Fujitsu Further Enhances ABS with Sales Retriever

Sales Retriever Inc. (Headquarters: Chiyoda-ku, Tokyo; Representative Director: Shigeyuki Matsumoto; hereinafter 'Sales Retriever') announces that Fujitsu Limited (Head Office: Nakahara-ku, Kawasaki City, Kanagawa Prefecture; Representative Director, President and CEO: Takahito Tokita; hereinafter 'Fujitsu') has introduced the large enterprise development support AI 'Sales Retriever' in its CRO Office Digital Sales Division.

With this introduction, Fujitsu aims to further enhance ABS (Account-Based Selling) in digital sales, reducing pre-survey time for account understanding and buying group identification to one-third. This is intended to improve the discovery of new key personnel, increase effective conversation rates, and enhance deal quality.

■ Background of Introduction

Fujitsu provides IT consulting, system integration, cloud, AI, data utilization, security, and networking, supporting a wide range of customers, including the public sector and major companies across various industries. It is promoting a transformation from an IT company to a DX company, shifting from a traditional product-out model to an offering-based model.

The CRO Office Digital Sales Division's mission is to act as a buddy to sales, build long-term relationships with customers, and become a revenue engine that contributes to business expansion.

Within Fujitsu, the division is taking the lead in driving sales reforms that leverage digital tools to achieve high productivity and quality. As a department responsible for proposing to customers and generating deals, it not only identifies deal opportunities but also gathers various information such as new contact details and business challenges, creating a wide range of short-term and medium-to-long-term proposal opportunities for Fujitsu.

To further advance the development of new customers and the Line of Business (LoB) departments of existing customers, it was necessary to enhance ABS, and the following challenges became apparent:

- While using various tools to obtain department numbers, they struggled to develop effective contact points.
- It was difficult to design an ABS-type approach for LoB departments and new customers based on organizational charts, department names, and names.

■ Effects of Introduction

(1) Reduced preparation time to one-third and expanded contact range using organizational charts and names

In a PoC before introduction, Sales Retriever was confirmed to have a phone number possession rate over 10% higher than other tools. Since organizational charts, department numbers, and names can be checked in a single tool, pre-survey preparation time was reduced to one-third. The ability to approach prospects by showing source information has also led to increased credibility.

This enables communication tailored to the customer's interests and roles, leading to the creation of more meaningful dialogue opportunities.

(2) Enhanced account understanding necessary for ABS, promoting hypothesis sharing with sales and deal progression

Integrated account understanding based on names and department information, as well as identification of buying groups, has become more efficient. It has become easier to share with sales and business units 'which role to approach and on which theme'. As a result, hypothesis building necessary for ABS has progressed, leading to more appropriate communication tailored to the customer's relationship and interests, thereby improving deal quality.

▼ Case Study Interview

You can view the interview article on Fujitsu's introduction of 'Sales Retriever' here.

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■ Overview of Large Enterprise Development Support AI 'Sales Retriever'

'Sales Retriever' is a large enterprise development support AI that assists in creating target lists, conducting company research, identifying key personnel, obtaining department contact information, creating problem hypotheses, and drafting proposals, all necessary for developing large enterprises.

Using its proprietary company, department, and person database and AI research platform, it cross-collects and analyzes company information, department information, personnel changes, company news, financial results, and event presentation information.

Furthermore, by combining direct department phone numbers, department addresses, SNS information such as LinkedIn, and event presentation information, it supports the practice of a 'multi-hybrid approach' that links inside contacts (letters, phone, email, SNS) with field contacts (meeting directly at events). Sales Retriever contributes to creating an environment where Japanese companies can develop large enterprises more reproducibly and efficiently through promoting DX in the corporate sales domain.

■ Fujitsu Limited

Representative: Representative Director, President and CEO Takahito Tokita

Head Office Location: 4-1-1 Kamikodanaka, Nakahara-ku, Kawasaki City, Kanagawa Prefecture 211-8588

Business Description: Service solutions, hardware solutions, ubiquitous solutions

URL: https://global.fujitsu/ja-jp

■ Sales Retriever Inc.

Representative: Representative Director Shigeyuki Matsumoto

Headquarters Location: Yamato Building 405, 1-6-16 Kanda Izumi-cho, Chiyoda-ku, Tokyo

Business Description: Provision of business support AI for sales

URL: https://www.sales-retriever.jp/