Hello! I'm Moeko. I work as an HR manager at Pretia!
In this piece, I conducted an interview with two of Pretia's managers.

I spoke with the Sales Manager who leads the sales of our flagship AR video call service, "MetaAssist," and the Business Development Manager responsible for broadening business alliances at Pretia. They passionately discussed the appeal of ARxSaaS at Pretia and their philosophies for team building as managers.

If you're interested in AR and cutting-edge technology or if you're looking to make an impact in a sales team with more autonomy, this is a must-read! 😄

Introducing the members who participated in the interview:

A service with the potential to revolutionize work methods across various industries.

-First, please tell me about "MetaAssist".

Yosuke: To put it simply, "it's a service that allows you to add AR annotations to video calls." For example, in scenarios like factory assembly lines or construction sites, when issues arise, the on-site staff usually make a phone call to get support. However, describing things over the phone like, "This button here is behaving like this..." or "Something seems wrong with this..." can be quite unclear. If the issue can't be resolved over the phone, support personnel would eventually have to go to the site. By utilizing MetaAssist, you can use video calls to visually assess the situation at the remote location and provide precise instructions using AR annotations, such as "Please wipe this sensor here" or "Press this button to reset."

Ryo: When I explain MetaAssist to clients, I break it down into three steps. First, I describe it as a "tool for helping people in remote locations." This aligns perfectly with what Yosuke-san mentioned. Second, I explain it as "a video call tool with AR capabilities." Lastly, I talk about how it can be used not only for on-site instructions but also for reporting and education as a form of knowledge sharing. What sets MetaAssist apart from other video call tools is that it includes not only AR capabilities but also features like transcriptions and translation. The comprehensive nature of its features is what allows information from calls to be stored and accessible for future use, and that's a significant advantage we emphasize.

-Do you sometimes encounter resistance or hesitation from client companies with more traditional business models when you mention that it's an AR service during discussions with customers?

Yosuke: Surprisingly, many clients don't exhibit resistance. In fact, most of our leads at Pretia come from trade shows, where attendees tend to be more tech-savvy and open to new technologies. We've found that there are fewer individuals who are hesitant or show resistance to AR, and in fact, more people find it intriguing and interesting.

-What kind of clients do you have?

Yosuke: The most common are manufacturing companies, followed by construction, logistics, and IT.

Ryo: Regarding MetaAssist, the industries Yosuke-san mentioned are the primary ones. On the other hand, there is a wide variety of places where help is needed and remote support is necessary. So, it's quite surprising that even insurance companies are currently exploring our solution, and we see potential to approach various industries.

-While it's relatively easy to envision use cases for manufacturing and construction industries, could you share some examples of how you envision MetaAssist being utilized in logistics, IT, and insurance sectors?

Yosuke: Instead of categorizing it by industry, it might be easier to consider its usage based on departments. A recent example would be the application within the Information Systems department. Typically, Information Systems departments are based at headquarters or major branch offices, and they don't have a presence in remote factories or logistics hubs. When issues like copier malfunctions or IT-related problems occur at these remote locations, they often result in phone calls. In such cases, when an IT professional asks, "What's wrong with the PC?" the staff at the factory, who may not be tech-savvy, can only respond with something like, "Well, it's just not working." This lack of clarity can lead to time-consuming problem-solving. By utilizing MetaAssist, the situation and the specific issues become clear, and instructions can be provided using AR. Considering scenarios like this, it seems more practical to apply it based on departments or roles rather than specific industries.

Ryo: Indeed, there can be a variety of situations even within the manufacturing industry. Departments responsible for equipment maintenance and operations, for instance, might find applications that are relevant across different industries.

Creating new value in our partnership with customers, rather than just selling products or services.

-Do you have any examples of clients who were pleased when you proposed MetaAssist to address their challenges?

Yosuke: Clients commonly face challenges related to "labor shortages" and "lagging behind in automation." They often express that without physically being on-site, they can't fully understand the problems and provide support. In cases of issues occurring during evenings or holidays, someone must physically go to the site to address them. In the past, they managed because they had enough manpower, but the future where things will become even more challenging is right around the corner. Many clients have shared success stories of overcoming these challenges by using MetaAssist, which enables remote support. Additionally, for clients with overseas locations, it helps reduce the cost of business trips and optimizes the utilization of valuable human resources.

-Based on that, which feature of MetaAssist is most appreciated by clients?

Yosuke: Surprisingly, the text transcription and translation features are highly appreciated.

Ryo: It's not so much the AR features, but the overall user-friendliness that clients appreciate. Our continuous efforts to improve and make it an easy-to-use service for on-site operations are the greatest strengths, I believe.

-If asked about differentiation from other services, what key points would you mention in your response?

Yosuke: When compared to services similar to MetaAssist, the category is quite broad, including platforms like Teams and FaceTime. While clients may mention services with similar functionalities, we often receive feedback on Meta Assist's superior user-friendliness, with comments like 'It's the most user-friendly.' The ability of MetaAssist to not only issue instructions to the field but also accumulate and store supported content is frequently appreciated, highlighting its superiority in evaluation.

Ryo: MetaAssist is often compared to services that use AR and those that don't. AR-focused services tend to specialize in AR video calls and lack additional features. As a result, end-users in the field sometimes feel that if it's just about AR, they may not need it.

Yosuke: Other services primarily serve as tools, but MetaAssist stands out as it can influence operations beyond just being a tool. While AR video calls are a means to resolve on-site issues, remote support enables more efficient utilization of seasoned professionals' time, allowing rehiring of retirees to support young staff from home. Additionally, by accumulating how support is provided, we can prevent knowledge from being tied to specific individuals. The key advantage of MetaAssist is that it empowers clients to transform their operations, tackling issues like "labor shortages" and "lagging behind in automation" by changing their operations.

-When do you feel a high level of expectation from clients towards MetaAssist?

Yosuke: I mainly feel a high level of expectation from clients during trade shows. Trade shows tend to attract individuals with relatively high information sensitivity and those actively seeking to solve issues. Visitors to our booth often express interest in how they can utilize MetaAssist, asking questions like "Can it be used in this way?" or "How can AR video calls change our operations in this specific aspect?" These discussions revolve around how clients can transform their own operations, and it's fascinating to see the possibilities emerge during such interactions. Our goal is to change our clients' operations and make them easier, so when we see clients engaging with these discussions, it's both satisfying and exciting.

Ryo: MetaAssist offers more than just a service; it also involves leaving behind knowledge, transforming operations, and exploring opportunities beyond just using the service. Starting from the point of AR and the idea that information is retained, we can embark on larger initiatives. This product's intriguing aspect lies in the potential to move beyond merely selling a service and instead collaboratively explore new value with clients.

"Creating a team like this" with team members who share a common understanding.

-Tell me about your team. At Pretia, what kind of people do you believe can thrive?

Yosuke: We currently consider this period as the foundation-building phase, and we believe that the team members who join at this stage are the most crucial. If the foundation isn't solid, adding more members on top of it will eventually lead to the team's collapse. That's why we place great importance on whether the current four members of the sales team can share a common understanding, having the same commitment and vision of "this is the kind of company we want to build" and "this is the kind of team we want to create." When we interview potential team members, we often evaluate whether they have the mindset of "can they do it for others" and "can they think and act for the team."

Ryo: I pay the most attention to whether candidates have their own ideas. Depending on the position, individuals who can confidently say, "This is what I want to do at Pretia" are the ones I expect to have an enjoyable working relationship with. I believe this is crucial, especially in communication with clients. It's essential to align with the client's perspective and listen to their ideas, but it's equally important to assert one's own thoughts and actively communicate. I think that having a mindset where you can confidently share your ideas leads to trust and success in business. To enjoy and thrive in the business, having your own thoughts and a proactive mindset is the most critical aspect, in my opinion.

-What kind of people would fit into the team or have the potential to expand possibilities?

Yosuke: I believe individuals with specific expertise are a good fit. While valuing teamwork is essential, it's even better if they have the mindset of, "I have expertise in this area, so I want to expand it in this team." This relates to what Ryo-san mentioned earlier about having your own thought process. You don't need to have strengths right when you join; it's about having the mindset of, "I can do this," and being able to generate this mindset, which can help someone fit into the team.

Ryo: From the perspective of "people who can expand possibilities," I think it's those who don't set boundaries for themselves. If you create mental boundaries like, "This is what that person does" or "This is how it should be done," you limit your own potential. As Yosuke-san mentioned, everyone has their own strengths, but strengths can also vary depending on the environment, right? What you thought was a strength might not be one anymore, or something you didn't consider a strength could become one. Since we don't know what the future holds, the willingness to challenge various things is the most significant factor in expanding possibilities.

Yosuke: Indeed. One thing I often tell team members is, "Don't create a sanctuary." The means, "Don't sanctify what you're doing." By making what you're doing accessible to everyone, you can challenge new areas, so having the spirit to try various things and the willingness to pass the torch to others are essential.

Ryo: It's all part of the job, including how you leave behind knowledge.

Yosuke: Even if I or Ryo-san were to suddenly be absent, we need to ensure that the next person can take over. It's about having that mindset. It also connects to the teamwork discussion we had earlier.

A team with the strongest teamwork and a growth mindset.

-Finally, whether it's on a personal level or within your current domain, could you please share any outlook or ambitions you have for the future?

Ryo: I joined the company with the vision of becoming a "platformer," so I consistently want to make AR synonymous with Pretia. In particular, I aim to establish Pretia as the number one platform in core industries and operations where others cannot compete. This is my goal within the company. On a personal level, I want to become a trusted individual, someone who is relied upon because it's me. I want to build a track record under my name and become a trusted figure. This was one of the reasons I joined a startup company.

Yosuke: As for my sales team, my goal is to make it "the team with the strongest teamwork and a growth mindset." This is my dream for my organization, and I want to spread the culture and mindset we promote throughout Pretia, making the entire company a strong team with a focus on teamwork, growth, and profitability. I want the sales team to be the source of this influence. Personally, I want to start up all the sales for each business division. I initially joined with the intention of doing sales for all divisions. Ideally, I would like to provide guidance and direction for sales in the entertainment business, the platform business, and everything else. I think it's what I should be doing.

-Thank you both for sharing your wonderful insights!

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At Pretia, we are strengthening our sales recruitment efforts! If you have even a slight interest, let's have a conversation!

You can find the job posting here.

herp.careers [J-03-06] Sales Associate

プレティア・テクノロジーズ株式会社

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herp.careers [J-03-04] Senior Sales

プレティア・テクノロジーズ株式会社

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