SaaS を支える決済機能のコツ

#Go_SaaS 三種の神器 オンボーディングセミナー#1

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1. SaaS Λࢧ͑Δܾࡁػೳͷίπ ετϥΠϓδϟύϯגࣜձࣾɹ୅දऔక໾ μχΤϧɾ΁ϑΣϧφϯ # G o _ S a a S ࡾ छ ͷ ਆ ث Φ ϯ Ϙ ʔ σ Ο ϯ ά η ϛ φ ʔ # 1
2. ࣗݾ঺հ • ΞΠϧϥϯυੜ·Ε • ౦ژେֶେֶӃ৘ใཧ޻ֶܥݚ ڀՊɺ૝૾৘ใֶઐ߈म࢜՝ఔ • લ৬͸ΫοΫύουͰ։ൃऀ • 2014೥ʹStripeೖࣾ
3. S T R I P E ͷ ϛ ο γ ϣ ϯ Increase the GDP of the internet
4. ैདྷͷܾࡁϚτϦοΫε ൢചऀ ΞΫϫΠΞϥʔ ΞϝϦΧϯΤΩεϓϨε Ճໍళܖ໿ ۀ຿୅ߦܖ໿ ݱ஍ܾࡁखஈ ۜߦޱ࠲։ઃ Mastercard JCB Visa ΞφϦςΟΫε Χʔυ৘ใࣗಈߋ৽ τʔΫϯԽ ෆਖ਼࢖༻ ଈ࣌ೖۚ PCI ४ڌ ձܭॲཧ ফඅ੫ ܾࡁखஈ ւ֎ల։ ݱ஍ܾࡁ୅ߦ ফඅ੫ ଟ௨՟
5. ΞΫϫΠΞϥʔ ΞϝϦΧϯΤΩεϓϨε Ճໍళܖ໿ ۀ຿୅ߦܖ໿ ݱ஍ܾࡁखஈ ۜߦޱ࠲ղઆ Mastercard JCB Visa ΞφϦςΟΫε Χʔυ৘ใࣗಈߋ৽ τʔΫϯԽ ෆਖ਼࢖༻ ଈ࣌ೖۚ PCI ४ڌ ձܭॲཧ ফඅ੫ ܾࡁखஈ ւ֎ల։ ݱ஍ܾࡁ୅ߦ ফඅ੫ ଟ௨՟ ൢചऀ Stripe ͕ܾࡁͷϋʔυϧΛԼ͛Δ
6. ύ ʔ τ φ ʔ ا ۀ
9. ਆށ ౦ژ ࡳຈ ळా ԭೄ ٶ࡚ ෱Ԭ ޿ౡ େࡔ ໊ݹ԰ দࢁ Ԭࢁ দࢁ ژ౎ 
   ౎ࢢ
   
   ϛʔτΞοϓ
   
   ΤϯτϦʔ
   
   εϐʔΧʔ
   
   -5
   
   πΠʔτ
   
   άϧʔϓϝϯόʔ JP_Stripes
10. S T R I P E ͷ V I S I O N ΠϯλʔωοτܦࡁݍͷͨΊͷ੥ٻύʔπ ܾࡁج൫ εϜʔζ׌ͭάϩʔόϧͳܾࡁମݧ ΞϓϦέʔγϣϯ ϏδωεΛՃ଎
11. SaaSΛࢧ͑Δܾࡁػೳͷίπ ετϥΠϓδϟύϯגࣜձࣾɹ୅දऔక໾ μχΤϧɾ΁ϑΣϧφϯ G o _ S a a S
12. SaaS Λࢧ͑Δܾࡁػೳͷίπ 1.ྉۚઃఆͷߟ͑ํ 2.ྉۚܭࢉϩδοΫͷ࣮૷
13. S A A S ͷ ྉ ۚ ઃ ఆ Λ Ͳ ͏ ߟ ͑ Δ ΂ ͖ ͔ ʁ αʔϏεͷՁ஋ʹݟ߹ͬͨྉۚઃఆ ͓٬༷͕ظ଴͢ΔՁ֨Ͱͷྉۚઃఆ ͓٬༷͔ΒෆຬʢϑΟʔυόοΫʣ΋ྉۚʹ൓ө͍ͯ͘͠ αʔϏεͷ֦େʹ൐ͬͨྉۚվఆ
14. Α ͘ ͋ Δ ྉ ۚ ઃ ఆ ͷ ύ λ ʔϯ ʢ ϩ ʔ λ ο ν ʣ $25 ¥2,480 $49 ¥4,980 $99 ¥9,800 $249 / $499 ¥19,800 ~ ¥49,800
15. Α ͘ ͋ Δ ྉ ۚ ઃ ఆ ͷ ύ λ ʔϯ ʢ ϋ Πλ ο ν ʣ ݄࣍150ສԁ ೥ؒܖ໿
16. SaaSΛࢧ͑Δܾࡁػೳͷίπ 1.ྉۚઃఆͷߟ͑ํ 2.ྉۚܭࢉϩδοΫͷ࣮૷
17. ෳ ࡶ Խ ͢ Δ ྉ ۚ ମ ܥ ఆظ՝ۚ ैྔ՝ۚ ྆ํͷ૊Έ߹Θͤ
18. ྉ ۚ ܭ ࢉ ϩ δ ο Ϋ ͷ ࣮ ૷ ͕ ࠔ ೉ Ͱ ͢ ैདྷͷΞϓϩʔν͕ػೳ͠ͳ͘ͳ͖͍ͬͯͯ·͢ ݄͝ͱͷྉۚܭࢉ ຖ݄ͷ࢖༻ྔͷ֬ೝɺྉۚ΁ͷ൓ө ్தϓϥϯมߋϢʔβʔͷ೔ׂΓྉۚܭࢉ Ϣʔβʔ͝ͱͷΦϓγϣϯϓϥϯ ॳظඅ༻ͳͲͷ୯ൃܾࡁͷྉۚܭࢉ Ωϟϯϖʔϯʹ߹Θͤͨແྉظؒ൓ө
19. ྉ ۚ ܭ ࢉ ϩ δ ο Ϋ ͷ ࣮ ૷ ֤ސ٬Ϧετ΁ͷྉۚ൓өϩδοΫͷࣗࣾ։ൃɺܭࢉ࡞ۀ͸ෆཁ Stripe ଆʹ༧ΊྉۚϓϥϯΛઃఆ͠ɺސ٬σʔλΛAPIܦ༝Ͱ࿈ܞࣗ͠ಈܭࢉ ࢖༻ྔͳͲͷ ސ٬σʔλ࿈ܞ ੥ٻ ߪೖऀ ࣄۀऀ
20. Billing ٸ੒௕ϏδωεͷͨΊͷ੥ٻͱαϒεΫϦϓγϣϯ
21. S T R I P E ͷ V I S I O N ΠϯλʔωοτܦࡁݍͷͨΊͷ੥ٻύʔπ ܾࡁج൫ εϜʔζ׌ͭάϩʔόϧͳܾࡁମݧ ΞϓϦέʔγϣϯ ϏδωεΛՃ଎
22. S T R I P E ͷ V I S I O N ΠϯλʔωοτܦࡁݍͷͨΊͷ੥ٻύʔπ Stripe Billing ఆظࢧ෷͍ϏδωεͷΠϯϑϥ ஫จͷड͚෇͚ ੥ٻ ΠϯϘΠε ճऩ ձܭ ϨϙʔςΟϯά
23. Ϗ δ ω εϞ σϧ ͷ ଟ ༷ Խ ϏδωεϞσϧ͕ଟ༷Խ͢ΔʹͭΕͯɺ੥ٻମݧ΋ଟ༷Խ ৽ྉۚମܥ සൟͳྉۚมߋ ੥ٻ΋UXͷҰ෦
24. S T R I P E Ͱ ͷ ఆ ظ ࢧ ෷ ͍ ͷ ߟ ͑ ํ = + P L A N ʢ ϓ ϥ ϯ ʣ C U S T O M E R ʢ Χ ε λ Ϛ ʔ ʣ S U B S C R I P T I O N ʢ α ϒ ε Ϋ Ϧ ϓ γ ϣ ϯ ʣ • αϒεΫϦϓγϣϯID • ϓϥϯ: plan id (ϓϥϯ ͸ෳ਺ઃఆՄ) • ΧελϚʔID • ݸ਺: 1ͭͷϓϥϯʹෳ ਺ՃೖՄ • Ϋʔϙϯ: coupon id • ੥ٻΞΠςϜ: invoice id … • ϓϥϯID • ࢧ෷ִ͍ؒ: ೥/݄/ि/ ೔ • ֹۚ: ϓϥϯྉۚ • ௨՟: ϓϥϯͷ௨՟ … • ΧελϚʔID • ΧʔυτʔΫϯ: ੥ٻ ͢ΔΧʔυͷ৘ใ • ʢϝʔϧΞυϨεʣ • ʢސ٬໊ͳͲʣ …
25. ఆ ֹ ՝ ۚ ͱ ै ྔ ՝ ۚ P L A N ʢ ϓ ϥ ϯ ʣ ఆ ظ ՝ ۚ ʢ L i c e n s e d ʣ ै ྔ ՝ ۚ ʢ M e t e r e d ʣ • ϓϥϯID • ࢧ෷ִ͍ؒ: ೥/݄/ि/ ೔ • ֹۚ: ϓϥϯྉۚ • ௨՟: ϓϥϯͷ௨՟ …
26. Ϋ ʔ ϙ ϯ ΍ ແ ྉ ظ ؒ Ϋ ʔ ϙ ϯ • 20%ΦϑΩϟϯϖʔϯ • 1000ԁΦϑ • ઌண100໊༷ • 2019೥9݄຤೔·Ͱ༗ޮ ແ ྉ ظ ؒ • ॳ݄ແྉ • ೖձޙ30೔τϥΠΞϧظؒ ແྉ Ϋʔϙϯػೳ΍ແྉظؒͷར༻ͰॊೈʹྉۚͷϚΠφεௐ੔΋Մೳ
27. K P I ෼ ੳ
28. K P I ෼ ੳ
29. ͸ ͯ ͳ ༷ ͷ ʮ M a c k e r e l ʯ Ͱ ͷ ࣮ ૷ ྫ αʔόʔʹ͓͚Δ֤छϋʔυ΢ΣΞ΍ΞϓϦέʔγϣϯιϑτ΢ΣΞͷੑೳ ΛϦΞϧλΠϜʹ؂ࢹ͢Δ͜ͱ͕Ͱ͖ΔSaaSܕαʔόʔ؂ࢹαʔϏε
30. B I L L I N G ͷ ྉ ۚ ମ ܥ ॳظඅ༻ɺֹ݄අ༻ͳ͠ͷ2ͭͷύοέʔδ
31. B I L L I N G ͷ ྉ ۚ ମ ܥ ॳظඅ༻ɺֹ݄අ༻ͳ͠ͷ2ͭͷύοέʔδ S TA R T E R 0.4% S C A L E 0.7% Salesforce ࿈ܞ Sigma શػೳؚ͕·ΕΔ NetSuite ࿈ܞ
 Starter ػೳʹՃ͑ͯ ॳճܾࡁֹ1ԯԁ෼·ͰBillingར༻ྉ͕ແྉ ֹ݄අ༻ແ͠ ଟ਺ͷܾࡁखஈ ॊೈͳ੥ٻ؅ཧ ఆظΠϯϘΠε਺੍ݶແ͠ ୯ൃΠϯϘΠε਺੍ݶແ͠ ΦϯϥΠϯ੥ٻॻػೳ Ϋʔϙϯ؅ཧɺࢼ༻ظؒ؅ཧ ൺྫ഑෼ɾ೔ׂΓܭࢉͳͲ Webhook ࣗಈΧʔυߋ৽ εϚʔτϦτϥΠπʔϧ ඪ४ϨϙʔςΟϯά Ϣʔβʔ਺੍ݶແ͠ Ϣʔβʔݖݶ؅ཧػೳ ଟ਺ͷػೳؚ͕·ΕΔ
32. G O _ S A A S ͷ ಛ య ೔ຊͷISVɺελʔτΞοϓͷํͷSaaSϏδωεҠߦΛࢧԉ͠·͢ʂ ॳճܾࡁֹ250ສԁ෼·Ͱܾࡁख਺ྉ͕ແྉ ॳճܾࡁֹ1ԯԁ෼·ͰBillingར༻ྉ͕ແྉʢඪ४ʣ ࣮૷αϙʔτɺແྉͷίϯαϧςΟϯάαʔϏε
33. ࠷ޙʹ
34. ೔ຊ SaaS ࢢ৔ͷνϟϨϯδ • ϊ΢ϋ΢Λ͍࣋ͬͯΔSaaSܦݧऀ͕·ͩগͳ͍ • Ӧۀ׆ಈ͕ඞཁͳͨΊɺCACʢސ٬֫ಘ୯Ձʣ͕ߴ͍ • Ϋϥ΢υԽ͕ਐΜͰ͍Δ΋ͷͷɺΦϯϓϨϛεΛඞਢͱ͢Δ اۀ͕·ͩଟ͍
35. ೔ຊ SaaS ࢢ৔͸νϟϯεʂ • ࢢ৔͕ͱʹ͔͘σΧ͍ʂ·ͨɺڝ߹͕গͳ͍ • νϟʔϯϨʔτ͕ඇৗʹ௿͍ • ւ֎ͷৗࣝతͳλΫςΟΫε͕·ͩ޿͕͓ͬͯΒͣɺޮՌత ʹࢢ৔։୓Ͱ͖Δ