IoT × 不動産業界のPMF

Transcript

1. Copyright © 2022 Bitkey Inc. All right reserved. IoT × ෆಈ࢈ۀքͷPMF Qiita Night ϓϩμΫτϚωδϝϯτฤ ొஃࢿྉʢ2022/12/16ʣ גࣜձࣾϏοτΩʔɹਖ਼Ԭ ޺نɹ2022/12/16
2. Copyright © 2022 Bitkey Inc. All right reserved. 2 ࣗݾ঺հ ਖ਼Ԭ ޺ن Hiroki Masaoka 2016೥ 2021೥ גࣜձࣾϫʔΫεΞϓϦέʔγϣϯζ ɾWebΞϓϦΤϯδχΞ ɾΤϯδχΞϦϯάϚωδϝϯτ ɾϓϩδΣΫτϚωδϝϯτ ϏοτΩʔ ɾHomeʢ฻Β͠ʣࣄۀͷPdM ɾWebΞϓϦΤϯδχΞ
3. Copyright © 2022 Bitkey Inc. All right reserved. 3 ಋೖ ͜Μͳํʑʹฉ͍ͯ΄͍͠ʢಡΜͰ΄͍͠ʣͰ͢ - PdMΛ໨ࢦ͍ͯ͠Δํ - PdMʹͳΓͨͯͷํ
4. Copyright © 2022 Bitkey Inc. All right reserved. 4 ಋೖ ͜Μͳํʑʹฉ͍ͯ΄͍͠ʢಡΜͰ΄͍͠ʣͰ͢ - PdMΛ໨ࢦ͍ͯ͠Δํ - PdMʹͳΓͨͯͷํ - PdMͬͯԿΛ͢Δώτɾɾɾ - ҰൠతʹʮXXXʯͯ͠Δώτͱ͍͏ೝࣝ͸͋Δ͚Ͳɾɾɾ - ϏδωεαΠυͱͷௐ੔͹͔Γɾɾɾ ͱࢥΘΕ͍ͯΔํ
5. Copyright © 2022 Bitkey Inc. All right reserved. 5 ಋೖ ͜Μͳํʑʹฉ͍ͯ΄͍͠ʢಡΜͰ΄͍͠ʣͰ͢ - PdMΛ໨ࢦ͍ͯ͠Δํ - PdMʹͳΓͨͯͷํ → ͦͷΑ͏ͳ೰Έͷղܾ΁ͷҰॿʹͳΕ͹޾͍Ͱ͢
6. Copyright © 2022 Bitkey Inc. All right reserved. 6 ಋೖ ʢτοϓόολʔͱ͍͏͜ͱ΋͋Γʣ PMFʢProduct Market FitʣΛߟ͑Δʹ౰ͨΓ PdMͱ͸ɾɾɾʁʁ ୲͏΂͖໾ׂͱ͸ɾɾɾʁʁ Λ࠶֬ೝ͠·͢ɻ
7. Copyright © 2022 Bitkey Inc. All right reserved. 7 0. PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ʁ ʮ͜Εʯͱ͍ͬͨਖ਼ղ͕͋ΔΘ͚Ͱ͸ͳ͍ʢͱݸਓతʹߟ͍͑ͯΔʣ
8. Copyright © 2022 Bitkey Inc. All right reserved. 8 0. PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ʁ ʮ͜Εʯͱ͍ͬͨਖ਼ղ͕͋ΔΘ͚Ͱ͸ͳ͍ʢͱݸਓతʹߟ͍͑ͯΔʣ ϓϩμΫτͷ੒ख़౓ɺ૊৫ͷن໛ʹΑͬͯ୲͏໾ׂ͸มΘΓಘΔ͸͔ͣͩΒɻ
9. Copyright © 2022 Bitkey Inc. All right reserved. 9 0. PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ʁ ʮ͜Εʯͱ͍ͬͨਖ਼ղ͕͋ΔΘ͚Ͱ͸ͳ͍ʢͱݸਓతʹߟ͍͑ͯΔʣ ϓϩμΫτͷ੒ख़౓ɺ૊৫ͷن໛ʹΑͬͯ୲͏໾ׂ͸มΘΓಘΔ͸͔ͣͩΒɻ → ਖ਼ղ͕ͳ͍͔Βͦ͜ɺ΍Γ͕͍͕͋Δ͓͠΋͠Ζ͍
10. Copyright © 2022 Bitkey Inc. All right reserved. 10 0. PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ʁ ʮ͜Εʯͱ͍ͬͨਖ਼ղ͕͋ΔΘ͚Ͱ͸ͳ͍ʢͱݸਓతʹߟ͍͑ͯΔʣ ϓϩμΫτͷ੒ख़౓ɺ૊৫ͷن໛ʹΑͬͯ୲͏໾ׂ͸มΘΓಘΔ͸͔ͣͩΒɻ → ਖ਼ղ͕ͳ͍͔Βͦ͜ɺ΍Γ͕͍͕͋Δ͓͠΋͠Ζ͍ Ͱ΋ɺʮڞ௨߲ʯ͸͋Δ͸ͣɻ
11. Copyright © 2022 Bitkey Inc. All right reserved. 11 0. PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ʁ ʮ͜Εʯͱ͍ͬͨਖ਼ղ͕͋ΔΘ͚Ͱ͸ͳ͍ʢͱݸਓతʹߟ͍͑ͯΔʣ ϓϩμΫτͷ੒ख़౓ɺ૊৫ͷن໛ʹΑͬͯ୲͏໾ׂ͸มΘΓಘΔ͸͔ͣͩΒɻ → ਖ਼ղ͕ͳ͍͔Βͦ͜ɺ΍Γ͕͍͕͋Δ͓͠΋͠Ζ͍ Ͱ΋ɺʮڞ௨߲ʯ͸͋Δ͸ͣɻ ໎ͬͨͱ͖͸ɺݴ༿ͷఆ͔ٛΒೖͬͯΈΔ΂͠
12. Copyright © 2022 Bitkey Inc. All right reserved. 12 0. PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ʁ Product Manager Product Λ Manage ͢Δώτ - Productɿ੡඼ɺ݁Ռɺ੒Ռ - ManageɿʮʢഅʣΛͯͳ͚ͮΔ͕ޠݯʯͳΜͱ͔͢ΔɻͲ͏ʹ͔ͯ͢͠Δɻ - Ҿ༻ݩɿӳ࿨ࣙయɾ࿨ӳࣙయ weblio → ੡඼ɺ݁Ռɺ੒ՌΛ࠷ऴతʹԿͱ͔͢Δώτ ʢݸਓతʹ͸ͬ͘͠Γ͖·͢ɻ͍͔͕Ͱ͠ΐ͏͔ʣ
13. Copyright © 2022 Bitkey Inc. All right reserved. 13 0. PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ʁ ΋͏গ͠۩ମతʹɾɾɾ - ϓϩμΫτ - ༗ܗɾແܗΛ໰ΘͣԿ͔Λ੒͠਱͛ΔՁ஋͋ΔϞϊ - Ձ஋ ʹ ୭͔Λ޾ͤʹ͢Δ͜ͱ - ྫʣ๊͍͑ͯͨ՝୊ͷղܾɺΑΓ๛͔ͳ฻Β͠ - ͦΕΛԿͱ͔͢Δ - ࣮ݱ͢Δɺୡ੒͢Δ
14. Copyright © 2022 Bitkey Inc. All right reserved. 14 0. PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ʁ ͭ·Γɾɾɾ - ՝୊Λղܾͨ͠ΓɺΑΓ๛͔ͳ฻Β͠Λಧ͚ΔΑ͏ͳ Ձ஋͋ΔϓϩμΫτΛ࣮ݱ͢Δώτɺୡ੒͢Δώτ - ػೳΛ࣮૷͢Δ͜ͱͰ͸ͳ͘ɺ໰୊Λղܾ͢Δ͜ͱͰ͋Δ Ҿ༻ɿINSPIRED ೤ڰͤ͞Δ੡඼ΛੜΈग़͢ϓϩμΫτϚωδϝϯτ
15. Copyright © 2022 Bitkey Inc. All right reserved. 15 0. PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ʁ ͭ·Γɾɾɾ - ՝୊Λղܾͨ͠ΓɺΑΓ๛͔ͳ฻Β͠Λಧ͚ΔΑ͏ͳ Ձ஋͋ΔϓϩμΫτΛ࣮ݱ͢Δώτɺୡ੒͢Δώτ - ػೳΛ࣮૷͢Δ͜ͱͰ͸ͳ͘ɺ໰୊Λղܾ͢Δ͜ͱͰ͋Δ Ҿ༻ɿINSPIRED ೤ڰͤ͞Δ੡඼ΛੜΈग़͢ϓϩμΫτϚωδϝϯτ զʑ͸ސ٬ͷ՝୊ʹϑΥʔΧεͯ͠ϓϩμΫτΛݟͭΊΔඞཁ͕͋Δ
16. Copyright © 2022 Bitkey Inc. All right reserved. 16 0. PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ PdMʢϓϩμΫτϚωʔδϟʔʣͱ͸ʁ ͭ·Γɾɾɾ - ՝୊Λղܾͨ͠ΓɺΑΓ๛͔ͳ฻Β͠Λಧ͚ΔΑ͏ͳ Ձ஋͋ΔϓϩμΫτΛ࣮ݱ͢Δώτɺୡ੒͢Δώτ - ػೳΛ࣮૷͢Δ͜ͱͰ͸ͳ͘ɺ໰୊Λղܾ͢Δ͜ͱͰ͋Δ Ҿ༻ɿINSPIRED ೤ڰͤ͞Δ੡඼ΛੜΈग़͢ϓϩμΫτϚωδϝϯτ զʑ͸ސ٬ͷ՝୊ʹϑΥʔΧεͯ͠ϓϩμΫτΛݟͭΊΔඞཁ͕͋Δ IoTϓϩμΫτ͕ෆಈ࢈ۀքͷPMFΛ໨ࢦͨ͢Ίͷ ࢲͳΓͷߟ͑Λ͝঺հ͠·͢ɻ 
 - ސ٬ͷ՝୊ʹϑΥʔΧεͯ͠ߟ͑Δ -
17. Copyright © 2022 Bitkey Inc. All right reserved. 17 Outline 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ 2. ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ 3. ϓϩμΫτͷಛੑΛཧղ͢Δ 4. ·ͱΊ
18. Copyright © 2022 Bitkey Inc. All right reserved. 18 Outline 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ 2. ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ 3. ϓϩμΫτͷಛੑΛཧղ͢Δ 4. ·ͱΊ
19. Copyright © 2022 Bitkey Inc. All right reserved. 19 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ ϓϩμΫτΛ࡞Δࡍɺސ٬ͷ੠͸ඇৗʹॏཁͰ͢ɻ ͔͠͠ɺސ٬ͷݴ͏ͱ͓ΓͷιϦϡʔγϣϯ͕ඞͣ͠΋ਖ਼͍͠ͱ͸ݶΓ·ͤΜɻ ·ͨɺզʑ͸͸͡Ίʹࢥ͍͍ͭͨιϦϡʔγϣϯΛૉ੖Β͍͠΋ͷͱࢥ͍ࠐΉ܏޲ʹ͋Γ·͢ɻ ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ
20. Copyright © 2022 Bitkey Inc. All right reserved. 20 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ ྫ̍ʣ - ސ٬͔Β XXX ͷػೳ͕΄͍͠ ͱݴΘΕͨ - ͦͷͱ͓Γʹ࡞ͬͨΒɺશ͘ར༻͞Εͳ͔ͬͨ - ӈͷ෩ࢗը͸͝ཡʹͳΒΕͨ͜ͱ͕͋Δํ͕
 ଟ͍ͷͰ͸ͳ͍Ͱ͠ΐ͏͔ɻ ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ
21. Copyright © 2022 Bitkey Inc. All right reserved. 21 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ ྫ̎ʣ - Ұ൪ॳΊʹࢥ͍͍ͭͨػೳ͸ૉ੖Β͘͠ࢥ͑ͨɻ - εέδϡʔϧ௨ΓϦϦʔε͕ͨ͠
 શ͘ར༻͞Εͳ͔ͬͨ ࢲ͸աڈʹ͍ۤܦݧ͕͋Γ·͢... ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ
22. Copyright © 2022 Bitkey Inc. All right reserved. 22 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ ͜ͷΑ͏ͳ൵͍͠ࣄଶΛ๷͙ͨΊʹɺզʑ͸ιϦϡʔγϣϯͰ͸ͳ͘ ސ٬๊͕͑ΔʮίΞ՝୊ʯʹϑΥʔΧε͢Δඞཁ͕͋Γ·͢ɻ ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ
23. Copyright © 2022 Bitkey Inc. All right reserved. 23 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ ͜ͷΑ͏ͳ൵͍͠ࣄଶΛ๷͙ͨΊʹɺզʑ͸ιϦϡʔγϣϯͰ͸ͳ͘ ސ٬๊͕͑ΔʮίΞ՝୊ʯʹϑΥʔΧε͢Δඞཁ͕͋Γ·͢ɻ Ͱ͸ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢ΔͨΊʹɺͲ͏͢Ε͹͍͍͔ʁ - ͦ΋ͦ΋ίΞ՝୊ͬͯͳΜͦΕʁʁ ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ
24. Copyright © 2022 Bitkey Inc. All right reserved. 24 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ Ͱ͸ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢ΔͨΊʹɺͲ͏͢Ε͹͍͍͔ʁ - ސ٬ͷཁٻͰ͸ͳ͘ɺͦͷഎܠʹϑΥʔΧε͢Δ ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ
25. Copyright © 2022 Bitkey Inc. All right reserved. 25 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ Ͱ͸ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢ΔͨΊʹɺͲ͏͢Ε͹͍͍͔ʁ - ސ٬ͷཁٻͰ͸ͳ͘ɺͦͷഎܠʹϑΥʔΧε͢Δ ྫʣ̖ࣾͱϛʔςΟϯάͨ͠ͱ͖ͷ࿩ʢBtoBͷSaaSιϦϡʔγϣϯͷఏҊʣ ɹ ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ
26. Copyright © 2022 Bitkey Inc. All right reserved. 26 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ Ͱ͸ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢ΔͨΊʹɺͲ͏͢Ε͹͍͍͔ʁ - ސ٬ͷཁٻͰ͸ͳ͘ɺͦͷഎܠʹϑΥʔΧε͢Δ ྫʣ̖ࣾͱϛʔςΟϯάͨ͠ͱ͖ͷ࿩ʢBtoBͷSaaSιϦϡʔγϣϯͷఏҊʣ ਖ਼Ԭʣ̋̋ͷϦΫΤετʹ͍ͭͯͰ͕͢ɺ͜ͷഎܠͬͯͳΜͰ͔͢ʁʁ ɹ ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ
27. Copyright © 2022 Bitkey Inc. All right reserved. 27 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ Ͱ͸ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢ΔͨΊʹɺͲ͏͢Ε͹͍͍͔ʁ - ސ٬ͷཁٻͰ͸ͳ͘ɺͦͷഎܠʹϑΥʔΧε͢Δ ྫʣ̖ࣾͱϛʔςΟϯάͨ͠ͱ͖ͷ࿩ʢBtoBͷSaaSιϦϡʔγϣϯͷఏҊʣ ਖ਼Ԭʣ̋̋ͷϦΫΤετʹ͍ͭͯͰ͕͢ɺ͜ͷഎܠͬͯͳΜͰ͔͢ʁʁ ̖ࣾʣ࣮͸ɺ̭̭ͷ؅ཧ͕ඇৗʹ൥ࡶͰɾɾɾ ɹ ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ
28. Copyright © 2022 Bitkey Inc. All right reserved. 28 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ Ͱ͸ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢ΔͨΊʹɺͲ͏͢Ε͹͍͍͔ʁ - ސ٬ͷཁٻͰ͸ͳ͘ɺͦͷഎܠʹϑΥʔΧε͢Δ ྫʣ̖ࣾͱϛʔςΟϯάͨ͠ͱ͖ͷ࿩ʢBtoBͷSaaSιϦϡʔγϣϯͷఏҊʣ ਖ਼Ԭʣ̋̋ͷϦΫΤετʹ͍ͭͯͰ͕͢ɺ͜ͷഎܠͬͯͳΜͰ͔͢ʁʁ ̖ࣾʣ࣮͸ɺ̭̭ͷ؅ཧ͕ඇৗʹ൥ࡶͰɾɾɾ ɹɹɹɹɹ ਖ਼ԬʣͰ͸ɺ͚̋̋ͩͰ͸ͳͯ͘˚˚΋ຬͨͤͳ͍ͱμϝͰ͢ΑͶʁ ɹ ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ
29. Copyright © 2022 Bitkey Inc. All right reserved. 29 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ Ͱ͸ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢ΔͨΊʹɺͲ͏͢Ε͹͍͍͔ʁ - ސ٬ͷཁٻͰ͸ͳ͘ɺͦͷഎܠʹϑΥʔΧε͢Δ ྫʣ̖ࣾͱϛʔςΟϯάͨ͠ͱ͖ͷ࿩ʢBtoBͷSaaSιϦϡʔγϣϯͷఏҊʣ ਖ਼Ԭʣ̋̋ͷϦΫΤετʹ͍ͭͯͰ͕͢ɺ͜ͷഎܠͬͯͳΜͰ͔͢ʁʁ ̖ࣾʣ࣮͸ɺ̭̭ͷ؅ཧ͕ඇৗʹ൥ࡶͰɾɾɾ ɹɹɹɹɹ ਖ਼ԬʣͰ͸ɺ͚̋̋ͩͰ͸ͳͯ͘˚˚΋ຬͨͤͳ͍ͱμϝͰ͢ΑͶʁ → ސ٬͸൴Βࣗ਎ͷ͜ͱ͸εϖγϟϦετ͕ͩ ɹ ιϦϡʔγϣϯΛߏங͢ΔεϖγϟϦετͰ͸ͳ͍ ɹ ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ
30. Copyright © 2022 Bitkey Inc. All right reserved. 30 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ Ͱ͸ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢ΔͨΊʹɺͲ͏͢Ε͹͍͍͔ʁ - ސ٬ͷཁٻͰ͸ͳ͘ɺͦͷഎܠʹϑΥʔΧε͢Δ ྫʣ̖ࣾͱϛʔςΟϯάͨ͠ͱ͖ͷ࿩ʢBtoBͷSaaSιϦϡʔγϣϯͷఏҊʣ ਖ਼Ԭʣ̋̋ͷϦΫΤετʹ͍ͭͯͰ͕͢ɺ͜ͷഎܠͬͯͳΜͰ͔͢ʁʁ ̖ࣾʣ࣮͸ɺ̭̭ͷ؅ཧ͕ඇৗʹ൥ࡶͰɾɾɾ ɹɹɹɹɹ ਖ਼ԬʣͰ͸ɺ͚̋̋ͩͰ͸ͳͯ͘˚˚΋ຬͨͤͳ͍ͱμϝͰ͢ΑͶʁ → ݴ͍׵͑Δͱɺސ٬͸൴Βࣗ਎ʢBtoBͰ͋Ε͹ɺސ٬ͷۀքɾۀ຿ʣͷεϖγϟϦετ ɹ ސ٬ͷཁٻͷ ”എܠ” ʹਅ伨ʹࣖΛ܏͚Δ͜ͱ͕ॏཁͰ͋Δ ɹ ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ
31. Copyright © 2022 Bitkey Inc. All right reserved. 31 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ Ͱ͸ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢ΔͨΊʹɺͲ͏͢Ε͹͍͍͔ʁ - ސ٬ͷཁٻͰ͸ͳ͘ɺͦͷഎܠʹϑΥʔΧε͢Δ ྫʣ̖ࣾͱϛʔςΟϯάͨ͠ͱ͖ͷ࿩ʢBtoBͷSaaSιϦϡʔγϣϯͷఏҊʣ ਖ਼Ԭʣ̋̋ͷϦΫΤετʹ͍ͭͯͰ͕͢ɺ͜ͷഎܠͬͯͳΜͰ͔͢ʁʁ ̖ࣾʣ࣮͸ɺ̭̭ͷ؅ཧ͕ඇৗʹ൥ࡶͰɾɾɾ ɹɹɹɹɹ ਖ਼ԬʣͰ͸ɺ͚̋̋ͩͰ͸ͳͯ͘˚˚΋ຬͨͤͳ͍ͱμϝͰ͢ΑͶʁ → ͦΕ͕ސ٬͕ਅʹٻΊΔʮίΞ՝୊ʯͷఆٛʹͭͳ͕Δ͸ͣ ɹ ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ
32. Copyright © 2022 Bitkey Inc. All right reserved. 32 Outline 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ 2. ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ 3. ϓϩμΫτͷಛੑΛཧղ͢Δ 4. ·ͱΊ
33. Copyright © 2022 Bitkey Inc. All right reserved. 33 2. ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ - ސ٬ͷݴ͏ͱ͓ΓͷιϦϡʔγϣϯ͕ਖ਼͍͠ͱ͸ݶΓ·ͤΜɻ - ͔͠͠ɺίΞ՝୊Λఆٛ͢ΔͨΊʹސ٬ͷ੠ʹࣖΛ܏͚Δ͜ͱ͸ॏཁͰ͢ɻ ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ
34. Copyright © 2022 Bitkey Inc. All right reserved. 34 2. ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ લఏ ɹҰྫͰ͕͢ɺզʑ͸εϚʔτϩοΫΛ ɹϞόΠϧΞϓϦͰૢ࡞͢ΔϓϩμΫτΛ ɹఏڙ͍ͯ͠·͢ɻ ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ
35. Copyright © 2022 Bitkey Inc. All right reserved. 35 2. ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ ࣖͷ܏͚ํ ̍ɽސ٬͔Βͷ௚઀ͷ੠ʹࣖΛ܏͚Δ ̎ɽސ٬͔Βͷ໨ʹݟ͑ͳ͍੠ʹࣖΛ܏͚Δ ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ
36. Copyright © 2022 Bitkey Inc. All right reserved. 36 2. ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ ࣖͷ܏͚ํ ɹ̍ɽސ٬͔Βͷ௚઀ͷ੠ʹࣖΛ܏͚Δ ྫʣ௚઀͝࿈བྷ͍͍ͨͩͨ໰߹ͤ಺༰ Ոʹۙͮ͘ͱࣗಈͰεϚʔτϩοΫ͕ղৣ͞ΕΔ͕ ंʹ৐͍ͬͯΔ৔߹ɺ߱ं͍ͯ͠ΔؒʹΦʔτϩοΫͰࢪৣ͞Εͯ͠·͏ ɹ̎ɽސ٬͔Βͷ໨ʹݟ͑ͳ͍੠ʹࣖΛ܏͚Δ ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ
37. Copyright © 2022 Bitkey Inc. All right reserved. 37 2. ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ ࣖͷ܏͚ํ ɹ̍ɽސ٬͔Βͷ௚઀ͷ੠ʹࣖΛ܏͚Δ ྫʣ௚઀͝࿈བྷ͍͍ͨͩͨ໰߹ͤ಺༰ Ոʹۙͮ͘ͱࣗಈͰεϚʔτϩοΫ͕ࣗಈͰղৣ͞ΕΔ͕ ंʹ৐͍ͬͯΔ৔߹ɺ߱ं͍ͯ͠ΔؒʹΦʔτϩοΫͰࢪৣ͞Εͯ͠·͏ ɹ̎ɽސ٬͔Βͷ໨ʹݟ͑ͳ͍੠ʹࣖΛ܏͚Δ ྫʣσʔλΛ׆༻ͯ͠ɺϚʔέοτͰൃੜ͍ͯ͠Δࣄ৅Λೝ஌͢Δ ౙ৔ʹͳΔͱಛఆͷࣄ৅͕ൃੜ͍ͯ͠Δ܏޲ʹ͋Δ ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ
38. Copyright © 2022 Bitkey Inc. All right reserved. 38 2. ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ ࣖͷ܏͚ํ ɹɹ̍ɽސ٬͔Βͷ௚઀ͷ੠ʹࣖΛ܏͚Δ ྫʣ௚઀͝࿈བྷ͍͍ͨͩͨ໰߹ͤ಺༰ Ոʹۙͮ͘ͱࣗಈͰεϚʔτϩοΫ͕ࣗಈͰղৣ͞ΕΔ͕ ंʹ৐͍ͬͯΔ৔߹ɺ߱ं͍ͯ͠ΔؒʹΦʔτϩοΫͰࢪৣ͞Εͯ͠·͏ ɹɹ̎ɽސ٬͔Βͷ໨ʹݟ͑ͳ͍੠ʹࣖΛ܏͚Δ ྫʣσʔλΛ׆༻ͯ͠ɺϚʔέοτͰൃੜ͍ͯ͠Δࣄ৅Λೝ஌͢Δ ౙ৔ʹͳΔͱಛఆͷࣄ৅͕ൃੜ͍ͯ͠Δ܏޲ʹ͋Δ → ௚઀͍͓ͨͩ͘໰߹ͤҎ֎ʹ΋ɺσʔλΛ׆༻͢Δͱ՝୊͕ݟ͑ͯ͘Δ͜ͱ͕͋Γ·͢ ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ
39. Copyright © 2022 Bitkey Inc. All right reserved. 39 2. ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ ࣖͷ܏͚ํ 1. ސ٬͔Βͷ௚઀ͷ੠ʹࣖΛ܏͚Δ ྫʣ௚઀͝࿈བྷ͍͍ͨͩͨ໰߹ͤ಺༰ Ոʹۙͮ͘ͱࣗಈͰεϚʔτϩοΫ͕ࣗಈͰղৣ͞ΕΔ͕ ंʹ৐͍ͬͯΔ৔߹ɺ߱ं͍ͯ͠ΔؒʹΦʔτϩοΫͰࢪৣ͞Εͯ͠·͏ 2. ސ٬͔Βͷ໨ʹݟ͑ͳ͍੠ʹࣖΛ܏͚Δ ྫʣσʔλΛ׆༻ͯ͠ɺϚʔέοτͰൃੜ͍ͯ͠Δࣄ৅Λೝ஌͢Δ ౙ৔ʹͳΔͱಛఆͷࣄ৅͕ൃੜ͍ͯ͠Δ܏޲ʹ͋Δ → ͔͠͠ɺސ٬ͷཁٻͲ͓ΓʹϓϩμΫτΛ࡞Δͱɺࣦഊ͠·͢ʢલड़ͷ௨Γʣ
 ɹ Ԙക͕େࣄͰ͢ɻ ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ
40. Copyright © 2022 Bitkey Inc. All right reserved. 40 Outline 1. ιϦϡʔγϣϯͰ͸ͳ͘ɺސ٬ͷίΞ՝୊ʹϑΥʔΧε͢Δ 2. ސ٬ͷ੠ʢ՝୊ʣʹࣖΛ܏͚Δ 3. ϓϩμΫτͷಛੑΛཧղ͢Δ 4. ·ͱΊ
41. Copyright © 2022 Bitkey Inc. All right reserved. 41 3.ϓϩμΫτͷಛੑΛཧղ͢Δ ϏοτΩʔͷ਺͋ΔϓϩμΫτͷͻͱͭͰ͋ΔʮεϚʔτϩοΫʯΛྫʹͱͬͯ͝঺հ͠·͢ɻ 
 εϚʔτϩοΫͷػߏ͸େ͖͘෼͚ͯɺ̏ͭʹ෼ྨ͞Ε·͢ - HardwareʢεϚʔτϩοΫͷຊମʣ - FirmwareʢεϚʔτϩοΫΛૢ࡞͢Δ૊ΈࠐΈιϑτ΢ΣΞʣ - SoftwareʢWeb΍ϞόΠϧΞϓϦͳͲεϚʔτϩοΫΛૢ࡞͢ΔΠϯλʔϑΣʔεʣ มߋ༰қੑΛೝࣝ͢Δ
42. Copyright © 2022 Bitkey Inc. All right reserved. 42 3.ϓϩμΫτͷಛੑΛཧղ͢Δ ϏοτΩʔͷ਺͋ΔϓϩμΫτͷͻͱͭͰ͋ΔʮεϚʔτϩοΫʯΛྫʹͱͬͯ͝঺հ͠·͢ɻ 
 εϚʔτϩοΫͷػߏ͸େ͖͘෼͚ͯɺ̏ͭʹ෼ྨ͞Ε·͢ - HardwareʢεϚʔτϩοΫͷຊମʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸ඇৗʹΏͬ͘ΓͰ͢ - FirmwareʢεϚʔτϩοΫΛૢ࡞͢Δ૊ΈࠐΈιϑτ΢ΣΞʣ - SoftwareʢWeb΍ϞόΠϧΞϓϦͳͲεϚʔτϩοΫΛૢ࡞͢ΔΠϯλʔϑΣʔζʣ มߋ༰қੑΛೝࣝ͢Δ
43. Copyright © 2022 Bitkey Inc. All right reserved. 43 3.ϓϩμΫτͷಛੑΛཧղ͢Δ ϏοτΩʔͷ਺͋ΔϓϩμΫτͷͻͱͭͰ͋ΔʮεϚʔτϩοΫʯΛྫʹͱͬͯ͝঺հ͠·͢ɻ 
 εϚʔτϩοΫͷػߏ͸େ͖͘෼͚ͯɺ̏ͭʹ෼ྨ͞Ε·͢ - HardwareʢεϚʔτϩοΫͷຊମʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸ඇৗʹΏͬ͘ΓͰ͢ - FirmwareʢεϚʔτϩοΫΛૢ࡞͢Δ૊ΈࠐΈιϑτ΢ΣΞʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸HardwareΑΓ͸଎͍ - SoftwareʢWeb΍ϞόΠϧΞϓϦͳͲεϚʔτϩοΫΛૢ࡞͢ΔΠϯλʔϑΣʔζʣ มߋ༰қੑΛೝࣝ͢Δ
44. Copyright © 2022 Bitkey Inc. All right reserved. 44 3.ϓϩμΫτͷಛੑΛཧղ͢Δ ϏοτΩʔͷ਺͋ΔϓϩμΫτͷͻͱͭͰ͋ΔʮεϚʔτϩοΫʯΛྫʹͱͬͯ͝঺հ͠·͢ɻ 
 εϚʔτϩοΫͷػߏ͸େ͖͘෼͚ͯɺ̏ͭʹ෼ྨ͞Ε·͢ - HardwareʢεϚʔτϩοΫͷຊମʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸ඇৗʹΏͬ͘ΓͰ͢ - FirmwareʢεϚʔτϩοΫΛૢ࡞͢Δ૊ΈࠐΈιϑτ΢ΣΞʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸HardwareΑΓ͸଎͍ - SoftwareʢWeb΍ϞόΠϧΞϓϦͳͲεϚʔτϩοΫΛૢ࡞͢ΔΠϯλʔϑΣʔζʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸΄΅ଈ࣌ มߋ༰қੑΛೝࣝ͢Δ
45. Copyright © 2022 Bitkey Inc. All right reserved. 45 3.ϓϩμΫτͷಛੑΛཧղ͢Δ ϏοτΩʔͷ਺͋ΔϓϩμΫτͷͻͱͭͰ͋ΔʮεϚʔτϩοΫʯΛྫʹͱͬͯ͝঺հ͠·͢ɻ 
 εϚʔτϩοΫͷػߏ͸େ͖͘෼͚ͯɺ̏ͭʹ෼ྨ͞Ε·͢ - HardwareʢεϚʔτϩοΫͷຊମʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸ඇৗʹΏͬ͘ΓͰ͢ - FirmwareʢεϚʔτϩοΫΛૢ࡞͢Δ૊ΈࠐΈιϑτ΢ΣΞʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸HardwareΑΓ͸଎͍ - SoftwareʢWeb΍ϞόΠϧΞϓϦͳͲεϚʔτϩοΫΛૢ࡞͢ΔΠϯλʔϑΣʔζʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸΄΅ଈ࣌ → ྫ͑͹ɺࢢ৔ͰॏେͳΠϯγσϯτ͕ൃੜ͠ଈ࣌ղܾ͕ٻΊΒΕΔ৔߹ʹ͸
 ɹ SoftwareʢWeb΍ϞόΠϧΞϓϦʣͰղܾΛࢼΈΔͷ͕ྑ͍͔΋͠Ε·ͤΜɻ มߋ༰қੑΛೝࣝ͢Δ
46. Copyright © 2022 Bitkey Inc. All right reserved. 46 3.ϓϩμΫτͷಛੑΛཧղ͢Δ ϏοτΩʔͷ਺͋ΔϓϩμΫτͷͻͱͭͰ͋ΔʮεϚʔτϩοΫʯΛྫʹͱͬͯ͝঺հ͠·͢ɻ 
 εϚʔτϩοΫͷػߏ͸େ͖͘෼͚ͯɺ̏ͭʹ෼ྨ͞Ε·͢ - HardwareʢεϚʔτϩοΫͷຊମʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸ඇৗʹΏͬ͘ΓͰ͢ - FirmwareʢεϚʔτϩοΫΛૢ࡞͢Δ૊ΈࠐΈιϑτ΢ΣΞʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸HardwareΑΓ͸଎͍ - SoftwareʢWeb΍ϞόΠϧΞϓϦͳͲεϚʔτϩοΫΛૢ࡞͢ΔΠϯλʔϑΣʔζʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸΄΅ଈ࣌ → Ճ͑ͯɺFirmware͸SoftwareͷมߋΛड͚ͯॊೈʹૢ࡞Ͱ͖ΔΑ͏ͳ ɹ ΠϯλʔϑΣʔε͕ٻΊΒΕ·͢ มߋ༰қੑΛೝࣝ͢Δ
47. Copyright © 2022 Bitkey Inc. All right reserved. 47 3.ϓϩμΫτͷಛੑΛཧղ͢Δ ϏοτΩʔͷ਺͋ΔϓϩμΫτͷͻͱͭͰ͋ΔʮεϚʔτϩοΫʯΛྫʹͱͬͯ͝঺հ͠·͢ɻ 
 εϚʔτϩοΫͷػߏ͸େ͖͘෼͚ͯɺ̏ͭʹ෼ྨ͞Ε·͢ - HardwareʢεϚʔτϩοΫͷຊମʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸ඇৗʹΏͬ͘ΓͰ͢ - FirmwareʢεϚʔτϩοΫΛૢ࡞͢Δ૊ΈࠐΈιϑτ΢ΣΞʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸HardwareΑΓ͸଎͍ - SoftwareʢWeb΍ϞόΠϧΞϓϦͳͲεϚʔτϩοΫΛૢ࡞͢ΔΠϯλʔϑΣʔζʣ - ࢢ৔ʹΞοϓσʔτΛಧ͚Δ଎౓͸΄΅ଈ࣌ → HardwareىҼͷ໰୊͸੾Γ෼͚͕ඇৗʹ೉͍ͨ͠ΊɺFirmwareͱ࿈ܞͯ͠
 ɹɹɹɹඞཁͳϩά͕࢒ͤΔΑ͏ॳظஈ֊Ͱͷઃܭ͕ඇৗʹॏཁͰ͢ɻ มߋ༰қੑΛೝࣝ͢Δ
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