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fujijun
October 28, 2019
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case-growthhacker-onboarding
#cmkt vol.3 fujijun
fujijun
October 28, 2019
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Transcript
DNLUWPM!4NBSU)3 ಋೖࣄྫάϩʔεϋοΧʔ ެ։ΦϯϘʔσΟϯά .PO ౻ా൏ 4NBSU)3ϚʔέςΟϯάɾใ
౻ా൏ʢ+6/'6+*5"ʣ גࣜձࣾ4NBSU)3 ɹϚʔέςΟϯάάϧʔϓॴଐ ɹϝσΟΞɾใϢχοτνʔϑ ओͳ୲ྖҬ ɹΦϯυϝσΟΞ ɹಋೖࣄྫ ɹใ ͖ͳͷ ɹ͓ͰΜ࢛π୩ͷ͓ͰΜEFO͕ϚδͰ࠷ߴ
ɹϥʔϝϯೋ ɹϑοταϧιαΠν凝 !GVKJKVO IUUQTOPUFNVGVKJKVOF
CONFIDENTIAL 4NBSU)3ͱʁ
ɾೖୀࣾखଓ͖ैۀһใͷҰݩཧ ɾௐͳͲͷਓࣄɾ࿑ཧΛϖʔύʔϨεͰ ɾిࢠਃରԠͰਓࣄ࿑ΛɺϥΫϥΫʹ Ϋϥυਓࣄ࿑ιϑτ4NBSU)3
ैۀһσʔλϕʔε ೖࣾखଓ͖ ϚΠφϯόʔ ޏ༻ܖ ௐ ࣾձอݥ ిࢠਃ ੳϨϙʔτ ू·Δ ·Δ
׆༻Ͱ͖Δ Φϓγϣϯ Φϓγϣϯ ਃɾঝೝ ࣾһ໊ څ༩໌ࡉ ओͳػೳ
4NBSU)3ಋೖاۀ ͝ར༻͍͚ͨͩΔैۀһ ໊ʙສ໊ن·Ͱ
CONFIDENTIAL ͋Β͢͡
ɾࣄྫͷॏཁੑΛೝࣝ͠ͳ͕ΒྗͰ͖͍ͯͳ͔ͬͨ ɾ͔͠͠ɺ݄͍ͭʹઐฤूऀඒ͞Μ͕ೖࣾʂ ɾάϩʔεϋοΫ͍ͯ͘͘͠ɺ ɹ͜ͷΛआΓͯΦϯϘʔσΟϯά͍͖ͤͯͨͩ͞·͢
CONFIDENTIAL ࠓͷΰʔϧ
ᶃͳͥಋೖࣄྫ͕ॏཁͳͷ͔ʁ ᶄ4NBSU)3ʹ͓͚Δɺಋೖࣄྫࢪࡦͷݱঢ়՝ ᶅੈͷதͷݟɺଞࣾͷઌߦࣄྫ ᶆվળͷλΠϜϥΠϯ άϩʔεϋοΫʹඞཁͳใΛಘΔ
CONFIDENTIAL ͳͥಋೖࣄྫ͕ॏཁͳͷ͔ʁ ςʔϚᶃ
CONFIDENTIAL ઌۦऀͷۚݴ
ˠʹεέʔϧͤ͞ΔͨΊʹɺϢʔβʔ͞Μࣗ Ͱଞͷਓʹ͑ͯΒ͍ɺࢲ͕ͨͪϦʔνͰ͖ ͳ͍ਓʹಧ͚ͯΒ͏ඞཁ͕͋Δɺͱ͍͏͜ͱʹؾ ͍ͮͨɻڮ໌ࢠ͞Μʢ"VUPNBUJPO"OZXIFSFʣ ʢҾ༻ݩɿ##4BB4ελʔτΞοϓͰ$9ͷͨΊʹ͖ؒͬͯͨ͜ͱʣ l z
"33ԯԁୡʹ͍ۙͮͨΒɺϒϥϯυͷࢿΛੵۃతʹߦ ͏͖ɻ࠷ॳഅࣛ͛ͨʹࢥ͑Δ͔͠Εͳ͍ɻͰɺ͜Ε ͕Ҏ্ͷΞʔϦʔΞμϓλʔͰͳ͍اۀ͕ϕϯμʔΛબͿ அج४ʹͳΔɻ+BTPO-FNLJOʢ&DIP4JHO4BB4USۀऀʣ ʢҾ༻ݩɿ4BB4USγϦʔζɿ"33ԯԁ͔ΒԯԁʙετϨεແ͘͢Δํ๏IJSPNBFEBDPNʣ l z
ʮ4BOTBOΛಋೖ͢Δ͜ͱͰձࣾʹରͯ͠Ͳͷ͙Β͍ͷՁΛ ఏڙͰ͖͍ͯΔ͔ΛςʔϚͱ͢ΔʰαΫηεࣄྫʱͷఏڙʹॏ ͖Λஔ͍͍ͯΔʯͱࢁాࢯޠΔɻ ͦͷཧ༝ɺ༏ྑސ٬ʹ৽نސ٬Λ࿈Ε͖ͯͯΒ͏ࡍɺ ࠷ޮՌతͳͷ͕طଘސ٬ͷαΫηεࣄྫͰ͋ΔͨΊͩɻ ࢁాͻ͞ͷΓ͞Μʢ4BOTBOʣ ʢҾ༻ݩɿ4BOTBO͕ղ͖໌͔͢ɺΧελϚʔαΫηε͔Βͷطଘސ٬ϚʔέςΟϯάͷΈ.BSLF;JOFʣ l z
ʰϚʔέςΟϯά͔ͩΒʱʰӦۀ͔ͩΒʱʰ։ൃ͔ͩΒʱ ͱݴ͍༁Λ͠ɺΧελϚʔαΫηεʹؔͳ͍ͱࢥ͏ ͷةݥͰ͢ɻ ΧελϚʔαΫηεɺސ٬͕αʔϏεΛೝ͢Δͱ͜ Ζ͔Β࢝·͍ͬͯΔͷͰ͢ɻߴڮণਉʢ4NBSU)3ʣ ʢҾ༻ݩɿܧଓˋΛތΔ4NBSU)3ͷΧελϚʔαΫηενʔϜ͕ɺސ٬ͷͨΊʹl͋͑ͯΒͳ͍z͜ͱ.BSLF;JOFʣ l z
ސ٬ͷαΫηεͱ ϚʔέςΟϯά׆ಈͷ॥ ڞ௨͍ͯ͠Δͷɺ
ͬͱͻΒͨ͘ݴ͏ͱʜ Ϣʔβʔ͕ϢʔβʔΛݺͼͨ͘ͳΔ Έͮ͘Γ
CONFIDENTIAL DNLUWPM͔Β ͓͞Β͍
લճɺͷϘε͕ొஃ͍ͯ͠·ͨ͠
None
None
͜ͷ॥ΛੜΈग़͢ʹ Կ͕ඞཁʁ
ɾސ٬ͷࢥ͍Λͱͯ͠ݴޠԽ͠ɺ ɾސ٬ͷΛಧ͚ΔΈΛͭ͘Γɺ ɾސ٬ͷΛݟࠐΈސ٬ʹ٬ମԽ͠ɺ ɾଶม༰Λଅਐ͢Δ
CONFIDENTIAL ಋೖࣄྫฤूऀͷ εΩϧΛղ͢Δͱ
ɾݴޠԽɹɹɹˠΠϯλϏϡʔྗ ɾಧ͚ΔΈˠൃ৴ྗɾϚʔέςΟϯάྗ ɾ٬ମԽɹɹɹˠίϐʔϥΠςΟϯάྗ ɾଶม༰ɹɹˠϚʔέςΟϯάྗ
·͞ʹඒ͞Μదࡐదॴ
۩ମతʹ Ͳ͏͍ͯͬͯ͠΄͍͠ͷ͔ʁ
CONFIDENTIAL ಋೖࣄྫࢪࡦͷݱঢ়՝ ςʔϚᶄ
ݱঢ়
ɾݴޠԽ ɾಧ͚ΔΈ ɾ٬ମԽ ɾଶม༰
ɾݴޠԽɹɹɹˠ ɾಧ͚ΔΈˠ ɾ٬ମԽɹɹɹˠ ɾଶม༰ɹɹˠ ɿҡ࣋ɾ্ɹɹɿཁվળ
ɾݴޠԽɹɹɹˠ ɾಧ͚ΔΈˠ ɾ٬ମԽɹɹɹˠ ɾଶม༰ɹɹˠ ɿҡ࣋ɾ্ɹɹɿཁվળ
ɾهࣄ࣭ͷ୲อ ɾ݁Ռతʹߴ͍$73 ɾސ٬ͷΛΩϟονίϐʔͱͯ͠׆༻ ɾؔߏஙɺΠϕϯτొஃ͍͚ͨͩΔํଟ ۩ମతʹͰ͖͍ͯΔ͜ͱͷྫ
੍࡞ϑϩʔ
੍࡞ϑϩʔɺهࣄ࣭୲อʹ͓͚Δͩ͜ΘΓ ɾࠎࢠ࡞ɺΠϯλϏϡʔ୲$4.ಉ੮ ɾఆετʔϦʔΛͱʹͨ͠ఆ࣭ථΛࣄલૹ ɾΫϥΠΞϯτʹܾࡋऀɾ୲ऀͷํʹग़੮ͯ͠Β͏ ɾಡΈखʹܾࡋऀͰͳ͍͜ͱΛҙࣝ͢Δ ɾΠϯλϏϡΠʔͷଟ͕͘ɺΠϯλϏϡʔ׳Ε͍ͯ͠ͳ͍͜ͱΛҙࣝ͢Δ
˞$1"Ͱ$7΄΅Πίʔϧ ˠଶม༰ʹޮ͍͍ͯΔ༷ '#ࠂͰͷ$73ഒ ௨ৗࠂ ࣄྫࠂ
୲ऀ͞·ͷΠϕϯτొஃ$.ग़ԋ
ҰํͰɾɾɾ
ɾݴޠԽɹɹɹˠ ɾಧ͚ΔΈˠ ɾ٬ମԽɹɹɹˠ ɾଶม༰ɹɹˠ ɿҡ࣋ɾ্ɹɹɿཁվળ
ɾݴޠԽɹɹɹˠ ɾಧ͚ΔΈˠ ɾ٬ମԽɹɹɹˠ ɾଶม༰ɹɹˠ ɿҡ࣋ɾ্ɹɹɿཁվળ
ɾࣄྫσΟϨΫτϦͷϖʔδߏ ɾۀքɾاۀن͝ͱͷ৴όϥϯε ɾӦۀɾ$4ྖҬͷޮՌଌఆ ՝ײ
ɾࣄྫσΟϨΫτϦͷϖʔδߏ ɾۀքɾاۀن͝ͱͷ৴όϥϯε ɾӦۀɾ$4ྖҬͷޮՌଌఆ ՝ײ
ɾλΠϜϥΠϯܕʹͳ͍ͬͯΔ ɾͦͷͨΊۀքنผʹݟʹ͍͘ ɾҹ͕ۙͷۀքنʹҾͬுΒΕΔ ࣄྫσΟϨΫτϦͷϖʔδߏ
ࣄྫσΟϨΫτϦͷϖʔδߏ
σΟϨΫτϦͷվળ༏ઌߴʂ
CONFIDENTIAL ੈͷதͷݟɺଞࣾͷઌߦࣄྫ ςʔϚᶅ
ઐՈʹΑΔݚڀ݁Ռ
8"$6-ࣾͷݚڀ ʢҾ༻ݩɿ4BB4Λѻ͏##αΠτʹ͓͚Δࣄྫհϖʔδͷվળࡦͷఏݴʣ w ࣄྫৄࡉϖʔδʹࢿྉٻಋઢΛஔ͘͜ͱͰɺ $73ߴ͘ͳΔ w ࣄྫτοϓϖʔδʹ͓͍ͯɺ ಋೖ࣮ͷΞϐʔϧΛߦ͏͜ͱͰ$73ߴ͘ͳΔ w ࣄྫτοϓϖʔδʹ͓͍ͯɺۀքɾχʔζผࣄྫݕࡧػೳ
Λઃஔ͢Δ͜ͱͰ$73ߴ͘ͳΔ z l
ଞࣾͷྫ
4BOTBOɿۀछنͳͲͷφϏήʔγϣϯΛઃஔ IUUQTKQTBOTBODPNDBTF
4BOTBOɿۀछنͳͲͷφϏήʔγϣϯΛઃஔ IUUQTKQTBOTBODPNDBTF
4BOTBO*OOPWBUJPO/BWJɿهࣄϑολʔલʹؔ࿈ࣄྫ IUUQTTJOTBOTBODPNTUPSJFT
ϕϧϑΣΠεɿݕࡧϑΟϧλهࣄΧʔυʹاۀ֓ཁΛܝࡌ IUUQTCFMMGBDFDPNDBTFTUVEZ
ʲ͓·͚ʳ ษڧձͰू·ͬͨݟྫ
ୈճʢ݄ʣ
ୈճʢ݄ʣ
w /14ͳͲΛج४ʹΠϯλϏϡʔاۀީิΛબఆ w ϓϩΧϝϥϚϯΛΞαΠϯ͢Δͱ֦ࢄࡱΕߴ͕ḿΔ w ࣄྫʹग़ͯΒ͓ͬͨ٬༷ɺ లࣔձηϛφʔʹొஃͯ͠Β͍͍͢ اը࣌ͷݟྫ
w ʮ˔˔ͱฉ͍ͯࢥ͍ු͔ͿΩʔϫʔυΛ ͭڭ͍͑ͯͩ͘͞ʯͱฉ͘ͷޮՌతʢϒϥϯυͷݴޠԽʣ w ΠϯλϏϡʔ࣌ʹސ٬͕ݴͬͨ͜ͱΛͦͷ··ॻ͔ͳ͍ɺ ҙਤΛΈऔΔࣥචɾฤूେࣄ w ڧௐจࣈΛ͑࠷ݶཧղͰ͖ΔαϚϦʹ ΠϯλϏϡʔɾࣥචฤू࣌ͷݟྫ
ৄ͘͠ͷOPUFͰʂ
CONFIDENTIAL վળͷϩʔυϚοϓ ςʔϚᶆ
ඒ͞Μೖࣾ σΟϨΫτϦվળͷࠐΈ ۀքɾنผͷόϥϯεྑ͍৴ઓུઃܭ γϯࣄྫϖʔδͷϩʔϯν ಈըࣄྫͳͲόϦΤʔγϣϯ૿ #UP#UP&ͱͯ͠ͷͷՄࢹԽ ίϛϡχςΟԽͷଅਐ
OରOͷίϛϡχέʔγϣϯग़ Ӿཡੑɾճ༡ $73 ೝ૿ λονϙΠϯτ૿ Τϯήʔδϝϯτ ίϛϡχςΟԽ
CONFIDENTIAL ͓ΘΓʹ
ಋೖࣄྫ੍࡞ɺސ٬ͷαΫηε͕ىͱͳ͍ͬͯ·͢ɻ ҰํͰɺಋೖࣄྫࣗମ͕ސ٬ͷαΫηεͷىʹͳ͍ͬͯ·͢ɻ ͭ·ΓɺϚʔέ͔Β$4ʹ͍ͨΔ·Ͱ෯͘૬ޓʹؔΘΓ͍͋ͬͯ͘ ඞཁ͕͋Γ·͢ɻ ॴଐ෦ॺʹͱΒΘΕΔ͜ͱͳ͘ɺશࣾΛר͖ࠐΜͰ͍͖·͠ΐ͏ʂ
͝ਗ਼ௌ͋Γ͕ͱ͏͍͟͝·ͨ͠