Case Study: Ricoh achieves a high-performing digital inside-sales team with Oracle

Ricoh Levels Up from Inside Sales to Digital Selling

Ricoh, the 75-year-old Tokyo-based imaging and electronics company long known for copiers, needed to modernize its inside sales organization as customers and solutions grew more complex and the pandemic pushed selling to virtual channels. Reps were living in cumbersome CRMs, juggling many apps, mistrusting data, and struggling with the loss of in-office energy and informal coaching.

Ricoh worked closely with Oracle as a design partner to build a streamlined digital selling app and added team structure (daily huddles) to support remote work. The new tool consolidated information on one page and cut clicks from about 17–18 to nearly zero, making the platform easier for new hires, increasing rep confidence, improving customer conversations and data-driven timing, and driving better efficiency and financial outcomes.

Ricoh

Samantha Mohr

Vice President of Inside Selling