Useful articles on winning B2B pipeline in Japan. We cover ad channels and landing pages. We cover the long sales cycle. And the Japan Pipeline Method ties it all together.
Written for foreign B2B teams selling into Japan. If you sell to shoppers, this is not for you.
THE 2027 EDITION
Our annual field guide, written from inside the campaigns: what changed this year, the state of every channel, and the playbook we run into 2027.
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THE GUIDE
The buyer, the channels, the language problem, and the weekly system that compounds. If you read one piece here, read this one.
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LEADS
Qualified Japanese leads come from a system, not a channel. The four phases that turn spend into sales-ready conversations in Japan.
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MANIFESTO
Junior benches, hour billing, vanity dashboards, quarterly lock-ins. AI made the old model indefensible. Here is the standard that replaces it, published for you to hold anyone to.
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MARKET
Most foreign B2B companies do not fail in Japan for lack of effort. They fail because they run a Western playbook in a market that quietly punishes it.
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CHANNELS
Google leads search in Japan, but Yahoo JP still gets B2B searches most foreign teams ignore. Here is how to decide where your money goes.
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LEADS
If your Japanese landing page wins far fewer leads (people who ask to buy) than your home page, the visitors are rarely the problem. It is the page.
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CHANNELS
LINE is one of Japan's most-used apps. Most foreign B2B teams skip it. Sometimes that is a mistake.
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PIPELINE
Japanese B2B deals take time, and everyone must agree. Pipeline that is not kept warm through that wait quietly goes cold.
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