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Onboardingの成功率を上げよう

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Avatar for Daiki Suzuki Daiki Suzuki
December 14, 2017
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 Onboardingの成功率を上げよう

2017年12月CS Night登壇資料

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Daiki Suzuki

December 14, 2017
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Transcript

  1. 0OCPBSEJOHͷ੒ޭ཰Λ্͛Α͏ $4/JHIUొஃࢿྉ  ླ໦େو 5IFpSTUTUFQPGDVTUPNFSTVDDFTT

  2. ࣗݾ঺հ

  3. 1SPpMF 4BB4ۀքܦݧ೥໨ʹͳΓ·ͨ͠ɻ ླ໦େو !EL[LT 

  4. $PNNVOJUZ ##5FDI3FTFBSDI •  ओʹւ֎##4BB4ελʔτ Ξοϓͷࢿۚௐୡ৘ใΛղઆ •  7$΍4BB4ܦӦऀΛத৺ʹ  ਓڧ͕ࢀՃ • 

    ෆఆظͰษڧձ΋։࠵

  5. $PNNVOJUZ ΧελϚʔαΫηε෼Պձ •  ւ֎$4ͷϊ΢ϋ΢Λղઆ σΟεΧογϣϯ •  4BB4ܦӦऀ΍$4୲౰ऀ͕ ໊Ҏ্ࢀՃ •  Πϕϯτ΋΍͍͖ͬͯ·͢

    ʘ8FMDPNFʗ

  6. .FEJB 4VDDFTT'MBH  NFEJBIJDVTUPNFSDPN

  7. 0OCPBSEJOHͷ੒ޭ཰Λ্͛Α͏ ຊ୊

  8. ʁ 0OCPBSEJOHͬͯԿʁ

  9. 4JHOVQ͔ΒఆৗతʹϓϩμΫτΛ ࢖͑ΔΑ͏ʹͳΔ·ͰͷϑΣʔζ h"ps://www.fourquadrant.com/onboarding-go-to-market-strategy/

  10. ʁ 4BB4ʹͱͬͯͳͥ0OCPBSEJOH͕େࣄʁ

  11. 0OCPBSEJOHͷ੒൱͕-57ʹେ͖ͳӨڹ

  12. ਖ਼͍͠ސ٬ʹ࢖ͬͯ΋Β͓͏  ސ٬ʹͱͬͯͷʠ࠷ॳͷ੒ޭʡ͸Կ͔ɺߟ͑Α͏  ʡ࠷ॳͷ੒ޭʡͷୡ੒·Ͱ༠ಋ͠Α͏ 0OCPBSEJOHͷ੒ޭ཰Λ্͛ΔΞΫγϣϯ

  13. ਖ਼͍͠ސ٬ʹ࢖ͬͯ΋Β͓͏ ϚʔέςΟϯάΛڧԽͨ͠Β৽نސ٬ͷ਺͕ٸ૿  ͍ͭͰʹ཭୤͢Δސ٬ͷ਺΋ٸ૿ɻ  ͳΜͰʁ

  14. ਖ਼͍͠ϝοηʔδͰސ٬Λ֫ಘͯ͠·͔͢ʁ ਖ਼͍͠ސ٬ʹ࢖ͬͯ΋Β͓͏ ސ٬͸ۀ຿ͷ՝୊ղܾΛ৴ͯ͡ϓϩμΫτΛબఆ  ʮࢥͬͯͨͷͱҧ͏ͧʁʯ͸4BB4ͷϚʔέʹͱͬͯ௒ඇޮ཰ $73Ͱ͸ͳ͘-57࠷େԽΛҙࣝͨ͠ϚʔέςΟϯά

  15. $4νʔϜ͕Ͱ͖Δ͜ͱ   $IVSOͷཧ༝Λ෼ੳɺ ϚʔέςΟϯάνʔϜ΁ͷվળཁٻ ਖ਼͍͠ސ٬ʹ࢖ͬͯ΋Β͓͏

  16. ਖ਼͍͠ސ٬ʹ࢖ͬͯ΋Β͓͏  ސ٬ʹͱͬͯͷʠ࠷ॳͷ੒ޭʡ͸Կ͔ɺߟ͑Α͏  ʡ࠷ॳͷ੒ޭʡͷୡ੒·Ͱ༠ಋ͠Α͏ 0OCPBSEJOHͷ੒ޭ཰Λ্͛ΔΞΫγϣϯ

  17. ސ٬ʹͱͬͯͷʠ࠷ॳͷ੒ޭʡ͸Կ͔ɺߟ͑Α͏ ͋ʔɺͳΔ΄Ͳɻ ͜Ε͕͜͏͍͏ײ͡ͰͰ͖ΔͷͶɻ͍͍͡ΌΜʂ ࠷ॳͷ੒ޭͬͯʁ ಋೖҙࢥܾఆऀ͕ϓϩμΫτͷՁ஋Λཧղ͢Δ·Ͱͷମݧ •  ۀ຿ͷ՝୊ղܾ •  ௚ײతͳ6* • 

    ຎࡲͷ௿͍ಋೖϓϩηε •  30*ʹݟ߹͏ •  ӡ༻ϑϩʔ͕ݟ͑Δ

  18. ސ٬ʹͱͬͯͷʠ࠷ॳͷ੒ޭʡ͸Կ͔ɺߟ͑Α͏ 4BB4͸ۀ຿ͷஔ͖׵͑ɻਓྗͰͰ͖ͳ͘΋ͳ͍ɻ ୅ସखஈͱൺֱͨ͠৔߹ͷܾΊखͱͳΔ༏Ґੑ ϓϩμΫτͷՁ஋ͬͯʁ ༏Ґੑͷཧղˠ࢖͍ଓ͚Δཧ༝͕Ͱ͖Δ

  19. ސ٬ʹͱͬͯͷʠ࠷ॳͷ੒ޭʡ͸Կ͔ɺߟ͑Α͏ $4νʔϜ͕Ͱ͖Δ͜ͱ   ࣗࣾϓϩμΫτͷʡ࠷ॳͷ੒ޭʡͱ͸Կ͔ɻ Ͳ͜ʹ͋Δ͔෼͔ͬͨΒɺ࣍͸༠ಋɻ

  20. ਖ਼͍͠ސ٬ʹ࢖ͬͯ΋Β͓͏  ސ٬ʹͱͬͯͷʠ࠷ॳͷ੒ޭʡ͸Կ͔ɺߟ͑Α͏  ʡ࠷ॳͷ੒ޭʡͷୡ੒·Ͱ༠ಋ͠Α͏ 0OCPBSEJOHͷ੒ޭ཰Λ্͛ΔΞΫγϣϯ

  21. ʡ࠷ॳͷ੒ޭʡͷୡ੒·Ͱ༠ಋ͠Α͏ ࠷ॳͷ੒ޭ͕ΠϝʔδͰ͖ͨ ࠷୹Ͱ੒ޭʹͨͲΓண͘·ͰಓͷΓΛฮ૷͠Α͏ •  ো֐ΛऔΓআ͘ •  Ҋ಺൘Λग़͢ •  ਓྗͰ༠ಋ͢Δ ʠτϥΠΞϧͷTJHOVQ͔Β)Ҏ಺ʹ0OCPBSEQSPNQUΛ׬ྃͨ͠

    Ϣʔβʔ͸ະ࣮ࢪϢʔβʔͱൺֱ͠༗ྉస׵཰͕ଟ͍ʡ

  22. ʡ࠷ॳͷ੒ޭʡͷୡ੒·Ͱ༠ಋ͠Α͏ ւ֎ͷ0OCPBSE4FRVFODFΛ͍͔ͭ͘ݟͯΈ·͠ΐ͏ ۩ମతʹ͸Ͳ͏͍͏͜ͱʁ

  23. Ձ஋ɿͲ͜Ͱ΋࢖͑Δຎࡲͷগͳ͍νʔϜίϛϡχέʔγϣϯπʔϧ ࠷ॳͷ੒ޭɿϢʔβʔʹͱͬͯʮ؆୯ͰϦΞϧλΠϜͳνϟοτମݧʯ

  24. Ձ஋ɿͲ͜Ͱ΋࢖͑Δຎࡲͷগͳ͍νʔϜίϛϡχέʔγϣϯπʔϧ ࠷ॳͷ੒ޭɿϢʔβʔʹͱͬͯʮ؆୯ͰϦΞϧλΠϜͳνϟοτମݧʯ

  25. Ձ஋ɿͲ͜Ͱ΋࢖͑Δຎࡲͷগͳ͍νʔϜίϛϡχέʔγϣϯπʔϧ ࠷ॳͷ੒ޭɿϢʔβʔʹͱͬͯʮ؆୯ͰϦΞϧλΠϜͳνϟοτମݧʯ #PUͱͷձ࿩ͰϦΞϧλΠϜͳνϟοτମݧ

  26. Ձ஋ɿͲ͜Ͱ΋࢖͑Δຎࡲͷগͳ͍νʔϜίϛϡχέʔγϣϯπʔϧ ࠷ॳͷ੒ޭɿϢʔβʔʹͱͬͯʮ؆୯ͰϦΞϧλΠϜͳνϟοτମݧʯ πʔϧνοϓ͕Ϋϩʔζυͳձ࿩΋Ͱ͖Δͱڭ͑ͯ͘ΕΔ

  27. Ձ஋ɿͲ͜Ͱ΋࢖͑Δຎࡲͷগͳ͍νʔϜίϛϡχέʔγϣϯπʔϧ ࠷ॳͷ੒ޭɿϢʔβʔʹͱͬͯʮ؆୯ͰϦΞϧλΠϜͳνϟοτମݧʯ νʔϜϝϯόʔΛ௥Ճ͠Α͏

  28. Ձ஋ɿͲ͜Ͱ΋࢖͑Δຎࡲͷগͳ͍νʔϜίϛϡχέʔγϣϯπʔϧ ࠷ॳͷ੒ޭɿϢʔβʔʹͱͬͯʮ؆୯ͰϦΞϧλΠϜͳνϟοτମݧʯ #PU͕)FMQ$FOUFSͷ৔ॴΛ౤ߘ

  29. Ձ஋ɿ͋ΒΏΔαʔϏεΛͭͳ͛ͯ໘౗ͳ࡞ۀΛࣗಈԽͰ͖Δ ࠷ॳͷ੒ޭɿࣗ෼ͷ࢖͍ͬͯΔαʔϏεಉ͕࢜࿈ܞ͢ΔͱΊͪΌศར͡ΌΜ Ϣʔβʔ͕ར༻தͷαʔϏεΛબ୒ͤ͞Δ

  30. Ձ஋ɿ͋ΒΏΔαʔϏεΛͭͳ͛ͯ໘౗ͳ࡞ۀΛࣗಈԽͰ͖Δ ࠷ॳͷ੒ޭɿࣗ෼ͷ࢖͍ͬͯΔαʔϏεಉ͕࢜࿈ܞ͢ΔͱΊͪΌศར͡ΌΜ αʔϏεͷ͓͢͢Ί࿈ܞϨγϐ͕දࣔ

  31. Ձ஋ɿ͋ΒΏΔαʔϏεΛͭͳ͛ͯ໘౗ͳ࡞ۀΛࣗಈԽͰ͖Δ ࠷ॳͷ੒ޭɿࣗ෼ͷ࢖͍ͬͯΔαʔϏεಉ͕࢜࿈ܞ͢ΔͱΊͪΌศར͡ΌΜ ͓͢͢ΊϨγϐΛͦͷ··࢖ͬͯ࿈ܞମݧ

  32. ͱ͜ΖͰɺ

  33. $VTUPNFS4VDDFTTͱ͍͑͹ ϓϩΞΫςΟϒͳαϙʔτ •  ཭୤ஹީΛݕ஌ͯ͠࢖ͬͯ΋Β͏ίϛϡχέʔγϣϯ͕͍ͨ͠ •  Τϯήʔδϝϯτ͕ߴ͍ސ٬͸ΞοϓηϧͷఏҊ͕͍ͨ͠

  34. ސ٬͕ϓϩμΫτΛͲ͏࢖͍ͬͯΔ͔ ཧղ͢Δ࢓૊Έ࡞Γ͕೉͍͠ɻ •  ࠃ಺Ͱ࢖͑Δυϯϐγϟͷπʔϧ͕ͳ͍ •  ࣾࣾ#*πʔϧͷσʔλΛআ͘ͷ͸͠ΜͲ͍ •  ಺੡Ͱ։ൃ͢Δ༨༟͕ͳ͍

  35. ͡Ό͋ɺͲ͏͢Δʁ

  36. ͦͷπʔϧɺ ๻͕࡞ͬͯ·͢ɻ

  37. ཭୤ஹީߴΤϯήʔδϝϯτ౳ɺސ٬ͷείΞϦϯά  ܖ໿ޙސ٬ͷϓϩμΫτར༻ঢ়گΛҰݩ؅ཧ  $4νʔϜ΁ͷΞϥʔτ΍ސ٬ͱͷίϛϡχέʔγϣϯࣗಈԽ  ͳͲͳͲ ։ൃதͷπʔϧͰͰ͖Δ͜ͱ

  38. ೥ॳ० ΫϩʔζυЌ൛ϦϦʔε ڵຯ͋Δํ͸͓੠͕͚͍ͩ͘͞✋