■Strengths

Although there are competitors in each service of Bridge International ＜7039＞, in the case of the company, they specialize in sales/marketing, and since everything from planning strategies for revenue processes to IT tools with strong execution support can be provided at once, differentiation can be achieved against competitors in each service market. Also, since the outsourcing service, which is the main force, uses a client enterprise exclusive system, it is possible to change to an optimal business design while adapting to the client's business environment. Also, if the business scale of the client company expands, the company can also lead to continuing contracts and expansion of transaction scale. Also, since the company places emphasis on quality, it does not simply expand its business as the market grows, and is focusing on increasing the reliability of client companies. As a result, corporate cancellation rates are low while retention rates are high. As a result, we believe that we have succeeded in capturing new demand as existing companies expand their business.

Furthermore, in addition to its customer base centered on IT global companies, the company maintains the largest market share in markets related to call centers and telemarketing entities, and has built a system where pioneer advantages in inside-sales-related demand can be enjoyed. Furthermore, in addition to inside sales introduction support spanning over 20 years, the company's strength is that it provides in-house development tools that make use of know-how built from Japan's track record of corporate sales reform support.

The C&S business, which was separated from the inside sales business, has also grown into an essential entity in responding to in-house production of inside sales functions by client companies and expansion of unique functions. By absorbing and merging 2BC, which has strengths in B2B marketing support and content production support, in 2024/3, in addition to realizing synergy with existing consulting services, it also made total support that provides network solutions and SaaS-type software solutions to hotels, inns, campgrounds, etc. into a subsidiary in February of the same year, aiming to expand services through cross-selling with existing CRM solutions Doing it. In the C&S business as a whole, we are strengthening our system from both sides of expanding client coverage and providing technology, services, and products related to network infrastructure.

There are many companies in the corporate training service market in the training business, and iLearning is trying to differentiate itself by utilizing its strengths in conventional IT product content and specializing in categories that anticipate high demand centered around DX.

As for the business environment, the number of companies introducing telework has increased due to the COVID-19 pandemic. An employment style based on telework was also adopted in corporate sales departments, and there was a movement to shift from sales activities that emphasized conventional visiting activities to sales activities where non-face-to-face business negotiations were discovered and negotiated using online meetings, phone calls, and emails. In fact, many sales representatives seem to think that sales activities are possible even in a telework environment, and that there are cases where it leads to an increase in the efficiency of sales activities. Also, it is expected that this trend will continue even after the COVID-19 pandemic has subsided due to the penetration of new lifestyles.

However, for sales models such as which processes of sales activities are performed by telework/inside sales and which processes are performed by visits, there are inherent risks such as deterioration of relationships of trust with customers and a decrease in overall productivity of sales activities when performed by personal judgment based on the experience and intuition of each sales representative. Therefore, when introducing non-face-to-face sales activities, it is necessary to construct and define a new sales model for the entire company based on customer experience value (CX). We believe that the business environment surrounding this kind of inside sales will increase profit growth for companies that can provide services all at once.

Furthermore, inside sales, which is once again attracting attention from the decline in the working population and work style reforms due to the declining birthrate and aging population, etc., business model changes have accelerated further due to the COVID-19 pandemic. The company sees that the introduction of a “corporate sales model utilizing telework,” which is executed by combining sales activities through telework and normal visit-type sales activities, will become mainstream (new normal) in the future, according to the status of customers and sales activities even after the COVID-19 pandemic has subsided. As a new service corresponding to this, a consulting service to support corporate DX promotion by introducing digital inside sales for corporate sales utilizing telework began in 2020/5, utilizing experience and know-how cultivated through inside sales.

In inside sales outsourcing, in addition to the headquarters (Carrot Tower Office), in addition to the Wakabayashi Office (Tokyo), Shinjuku Office (Tokyo), Yokohama Minato Mirai Office (Kanagawa), Numazu Satellite Office (Shizuoka), and Osaka Office (Osaka), we have offices in Matsuyama (Ehime), Tokushima, and Fukuoka, and can utilize excellent human resources in rural areas. Also, it was newly announced in 2023/2 that employee recruitment for “full remote employment” inside sales positions that do not assume attendance at the head office or business site will be strengthened. The aim is to acquire potential influential human resources in regions where there are no offices, and they are engaged in inside sales outsourcing, inside sales business design and DX support, and system solution service development. Thus, integrated services in inside sales are strengthened. The company has adopted a full-time system, and it is a business model that creates customer retention effects (marketing activities to maintain relationships with existing customers). It has a strong customer base such as global IT companies and major domestic IT companies, is top class in the corporate outbound market, and is in a pioneering position in the inside sales market.

They also provide services using an AI engine developed independently. We are developing services that support the realization of high-quality operations in line with inside sales business flows by utilizing voice conversation information and data with customers, such as customer attribute data, conversation classification data, and voice calls generated by the daily activities of inside sales. Thus, the work of all managers and staff involved in inside sales is strongly supported.

Also, with the addition of the training business, it has become an advantage to be able to comprehensively support sales improvements for companies developing B2B businesses. As DX progresses, business models are also changing, and there is a need to advance value creation using new digital technology. In order to respond to changes where knowledge and technology up until now do not apply, it is necessary to change human resource strategies. As interest in reskilling grows as a necessary human resource development in the DX era, we believe that having a wide variety of training programs will be an advantage.

Furthermore, the company believes that it is important to implement DX throughout the organization. In DX, it is important to conceive services and businesses based on and based on digital without being bound by current social restrictions or frameworks, so we believe that successfully utilizing the ways of thinking, ideas, and vitality of the younger generation will be the key to promoting DX. Therefore, the lineup for DX promotion, such as the online training “Young Person Responsible for DX Development Course” (10 courses) for young employees, is being strengthened. Also, assuming that data analysis ability affects the competitiveness of companies, they also provide data analyst training programs that are data analysis professionals who play an active role at the center.

(Author: FISCO Analyst Tomokazu Murase)