Dentsu Inc. Launches Service to Digitally Enhance Companies' Face-to-Face Sales Activities — Jointly Developed with Salesforce.com, Intimate Merger, and wizpra —

Dentsu Inc. Launches Support Service to Digitally Enhance Companies' Face-to-Face Sales Activities

― Jointly Developed with Salesforce.com, Intimate Merger, and wizpra ―

Dentsu Inc. (Headquarters: Minato-ku, Tokyo; President: Nao Ishii) has developed a digital transformation support service to enhance companies' face-to-face sales activities in collaboration with Salesforce.com, Inc., Intimate Merger Inc., and wizpra Inc. The service begins today.

While data sharing and coordinated initiatives across customer touchpoints advance with corporate digital shifts, digitalization of face-to-face sales activities remains lagging. Furthermore, customers' own digital shifts have made it easier for them to gather information from sources other than sales staff. Simultaneously, security measures at customers' workplaces and residences have drastically reduced the time and opportunities sales staff can meet with customers face-to-face. This trend was confirmed in Dentsu Inc.'s proprietary corporate interviews, where numerous companies across B2B and B2C sectors cited the difficulty in understanding customer needs as a major challenge.

In light of these circumstances, the four companies have developed a service that provides a one-stop solution for "identifying challenges," "solving challenges," and "verifying effectiveness" in face-to-face sales activities.

This service addresses the challenge of reduced customer touchpoints faced by corporate sales staff by introducing customer understanding based on non-face-to-face data, thereby improving sales efficiency and increasing closing rates.

The service flow is as follows: ① Using a proprietary research methodology developed by Dentsu Inc. and wizpra, the company's face-to-face sales activities are broken down into 11 processes. Each process is quantitatively evaluated ^{as a Customer Experience Score*1} to identify challenges. ② Furthermore, linking data such as sales activities and performance metrics ^on a Sales Force Automation (SFA) ^*2 system, primarily Salesforce, enables more precise challenge identification. (3) To solve the identified issues, we link Salesforce's "Salesforce Marketing Cloud" and "Salesforce Sales Cloud," the approximately 400 million audience ^{data points*3} held by Intimate Merger, and the public DMP "dPublic" that functions ^on Dentsu Inc.'s unique integrated marketing platform "Dentsu.io" ^*4. Clustering analysis combining non-face-to-face viewing data from the company's own website with external viewing data enables a deeper understanding of customer needs. Fourth, Dentsu Inc.'s sales consultants propose various measures to address the identified issues and customer needs and provide support for their implementation. ⑤ Furthermore, we will provide a cloud-based service that enables fixed-point monitoring of the effectiveness of measures proposed and implemented as solutions to issues for each sales office and sales staff, and will also establish a PDCA cycle to enhance sales activities.

The four companies will continue to jointly develop services that support businesses in addressing diverse challenges through digital transformation.

■Concept Diagram of Digital Transformation Support Service