Company

Global companies rarely lose in Japan because their product is weaker. They lose because the buying process here is longer, more collective and more internal than the process their global playbook assumes. Decisions are assembled inside the customer’s organization, in meetings no vendor attends, by a person who has to persuade colleagues without any authority to decide alone.

Sales methodologies exported from abroad tell a rep what to qualify. They do not tell that rep how to help the customer’s internal sponsor win the argument. Our founder spent his career on the vendor side of exactly this problem — at SAP, Adobe, Qlik, Sitecore and Tealium, latterly running Sitecore’s and Tealium’s Japan businesses — and wrote the answer down as BECQA.

We deliver in Japanese, on the client’s sales floor, using their live deals. For international clients we report back in English, so the person accountable for Japan can see what changed and why.