Yayoi Incorporates Immedio's AI-Driven Inside Sales to Boost Deal Rates

Yayoi, a leader in the cloud accounting software market, has recently adopted Immedio's AI Inside Sales solution. This strategic move is aimed at enhancing their sales efficiency and improving deal conversion rates.

The Context of Implementation

With a remarkable market share of 54% and an eleven-year consecutive reign at the top, Yayoi has faced challenges related to an increasingly complex sales process due to the diversification of their product line. Their internal sales team, primarily made up of transitioned call center staff, found it challenging to allocate leads appropriately across multiple teams as the number of products in the "Yayoi Next" series grew. With a user base nearing 4 million, distinguishing between new and existing customers added to the workload, making lead management a significant bottleneck in their sales funnel.

Amid their expansion, it became crucial for Yayoi to streamline the process of converting inbound leads into actual deals, especially with the upcoming releases of new products in 2025 and 2026.

Key Factors for Choosing Immedio

The recommendation to adopt Immedio came from Yusuke Kita, whose past experience using the platform had proven beneficial in increasing the volume of deals. He was aware that after achieving initial success in improving deal rates, companies often hit a plateau. Immedio was seen as a vital tool to overcome this hurdle.

While reviewing various tools, Yayoi chose Immedio for its intricate lead assignment automation capabilities using flowchart routing, comprehensive outreach through Immedio Box, and excellent exhibition utilization with Immedio Forms. The decision-making process faced initial delays but culminated in a swift contract signing, reducing the usual lead time of 2-3 months to around one month.

Success Post-Implementation

The automation of lead assignments was the most impactful result of the integration. Immedio's compatibility with Salesforce allows for multi-layered conditions combining product usage data, contract information, employee count, and more, providing precise routing across various sales teams. According to Chenno from Yayoi, such detailed service support for complex routing needs is rare.

As a result, Yayoi's deal conversion rate improved dramatically from around 13% before implementation to an average of 35-40%. Additionally, their order rate has seen a substantial increase in the Payroll section by over 10-15 percentage points. A noteworthy trend shows that 30-40% of scheduled meetings happened after standard business hours, ensuring that valuable opportunities don't slip through the cracks.

Future Directions

Currently, the use of Immedio is expanding within Yayoi's NEXT Business Unit, with plans to broaden its application across products and digital channels aiming for unified lead management throughout the organization. Kita emphasizes their goal to leverage Immedio across all channels and looks ahead to further integrate AI and automation, setting the stage for the evolution of their sales processes.

With a commitment to growth and a vision for the future, Yayoi continues to regard Immedio as a vital partner in this journey.

For further details, please visit the corporate sites of Yayoi and Immedio: