Sales Big Data Reveals Winning Strategy for 'Answerless Sales': Sun Home's 'Front Agent' Case Study Shows Closing Rate Soars from 25% to 87.5%

Umee Technologies Co., Ltd. (Headquarters: Chofu City, Tokyo; Representative Director: Hirotaka Shinno; hereinafter 'Umee'), which develops and provides the insight analytics tool 'Front Agent' that uses sales big data to guide winning strategies, has published a case study on the adoption of this service by Sun Home Co., Ltd. (brand name: Garden Kobo; hereinafter 'Sun Home'), a company in the exterior and landscaping business.

We present the full picture of a project that achieved a dramatic transformation of the sales organization, with the closing rate for new-build exteriors improving dramatically from 25% to 87.5% after introduction, and order value exceeding 30 million yen by May of the current fiscal year, surpassing the previous year's total of 27 million yen.

View Details

About the Client Company: Sun Home Co., Ltd.

Sun Home Co., Ltd. is a professional group specializing in new-build exterior construction and exterior renovations. Based on the concept that 'the garden is another living room,' they propose spatial designs that go beyond mere construction and align with the lifestyles of the residents. While their strengths lie in high design capability and trust relationships, the proposal-based sales approach, which requires deriving a different 'correct answer' for each customer, demanded advanced skills and experience.

Challenges Before Introduction and Reasons for Selecting This Tool

[Challenge: The Difficulty of 'Product-less Sales' Becoming Personal]

Exterior sales is a 'product-less, answerless' type of sales where contracts are signed without a visible final form. Therefore, the success or failure of a deal heavily depended on the individual capabilities of the salesperson, making it difficult to create a 'training template' to quickly develop young talent into effective salespeople.

[Reason for Selection: A System to 'Formalize' Sales, Not Just Record Them]

The reason Front Agent was chosen from among many tools was that it was not just a 'meeting minutes creation tool.' Its insight analytics function, which accumulates customer reactions during negotiations and 'sales patterns' leading to deals as big data, preserving them as a reproducible 'form,' aligned with the company's goal of 'raising the overall organizational sales capability.'

Results After Introduction: Closing Rate Triples, Surpassing Previous Year's Performance Mid-Term

As the 'Sales Transformation Project' progressed, involving the visualization and continuous improvement of sales negotiations using Front Agent, remarkable results emerged.

Dramatic Improvement in Closing Rate

The closing rate for new-build exteriors, which was 25% before introduction, rose to 87.5% (+62.5 points) after introduction, achieving an approximately 3.5-fold improvement.

Overwhelming Growth in Order Value

The order value, which was 27 million yen for the entire previous fiscal year, was updated to over 30 million yen by just May of the current fiscal year (mid-term).

Reduction in On-site Man-Hours and Data Integration

The manual transcription of sales records previously done in Salesforce Chatter was completely automated through the automatic integration of Front Agent and Salesforce. This prevented records from becoming mere formalities and enabled real-time information sharing.

These results stem from sharing the 'keywords that resonate with customers' and 'optimal proposal timing' derived by AI across the entire team, improving the quality of sales as an organization.

View the full case study here:

https://frontagent.umeecorp.com/case/ge-kobo

<Sun Home Co., Ltd.>

Head Office Location: 613-1 Oaza Nagamine, Miyazaki City, Miyazaki Prefecture

Representative: Koshiro Sakamoto

Established: 1979 (Showa 54)

Number of Employees: 70

Business Description: Design and construction of gardens and exteriors

URL: https://www.ge-kobo.co.jp/

What is Front Agent?

It is an insight analytics tool that visualizes customers' hidden true feelings and transforms organizations, simply by recording conversations. It is equipped with the patented technology 'Deep Insight Engine™' that derives winning strategies from hidden true feelings. Why do customers choose your company? Why didn't they purchase? To ensure customers continue to choose you, Front Agent guides you to insights from conversations with customers. It supports face-to-face meetings, web conferences, and phone calls, and also enables the AI agentification of kintone and Salesforce. It has earned two stars in the Cybozu Partner Evaluation System.

<Company Overview>

Company Name: Umee Technologies Co., Ltd.

Representative: President and Representative Director Hirotaka Shinno

URL: https://umeecorp.com/

Head Office: Inside the National University Corporation University of Electro-Communications, 1-5-1 Chofugaoka, Chofu City, Tokyo

Tokyo Office: Hibiya Central Building 5F, 1-2-9 Nishi-Shimbashi, Minato-ku, Tokyo

Established: May 2019

Service Site: https://frontagent.umeecorp.com/

Business Description: A startup certified by the National University Corporation University of Electro-Communications, with a mission to realize an 'era of engaging with human conversation,' providing solutions through the research and development of Deep Insight Engine™, which analyzes human psychological tendencies from conversations.