Case Study: Otsuka Corporation boosts sales efficiency with dotData

AI Facilitates More Than 70,000 Business Deals in Six Months

Otsuka Corporation, a major IT services company, faced the challenge of leveraging its vast 20-year accumulation of sales data—over 1.2 billion records—to strengthen its sales capabilities. They needed to identify changing customer needs and find optimal matches between clients and products without increasing their data science staff, aiming to improve the productivity of their entire sales force. To address this, they turned to the vendor dotData and its automated data science platform to analyze this big data.

The solution from dotData automated the feature engineering and data preprocessing, reducing the time required for AI analysis from several months to just a few days. This allowed Otsuka to quickly develop an "AI Sales Lead Guide" that uncovered unexpected data relationships and provided actionable guidance to its sales staff. The results were significant, with the system facilitating over 70,000 business proposals in just six months, a 300% increase from the previous period, and driving major gains in sales productivity without additional hires.

Otsuka Corporation

Takahiro Jinushi

General Manager of Marketing Automation Center