujitsu Style! Digital Shift in Sales: How to Change Culture and Overcome Sales Barriers" published by Shoeisha, and will speak based on his knowledge gained from observing Fujitsu's practices from the standpoint of an external supporter.
This seminar does not just superficially introduce success stories but focuses on the initial process from conception to launch and stabilization, making it a practical learning experience for companies that are about to launch an inside sales organization aimed at sales transformation.
Recommended for those who:
- Are considering launching an inside sales organization
- Are sales managers or sales planning personnel who want to systematize sales for large enterprises
- Want to learn not only about other companies' success stories but also about the trials and errors in the early stages of launch
- Are promoting sales organization reform with an eye on on-site implementation and internal consensus building
Seminar Highlights:
- Hear about Fujitsu's early practices in launching a "digital sales organization"
- Learn concrete initial steps for launching an inside sales organization
- Understand common pitfalls during launch and how to deal with them
- Gain hints for applying insights to your own company, including the perspective of supporting companies
Speakers:
Daisuke Shigematsu
Fujitsu Limited
CRO Office Digital Sales Manager
Joined an outsourcing company specializing in inside sales in 2015. Subsequently engaged in launching inside sales and working as a player at an operating company. Since September 2021, he has been dedicated to sales reform and new business creation as a Digital Sales at Fujitsu Limited.
Mitsunori Kubota
MM Research Institute, Inc.
Executive Officer, Business Transformation 1st Division General Manager
After engaging in inside sales at a foreign IT company, he joined MM Research Institute in 2016 and launched the inside sales in-house support business. Currently, he deeply supports and resolves challenges for enterprise companies, mainly Japanese major IT companies, from strategy to human resource development and organizational transformation.
Moderator:
Nariyuki Matsumoto
Sales Retriever Inc. Representative Director
After researching AI at Tokyo Institute of Technology, and experiencing multiple startups, AI consulting, and management, he founded Sales Retriever, judging that the inefficiencies he felt in sales could be resolved with LLMs.
Seminar Overview:
Seminar Name:
How to Start Developing Major Accounts, Pitfalls in the Early Stages of Digital Sales Launch, Learning from Fujitsu
Date and Time:
Tuesday, May 19, 2026, 18:30-21:00 (Doors open 18:00) *Networking session available
Participation Fee:
Free
Location:
Undisclosed location in Tokyo *Details will be provided sequentially to applicants
Participating Companies:
Fujitsu Limited, MM Research Institute, Inc., Sales Retriever Inc.
Format:
Offline
Seminar details here: https://salesrenovation.jp/seminar/20260519
This seminar will provide insights into what to consider and how to proceed in the early stages of launching a "digital sales organization," based on Fujitsu's practical experience in establishing such an organization to promote inside sales activities for developing major accounts.
In recent years, in sales activities, the importance of breaking away from individual-dependent sales styles and transitioning to sales operations that enable reproducibility and sustainable results expansion has been increasing. Among these, interest in inside sales, which is responsible for creating continuous contact points with potential customers and mechanisms for generating business negotiations, is growing. However, many companies considering its launch face challenges unique to the initial phase, such as clarifying objectives at the conceptual stage, designing roles within the organization, collaborating with related departments, and gaining consensus and training for on-site implementation.
On the day of the seminar, Mr. Shigematsu of Fujitsu Limited will introduce how the company recognized challenges in the early stages of promoting the establishment of its "digital sales organization" and what steps it took to advance. Rather than superficially discussing success stories, he will share how sales transformation was implemented on-site in a large enterprise, including the pitfalls encountered and trials and errors during the process.
In addition, Mitsunori Kubota of MM Research Institute, who has supported the launch and current operations, will organize points often overlooked in the conceptualization, launch, and stabilization phases from the perspective of a support professional, and explain practical insights. Kubota is also responsible for writing the obi (book band) for "Fujitsu Style! Digital Shift in Sales: How to Change Culture and Overcome Sales Barriers" published by Shoeisha, and will speak based on his knowledge gained from observing Fujitsu's practices from the standpoint of an external supporter.
This seminar does not just superficially introduce success stories but focuses on the initial process from conception to launch and stabilization, making it a practical learning experience for companies that are about to launch an inside sales organization aimed at sales transformation.
Recommended for those who:
- Are considering launching an inside sales organization
- Are sales managers or sales planning personnel who want to systematize sales for large enterprises
- Want to learn not only about other companies' success stories but also about the trials and errors in the early stages of launch
- Are promoting sales organization reform with an eye on on-site implementation and internal consensus building
Seminar Highlights:
- Hear about Fujitsu's early practices in launching a "digital sales organization"
- Learn concrete initial steps for launching an inside sales organization
- Understand common pitfalls during launch and how to deal with them
- Gain hints for applying insights to your own company, including the perspective of supporting companies
Speakers:
Daisuke Shigematsu
Fujitsu Limited
CRO Office Digital Sales Manager
Joined an outsourcing company specializing in inside sales in 2015. Subsequently engaged in launching inside sales and working as a player at an operating company. Since September 2021, he has been dedicated to sales reform and new business creation as a Digital Sales at Fujitsu Limited.
Mitsunori Kubota
MM Research Institute, Inc.
Executive Officer, Business Transformation 1st Division General Manager
After engaging in inside sales at a foreign IT company, he joined MM Research Institute in 2016 and launched the inside sales in-house support business. Currently, he deeply supports and resolves challenges for enterprise companies, mainly Japanese major IT companies, from strategy to human resource development and organizational transformation.
Moderator:
Nariyuki Matsumoto
Sales Retriever Inc. Representative Director
After researching AI at Tokyo Institute of Technology, and experiencing multiple startups, AI consulting, and management, he founded Sales Retriever, judging that the inefficiencies he felt in sales could be resolved with LLMs.
Seminar Overview:
Seminar Name:
How to Start Developing Major Accounts, Pitfalls in the Early Stages of Digital Sales Launch, Learning from Fujitsu
Date and Time:
Tuesday, May 19, 2026, 18:30-21:00 (Doors open 18:00) *Networking session available
Participation Fee:
Free
Location:
Undisclosed location in Tokyo *Details will be provided sequentially to applicants
Participating Companies:
Fujitsu Limited, MM Research Institute, Inc., Sales Retriever Inc.
Format:
Offline