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Agrex Inc., a member of the TIS INTEC Group, has developed an “Account Plan Creation Support Solution for Enterprise Sales” that helps companies achieve stable sales activities by promoting customer understanding, and has announced that it will be available as a Salesforce® add-on package from June 17, 2025.
The “Account Plan Creation Support Solution for Enterprise Sales” helps Salesforce users stabilize their sales activities for large companies by providing a framework for understanding customers that can be used on Salesforce.
大企業の営業活動は、ビジネスチャンスの種の発掘から具体化、提案、顧客との調整、契約締結まで1年以上かかることが多く、社内外のステークホルダーも多岐にわたるため、業務の属人化が進みがちです。また、中小企業に比べて潜在顧客が少なく、契約が成立すれば大きな利益をもたらすため、競合する企業も多くなります。また、複数の企業を競合形式で比較検討するケースもあり、中小企業向けの営業活動で成功した経験や手法をそのまま大企業向けの営業に応用しても、なかなか成果が出ないのが現実です。
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このような状況の中、大企業への営業を成功させるためには、顧客を取り巻く環境や経営方針を理解し、ニーズや課題に沿った提案を行う必要があるため、顧客分析に力を入れる企業が増えています。
Additionally, in his book “Enterprise Sales: The Bible for Sales Organizations Reaching Large Corporations to Continue to Achieve Results” written by Ryo Sato, who led an enterprise sales team to achieve its goals for three consecutive years, he writes that it is effective to divide the work of enterprise sales into four phases – “understanding the customer,” “building relationships,” “fostering trust,” and “success and expansion” – and to form an account team to tackle these phases.
アグレックス, which has a track record of over 3,500 Salesforce projects, believed that by developing a “customer understanding” framework as an add-on package that runs on Salesforce, it could quickly solve corporate issues, and thus came to offer an “account plan creation support solution for enterprise sales.”
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