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SaaS Market Entry in Japan: A Complete Guide for 2024

Updated: Oct 12

Glowing data streams forming the silhouette of Mount Fuji with icons of low-code development platforms.
SaaS Market Entry in Japan

Japan’s software-as-a-service (SaaS) market is transforming remarkably, attracting increasing attention from global tech companies. In 2024, one of the most talked-about developments in the SaaS world was OpenAI’s decision to establish its first Asian office in Tokyo, signalling Japan's growing importance in the global technology landscape. This move reflects the broader trend of international SaaS companies seeking to capitalize on Japan’s strong digital transformation push and automation demands.


But why is Japan’s SaaS market so attractive? The answer lies in a combination of factors: Japan is the second-largest enterprise software market globally, the Japanese government is investing heavily in digitalization through initiatives like the Digital Agency, and businesses are rapidly adopting technology to address labour shortages caused by the country's ageing population. As businesses in Japan embrace automation, SaaS solutions are increasingly seen as the key to efficiency and sustainability.


Table of Contents


The State of the Japanese SaaS Market in 2024

Upward-trending graph overlaid with Japanese yen symbols and cloud icons illustrating SaaS market growth.
The State of the Japanese SaaS Market

Japan’s SaaS market continues to grow at an astonishing pace. Recent reports suggest that the market size, which stood at ¥1.4 trillion in 2023, is projected to reach ¥2 trillion by 2027, representing a 25% CAGR. This rapid growth is fueled by government-backed digitalization efforts and increasing corporate awareness of digital transformation as companies seek to automate processes and reduce manual work.


In terms of investment, 2023 saw a slight dip in startup investments compared to 2022. In 2023, 247 SaaS companies raised ¥134.8 billion, reflecting cautious investor sentiment amid global economic uncertainty. However, while the volume of investment dropped, the average size of deals remained relatively high, particularly for later-stage companies. This indicates that investors focus on scaling mature companies with proven business models.



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The long-term outlook remains incredibly positive, with adoption rates among SMEs expected to increase significantly. Only 34% of SMEs in Japan have adopted SaaS solutions, signalling a largely untapped market. With greater emphasis on digital transformation and labour productivity, SaaS adoption is poised to accelerate rapidly across sectors.


Why is Japan an Attractive Market for SaaS Businesses?

Japan’s SaaS market presents a unique set of advantages for foreign companies:

  • Macroeconomic factors: Japan is the second-largest economy in Asia and the third-largest globally, making it a critical market for global SaaS providers. The country’s advanced infrastructure, high purchasing power, and strong demand for enterprise software further enhance its attractiveness.

  • Government support for digital transformation: Japan’s government has been at the forefront of driving digitalization. The creation of the Digital Agency and initiatives like Society 5.0, which envisions a super-smart society powered by AI, IoT, and data-driven technologies, offer significant opportunities for SaaS providers. These initiatives aim to integrate cutting-edge technologies into various sectors, from manufacturing to healthcare, making SaaS solutions essential for businesses wanting to keep up with these trends.

World map highlighting Japan with cloud computing and AI icons radiating, emphasizing its global SaaS significance.
Japan Highlighted as a Key Player in the Global SaaS Market
  • Labour shortages: Japan faces a significant labour shortage due to its ageing population, with projections showing a potential shortfall of 2.3 million workers by 2030. This demographic challenge drives companies to adopt automation tools, making SaaS solutions a key component in addressing workforce gaps.

  • Tech-savvy consumer base: Japanese companies are increasingly aware of the need to integrate tech-driven solutions into their operations. With a tech-savvy consumer base that values innovation, companies are eager to implement SaaS solutions that offer efficiency and scalability.

  • Low SaaS penetration: Despite being one of the world’s largest enterprise software markets, SaaS adoption in Japan, particularly among SMEs, remains lower than in Western markets. This gap represents a significant growth opportunity for foreign SaaS providers that can offer localized and customized solutions.


Deep Dive into Opportunities

Japan’s SaaS market is full of opportunities across various sectors. While the demand for CRM systems, labour management tools, and collaboration platforms is high, the market is evolving, and new areas are ripe for growth.

Customer Experience (CX)

With amendments to the Electronic Bookkeeping Preservation Act driving the shift to digital workflows, Japanese companies are investing in SaaS solutions that enhance customer experience. CRM platforms are in high demand as businesses seek to streamline interactions, improve customer service, and adopt digital customer relationship management strategies.



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Business Systems

As Japan moves away from traditional Hanko seals and paper-based documentation, companies are adopting Enterprise Performance Management (EPM) tools, electronic contract systems, and labour management solutions to enhance efficiency. These tools are helping businesses automate time-consuming manual processes and focus on strategic decision-making.

Collaboration and Remote Work

With the growing remote work trend, collaboration tools like file-sharing platforms and business chat systems are gaining traction. The pandemic has transformed how Japanese companies operate, and SaaS providers offering seamless, secure collaboration tools are well-positioned to capitalize on this trend.

Customer in a kimono interacting with a holographic interface on a traditional Japanese street with cherry blossoms.
Fusion of Modern CX Tools with Japanese Culture

Data Infrastructure and No-Code/Low-Code Development

With increasing globalization, Japanese companies invest in data integration tools and low-code/no-code development platforms to centralize and streamline their operations. These tools allow businesses to manage large volumes of data, comply with international regulations, and develop custom applications without requiring extensive coding expertise.

Sales Optimization

Tools that build on existing systems are becoming popular. For example, SalesMarker provides Japanese businesses with a robust sales database and buying intent analytics powered by AI, giving companies an edge in identifying prospects and driving revenue.

Japanese coworkers collaborating via video conference, showcasing the rise of remote work culture.
Remote Collaboration Among Japanese Professionals

Emerging Opportunities

The next phase of SaaS growth in Japan will focus on advanced technologies like AI-driven solutions, IoT integration, and enhanced automation platforms. Areas such as user research and sales intelligence are expected to grow as businesses move beyond efficiency and into value-added services that enhance decision-making and customer engagement.

SaaS Opportunities

Demand

CRM & Digital Adoption

High

EPM & Labor Management

High

Business Chat & File Sharing

Growing

Low-Code/No-Code Development

Emerging

AI-Powered Sales Tools

Emerging



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Navigating the Challenges of SaaS Market Entry in Japan

Entering Japan’s SaaS market comes with its fair share of challenges:

Cultural and Business Practices

Japanese businesses often follow a top-down decision-making process, where senior management heavily influences purchasing decisions. Moreover, Japanese companies are known for placing a high value on long-term relationships and trust-building. Unlike in Western markets, where quick decision-making may be possible, the sales cycle in Japan is typically much longer, requiring consistent engagement and follow-ups. There are also elements of business etiquette to consider when embarking on business in Japan.

Padlock over a digital map of Japan symbolizing strict data security and compliance requirements.
Japan's Stringent Data Security Measures in the SaaS Industry

Security and Compliance

Japanese businesses are particularly sensitive to data privacy and security concerns. Compliance with the Act on the Protection of Personal Information (APPI) is mandatory for any SaaS provider looking to operate in Japan. Foreign companies must ensure they have robust data security measures in place, including encryption and local data storage, to gain the trust of Japanese enterprises. There are plenty of Japanese regulations to consider during your pre-market entry discovery phase, which some foreign start-ups might fail to understand fully before launch.

Competition

The competitive landscape is fierce. Domestic vendors like Sansan and Cybozu have strong footholds in the market, leveraging their established customer bases and relationships. Foreign entrants must differentiate their offerings by focusing on niche markets or offering unique, innovative solutions beyond what local vendors provide.


Market Entry Strategies

SaaS companies must carefully consider their market entry strategies to successfully enter the Japanese market.

Remote vs. Local Presence

While it’s possible to operate remotely, establishing a local presence offers significant advantages in customer support, relationship-building, and trust. Companies with local offices often gain greater credibility with Japanese clients. For example, HubSpot initially adopted a remote-first approach before expanding its presence with a local office. This allowed them to build relationships more effectively as their customer base grew.



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Localization

Beyond translation, localization involves adapting your product and marketing strategy to the Japanese market. This includes creating culturally relevant content, adapting your user interface to fit local preferences, and ensuring customer support is available in Japanese. Zendesk effectively localized its services by creating a Japanese-language user interface and working closely with local partners to distribute its solutions. This helped the company meet the high customer service expectations of Japanese businesses.

Japanese salesperson analyzing AI-driven sales data on a transparent tablet with holographic visuals.
AI-Powered Sales Optimization Tools Used by Japanese Businesses

Partnerships

Collaborating with local companies can significantly enhance your chances of success. Partnerships can provide valuable insights into the market, improve distribution channels, and bolster customer support. Dropbox leveraged partnerships with local companies, including system integrators and telecom providers, to strengthen its presence in Japan. Dropbox gained trust in industries like finance and healthcare by focusing on data security and compliance with Japan’s strict regulations.

Sales and Marketing

Navigating the Japanese sales cycle requires understanding the local business culture, particularly emphasising collective decision-making. Relationship-building is essential, and companies should invest in localized marketing materials to resonate with their target audience. For example, HubSpot extensively localized its content through blogs, webinars, and case studies designed specifically for Japanese businesses, which helped establish a foothold in the market. For insights into effective B2B marketing strategies in Japan, check this blog post for details.

Government Support

Foreign companies may also benefit from government programs and incentives to attract foreign investment in digital transformation.


Future Trends and Predictions of the Japanese SaaS Market

Tokyo's Night Skyline
Tokyo's Night Skyline

Several trends, driven by technological advancements and government-led digitalization efforts, are poised to shape the future of Japan’s SaaS market. These trends provide significant opportunities for SaaS providers looking to enter or expand within Japan.



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AI and IoT Integration

AI-powered SaaS solutions rapidly transform key industries in Japan, particularly manufacturing and healthcare. In manufacturing, AI-driven SaaS platforms are being used for predictive maintenance, helping companies identify potential equipment failures before they happen. This is crucial for maintaining high productivity levels, especially as Japan faces labour shortages. The adoption of real-time analytics in manufacturing is expected to increase, as companies look to optimize production processes and reduce operational costs.


In healthcare, AI is enhancing medical imaging and patient data management. As Japan’s population continues to age— with 28% of citizens over 65—the demand for AI-based healthcare solutions is growing. SaaS platforms that offer predictive diagnostics and telemedicine services are helping hospitals and clinics streamline their operations, offering better care with fewer resources. The growing senior market in Japan is undergoing rapid growth, but it is still a fairly unchallenged market for foreign SaaS companies. For more details on the senior market in Japan, please check this blog post.


Meanwhile, IoT integration is reshaping sectors like logistics and smart city infrastructure. Japan’s IoT market, projected to reach ¥16 trillion by 2030, is driving IoT-enabled SaaS solutions to track real-time data, monitor equipment performance, and improve operational efficiency. Logistics companies use IoT-linked SaaS platforms to monitor fleets, optimize delivery routes, and reduce fuel consumption.

AI and IoT Integration
AI and IoT Integration

Market Consolidation

As Japan’s SaaS market matures, we expect increased market consolidation, with larger companies acquiring smaller niche players. Consolidation will likely occur in finance, healthcare, and retail sectors, where businesses seek comprehensive SaaS solutions that can integrate across their operations.


One notable example is Salesforce Japan's acquisition of Tableau, strengthening its position in the Japanese analytics market. By integrating Tableau’s data visualization capabilities, Salesforce offered enhanced data analytics tools, making it particularly attractive to financial institutions and large enterprises requiring in-depth decision-making analytics.



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This trend mirrors what has happened in Western markets, where major SaaS companies have grown by acquiring specialized providers. In Japan, companies offering sales automation, financial software, and CRM tools are prime candidates for acquisition as larger players aim to offer end-to-end SaaS solutions.

Interlocking gears featuring flags of Japan and other countries symbolizing international partnerships.
Strategic Partnerships for Successful Market Entry into Japan

Increased Government Involvement

The Japanese government is pivotal in promoting digital transformation across industries, creating more opportunities for SaaS providers. Through the Digital Agency and programs like Society 5.0, the government is pushing the integration of AI, IoT, and cloud technologies into various sectors, including education, finance, and healthcare.


In 2024, the government announced a ¥500 billion fund to support the development of digital infrastructure, particularly focusing on expanding the use of cloud-based and AI-powered SaaS solutions. This investment is expected to drive digital innovation in sectors like education, where programs such as the GIGA School Initiative aim to provide digital devices and SaaS platforms to students nationwide, enabling a shift to tech-driven education.


Additionally, regulatory changes such as updates to the Personal Data Protection Act and the Electronic Bookkeeping Preservation Act are pushing companies to adopt SaaS tools that ensure compliance with Japan’s stringent data privacy and security requirements. SaaS providers offering secure, compliant solutions, particularly in the finance and healthcare sectors, will likely see increased demand as businesses align with these new regulations. creating more opportunities for SaaS providers, particularly in the education, finance, and healthcare sectors.


Japan’s SaaS market presents a wealth of opportunities for global companies. Success in this growing market requires understanding Japan’s unique business culture, localization needs, and regulatory environment. Foreign SaaS companies can thrive in this dynamic market by building strong relationships, offering fully localized solutions, and navigating the challenges of compliance challenges.



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FAQ Section

What is driving the growth of Japan’s SaaS market in 2024?

Japan’s SaaS market is growing rapidly due to several factors. Government initiatives like the Digital Agency are pushing digital transformation, while labour shortages caused by an ageing population encourage businesses to adopt automation tools. Japan’s strong enterprise software market and corporate interest in efficiency and sustainability drive demand for SaaS solutions.

Why is Japan an attractive market for SaaS companies?

Japan offers several key advantages to SaaS companies:

  1. It is the third-largest economy in the world, with high purchasing power.

  2. The government supports digitalisation through programs like Society 5.0 and the Digital Agency.

  3. Low SaaS adoption, particularly among SMEs, presents significant growth potential for foreign providers offering tailored solutions.

What challenges do foreign SaaS providers face when entering Japan?

Foreign SaaS companies encounter challenges such as long decision-making processes, whereas Japanese businesses strongly emphasise building long-term trust. Compliance with stringent regulations, like the Act on the Protection of Personal Information (APPI), is another hurdle. Additionally, local competition from established domestic vendors like Cybozu and Sansan makes it essential for foreign companies to differentiate their offerings.

Is SaaS adoption increasing among SMEs in Japan?

Yes, SaaS adoption is steadily increasing among Japanese SMEs. However, only 34% of SMEs have adopted SaaS solutions. This number is expected to grow significantly as more businesses seek to improve operational efficiency and deal with labour shortages through automation and digital tools.

Which sectors are driving demand for SaaS solutions in Japan?

Several sectors are leading the demand for SaaS solutions in Japan:

  • Customer Relationship Management (CRM) tools are essential as businesses focus on improving customer experience.

  • Enterprise Performance Management (EPM) and labour management tools help companies streamline operations.

  • Collaboration tools for remote work have gained momentum post-pandemic.

  • Emerging areas like low-code/no-code development platforms and AI-powered sales tools are also seeing increased interest.


Ready to learn how to launch, integrate and scale your business in Japan?

Download our intro deck and contact ULPA today to learn how we can help your company learn the business rules in Japan and then redefine those rules.

Let The Adventure Begin.


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