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Onboardingの成功率を上げよう
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Daiki Suzuki
December 14, 2017
Technology
0
370
Onboardingの成功率を上げよう
2017年12月CS Night登壇資料
Daiki Suzuki
December 14, 2017
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Transcript
0OCPBSEJOHͷޭΛ্͛Α͏ $4/JHIUొஃࢿྉ ླେو 5IFpSTUTUFQPGDVTUPNFSTVDDFTT
ࣗݾհ
1SPpMF 4BB4ۀքܦݧʹͳΓ·ͨ͠ɻ ླେو !EL[LT
$PNNVOJUZ ##5FDI3FTFBSDI • ओʹւ֎##4BB4ελʔτ ΞοϓͷࢿۚௐୡใΛղઆ • 7$4BB4ܦӦऀΛத৺ʹ ਓڧ͕ࢀՃ •
ෆఆظͰษڧձ։࠵
$PNNVOJUZ ΧελϚʔαΫηεՊձ • ւ֎$4ͷϊϋΛղઆ σΟεΧογϣϯ • 4BB4ܦӦऀ$4୲ऀ͕ ໊Ҏ্ࢀՃ • Πϕϯτ͍͖ͬͯ·͢
ʘ8FMDPNFʗ
.FEJB 4VDDFTT'MBH NFEJBIJDVTUPNFSDPN
0OCPBSEJOHͷޭΛ্͛Α͏ ຊ
ʁ 0OCPBSEJOHͬͯԿʁ
4JHOVQ͔ΒఆৗతʹϓϩμΫτΛ ͑ΔΑ͏ʹͳΔ·ͰͷϑΣʔζ h"ps://www.fourquadrant.com/onboarding-go-to-market-strategy/
ʁ 4BB4ʹͱͬͯͳͥ0OCPBSEJOH͕େࣄʁ
0OCPBSEJOHͷ൱͕-57ʹେ͖ͳӨڹ
ਖ਼͍͠ސ٬ʹͬͯΒ͓͏ ސ٬ʹͱͬͯͷʠ࠷ॳͷޭʡԿ͔ɺߟ͑Α͏ ʡ࠷ॳͷޭʡͷୡ·Ͱ༠ಋ͠Α͏ 0OCPBSEJOHͷޭΛ্͛ΔΞΫγϣϯ
ਖ਼͍͠ސ٬ʹͬͯΒ͓͏ ϚʔέςΟϯάΛڧԽͨ͠Β৽نސ٬ͷ͕ٸ૿ ͍ͭͰʹ͢Δސ٬ͷٸ૿ɻ ͳΜͰʁ
ਖ਼͍͠ϝοηʔδͰސ٬Λ֫ಘͯ͠·͔͢ʁ ਖ਼͍͠ސ٬ʹͬͯΒ͓͏ ސ٬ۀͷ՝ղܾΛ৴ͯ͡ϓϩμΫτΛબఆ ʮࢥͬͯͨͷͱҧ͏ͧʁʯ4BB4ͷϚʔέʹͱͬͯඇޮ $73Ͱͳ͘-57࠷େԽΛҙࣝͨ͠ϚʔέςΟϯά
$4νʔϜ͕Ͱ͖Δ͜ͱ $IVSOͷཧ༝Λੳɺ ϚʔέςΟϯάνʔϜͷվળཁٻ ਖ਼͍͠ސ٬ʹͬͯΒ͓͏
ਖ਼͍͠ސ٬ʹͬͯΒ͓͏ ސ٬ʹͱͬͯͷʠ࠷ॳͷޭʡԿ͔ɺߟ͑Α͏ ʡ࠷ॳͷޭʡͷୡ·Ͱ༠ಋ͠Α͏ 0OCPBSEJOHͷޭΛ্͛ΔΞΫγϣϯ
ސ٬ʹͱͬͯͷʠ࠷ॳͷޭʡԿ͔ɺߟ͑Α͏ ͋ʔɺͳΔ΄Ͳɻ ͜Ε͕͜͏͍͏ײ͡ͰͰ͖ΔͷͶɻ͍͍͡ΌΜʂ ࠷ॳͷޭͬͯʁ ಋೖҙࢥܾఆऀ͕ϓϩμΫτͷՁΛཧղ͢Δ·Ͱͷମݧ • ۀͷ՝ղܾ • ײతͳ6* •
ຎࡲͷ͍ಋೖϓϩηε • 30*ʹݟ߹͏ • ӡ༻ϑϩʔ͕ݟ͑Δ
ސ٬ʹͱͬͯͷʠ࠷ॳͷޭʡԿ͔ɺߟ͑Α͏ 4BB4ۀͷஔ͖͑ɻਓྗͰͰ͖ͳ͘ͳ͍ɻ ସखஈͱൺֱͨ͠߹ͷܾΊखͱͳΔ༏Ґੑ ϓϩμΫτͷՁͬͯʁ ༏Ґੑͷཧղˠ͍ଓ͚Δཧ༝͕Ͱ͖Δ
ސ٬ʹͱͬͯͷʠ࠷ॳͷޭʡԿ͔ɺߟ͑Α͏ $4νʔϜ͕Ͱ͖Δ͜ͱ ࣗࣾϓϩμΫτͷʡ࠷ॳͷޭʡͱԿ͔ɻ Ͳ͜ʹ͋Δ͔͔ͬͨΒɺ࣍༠ಋɻ
ਖ਼͍͠ސ٬ʹͬͯΒ͓͏ ސ٬ʹͱͬͯͷʠ࠷ॳͷޭʡԿ͔ɺߟ͑Α͏ ʡ࠷ॳͷޭʡͷୡ·Ͱ༠ಋ͠Α͏ 0OCPBSEJOHͷޭΛ্͛ΔΞΫγϣϯ
ʡ࠷ॳͷޭʡͷୡ·Ͱ༠ಋ͠Α͏ ࠷ॳͷޭ͕ΠϝʔδͰ͖ͨ ࠷ͰޭʹͨͲΓண͘·ͰಓͷΓΛฮ͠Α͏ • োΛऔΓআ͘ • Ҋ൘Λग़͢ • ਓྗͰ༠ಋ͢Δ ʠτϥΠΞϧͷTJHOVQ͔Β)Ҏʹ0OCPBSEQSPNQUΛྃͨ͠
Ϣʔβʔະ࣮ࢪϢʔβʔͱൺֱ͠༗ྉస͕ଟ͍ʡ
ʡ࠷ॳͷޭʡͷୡ·Ͱ༠ಋ͠Α͏ ւ֎ͷ0OCPBSE4FRVFODFΛ͍͔ͭ͘ݟͯΈ·͠ΐ͏ ۩ମతʹͲ͏͍͏͜ͱʁ
ՁɿͲ͜Ͱ͑Δຎࡲͷগͳ͍νʔϜίϛϡχέʔγϣϯπʔϧ ࠷ॳͷޭɿϢʔβʔʹͱͬͯʮ؆୯ͰϦΞϧλΠϜͳνϟοτମݧʯ
ՁɿͲ͜Ͱ͑Δຎࡲͷগͳ͍νʔϜίϛϡχέʔγϣϯπʔϧ ࠷ॳͷޭɿϢʔβʔʹͱͬͯʮ؆୯ͰϦΞϧλΠϜͳνϟοτମݧʯ
ՁɿͲ͜Ͱ͑Δຎࡲͷগͳ͍νʔϜίϛϡχέʔγϣϯπʔϧ ࠷ॳͷޭɿϢʔβʔʹͱͬͯʮ؆୯ͰϦΞϧλΠϜͳνϟοτମݧʯ #PUͱͷձͰϦΞϧλΠϜͳνϟοτମݧ
ՁɿͲ͜Ͱ͑Δຎࡲͷগͳ͍νʔϜίϛϡχέʔγϣϯπʔϧ ࠷ॳͷޭɿϢʔβʔʹͱͬͯʮ؆୯ͰϦΞϧλΠϜͳνϟοτମݧʯ πʔϧνοϓ͕ΫϩʔζυͳձͰ͖Δͱڭ͑ͯ͘ΕΔ
ՁɿͲ͜Ͱ͑Δຎࡲͷগͳ͍νʔϜίϛϡχέʔγϣϯπʔϧ ࠷ॳͷޭɿϢʔβʔʹͱͬͯʮ؆୯ͰϦΞϧλΠϜͳνϟοτମݧʯ νʔϜϝϯόʔΛՃ͠Α͏
ՁɿͲ͜Ͱ͑Δຎࡲͷগͳ͍νʔϜίϛϡχέʔγϣϯπʔϧ ࠷ॳͷޭɿϢʔβʔʹͱͬͯʮ؆୯ͰϦΞϧλΠϜͳνϟοτମݧʯ #PU͕)FMQ$FOUFSͷॴΛߘ
Ձɿ͋ΒΏΔαʔϏεΛͭͳ͛ͯ໘ͳ࡞ۀΛࣗಈԽͰ͖Δ ࠷ॳͷޭɿࣗͷ͍ͬͯΔαʔϏεಉ͕࢜࿈ܞ͢ΔͱΊͪΌศར͡ΌΜ Ϣʔβʔ͕ར༻தͷαʔϏεΛબͤ͞Δ
Ձɿ͋ΒΏΔαʔϏεΛͭͳ͛ͯ໘ͳ࡞ۀΛࣗಈԽͰ͖Δ ࠷ॳͷޭɿࣗͷ͍ͬͯΔαʔϏεಉ͕࢜࿈ܞ͢ΔͱΊͪΌศར͡ΌΜ αʔϏεͷ͓͢͢Ί࿈ܞϨγϐ͕දࣔ
Ձɿ͋ΒΏΔαʔϏεΛͭͳ͛ͯ໘ͳ࡞ۀΛࣗಈԽͰ͖Δ ࠷ॳͷޭɿࣗͷ͍ͬͯΔαʔϏεಉ͕࢜࿈ܞ͢ΔͱΊͪΌศར͡ΌΜ ͓͢͢ΊϨγϐΛͦͷ··ͬͯ࿈ܞମݧ
ͱ͜ΖͰɺ
$VTUPNFS4VDDFTTͱ͍͑ ϓϩΞΫςΟϒͳαϙʔτ • ஹީΛݕͯͬͯ͠Β͏ίϛϡχέʔγϣϯ͕͍ͨ͠ • Τϯήʔδϝϯτ͕ߴ͍ސ٬ΞοϓηϧͷఏҊ͕͍ͨ͠
ސ٬͕ϓϩμΫτΛͲ͏͍ͬͯΔ͔ ཧղ͢ΔΈ࡞Γ͕͍͠ɻ • ࠃͰ͑Δυϯϐγϟͷπʔϧ͕ͳ͍ • ࣾࣾ#*πʔϧͷσʔλΛআ͘ͷ͠ΜͲ͍ • Ͱ։ൃ͢Δ༨༟͕ͳ͍
͡Ό͋ɺͲ͏͢Δʁ
ͦͷπʔϧɺ ͕࡞ͬͯ·͢ɻ
ஹީߴΤϯήʔδϝϯτɺސ٬ͷείΞϦϯά ܖޙސ٬ͷϓϩμΫτར༻ঢ়گΛҰݩཧ $4νʔϜͷΞϥʔτސ٬ͱͷίϛϡχέʔγϣϯࣗಈԽ ͳͲͳͲ ։ൃதͷπʔϧͰͰ͖Δ͜ͱ
ॳ० ΫϩʔζυЌ൛ϦϦʔε ڵຯ͋Δํ͓͕͚͍ͩ͘͞✋