NEC Highlights Partner Strategy to Boost B2B Deal Conversion Rates

A detailed guide explains how B2B companies can improve the "deal conversion rate" (商談化率) by aligning lead capture, offer design, landing‑page and form quality, nurturing workflows, and the timing of hand‑off to sales. It stresses the need for a consistent definition of conversion metrics, the importance of targeting high‑intent prospects, and balancing lead volume against quality to avoid low conversion.

At a SalesZine Executive Roundtable, NEC’s Shōji Shimada outlined the company’s co‑creation partner model, the BluStellar program, and how an ecosystem approach can generate a “sell‑why” for partners beyond commission. The workshop presented practical steps for building mechanisms that turn partner motivation into measurable sales outcomes.