The Japanese B2B buyer reads everything before they contact you

A regional demand generation programme measures how many conversations it opens. Applied to Japan that metric describes something close to the opposite of what is happening, because the conversation opens late here by design.

The evaluation is internal, thorough and silent

A Japanese buying team will read the material, circulate it, compare it against local alternatives and local standards, and form a position — all before making contact. The first email is not an enquiry in the sense the regional playbook means. It is closer to a shortlist notification.

This has two consequences that most global programmes get backwards. The material has to be complete, because there is no discovery call in which to fill gaps. And it has to be in Japanese, written rather than translated, because a document that reads as foreign reads as not applicable.

What we look at instead of lead volume

• Depth on the technical pages. Long sessions on specification material are the leading indicator here, months ahead of any form.
• Internal circulation signals — repeat visits from one organisation, direct navigation to deep pages.
• How far along the first contact is. A first email that asks about implementation rather than about capability means the material did its job.
• Whether the Japanese material stands alone. If it only makes sense beside the English original, it is not finished.

— Custom Media, Tokyo