Win regulated
enterprise deals
in Japan
— from first meeting
to signed PoC and contract.
Kaicotoba Japan Desk is a founder-led, execution-first market entry partner for B2B AI / Software companies selling into regulated industries (Legal, Finance, Insurance, Telecom, Healthcare, etc).
We act as your interim Japan GM to move deals through stakeholder mapping, procurement, compliance, and on-the-ground execution.
Win regulated enterprise deals in Japan
— from first meeting
to signed PoC and contract.
Kaicotoba Japan Desk is a founder-led, execution-first market entry partner for B2B AI / Software companies selling into regulated industries (Legal, Finance, Insurance, Telecom, Healthcare, etc).
We act as your interim Japan GM to move deals through stakeholder mapping, procurement, compliance, and on-the-ground execution.
Solutions Provided
Clients Worldwide
Countries We've Worked with
Solutions Provided
Clients from 20+ Countries
Countries We Support
Find Out How We Make Your Global Success A Reality:
How our "Japan Desk" works
Key outcomes:
Pipeline with
the right buyers
and clarity on who actually decides
Procurement & compliance readiness
so pilots don’t stall
On-site
execution
for negotiations, and trust-building
Who is this for / not for?
This is for you if…
- You sell B2B AI / enterprise software into regulated buyers
- Your deals require security reviews, legal checks, vendor onboarding, and internal approvals
- You want a partner who can show up on-site and run Japan execution as an owner
Not a fit if…
- You only want “referral“ or “market research” with no execution
- You rely purely on PLG/SMB inbound and don’t sell to enterprise stakeholders
- You need a large agency with dozens of staff assigned immediately
Expectation setting: Kaicotoba is not a referral broker.
We operate as your Japan execution owner — owning the work from early nurturing to deal closure: lead nurturing, meeting orchestration, Japanese demos, ringi-forwardable internal materials, and day-to-day deal navigation in the Japanese market.
Why Japan enterprise deals stall?
Japan deals rarely fail because
“the product isn’t good.”
They stall because:
- The real decision-makers are unclear (and change mid-cycle)
- Security/compliance questionnaires appear late and kill momentum
- Negotiations need in-person trust-building and careful stakeholder handling
- “Pilot” becomes a dead end without a path to contract, rollout, governance
Kaicotoba exists to remove these bottlenecks as the person responsible for Japan execution, not a distant advisor.
4 pillars that make us different
We don’t hand you a report and disappear.
We run your Japan business like it’s ours — moving from strategy to deal execution.
Founder-led Interim (Owner’s mindset)
We operate as your interim Japan GM—prioritizing the right accounts, shaping offers for Japanese enterprise buyers, and making decisions with a business owner’s accountability.
What this prevents: slow cycles, unclear ownership, “advice-only” outcomes.
On-site Deal Execution (We show up)
Regulated buyers often need face-to-face trust to move forward. We join critical meetings, negotiations, and stakeholder sessions to secure alignment and next steps.
What this prevents: polite meetings with no action, stalled negotiations, misread stakeholder signals.
Procurement & Compliance Readiness
(PoC-to-contract by design)
We help you prepare the materials and operating assumptions enterprise buyers require: security posture explanations, rollout approach, governance, and procurement-friendly documentation—so the path to contract is built from day one.
What this prevents: last-minute questionnaires, compliance surprises, pilots with no contract path.
Lean Squad + Cost Optimization
(Smaller team, stronger ROI)
We stay lean and bring in the right specialists on your behalf as needed. By refining the scope and negotiating directly, we often achieve ~15% cost savings compared to typical Japan outsourcing rates,—and in some cases, over 30%. We handle vendor management end-to-end—no burden on your team.
What this prevents: agency bloat, wasteful spend, paying “Japan tax” without impact.
What you get in 90-120 days
(Deliverables)
A typical 60–90 day engagement includes:
Go-to-market foundation
- ICP refinement for Japan buyers
- Target account list
- Stakeholder hypothesis
- Localized value proposition + proof points
Deal execution kit
- Meeting narrative
- Proposal structure for internal approvals
- Stakeholder map + objection log
- Draft rollout plan, governance assumptions
Pipeline & partner motions
- Outreach to priority accounts
- Meeting setup with priority accounts
- Partner strategy (resellers, SIers, etc.)
On-site support in Japan
- Priority meetings
- Negotiation sessions
- Executive alignment
How it works
Week 1-3: Focus & readiness
- Define regulated ICP
- Decision-map hypotheses
- Identify procurement
- Security blockers early
Week 4–8: Meetings & signal capture
- Launch outreach
- Book stakeholder meetings
- Run discovery
- Iterate materials
Week 9–12: Convert to PoC & contract
- Drive alignment on scope
- Support negotiation
- Support internal approvals
- Set up post-pilot contract
Case snapshots
B2B AI Service (Singapore)
Healthcare SaaS (United States)
Security Tool (Sweden)
Mobile Gaming App (Taiwan)
About the founder
Ayuki Kamata
Ayuki founded Kaicotoba in 2019 while studying law at Ritsumeikan University (Kyoto), and incorporated the business in 2023, serving as its Representative Director.
Bilingual in Japanese and English at a business level, Ayuki has supported cross-border projects with companies from 20+ countries, helping global teams navigate Japan’s enterprise buying process—from localization and positioning to outreach, stakeholder alignment, and deal execution.
He has led and participated in commercial discussions with 10+ Japanese publicly listed companies, and brings 7 years of hands-on digital marketing experience. Grounded in on-the-ground market research across 30+ countries, Ayuki combines local execution with a global operating mindset to build practical, repeatable expansion playbooks.
Kazuki Mukai
Japan & Asia
Mirele Barbosa
North & Latin America
Carlos Crasto
North & Latin America
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Kaicotoba Solutions
Tailored Strategies
Kaicotoba Solutions
Cross-Border Consulting
Global Intermediation
Digital Marketing Abroad
Japan
B2B Entry
- Market research / industry analysis
- Regulatory and compliance guidance
- Localization of materials and documentation
- Partner identification / business matchmaking
- Lead generation and pipeline development
- Support with meetings, negotiations, and deals
- Ongoing market entry strategy consulting
- Post-entry sales and marketing support
- Talent sourcing and local team onboarding
- Coordination with SIers and IT vendors
Japan B2B Entry
- Market research / industry analysis
- Regulatory and compliance guidance
- Localization
- Business matchmaking
- Lead generation
- Meetings, negotiations, and deals
- Ongoing market entry consulting
- Post-entry sales and marketing
- Coordination with SIers / IT vendors
- Talent sourcing, local team onboarding
Digital
Marketing
- Cross-Border Consulting
- Global Intermediation
- Digital Marketing Abroad
- Sales Funnels
- Meta/Google Ads
- Branding Abroad
- Social Media Engagement
- E-commerce Marketing Management
- Website Building and Operation
- Copywriting / Sales Writing
Digital Marketing
- Cross-Border Consulting
- Global Intermediation
- Digital Marketing Abroad
- Sales Funnels
- Meta/Google Ads
- Branding Abroad
- Social Media Engagement
- E-commerce Marketing Management
- Website Building and Operation
- Copywriting / Sales Writing
Information
Technology
- IT Sales & Business Consulting
- Executive Mentoring
- Software Development & Automation
- Web-apps & Mobile apps
- Web-robots development
- E-commerce development
- Artificial Intelligence Development
- Tailored SaaS
- IT Sales Support & Intermediation
- IT Maintenance & Software Evaluation
Information Tech
- Sales & Business Consulting
- Executive Mentoring
- Software Development & Automation
- Web-application development
- Mobile application development
- Web-robots development
- E-commerce development
- Artificial Intelligence Development
- Tailored SaaS
- Software Evaluation to sell your business
- IT Sales Support & Intermediation
- IT Maintenance & Support
Book a 25-min fit check
Clients We've Worked With
"Kaicotoba is a team of experts specializing in marketing abroad of the Americas, helped us targeting inbound demand. We'd love to continue working with them!"
Hisashi Miyata Owner, Kinoue Guest House Group
"Kaicotoba helped our SEO Marketing in Japan, impressed with their knowledge and dedication to get the real results"
Takuya Sugimoto Managing Director, Japan
Clients We've Worked With
"Kaicotoba is a team of experts specializing in marketing abroad of the Americas, helped us targeting inbound demand.
We'd love to continue working with them!"
Hisashi Miyata Owner, Kinoie Guest House Group
"Thanks to Kaicotoba’s cross-border consulting, we successfully entered the Brazilian market. Their team’s insights were invaluable."
James M. London Marketing Director, iGaming Company
"Kaicotoba helped our SEO Marketing in Japan, impressed with their knowledge and dedication to get the real results"
Takuya Sugimoto Managing Director, Japan
Japan Desk FAQs
Start Japan here
Let’s discuss our next step
HQ in Japan
Level 8, Tri-Seven Roppongi, Roppongi 7-7-7, Minato-ku, Tokyo, 106-0032 Japan
Team Locations
Sao Paulo, Brazil;
Mexico City, Mexico;
Buenos Aires, Argentina;
Iowa, United States;
Calgary, Canada;
Istanbul, Türkiye;
Ho Chi Minh, Vietnam;
Manila, Philippines.
Copyright © 2019 Kaicotoba. All Rights Reserved.
JA