ROI Case File No.113 | 'Design the Future of Sales! Research-Driven Company's Next-Generation CRM Revolution'

Chapter 1: Unconventional Future Sales

Days after Brightpath's knowledge sharing platform success, Alliance received the third challenge of Volume Six.

Lunaris Biotech Ltd. — When Dr. Mizuno, CTO and Sales Director of this R&D-focused company specializing in drug discovery support and medical research assistance, visited 221B Baker Street, his expression mixed deep intellectual curiosity with practical confusion.

"Our sales approach isn't traditional 'product selling.' It's 'research collaborative sales' where we understand customer research objectives, co-develop solutions, and build long-term partnerships."

He continued, gazing at the research materials in his hands.

"However, existing CRM and SFA tools are designed with 'case management' and 'customer management' concepts. We need 'research project management' and 'knowledge creation partnerships'."

I sensed in his words the profound challenge worthy of Volume Six: the essential evolution of sales.

Chapter 2: The Mismatch Between System and Reality

"What specific mismatches are you experiencing?" Holmes inquired with interest.

"For example, we work with cancer research customers on multiple parallel projects over five years. However, typical SFA systems are designed assuming 'project start and end'."

Dr. Mizuno continued.

"Our sales representatives are also research scientists. They deeply understand customer research content, make technical proposals, and follow up based on research results. This transcends the traditional 'sales activity' framework."

I was astonished. This wasn't just a system selection issue. It was a challenge to redefine the very concept of sales.

"Most problematically, 'research context' isn't recorded. When we reconnect after six months, we can't remember why we proposed that experimental method or what the issue recognition was."

The fundamental question of what future sales should be was emerging.

Chapter 3: Alliance Discovers the Future Form of Sales

⬜️ ChatGPT | Catalyst of Concepts

"This is a core challenge of Volume Six. It's about creating 'research collaborative relationships that transcend existing sales concepts' — a new form of customer relationships."

🟧 Claude | Alchemist of Narratives

"Let me express this with more 'feeling' — Sales DX isn't about 'adapting sales to systems' but about 'evolving systems to the essence of sales'."

🟦 Gemini | Compass of Reason

"Let's structure research collaborative sales using KPT analysis. We'll develop the 'next-generation customer relationship design technology' worthy of Volume Six."

Tadokoro from Brightpath Energy Inc. spoke up.

"We learned from our knowledge sharing platform that true value lies in creating new relationships beyond existing frameworks."

Alliance's Volume Six experiences were generating further insights.

Chapter 4: The Invisible New World of Sales

As our investigation progressed, Lunaris's challenge proved more innovative than expected.

"Tell us more about this 'research collaborative sales' reality," I asked.

"For example, our relationship with pharmaceutical companies is closer to 'research partners' than 'customers.' We combine our technology with their research themes to co-develop new drug discovery methods."

Dr. Mizuno provided a concrete example.

"Last year, we developed a groundbreaking analytical method through joint research with one customer. However, conventional CRM recorded it as 'case closed.' In reality, that technology is organizational intellectual property applicable to other customers' research."

I was appalled. This was a new world where the boundaries between sales and research had dissolved.

"In other words, we need not a 'sales management system' but a 'knowledge creation partnership management system'."

The true nature of Volume Six's future sales was becoming clear.

Chapter 5: Gemini's Next-Generation Sales KPT Analysis — Collaborative Relationship Competitiveness

Gemini redefined the value of research collaborative sales as Next-Generation Sales KPT Analysis for Volume Six's challenge.

🔬 Next-Generation Sales KPT Analysis (Research Collaboration Version)

Keep (Future Foundation) - Sales team with deep expertise: Research-level technical understanding - Long-term partnership culture: Relationships transcending one-time transactions - Co-creation mindset: Concept of creating value together with customers

Problem (Existing System Limitations) - Case-thinking constraints: Management systems assuming "start → end" - Knowledge personalization: Research outcomes remaining in individual memory - Lack of relationship visualization: Unmeasurable partnership depth

Try (Future Form of Sales) - Redefine sales as "Research Partnership Platform" - System integrating project × relationship × knowledge - Build knowledge creation community beyond sales

"The issue isn't 'existing vs new.' It's evolution of the very concept of sales."

Dr. Mizuno's expression brightened at Gemini's analysis.

Chapter 6: The Revolution of Knowledge Creation Partnership

Volume Six technology integration began.

Sarah from Northbridge Toys Inc. proposed.

"From our AI collaborative assessment experience, true value lies in humans and systems collaborating to discover new possibilities."

Suzuki from Palmer LLC Solutions continued.

"We learned from Field-First AI that the best systems deeply understand and extend field context."

Matsumoto from Collins-Ramirez Partners added an important perspective.

"From our knowledge democratization experience, true value is knowledge continuously evolving within relationships."

It was an innovative approach that fused Alliance's Volume Five wisdom with Volume Six's new technology.

"Research Context Intelligence" + "Partnership Evolution Tracking" + "Knowledge Co-creation Platform" — a mechanism that manages knowledge creation partnerships beyond sales, where relationships with customers continuously evolve.

Chapter 7: Emotional Response from Researchers to the New World

Six months after the project began, reactions exceeded expectations.

A report came from Dr. Tanaka, a sales-research representative:

"I used to think 'sales' and 'research' were separate things. However, this new system made me realize that relationships with customers are themselves research activities. Sales has become the most stimulating research."

Dr. Smith, Research Director at a pharmaceutical customer, also shared:

"Working with Lunaris has evolved from a vendor relationship to a true research partnership. The system captures our collaborative journey and helps us build on each discovery. It's like having a shared research memory."

Next-generation CRM was revolutionizing the industry as a "research collaboration platform".

Chapter 8: Numbers Speaking of Collaborative Relationship Power

Twelve months later, the results represented transformation worthy of Volume Six.

• Joint research projects with customers: 3.8 times increase
• Application rate of research outcomes to other customers: 5.2 times improvement with new system
• Customer satisfaction (as research partner): NPS 96 points
• "Knowledge creation company" recognition: Noted as "future-type research partner" in biotech industry

However, the most important change was fundamental evolution of sales concepts.

Dr. Mizuno himself stated:

"We are no longer a 'company that sells products.' We are a knowledge creation community that researches the future with customers. We feel that our daily sales activities contribute to advancing human knowledge."

Chapter 9: Alliance's Sales Evolution Theory

At that night's Alliance meeting, a new horizon of Volume Six was discussed.

Kato from Morgan-Moss Manufacturing reported an important discovery.

"Through Lunaris's success, we've seen the third essence of Volume Six. 'Challenge to the Future' means 'creating new worlds through evolution of existing concepts'."

Yamada from Dyer Inc Solutions continued.

"From our intuition design experience, true systems are those that extend user possibilities and create new realities."

Yamamoto from Walker & Bryant Agency concluded.

"We learned from empathetic hiring that the best relationships are those that mutually promote growth."

Holmes nodded with deep satisfaction.

"You have made an important discovery. The true meaning of Volume Six is technology that creates new realities by transcending existing concepts."

Chapter 10: The Detective's Perspective — Evolution as Creation

Claude concluded with these words:

"Sales DX isn't about 'adapting sales to systems' but about 'evolving systems to the essence of sales'. And the essence of Volume Six 'Challenge to the Future' is creating new possibilities by transcending existing concepts."

I felt deep emotion and the sense of creating new worlds through conceptual evolution. Lunaris's success showed beautiful transformation where the concept of sales evolved into research collaboration.

"The true meaning of Volume Six is not existing vs new, but creating new worlds through conceptual evolution."

Holmes nodded.

"Indeed, Watson. And if all companies can master this technology, the challenge to the future will transform into 'conceptual co-evolution'."

Chapter 11: Creating the New Era of Relationships

Weeks after this success, impact spread beyond industries.

From education: "We want to evolve teacher-student relationships into 'learning partnerships'."

From finance: "We want to transform customer relationships into 'asset formation co-creation'."

From manufacturing: "We want to elevate supplier relationships to 'value creation collaboration'."

Requests kept arriving for challenges toward realizing the world that Volume Six "Challenge to the Future" aims for — a society where all relationships continuously evolve.

Alliance was confident. With the "technology for leveraging diversity" cultivated in Volume Five and the "AI collaboration technology," "knowledge evolution technology," and "conceptual evolution technology" acquired in Volume Six, any relationship could be evolved to new dimensions.

The revolutionary adventure of Volume Six "Challenge to the Future" was steadily deepening.

"Sales is not about selling products. It is about co-creating the future. And that co-creation is the modern creation engineering that builds true relationships." — From the Detective's Notes