The culture of respect supporting Salesmarker's rapid growth: A case study on the use of Unipos to share gratitude
Unipos was pilot-tested at my company around 2019, but we couldn't use it effectively, so we decided not to adopt it fully. By the way, Unipos is a SaaS that allows for the easy implementation of peer bonuses (a system where employees send small incentives to each other).
Looking at this success story at Salesmarker, I realized once again that the failure was due to a lack of passion and effort to simply establish the service, and not a problem with the Unipos service itself.
As explained in detail in the article, this is a success story where there was a clear problem to be solved, the top management immediately decided to adopt it and became a sponsor, and the executive team worked with passion to promote it, which led to the establishment of the service and ultimately contributed to solving the initial problem.
1. Initial Problem
At the time, I felt that as the company grew in size, horizontal connections were becoming harder to visualize. It was then that an intern created a proposal for Unipos. I thought that with Unipos, we could digitally visualize our company value of "Respect," so we decided to proceed with the implementation.
The fact that an intern can easily make a proposal and that the top management decides to adopt it also conveys the company's open atmosphere.
2. Commitment from the Top
Because it was a company that valued "Respect," such as by setting aside time for departments to express gratitude to each other at all-hands meetings, the desire to cherish corporate culture even as the organization expanded led to the introduction of Unipos. The following is a comment from CEO Ogasawara.
Some other services include peer bonus mechanisms, but that can easily become a mere formality. On the other hand, while Unipos has mechanisms that make you want to use it, such as points and other financial benefits, it is a system that allows you to connect through gratitude without making those the primary goal. I was also attracted to the cleverness of that design.
3. Executive Team Promotes with Passion
At my company, this was the point that was most lacking. My impression was that the staff viewed it more as an obligation.
From the following comment, you can see how Hanada, an executive, led the internal penetration with passion.
I feel that having many members say, "Unipos is a great service," played a major role in its adoption and penetration. I was one of them, and I have never failed to use up my Unipos points since the beginning. At the time, I was a department manager, and it is especially important for people in such senior positions to take the lead in promoting it.
In addition, what I strongly resonated with and thought, "Exactly!" was the idea of supplementing the internal award system with Unipos. In my own management experience, I have always struggled with how to increase the motivation of back-office personnel who are less likely to be in the spotlight.
At the company, Unipos is also operated in a way that complements the award system. This is because those who receive awards are often in departments that contribute to the company's performance. On the other hand, there are people who are hard to award but contribute significantly to the company. Unipos is a service that picks up such people, and they say it is "like herbal medicine that gradually takes effect on the company."
The reason I wanted to feature this article is that I felt the content written here is extremely general and useful when introducing SaaS to companies (especially enterprises).
While it is a major premise that the service provided has value, it is not enough to simply have an excellent product or excellent field sales.
The product can only demonstrate its true value when the person in charge of implementation and the executive team become fans of the product and work together with the client company to achieve internal penetration.
Actually, this is a case I have been consulted on by multiple enterprise sales representatives (including Sales Marker, the protagonist of this story) over the past month. How do you close a deal and ensure the service is established?
This is a story about how emotional approaches and fan marketing techniques are actually effective in B2B sales, which is said to be function-oriented.
The other day, at a networking event hosted by Sansan after Startup Japan, I got into a lively discussion about this topic with their sales representative, and we ended up talking in the lobby for about 30 minutes after the event concluded.
Finally, here is a photo of Yuki-mama from Snack Del Sole, where I made a pit stop on the way from Big Sight to the Sansan office (as a bonus).
If you are interested in Del Sole, please check out this article.
■ Explanatory video on Intent Sales advocated by Sales Marker
Thank you for always reading. Your support is encouraging. I hope to continue expanding my interactions with all of you.
■ For work inquiries, please click here
いいなと思ったら応援しよう！
いつもお読み頂きありがとうございます。サポート励みになります。皆さまとの交流をどんどん広げていければと思います。