Little Effort, High Reward: How Hitachi Uncovered Over 32K Relationships with Introhive
Hitachi Solutions Europe is a global consulting company and system integrator based in the UK. With a wide range of capabilities that includes digital transformation, ERP and CRM implementation, change management and data science & analytics, Hitachi Solutions integrates the latest technologies to create efficiencies and foster growth within their clients’ companies.
As a global organization, Hitachi Solutions was looking to streamline their data and client intelligence collection without creating more work for consultants and account managers. With so many clients around the world, they needed a way to map interactions between staff and contacts within key client accounts — including how often these interactions occurred — to ensure they had proper staff coverage.
We spoke with Stuart Cassie, Sales, Marketing & Alliance Director at Hitachi, about how mapping relationships with Introhive’s tool has completely transformed their networking and client success management.
Hitachi initially migrated 12 months of contact data using Introhive. “The implementation was painless, quick, and training was minimal. Little effort, high reward,” said Stuart.
As Hitachi migrated their data, Introhive began automatically surfacing and mapping relationship data within their CRM — with no manual effort required. “If someone is moving CRM systems, the pain of data migration can be intense. Introhive streamlined the process and made it immediately usable.”
Within four months, Hitachi saved 370 hours of employee time by automating data entry and meeting prep.
The insights that Introhive created for Hitachi allow their Account Managers to take actionable, data-driven steps toward managing client relationships and ensuring positive movement. Introhive hasn’t changed how they work — rather, Introhive has become an integral tool in the decision-making process.
“The account managers act as a conductor for the team on what they should be doing, and Introhive is a key part of that.”
With Introhive’s passive data collection and enrichment, 32,778 contacts were uncovered amongst 60 of Hitachi’s users, creating new opportunities for relationship-building.
Introhive has made a significant impact on Hitachi’s business development. “We’ve mapped over 2,500 relationships at a single supplier thanks to Introhive,” said Stuart. “This is a huge network of connections within one organization that we wouldn’t have understood otherwise.”
Before Introhive, Hitachi had manually mapped approximately 800 relationships within their CRM — tripling the number of connections throughout their accounts. After four months, Introhive uncovered a total of 9,908 missing contacts within email exchanges throughout their organization.
“This is a huge network of connections within one organization that we wouldn’t have understood otherwise.”
Want to learn more about how mapping relationships with Introhive helped Hitachi? Read the full case study here.