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SmartHR_インサイドセールス紹介資料
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December 25, 2019
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SmartHR_インサイドセールス紹介資料
SmartHRのインサイドセールスについて説明した資料です!
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December 25, 2019
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Transcript
ΠϯαΠυηʔϧεհࢿྉ ݄ߋ৽
CONFIDENTIAL αʔϏε֓ཁ ΠϯαΠυηʔϧεͱ
4NBSU)3ʹ͓͚ΔΠϯαΠυηʔϧε Ӧۀػձʢஊʣͷग़Λઐʹߦ͏ ϙδγϣϯͰ͢ɻ ΠϯαΠυηʔϧεͷׂ
5)&.0%&- ʮṷṷʯͰ ֤෦ͷઐੑΛߴΊΞτϓοτΛ࠷େԽͤ͞ ϏδωεશମͷՌʹߩݙ͍ͯ͘͠ϑϨʔϜϫʔΫͰ͢ 4NBSU)3ͷ#J[৫
Ϛʔέ ΠϯαΠυηʔϧε Ϋϩʔδϯά ΧελϚʔαΫηε ஊ ͍߹Θͤ ແྉτϥΠΞϧ ݟੵ FCPPL లࣔձ
ड ΦϯϘʔσΟϯάܖߋ৽Ξοϓηϧ ސ٬Λ࡞Δ ஊΛ֫ಘ͢Δ ܖʹͭͳ͛Δ ಋೖɾར༻ܧଓࢧԉ 4NBSU)3ͷ#J[৫
Ϛʔέ ΠϯαΠυηʔϧε Ϋϩʔδϯά ΧελϚʔαΫηε ஊ ͍߹Θͤ ແྉτϥΠΞϧ ݟੵ FCPPL లࣔձ
ड ΦϯϘʔσΟϯάܖߋ৽Ξοϓηϧ Ϧʔυ֫ಘ ஊ݅ डֹۚ $IVSO3BUF 4NBSU)3ͷ#J[৫ʢ,1*ʣ
Ϛʔέ ΠϯαΠυηʔϧε Ϋϩʔδϯά ΧελϚʔαΫηε ஊ ͍߹Θͤ ແྉτϥΠΞϧ ݟੵ FCPPL లࣔձ
ड ΦϯϘʔσΟϯάܖߋ৽Ξοϓηϧ Ϧʔυ֫ಘ ஊ݅ डֹۚ $IVSO3BUF ֤෦͕ શࣾඪ͔Βٯࢉ͞Εͨ,1*ʹ ίϛοτ͠·͢! 4NBSU)3ͷ#J[৫ʢ,1*ʣ
CONFIDENTIAL αʔϏε֓ཁ ηʔϧε৫ͷମ੍
टݍ ΠϯαΠυηʔϧε Ϋϩʔδϯά &4ᶃ '4ᶃ ϩʔ04
&OUFSQSJTF 4.# ै ۀ һ ..# '4ᶄ ϛυϧ04 ؔ &4ᶄ &4ᶅ ͦͷଞ ؔݍ ؔݍҎ֎ɺΤϦΞΘͣ ηʔϧε৫ͷମ੍ʢ্ظʣ &4&OUFSQSJTF4BMFT '4'JFME4BMFT 040OMJOF4BMFT
टݍ ͦΕҎ֎ ηʔϧε ै ۀ һ ৫ΛৼΓฦΔͱʜ
टݍ ͦΕҎ֎ ηʔϧε ै ۀ һ ηʔϧε৫ͷମ੍ʢ݄ʙ݄ʣ
ͲΜͳ͜ͱΛͯͨ͠ʁʢ݄ʙ݄ʣ ਓ ਓ ਓ ਓ ਓ ਓ ਓ 2
2 2 2 2 2 2 2 2 2 2 2 2 2 2 ઃཱ डୗ։ൃ࣌ ʢϐϘοτճʣ 4NBSU)3ެ։ ʢ5FDI$SVODI5PLZP༏উʣ ηʔϧε໊͕͘Β͍ ʢ4BMFTGPSDFΛಋೖӡ༻˚ʣ ਓͷ ηʔϧε͕ೖࣾ
टݍ ͦΕҎ֎ 4%3 Ϋϩʔδϯά 4%3 ै ۀ һ
ηʔϧε৫ͷମ੍ʢ݄ʙ݄ʣ ηʔϧε
ͲΜͳ͜ͱΛͯͨ͠ʁʢ݄ʙ݄ʣ ਓ ਓ ਓ ਓ ਓ ਓ ਓ 2
2 2 2 2 2 2 2 2 2 2 2 2 2 2 ΠϯαΠυηʔϧεੜʂ ˝501*$ ɾ্ཱͪ͛ॳͷϝϯόʔ໊ʢ࣌4%3ͷ໊শʣ ɾ໊ҎԼ8FCஊͰͷΫϩʔδϯάߦ͏ɻʢΦϯϥΠϯηʔϧε͕͍ ͳ͔ͬͨʣ ɾຊ֨తʹ4BMFTGPSDFͷӡ༻ʹऔΓΈͩͨ͠ʢ׆ಈϩάஊཧͳͲʣ 4%3⁵ΫϩʔδϯάͰஊͷ'#Λపఈ͠ɺஊ֫ಘͷج४ ࣄલώΞϦϯά༰ΛݻΊΔ͜ͱʹྗͨ͠ɻ ݱࡏͷΠϯαΠυηʔϧεͷૅʹɻ ΦϯϥΠϯηʔϧε୲ೖࣾ ɹΠϯαΠυηʔϧε໊͕ʹ
टݍ ͦΕҎ֎ 4%3 Ϋϩʔδϯά ϑΟʔϧυηʔϧε ΦϯϥΠϯηʔϧε 4%3 ै
ۀ һ ηʔϧε৫ͷମ੍ʢ݄ʙ݄ʣ
ͲΜͳ͜ͱΛͯͨ͠ʁʢ݄ʙ݄ʣ ਓ ਓ ਓ ਓ ਓ ਓ ਓ 2
2 2 2 2 2 2 2 2 2 2 2 2 2 2 ਓ͕૿͕͑ͨނͷ՝͕ੜ·Ε࢝Ίͨ ˝501*$ ɾ༷ʑͳ՝͕ݦࡏԽ͖ͯͨ͠ ɹϦʔυରԠʢ୭͕ͲΕΔʣ ɹΦϖϨʔγϣϯ͕౷ҰͰ͖͍ͯͳ͍ ɹධՁʹ͍ͭͯ ɾʰ)05Ϧʔυʻ*4ͷϦιʔεʱͷϑΣʔζʹಥೖ ɹࠓ·ͰΞϓϩʔν͖͠Εͳ͔ͬͨϦʔυରԠΛ։࢝ ɹݱࡏͨΓલʹରԠ͢Δൣғ͚ͩͲ࣌ ɹʮྫྷ͍ͨϦʔυʯͱ͍͏ҹͩͬͨ ɹΠϯαΠυηʔϧε໊͕ʹ ɹΠϯαΠυηʔϧε໊͕ʹ ࢪࡦυϦϒϯͰ৭ʑͬͨ ৽ࢪࡦ୲ɾలࣔձ୲ɾଈରԠ୲ʢ ʣͳ ͲɺʮΈΜͳࢪࡦ࣋ͭͧʂʯͱͳ͍ͬͯͨɻ ɹϢχοτ੍ʹͳͬͨ
टݍ ͦΕҎ֎ ϋΠηʔϧε ϑΟʔϧυηʔϧε ΦϯϥΠϯηʔϧε ϋΠ4%3
ϛυϧϩʔ4%3 ै ۀ һ 4%3 Ϋϩʔδϯά ηʔϧε৫ͷମ੍ʢ݄ʙ݄ʣ
ͲΜͳ͜ͱΛͯͨ͠ʁʢ݄ʙ݄ʣ ਓ ਓ ਓ ਓ ਓ ਓ ਓ 2
2 2 2 2 2 2 2 2 2 2 2 2 2 2 ैۀһنͰϢχοτΛ͚ͨ ҎԼͷؾ͖ʹΑΓɺͦΕ·ͰʰཧɾධՁΧΠθϯυϦ ϒϯʱͰ͚͍ͯͨϢχοτΛʰैۀһنʱʹΑͬͯ ͚ͨɻ ˝ؾ͖ ɾࢪࡦɺϦʔυ֫ಘνϟωϧͰͳ͘ैۀһنʹΑͬ ͯސ٬ͷ՝͕มΘΔͷͰʁ ɾେاۀͱখناۀͰɺஊ֫ಘ·ͰͷϦʔυλΠϜ Ξϓϩʔνͷํ๏͕શવҧ͏ͷͰʁ ελοϑνʔϜͷൃ ɹΠϯαΠυηʔϧε໊͕ʹ ɹΠϯαΠυηʔϧε໊͕ʹ
ͦͯ͠!
टݍ ΠϯαΠυηʔϧε Ϋϩʔδϯά &4ᶃ '4ᶃ ϩʔ04
&OUFSQSJTF 4.# ै ۀ һ ..# '4ᶄ ϛυϧ04 ؔ &4ᶄ &4ᶅ ͦͷଞ ؔݍ ؔݍҎ֎ɺΤϦΞΘͣ ηʔϧε৫ͷମ੍ʢ্ظʣ &4&OUFSQSJTF4BMFT '4'JFME4BMFT 040OMJOF4BMFT
टݍ ΠϯαΠυηʔϧε Ϋϩʔδϯά &4ᶃ '4ᶃ ϩʔ04
&OUFSQSJTF 4.# ै ۀ һ ..# '4ᶄ ϛυϧ04 ؔ &4ᶄ &4ᶅ ͦͷଞ ؔݍ ؔݍҎ֎ɺΤϦΞΘͣ ηʔϧε৫ͷମ੍ʢ্ظʣ ৫తʹ͋Δఔɺܗ͍͖ͯͨ" ࠓޙɺ৫ΛΑΓڧ͘͢ΔͨΊʹ ֤ϢχοτΛચ࿅͍ͤͯ͘͞ϑΣʔζʹ͍·͢!
CONFIDENTIAL αʔϏε֓ཁ ΠϯαΠυηʔϧεͷϛογϣϯ
ΠϯαΠυηʔϧεάϧʔϓͷϛογϣϯ &OUFSQSJTF 4.# ..# 0QT Ӧۀػձʢஊʣ Λग़͢Δ
State of the Cloud Report 2018 - Bessemer Venture Partners
IUUQTXXXTMJEFTIBSFOFU#ZSPO%FFUFSTUBUFPGUIFDMPVESFQPSUCFTTFNFSWFOUVSFQBSUOFST ͪͳΈʹɺւ֎Ϣχίʔϯ4BB4اۀͱͷεϐʔυ ͜ͷൣғʹ͍·͢ʂ
State of the Cloud Report 2018 - Bessemer Venture Partners
IUUQTXXXTMJEFTIBSFOFU#ZSPO%FFUFSTUBUFPGUIFDMPVESFQPSUCFTTFNFSWFOUVSFQBSUOFST ͜ͷൣғʹ͍·͢ʂ ͜ͷεϐʔυΛ,FFQɾՃ͢ΔͨΊʹ ݁ߏͳͷஊ͕ٻΊΒΕ·͢! ͪͳΈʹɺւ֎Ϣχίʔϯ4BB4اۀͱͷεϐʔυ
&OUFSQSJTF 4.# ै ۀ һ
..# ֤Ϣχοτͷಈ͖ 4NBMM.BSLFU#VTJOFTT ɾʙ໊نͷاۀΛ୲ ɹ4NBSU)3ͷجຊػೳΛ΄΅શͯ͝ར༻͍ͨͩ͘߹͕ଟ͘ ɹاۀͷ՝ײ͋Δఔ͍ۙͨ͠Ί ɹφϨοδͷੵˠల։ʹΑΓɺਫ਼ͷߴ͍ஊ֫ಘΛߦ͏ɻ ɾ࿑ࣝɺΦϖϨʔγϣϯྗΛߴΊΔ ɹΠϯαΠυηʔϧεྗΛ্͛ΔϑΣʔζͷϝϯόʔͰߏɻ ɹ৫Λڧ͘͢Δཁͱͯ͠ͷׂ୲͏Ϣχοτɻ
&OUFSQSJTF 4.# ै ۀ һ
..# ֤Ϣχοτͷಈ͖ .JEEMF.BSLFU#VTJOFTT ɾʙ ໊نͷاۀΛ୲ ɹͱ ໊Ͱɺاۀͷ՝ײχʔζ͕ҟͳΔͨΊ ɹΠϯαΠυηʔϧεͷରԠ͕ෳࡶԽͯ͘͠Δɻ ɾۙதظͷച্ʹد༩͢Δ ɹ4NBSU)3ͷϘϦϡʔϜκʔϯͷͨΊ ɹۙʙதظͷച্ΠϯύΫτ͕େ͖͍ɻ ɹྔͱ࣭ͷ྆ํΛ୲อ҆͠ఆతʹୡͰ͖ΔϝϯόʔͰߏɻ
&OUFSQSJTF 4.# ै ۀ һ
..# ֤Ϣχοτͷಈ͖ &OUFSQSJTF ɾ ʙʿ໊نͷاۀΛ୲ ɹάϧʔϓձࣾؒͷ࿈ܞҙࢥܾఆϓϩηε͕ෳࡶͰ ɹ4NBSU)3ͷར༻ʹ͍ͭͯෳͷεςʔΫϗϧμʔ͕ؔ༩ɻ ɹஊઃఆ·ͰͷϦʔυλΠϜ͕ϲ݄ʹٴͿέʔεɻ ɾΫϩʔδϯάͱ࿈ܞ͠ઓུతʹ߈ུ͢Δ ɹ&OUFSQSJTFͷ֫ಘ୯ҰҊ݅ͷച্͚ͩͰͳ͘ ɹϚʔέοτγΣΞͷ֦େʹେ͖͘ߩݙ͠কདྷͷച্ʹ ɹӨڹ͕͋ΔͨΊɺஊ֫ಘҎ֎ʹஊΛޙԡ͢͠Δಈ͖ɻ
0QT ֤Ϣχοτͷಈ͖ 0QFSBUJPOTʢ0QTʣ ɾ0QFSBUJPOT ɹޮతͳΦϖϨʔγϣϯͷઃܭվળ ɾ&OBCMFNFOU ɹӦۀྗ61ͷͨΊͷτϨʔχϯάϓϥϯͷࡦఆ ɾ"OBMZUJDT ɹσʔλΛͱʹ*4શମͷੜ࢈ੑ্ͷͨΊͷࢪࡦཱҊ &OUFSQSJTF
4.# ..#
ͪͳΈʹ 4.#..#&OUFSQSJTFʹ༏ྼ͋Γ·ͤΜɻ ͳͥͳΒɺ4NBSU)3 શنͷاۀ͕ར༻͢Δ ϓϥοτϑΥʔϜΛࢦ͔͢Β!
CONFIDENTIAL αʔϏε֓ཁ ΠϯαΠυηʔϧεͷׂ
ΠϯαΠυηʔϧεͷׂ ஊΛ ࡞Δ ஊΛ લʹਐΊΔ શࣾ ΞτϓοτΛ ࠷େԽ͢Δ + +
ஊΛ࡞ΔʢˠΛ࡞Δׂʣ ஊ݅ $ ίʔϧʷίϯλΫτʷίϯλΫτΞϙ ߦಈྔ ߦಈͷ ߦಈͷ࣭ ,1*Λৗʹҙࣝ͠ɺྑ͍Λ৳͠ϘτϧωοΫΛվળ͢Δ
ஊΛલʹਐΊΔ *4ͱΫϩʔδϯά͕ ͦΕͧΕͷڧΈΛ׆͔͠ͳ͕Β࿈ܞ͠ ஊΛલਐ % ·ͩ·ͩϒϥογϡΞοϓ͍͖ͯ͠·͢ʂ
Ϛʔέ ΠϯαΠυηʔϧε Ϋϩʔδϯά Ϧʔυ֫ಘ ஊ݅ डֹۚ શࣾͷΞτϓοτΛ࠷େԽ͢Δ ᶃྫ͑ɺϚʔέ͔ΒͷϦʔυڙڅ͕ఆΑΓগͳ͔ͬͨ߹ ᶄஊԽΛߴΊΔͨΊ ɹϦʔυ͋ͨΓͷ
ɹߦಈͷ࣭Λ͔͑Δ ᶅஊ݅Λ୲อ͠શࣾඪͷ ɹ࠷େԽΛLFFQ͢Δ ΧελϚʔαΫηε $IVSO3BUF ˒Ϋϩʔδϯάͷঢ়گʹ߹ΘͤͯߦಈΛม͑Δ߹ɺͪΖΜ͋Γ·͢ʂ
ࣾ෩ɾจԽʹ͍ͭͯ
4NBSU)3ͷจԽ Φʔϓϯ ༡ͼ৺ Φʔϓϯ ϑϥοτ ༡ͼ৺ ࣗۦಈ +
ΠϯαΠυηʔϧεͷจԽ ΠϯαΠυηʔϧεతʹ ղ૾Λ্͛Δͱ&
จԽ Φʔϓϯ ༡ͼ৺ ϑϥοτ ༡ͼ৺ ࣗۦಈ + Φʔϓϯ
ΤϞ͍Τϐιʔυͷڞ༗ ஊ֫ಘφϨοδͷݴޠԽڞ༗ ޭମݧੵۃతʹڞ༗͋͠͏
୭͕ݟͯΘ͔ΔΑ͏ʹ ରԠ༰ͷϩάΛ͢ ϓϥϯχϯάͷϩδοΫਐḿΛ ໌ྎʹ͢Δ ใΛΦʔϓϯʹ͢Δ ίϛϡχέʔγϣϯ μογϡϘʔυ
จԽ Φʔϓϯ ༡ͼ৺ ༡ͼ৺ ࣗۦಈ + Φʔϓϯ ϑϥοτ
ɹɾݸਓμογϡϘʔυͷ༰ ɹɾύʔτφʔҊ݅ͷରԠϑϩʔ ɹɾձٞମͷݟ͠ɹFUDʜ ɹɹˠҙݟ͕͋ΕɺϝϦοτσϝϦοτͷઆ໌ͰҙݟΛ͋͛ΔจԽ ϘτϜΞοϓͰ৭ʑͳ͜ͱ͕มΘΔ
จԽ Φʔϓϯ ༡ͼ৺ ϑϥοτ ࣗۦಈ + Φʔϓϯ ༡ͼ৺
ຖͷߦಈ͕ൺֱతετΠοΫͳνʔϜͳͷͰ ʮָ͠ΉۭؾײʯΛ࡞Δҙ͕ࣝେͰ͢ɻ ʢୡલͱ͔ͬͯͲ͏ͯ͠ϐϦϐϦͪ͠Ό͏ ͡Όͳ͍Ͱ͔͢ʜʣ ͦͯ͠શࣾతʹϗϝͯΒ͏ɻ 4MBDLͷHFOFSBMͰใࠂ͢ΔͱɺΈΜͳ༏͍͠ͷͰ FNPKJͰॕΛͯ͘͠Ε·͢ɻ ୡશྗͰتͿ ָ͠Ήɾϗϝ͋͏
จԽ Φʔϓϯ ༡ͼ৺ ϑϥοτ ༡ͼ৺ + Φʔϓϯ ࣗۦಈ
िʙि िʙि िʙि िʙि ˙࠷ΦϖϨʔγϣϯ Ϧʔυྲྀೖ͔Βޙॲཧ·Ͱͷ 4BMFTGPSDF্ͰͷରԠϚχϡΞϧͷҰݩԽ ɾϦʔυྲྀೖʗίʔϧઌબఆ ɾίʔϧલ४උ ɾίʔϧޙͷޙॲཧ
˙ސ٬ͱͷίϛϡχέʔγϣϯ ސ٬๊͕͑Δ՝͝ͱͷ ͋Δ͋ΔύλʔϯͱޮՌతͳ࣭ํ๏ ɾސ٬ηάϝϯτʢۀछʗैۀһنʣ͝ͱͷ ɹࣄલ֬ೝࣄ߲˞ࣄྫ༗ແͳͲ ɾސ٬՝ผͷޮՌతͳ࣭ू ˙ηϧϑΦϯϘʔσΟϯάγʔτ ೖࣾޙϲ݄ؒͷϚΠϧετʔϯ ɾΠϯϓοτʗΞτϓοτ ɾશࣾϛογϣϯՁ؍ɿ ɹˠ֤Ϧʔμʔਞ͔ΒͷνʔϜઆ໌ɺԊֵɺจԽ ɾϓϩμΫτཧղʗਓࣄ࿑ཧղʗڝ߹ɾࢢཧղ ɾηʔϧεͱͯ͠ͷڞ௨Πϯϓοτɿ ɹˠஊϑΣʔζཧղɺ$3.ͷׂͳͲ ྔ ࣭ ࣗۦಈͰΦϯϘʔσΟϯά͕Ͱ͖ΔΈ
िʙि िʙि िʙि िʙि ˙࠷ΦϖϨʔγϣϯ Ϧʔυྲྀೖ͔Βޙॲཧ·Ͱͷ 4BMFTGPSDF্ͰͷରԠϚχϡΞϧͷҰݩԽ ɾϦʔυྲྀೖʗίʔϧઌબఆ ɾίʔϧલ४උ ɾίʔϧޙͷޙॲཧ
˙ސ٬ͱͷίϛϡχέʔγϣϯ ސ٬๊͕͑Δ՝͝ͱͷ ͋Δ͋ΔύλʔϯͱޮՌతͳ࣭ํ๏ ɾސ٬ηάϝϯτʢۀछʗैۀһنʣ͝ͱͷ ɹࣄલ֬ೝࣄ߲˞ࣄྫ༗ແͳͲ ɾސ٬՝ผͷޮՌతͳ࣭ू ˙ηϧϑΦϯϘʔσΟϯάγʔτ ೖࣾޙϲ݄ؒͷϚΠϧετʔϯ ɾΠϯϓοτʗΞτϓοτ ɾશࣾϛογϣϯՁ؍ɿ ɹˠ֤Ϧʔμʔਞ͔ΒͷνʔϜઆ໌ɺԊֵɺจԽ ɾϓϩμΫτཧղʗਓࣄ࿑ཧղʗڝ߹ɾࢢཧղ ɾηʔϧεͱͯ͠ͷڞ௨Πϯϓοτɿ ɹˠஊϑΣʔζཧղɺ$3.ͷׂͳͲ ྔ ࣭ ࣗۦಈͰΦϯϘʔσΟϯά͕Ͱ͖ΔΈ ٯʹɺࣗۦಈ͕ۤखͳਓ ্ཱ͕ͪΓਏ͍ΧϞ͠Ε·ͤΜ'
CONFIDENTIAL αʔϏε֓ཁ ࠷ޙʹɿؾʹͳΔΑͶʁΛूΊ·ͨ͠
ෳͷπʔϧΛ׆༻ͯ͠ۀΛߦ͍·͢
ਓ ਓ ฏۉྸ ࡀ ΠϯαΠυηʔϧεͷྸ ʢ݄࣌ͷਖ਼ࣾһʣ
རްੜ ɾϑϨοΫε੍ʢίΞλΠϜʣ ɾλόίٵΘͳ͍खʢ ԁ݄ʣ ɾҾӽखʢΦϑΟεۙ͘ʹҾͬӽ͢ͱສԁࢧڅʣ ɾΦϑΟείϯϏχʢϩʔιϯʣ ɾ͓ன৸ਪʢ͓ன৸εϖʔε͋Γʣ ɾηΩϡΞखʢ1BTTXPSEͷඅ༻ʣ ɾ,σΟεϓϨΠʢશ৬छʣ
ɾೖࣾपͷ͓ॕ͍ʢߴڃख़ण࢘ʂʣ ಇ͖͢͞ ɾॻ੶ߪೖ੍ʢTMBDLʹॻ͚ͩ͘ʣ ɾࢿ֨อ࣋අ༻ͷձࣾෛ୲ʢ࢜ۀͳͲʣ ɾษڧձߨ࠲डߨͷձࣾෛ୲ʢ૬ஊʣ εΩϧΞοϓ ɾϦϞʔτϫʔΫʢिճʣ ɾສԁ·Ͱ1$पลػثͷબ0,ʢσΟεϓϨΠআ͘ʣ ɾ3VCZ,BJHJͷࢀՃඅɺަ௨අɺ॓ധඅʢۀѻ͍ʣ ΤϯδχΞ͚ ɾதͳͲͷରࡦάοζ༩ɹɹɹɹɹɹɾຑͷ༧छඅ༻ͷෛ୲ʢՈ0,ʣ قઅϞϊ ίϛϡχέʔγϣϯ׆ੑԽ ɾϑϦʔΞϧίʔϧʢຖʙʣ ɾγϟοϑϧϥϯνʢຖिਫ༵ʣ ɾ෦׆੍ʢਓ ԁิॿճʣ ˞৯ચػϧϯόͳͲʹ͔ͭͬͯ0, ˞௨ۈ͕࣌ؒҎͷڑʹͳΔํ͕ରɹɹ ɾஉੑ͚࢈ٳ੍ʢिؒͷಛผ༗څٳՋΛ༩ʣ ɾҰ࣌ିۚʢҭࣇٳۀڅ͕ۚࢧڅ͞ΕΔ·Ͱʣ ɾҭࣇڥΛ͑Δิॿʢສԁࢧڅʣ ˞ ҭࣇαϙʔτ ˞
རްੜ ɾϑϨοΫε੍ʢίΞλΠϜʣ ɾλόίٵΘͳ͍खʢ ԁ݄ʣ ɾҾӽखʢΦϑΟεۙ͘ʹҾͬӽ͢ͱສԁࢧڅʣ ɾΦϑΟείϯϏχʢϩʔιϯʣ ɾ͓ன৸ਪʢ͓ன৸εϖʔε͋Γʣ ɾηΩϡΞखʢ1BTTXPSEͷඅ༻ʣ ɾ,σΟεϓϨΠʢશ৬छʣ
ɾೖࣾपͷ͓ॕ͍ʢߴڃख़ण࢘ʂʣ ಇ͖͢͞ ɾॻ੶ߪೖ੍ʢTMBDLʹॻ͚ͩ͘ʣ ɾࢿ֨อ࣋අ༻ͷձࣾෛ୲ʢ࢜ۀͳͲʣ ɾษڧձߨ࠲डߨͷձࣾෛ୲ʢ૬ஊʣ εΩϧΞοϓ ɾϦϞʔτϫʔΫʢिճʣ ɾສԁ·Ͱ1$पลػثͷબ0,ʢσΟεϓϨΠআ͘ʣ ɾ3VCZ,BJHJͷࢀՃඅɺަ௨අɺ॓ധඅʢۀѻ͍ʣ ΤϯδχΞ͚ ɾதͳͲͷରࡦάοζ༩ɹɹɹɹɹɹɾຑͷ༧छඅ༻ͷෛ୲ʢՈ0,ʣ قઅϞϊ ίϛϡχέʔγϣϯ׆ੑԽ ɾϑϦʔΞϧίʔϧʢຖʙʣ ɾγϟοϑϧϥϯνʢຖिਫ༵ʣ ɾ෦׆੍ʢਓ ԁิॿճʣ ˞৯ચػϧϯόͳͲʹ͔ͭͬͯ0, ˞௨ۈ͕࣌ؒҎͷڑʹͳΔํ͕ରɹɹ ɾஉੑ͚࢈ٳ੍ʢिؒͷಛผ༗څٳՋΛ༩ʣ ɾҰ࣌ିۚʢҭࣇٳۀڅ͕ۚࢧڅ͞ΕΔ·Ͱʣ ɾҭࣇڥΛ͑Δิॿʢສԁࢧڅʣ ˞ ҭࣇαϙʔτ ˞ ࿑୲ऀ͞·ͷՔಇ࣌ؒʹ߹ΘͤͯΞϓϩʔνΛ͢Δඞཁ͕͋ΔͷͰ ͋Δఔɺۈ࣌ؒͷ੍͋ΔϙδγϣϯͰ͢ɻ ˞ͪΖΜɺʮϑϨοΫεઈର/(ʂʯͰͳ͍Ͱ͢ʂ
ධՁ੍ 0,3 Ձ؍Ϛον جૅεΩϧ + + ɾ0,3ϛογϣϯୡɺηʔϧεׂఆྔʢ༧ࢉୡʣͰධՁ ɾճͷධՁʢ্ه߲͕ධՁରʣ ɾִिͰPOΛ࣮ࢪ͠ɺαϓϥΠζධՁΛࢭʢ0,3ఆੑతͳඪ͋Δҝʣ
Ձ؍Ϛονʹ͍ͭͯ ɾՁ؍ʹϚον͢Δߦಈ͕ଟ͍ͱߴධՁʹͳΓɺগͳ͍ͱධՁʹͳΓ·͢ ɾԠืલʹɺࣗ͝ͷՁ؍ͱϚον͢Δ͔ηϧϑνΣοΫΛ͓ئ͍͍ͯ͠·͢ w ਓ͕ཉ͍͠ͱࢥ͏ͷΛͭ͘Ζ͏ w ૣ͍΄͏͕ΧοίΠΠ w ࣗۦಈ ɾ4NBSU)3ࣾͰɺ༷ʑͳஅج४ʹɺ্هͷʮՁ؍ʢ7BMVFʣʯΛ׆༻͍ͯ͠·͢
w ࠷ળͷϓϥϯ$Λݟ͚ͭΔ w ϫΠϧυαΠυΛา͜͏ w ҰޠҰ۟ʹखؒͻ·͔͚Δ ˞Ձ؍ͷৄࡉίʔϙϨʔταΠτIUUQTTNBSUISDPKQNJTTJPOΛ͝ཡ͍ͩ͘͞ 4NBSU)3ࣾͷՁ؍ʢ7BMVFʣ ɾʮͲ͏ͨ͠Β4NBSU)3͕͏·͍͔͘͘ʁʯ͔Βٯࢉͯ͠࡞Γ·ͨ͠ʢWFSʣ
νʔϜ๊͕͑Δ՝ ɾࠓ·Ͱ4%3ʢΠϯόϯυʣʹ͍ͭͯϒϥογϡΞοϓ͖ͯͨ͠ ɾྺ࢙ʹΔϓϩμΫτࣄۀʹ͢ΔͨΊʹ4%3Ҏ֎ͷڧԽඞཁ ɾ্هʹՃ͑ɺ#J[৫શମͷਓࡐҭʹߩݙ͢ΔͨΊʹɺ·ͩ·ͩਓ͕ඞཁ 4%3 ΠϯαΠυηʔϧε 4%3 #%3 "DDPVOUQMBOOJOH 0OCPBSEJOH
1MBO$ ɾҰॹʹɺ4NBSU)3ͷϓϩμΫτɾ৫Λ֦େ͢ΔϝϯόʔΛืूதͰ͢ ࠓ·Ͱ ͜Ε͔Β
ݕࡧ 4NBSU)3࠾༻ 8F"SF)JSJOH