SaaS アナリティクス ワークショップ #1 - SaaSの最重要KPI とその可視化

Transcript

1. EXPLORATORY
   SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #1
   ࠷ॏཁKPIͱͦͷՄࢹԽ Part 1
   

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2. 2
   EXPLORATORY
   

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3. ུྺ
   HP(Hewlett Packard)Ͱ100ਓΛ௒͑ΔӦۀνʔϜΛ཰͍ɺ
   eCommerceɺςϨηʔϧεɺϑΟʔϧυηʔϧεͳͲଟذʹΘͨΔϏ
   δωεͷϚωδϝϯτɺϓϥϯχϯάΛܦݧɻ
   ࣾ಺֎Ͱ஝ੵ͞Εͨ๲େͳσʔλΛ׆༻ͯ͠ϏδωεΛ੒௕ͤ͞Δͨ
   Ίʹ͸σʔλαΠΤϯεʹཪଧͪ͞Εͨҙࢥܾఆ͕ॏཁͩͱ਎Λ࣋ͬ
   ͯ஌Δɻ
   ݱࡏ͸Exploratory, incͰϏδωε։ൃʹ౒ΊΔ͔ͨΘΒσʔλαΠΤ
   ϯεษڧձͳͲͷ৔Λ௨ͯ͠ɺص্ͷۭ࿦Ͱ͸ऴΘΒͳ͍ຊ౰ͷҙຯ
   Ͱ׆༻Ͱ͖ΔσʔλαΠΤϯεͷීٴʹऔΓ૊Ήɻ
   εϐʔΧʔ
   ଜཬ Ү࠸
   Business Development
   EXPLORATORY
   @Ikuyamm
   

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4. 4
   Vision
   ͢΂ͯͷਓ͕σʔλΛ࢖ͬͯ
   ΑΓΑ͍ҙࢥܾఆΛ͢Δ
   

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5. 5
   Mission
   σʔλαΠΤϯεͷຽओԽ
   

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6. 6
   ୈ̏ͷ೾
   σʔλαΠΤϯεɺAIɺػցֶश͸౷ܭֶऀɺ։ൃऀͷͨΊ͚ͩͷ΋ͷͰ͸͋Γ·ͤΜɻ
   σʔλʹڵຯͷ͋ΔਓͳΒ୭΋͕ੈքͰ࠷ઌ୺ͷΞϧΰϦζϜΛ࢖ͬͯ
   ϏδωεσʔλΛ؆୯ʹ෼ੳͰ͖Δ΂͖Ͱ͢ɻ
   Exploratory͕ͦ͏ͨ͠ੈքΛՄೳʹ͠·͢ɻ
   

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7. 7
   ୈ1ͷ೾ ୈ̎ͷ೾ ୈ̏ͷ೾
   ϓϥΠϕʔτ(ߴ͍/ݹ͍) Φʔϓϯɾιʔε(ແྉ/࠷ઌ୺)
   UI & ϓϩάϥϛϯά ϓϩάϥϛϯά
   2016
   2000
   1976
   ϚωλΠθʔγϣϯ ίϞσΟςΟԽ ຽओԽ
   ౷ܭֶऀ σʔλαΠΤϯςΟετ
   Exploratory
   ΞϧΰϦζϜ
   Ϣʔβʔɾ
   ମݧ
   πʔϧ
   Φʔϓϯɾιʔε(ແྉ/࠷ઌ୺)
   UI & ࣗಈԽ
   ϏδωεɾϢʔβʔ
   ςʔϚ
   σʔλαΠΤϯεͷຽओԽ
   

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8. ࣭໰ ఻͑Δ
   σʔλΞΫηε
   σʔλ
   ϥϯάϦϯά
   ՄࢹԽ
   ΞφϦςΟΫε
   ౷ܭ/ػցֶश
   σʔλαΠΤϯεɾϫʔΫϑϩʔ
   

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9. ࣭໰
   ExploratoryɹϞμϯˍγϯϓϧ UI
   ఻͑Δ
   σʔλΞΫηε
   σʔλ
   ϥϯάϦϯά
   ՄࢹԽ
   ΞφϦςΟΫε
   ౷ܭ/ػցֶश
   

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10. EXPLORATORY
    SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #1
    ࠷ॏཁKPIͱͦͷՄࢹԽ Part 1
    

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11. • ୈ1ճɿ SaaSͷ࠷ॏཁKPI ͱͦͷՄࢹԽ Part 1
    • ୈ2ճɿ SaaSͷ࠷ॏཁKPI ͱͦͷՄࢹԽ Part 2
    • ୈ3ճɿ ϢʔβʔͷΤϯήʔδϝϯτΛܭଌ͢Δํ๏
    • ୈ4ճɿ ίϗʔτ෼ੳ Part 1
    • ୈ5ճɿ ίϗʔτ෼ੳ Part 2
    • ୈ6ճɿ NPSͷܭࢉͱࣗ༝هड़ͷςΩετ෼ੳ
    SaaS ΞφϦςΟΫε
    

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12. ΞδΣϯμ
    • αϒεΫϦϓγϣϯͷϏδωεϞσϧ
    • ॏཁࢦඪͷ঺հͱܭࢉͷ࢓ํ
    • ࢦඪͷՄࢹԽ
    

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13. ΞδΣϯμ
    • αϒεΫϦϓγϣϯͷϏδωεϞσϧ
    • ॏཁࢦඪͷ঺հͱܭࢉͷ࢓ํ
    • ࢦඪͷՄࢹԽ
    

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14. SaaSͱ͸
    Software as a Serviceͷུশɻιϑτ΢ΤΞΛαʔϏ
    εͱͯ͠ɺαϒεΫϦϓγϣϯํࣜͰఏڙ͢ΔϏδ
    ωεɻ
    

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15. αϒεΫϦϓγϣϯͷϏδωεϞσϧ
    

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16. ιϑτ΢ΤΞ΍αʔϏεͷར༻ʹର͢ΔྉۚΛ݄΍೥
    ͱ͍ͬͨ୯ҐͰఆظతʹࢧ෷͏ߪಡܕͷϏδωεɻ
    αϒεΫϦϓγϣϯͷϏδωεϞσϧ
    

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17. 1ϥΠηϯε10ສԁͷച੾Ϗδωε
    

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18. 18
    1݄
    10ສԁ
    ച੾Ϗδωε
    

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19. 19
    1݄
    10ສԁ
    ྫ͑͹10ສԁͷऩӹΛಘΔͨΊʹ8ສԁͷίετΛ͔͚Δ͜ͱ͕Ͱ͖Δɻ
    

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20. ֹ݄1ສԁͷαϒεϦϓγϣϯɾϏδωε
    

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21. αϒεΫϦϓγϣϯɾϏδωε
    21
    1݄
    1ສԁ
    

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22. 10ສԁ
    22
    1݄
    1ສԁ
    ച੾
    1ϲ݄ͷऩӹ͚ͩΛൺ΂Δͱച੾ϏδωεΑΓগͳ͘ސ٬֫ಘʹ͔͚
    ΒΕΔඅ༻΋গͳ͘ͳͬͯ͠·͏ɻ
    

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23. 23
    1݄
    1ສԁ
    2݄ 3݄ ྦྷܭ
    … 12݄
    1ສԁ 1ສԁ 1ສԁ
    12ສԁ
    αϒεΫϦϓγϣϯɾϏδωεͰ͸ސ٬͕αʔϏεΛܧଓ͢Ε͹ɺ࠷
    ऴతʹಘΒΕΔऩӹ͸૿͍͑ͯ͘ɻ
    

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24. ސ٬͕௕ظؒαʔϏεΛܧଓ͢Ε͹ɺ࠷ऴతͳऩӹ͸ച੾ϏδωεΑ
    Γ૿͑Δ͜ͱ΋͋Δɻ
    24
    1݄
    1ສԁ
    2݄ 3݄ ྦྷܭ
    … 12݄
    1ສԁ 1ສԁ 1ສԁ
    12ສԁ
    ച੾
    10ສԁ
    

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25. 25
    1݄
    1ສԁ
    2݄ 3݄ … 12݄
    1ສԁ 1ສԁ 1ສԁ
    ͜ͷΑ͏ʹఆظతʹ܁Γฦ͠ಘΒΕΔऩӹΛ
    ϦΧʔϦϯάɾϨϕχϡʔʢRecurring RevenueʣͱݺͿɻ
    

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26. 26
    1ສԁ
    1݄ 2݄ 3݄ 4݄
    3ສԁ
    4ສԁ
    6ສԁ
    SaaSϏδωεͰ͸ސ٬͝ͱͷϦΧʔϦϯάɾϨϕχϡʔ͕ੵΈ্͕͛
    ֤݄ͷऩӹͱͳΔɻ
    

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27. ΞδΣϯμ
    • αϒεΫϦϓγϣϯͷϏδωεϞσϧ
    • ॏཁࢦඪͷ঺հͱܭࢉͷ࢓ํ
    • ࢦඪͷՄࢹԽ
    

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28. • MRR
    • χϡʔ MRR
    • ίϯόʔδϣϯ཰
    • νϟʔϯ MRR
    • ωοτɾχϡʔ MRR
    • ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
    • Ϧςϯγϣϯ཰
    ຊ೔঺հ͢Δࢦඪ
    

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29. • MRR
    • χϡʔ MRR
    • ίϯόʔδϣϯ཰
    • νϟʔϯ MRR
    • ωοτɾχϡʔ MRR
    • ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
    • Ϧςϯγϣϯ཰
    ຊ೔঺հ͢Δࢦඪ
    

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30. 30
    1ສԁ
    1݄ 2݄ 3݄ 4݄
    3ສԁ
    4ສԁ
    6ສԁ
    αϒεΫϦϓγϣϯɾϏδωεͰ͸݄͝ͱͷऩӹ͸ɺސ٬͝ͱͷϦ
    ΧʔϦϯάɾϨϕχϡʔΛੵΈ্͛ͨ΋ͷͱͳΔɻ
    

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31. 31
    1ສԁ
    1݄ 2݄ 3݄ 4݄
    3ສԁ
    4ສԁ
    6ສԁ
    ͜ͷ݄͝ͱʹಘΒΕΔऩӹΛMRRʢ݄ؒఆظऩӹʣͱݺͿɻ
    

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32. MRRʢ݄ؒఆظऩӹʣ
    32
    1ສԁ
    1݄ 2݄ 3݄ 4݄
    3ສԁ
    4ສԁ
    6ສԁ
    

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33. MRR͸৽نސ٬͕૿͑Ε͹૿͑Δ΄Ͳ૿͍͑ͯ͘ɻ
    33
    1݄ 2݄ 3݄ 4݄
    

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34. 34
    1݄ 2݄ 3݄ 4݄
    2ສԁ
    1ສԁ
    2ສԁ
    ৽نސ٬ طଘސ٬
    ৽نސ٬͔Βͷऩӹ͕લ݄͔Βͷऩӹͷ૿Ճ෼ͱͳΔɻ
    

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35. χϡʔ MRRʢ৽ن݄ؒఆظऩӹʣ
    35
    1݄ 2݄ 3݄ 4݄
    

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36. 36
    1݄ 2݄ 3݄ 4݄
    χϡʔ MRRΛ૿΍ͯ͠ϏδωεΛ੒௕ͤ͞Δʹ͸ɺ৽نސ٬ΛΑΓଟ
    ֫͘ಘ͢Δඞཁ͕͋Δɻ
    

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37. ݟࠐΈ٬͕ސ٬ͱͳΔ͜ͱΛίϯόʔδϣϯͱݺͿɻ
    37
    ݟࠐΈ٬ʢ12ਓʣ ৽نސ٬ʢ3ਓʣ
    

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38. 38
    ݟࠐΈ٬ʢ12ਓʣ ৽نސ٬ʢ3ਓʣ
    3/12
    ݟࠐΈ٬͔Β৽نސ٬ͱͳͬͨਓͷׂ߹Λܭࢉ͢Δ͜ͱͰɺͦͷޮ཰
    ͕ཧղͰ͖Δɻ
    

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39. 39
    ݟࠐΈ٬ʢ12ਓʣ ৽نސ٬ʢ3ਓʣ
    ίϯόʔδϣϯ཰
    25%
    

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40. 40
    1݄ 2݄ 3݄ 4݄
    1ສԁ
    3ສԁ
    4ສԁ
    6ສԁ
    ܧଓతʹऩӹ͕ಘΒΕΔͷͰɺ৽نސ٬͔ΒͷऩӹʹΑͬͯɺϏδω
    ε͕ӈݞ্͕Γʹ੒௕͠΍͍͢ɻ
    

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41. ͱ͜Ζ͕ɻɻɻ
    

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42. 42
    1݄ 2݄ 3݄ 4݄
    νϟʔϯ
    νϟʔϯ
    ސ٬͸ղ໿ʢνϟʔϯʣ͢Δɻ
    

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43. • MRR
    • χϡʔ MRR
    • ίϯόʔδϣϯ཰
    • νϟʔϯ MRR
    • ωοτɾχϡʔ MRR
    • ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
    • Ϧςϯγϣϯ཰
    ຊ೔঺հ͢Δࢦඪ
    

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44. 44
    1݄ 2݄ 3݄ 4݄
    1ສԁ
    3ສԁ
    4ສԁ
    6ສԁ
    ݩʑ͸ӈݞ্͕ΓͰϏδωε͕੒௕͢Δ͜ͱΛظ଴͍ͯͨ͠ɻ
    

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45. νϟʔϯ͕ൃੜ͢ΔͱಘΒΕΔऩӹ͸ݮΔɻ
    45
    1݄ 2݄ 3݄ 4݄
    1ສԁ
    3ສԁ
    3ສԁ
    4ສԁ
    νϟʔϯ
    νϟʔϯ
    

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46. 46
    1݄ 2݄ 3݄ 4݄
    1ສԁ
    1ສԁ
    ͜ͷΑ͏ʹνϟʔϯ͕ൃੜ͢Δ͜ͱͰɺલ݄͔Βࣦ͏ऩӹΛ
    νϟʔϯMRRͱݺͿɻ
    

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47. 47
    1݄ 2݄ 3݄ 4݄
    1ສԁ 1ສԁ
    νϟʔϯ MRR
    

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48. 48
    1݄ 2݄ 3݄ 4݄
    ࣮ࡍͷMRR
    1ສԁ
    3ສԁ 3ສԁ
    4ສԁ
    

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49. 3݄͸1ສԁͷνϟʔϯMRR͕͋ͬͨɻ
    

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50. ͢ΔͱϏδωε͕੒௕͠ͳ͔ͬͨɻ
    

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51. 4݄΋1ສԁͷνϟʔϯMRR͕͋ͬͨɻ
    

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52. ͕ͩɺϏδωε͸੒௕ͨ͠ɻ
    

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53. 0ԁ
    53
    1݄ 2݄ 3݄ 4݄
    1ສԁ
    ͜ͷ3݄ͱ4݄ͷҧ͍Λ਺ࣈͰଊ͑Δ͢ΔͨΊʹ
    ωοτɾχϡʔ MRRͱ͍͏ࢦඪΛ࢖͏ɻ
    

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54. • MRR
    • χϡʔ MRR
    • ίϯόʔδϣϯ཰
    • νϟʔϯ MRR
    • ωοτɾχϡʔ MRR
    • ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
    • Ϧςϯγϣϯ཰
    ຊ೔঺հ͢Δࢦඪ
    

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55. ࣮͸͜ͷ3݄ͱ4݄ͷҧ͍͸
    χϡʔ MRRͱνϟʔϯ MRRͷࠩʹΑͬͯ
    ੜ͍ͯ͡Δɻ
    

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56. 3݄͸χϡʔ MRR = νϟʔϯ MRRͩͬͨɻ
    56
    

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57. 3݄͸Ϗδωε͕ఀ଺ͨ͠ɻ
    57
    

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58. 4݄͸χϡʔ MRR > νϟʔϯ MRRͩͬͨɻ
    58
    

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59. 4݄͸Ϗδωε͕੒௕ͨ͠ɻ
    59
    

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60. Ծʹ5݄͸ҎԼͷΑ͏ͳ࣮੷ͩͬͨͱ͢Δɻ
    60
    2݄ 3݄ 4݄ 5݄
    1ສԁ
    1ສԁ
    

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61. ͢Δͱ5݄͸χϡʔ MRR < νϟʔϯ MRRͱͳΔɻ
    61
    

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62. 5݄͸Ϗδωε͕ޙୀ͢Δɻ
    62
    

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63. χϡʔ
    χϡʔ
    χϡʔ
    χϡʔ
    63
    χϡʔ
    1݄ 2݄ 3݄ 4݄
    νϟʔϯ
    χϡʔ
    νϟʔϯ
    1ສԁ
    2ສԁ
    0ԁ
    1ສԁ
    ͜ͷΑ͏ʹϏδωεͷ੒௕͸χϡʔ MRRͱνϟʔϯ MRRͷࠩʹΑͬ
    ܾͯ·Δɻ
    

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64. ͜ͷࠩͷ͜ͱΛωοτɾχϡʔ MRRͱݺͿɻ
    χϡʔ
    χϡʔ
    χϡʔ
    χϡʔ
    64
    χϡʔ
    1݄ 2݄ 3݄ 4݄
    νϟʔϯ
    χϡʔ
    νϟʔϯ
    1ສԁ
    2ສԁ
    0ԁ
    1ສԁ
    

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65. ωοτɾχϡʔ MRR
    = χϡʔ MRR - νϟʔϯ MRR
    

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66. 66
    0ԁ
    1݄ 2݄ 3݄ 4݄
    1ສԁ
    2ສԁ
    ݴ͍׵͑Ε͹ɺ౰݄ͷMRRͱલ݄ͷMRRͷ͕ࠩ
    ωοτɾχϡʔ MRRͱͳΔɻ
    

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67. 67
    0ԁ
    1݄ 2݄ 3݄ 4݄
    1ສԁ
    2ສԁ
    Ϗδωε͕ͲΕ͚ͩ੒௕͍ͯ͠Δ͔͸ωοτɾχϡʔ MRRݟΕ͹෼
    ͔Δɻ
    

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68. ͨͩ͠ɺϏδωε͕ͲΕ͚ͩޮ཰తʹ੒௕͍ͯ͠Δ͔
    ͸ωοτɾχϡʔ MRR͔ΒͰ͸෼͔Βͳ͍ɻ
    

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69. • MRR
    • χϡʔ MRR
    • ίϯόʔδϣϯ཰
    • νϟʔϯ MRR
    • ωοτɾχϡʔ MRR
    • ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
    • Ϧςϯγϣϯ཰
    ຊ೔঺հ͢Δࢦඪ
    

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70. ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰Λཧղ͢ΔͨΊ
    ʹ̎ͭͷϏδωεΛൺֱ͍ͯ͘͠ɻ
    

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71. 1ͭΊͷϏδωε
    

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72. 1݄ 2݄ 3݄ 4݄
    1ສԁ
    νϟʔϯ͕΄ͱΜͲൃੜ͠ͳ͍Ϗδωεɻ
    

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73. ຖ݄1ສԁͷωοτɾχϡʔ MRR͕ൃੜ͍ͯ͠Δɻ
    

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74. MRR͸݄Λ௥͏͝ͱʹ૿͍͑ͯΔɻ
    74
    1݄ 2݄ 3݄ 4݄
    3ສԁ
    4ສԁ
    5ສԁ
    6ສԁ
    

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75. 1݄ 2݄ 3݄ 4݄
    طଘސ٬͔Βͷऩӹͷׂ߹͕ߴ͘ɺ৽نސ٬͕ϏδωεΛண࣮ʹ੒௕
    ͍ͤͯ͞Δɻ
    

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76. 1݄ 2݄ 3݄ 4݄
    νϟʔϯ
    ͜ͷΑ͏ʹސ٬͕νϟʔϯͤͣʹܧଓ͍ͯ͘͜͠ͱΛϦςϯγϣϯͱ
    ݺͿɻ
    

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77. 2ͭΊͷϏδωε
    

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78. 1݄ 2݄ 3݄ 4݄
    1ສԁ
    1ສԁ
    1ສԁ
    1ສԁ
    1ສԁ
    1ສԁ
    1ສԁ
    1ສԁ
    1ສԁ
    νϟʔϯ͕ଟ͘ൃੜ͍ͯ͠ΔϏδωεɻ
    

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79. ͪ͜Β΋ωοτɾχϡʔ MRR͚ͩΛݟΔͱຖ݄1ສԁͣͭ੒௕͍ͯ͠
    ΔΑ͏ʹݟ͑Δɻ
    

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80. MRR΋ಉ͡Α͏ʹӈݞ্͕͕ΓͰ੒௕͍ͯ͠Δɻ
    80
    1݄ 2݄ 3݄ 4݄
    3ສԁ
    4ສԁ
    5ສԁ
    6ສԁ
    

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81. 1݄ 2݄ 3݄ 4݄
    ͨͩ͠ɺͪ͜Β͸طଘސ٬͔Βͷऩӹͷׂ߹͕௿͘ɺ৽نސ٬ʹཔΓ
    ੾ͬͨ੒௕ʹͳ͍ͬͯΔɻ
    

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82. ྆ํͷϏδωεͰ͸MRR͸ಉ͡Α͏ʹ૿͍͑ͯͨɻ
    

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83. Ͱ͋Ε͹ɺωοτɾχϡʔ MRR΋ಉ͡Α͏ʹ૿͑Δ͜ͱʹͳΔɻͨͩ
    ͠ޮ཰ͱ͍͏ҙຯͰ͸྆ऀʹ͸େ͖ͳҧ͍͕͋Δɻ
    

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84. ͳͥͳΒ͹ɺ৽نސ٬ͷ֫ಘʹ͸ɺطଘސ٬ͷϦςϯγϣϯΑΓଟ͘
    ͷίετ͕͔͔Δ͔Βɻ
    

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85. ͦ͜Ͱલ݄͔Βͷऩӹ͕ͲΕ͚ͩܧଓ͞Ε͍ͯΔ͔Λ
    ݟΔ͜ͱ͕ॏཁͱͳΔɻ
    ͦͷͨΊͷࢦඪ͕ϨϕχϡʔɾϦςϯγϣϯ཰ɻ
    

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86. Ϧςϯγϣϯ͕͍͍έʔεʹ஫໨ͯ͠ΈΔɻ
    

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87. 3݄ͷϦςϯγϣϯ཰Λߟ͑ͯΈΔɻ
    1݄ 2݄ 3݄ 4݄
    100%
    

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88. 1݄ 2݄ 3݄ 4݄
    -25%
    1ਓͷސ٬͕νϟʔϯ͍ͯ͠ΔͷͰɺطଘސ٬͔Βͷऩӹͷׂ߹͸ݮΔɻ
    

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89. ͨͩϦςϯγϣϯ͕Α͍ͷͰɺޮ཰ͷྑ͍Ϗδωεʹͳ͍ͬͯΔͱ΋
    ݴ͑Δɻ
    1݄ 2݄ 3݄ 4݄
    75%
    

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90. Ϧςϯγϣϯ͕ѱ͍έʔεʹ஫໨ͯ͠ΈΔɻ
    

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91. 1݄ 2݄ 3݄ 4݄
    100%
    ಉ͡Α͏ʹ3݄ͷϦςϯγϣϯ཰Λߟ͑ͯΈΔɻ
    

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92. 1݄ 2݄ 3݄ 4݄
    -75%
    3ਓͷސ٬͕νϟʔϯ͍ͯ͠ΔͷͰɺطଘސ٬͔Βͷऩӹͷׂ߹͸ݮΔɻ
    

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93. 1݄ 2݄ 3݄ 4݄
    25%
    Ϧςϯγϣϯ͕ѱ͍ͷͰɺޮ཰͕ѱ͍Ϗδωεʹͳ͍ͬͯΔͱݴ͑Δɻ
    

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94. 1݄ 2݄ 3݄ 4݄
    25%
    ͜ͷऩӹͷϦςϯγϣϯͷׂ߹ͷ͜ͱΛϨϕχϡʔɾϦςϯγϣϯ཰
    ͱݺͿɻ
    

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95. 1݄ 2݄ 3݄ 4݄
    25%
    ϨϕχϡʔɾϦςϯγϣϯ཰
    

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96. 1݄ 2݄ 3݄ 4݄
    100%
    75%
    100%
    ϨϕχϡʔɾϦςϯγϣϯ཰͕ߴ͍έʔε
    

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97. ϨϕχϡʔɾϦςϯγϣϯ཰͕௿͍έʔε
    40%
    1݄ 2݄ 3݄ 4݄
    25%
    0%
    

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98. ϨϕχϡʔɾϦςϯγϣϯ཰ΛϞχλʔ͢Δ͜ͱͰϏδωεͷޮ཰ੑ
    Λཧղ͢Δ͜ͱ͕Ͱ͖Δɻ
    

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99. ϨϕχϡʔɾϦςϯγϣϯ཰ʹؔ͢Δ໘ന͍σʔλ͕
    ͋Δɻ
    

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100. 2018೥·ͰʹถࠃͰגࣜެ։ͨ͠ߴ੒௕SaaSاۀͷ
     ϨϕχϡʔɾϦςϯγϣϯ཰ͷதԝ஋͸117%
     

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101. ྫ͑͹BoxͷϨϕχϡʔɾϦςϯγϣϯ཰͸128%
     

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102. ZendeskͷϨϕχϡʔɾϦςϯγϣϯ཰͸123%
     

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103. νϟʔϯ͕ͳ͍݄ͷϨϕχϡʔɾϦςϯγϣϯ཰͸100%ͩͬͨɻͳͥ
     100%Λ௒͑Δͷ͔ɻ
     

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104. ࣮͸͜ͷϨϕχϡʔɾϦςϯγϣϯ཰͸ϓϥϯͷΞοϓάϨʔυ΍μ
     ΢ϯάϨʔυΛՃຯͨ͠ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ͷ
     νϟʔτɻ
     

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105. 1݄ 2݄ 3݄ 4݄
     Ξοϓ
     άϨʔυ
     αϒεΫϦϓγϣϯͷϏδωεͰ͸ϓϥϯͷΞοϓάϨʔυͳͲʹΑ
     Γɺطଘސ٬͔ΒͷऩӹΛ૿΍͢͜ͱ͕Ͱ͖Δɻ
     

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106. View Slide

107. ྫ͑͹Standardϓϥϯ͔ΒߪಡΛ࢝Ίͨͱ͢Δɻ
     107
     

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108. 108
     ΑΓ্ҐͷϓϥϯʹΞοϓάϨʔυ͢Ε͹ಘΒΕΔऩӹ͸૿͑Δɻ
     

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109. ελϯμʔυϓϥϯʢ1ສԁ/݄ʣͱϓϨϛΞϜϓϥϯ
     ʢ2ສԁ/݄ʣɺ2ͭͷϓϥϯΛఏڙ͍ͯͨ͠ͱ͢Δɻ
     

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110. 1݄ 2݄ 3݄ 4݄
     75%
     ϨϕχϡʔɾϦςϯγϣϯ཰͕ߴ͔ͬͨέʔεΛࢥ͍ग़ͯ͠ΈΔɻ
     

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111. 1݄ 2݄ 3݄ 4݄
     Ξοϓ
     άϨʔυ
     Ξοϓ
     άϨʔυ
     ސ٬͕ϓϥϯΛΞοϓάϨʔυ͢Ε͹ɺͦͷސ٬͔ΒಘΒΕΔऩӹ͸
     લ݄ΑΓ૿͑Δɻ͜ͷ૿ऩΛΤΫεύϯγϣϯͱݺͿɻ
     

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112. 1݄ 2݄ 3݄ 4݄
     ΤΫεύϯγϣϯ
     +1ສԁ
     +1ສԁ
     

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113. 1݄ 2݄ 3݄ 4݄
     100%
     վΊͯɺ2݄ͷऩӹΛج४ʹ3݄ͷϨϕχϡʔɾϦςϯγϣϯ཰ʹ͍ͭ
     ͯߟ͑ͯΈΔɻ
     

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114. 1݄ 2݄ 3݄ 4݄
     25%
     2ਓͷސ٬ͷΤΫεύϯγϣϯ͕ൃੜͨ͠ͷͰɺνϟʔϯ͕ൃੜͯ͠΋
     طଘސ٬͔Βͷऩӹ͸૿͑Δɻ
     

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115. 1݄ 2݄ 3݄ 4݄
     125%
     ͢ΔͱϨϕχϡʔɾϦςϯγϣϯ཰͸100%Λ௒͑Δɻ
     

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116. 1݄ 2݄ 3݄ 4݄
     μ΢ϯ
     άϨʔυ
     ҰํͰސ٬͕ϓϥϯΛμ΢ϯάϨʔυ͢Ε͹ɺͦͷސ٬͔ΒಘΒΕΔ
     ऩӹ͸લ݄ΑΓݮΔɻ͜ͷݮऩΛίϯτϥΫγϣϯͱݺͿɻ
     

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117. 1݄ 2݄ 3݄ 4݄
     ίϯτϥΫγϣϯ
     -1ສԁ
     

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118. 1݄ 2݄ 3݄ 4݄
     75%
     ίϯτϥΫγϣϯ͕ൃੜ͠ͳ͔ͬͨ৔߹ͷɺ
     ϨϕχϡʔɾϦςϯγϣϯ཰Λߟ͑ͯΈΔɻ
     

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119. 1݄ 2݄ 3݄ 4݄
     100%
     ଓ͍ͯίϯτϥΫγϣϯ͕ൃੜ͢Δ৔߹ͷ3݄ͷ
     ϨϕχϡʔɾϦςϯγϣϯ཰ʹ͍ͭͯߟ͑ͯΈΔɻ
     

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120. 1݄ 2݄ 3݄ 4݄
     40%
     ̍ਓͷνϟʔϯͱ1ਓͷίϯτϥΫγϣϯ͕ൃੜͨ͠ͷͰɺ݄̏ͷطଘ
     ސ٬͔Βͷऩӹ͸ݮΔɻ
     

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121. 1݄ 2݄ 3݄ 4݄
     60%
     ίϯτϥΫγϣϯ͕ൃੜ͢Δ͜ͱͰɺϨϕχϡʔɾϦςϯγϣϯ཰͸
     ѱԽ͢Δ͜ͱʹͳΔɻ
     

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122. 125%
     1݄ 2݄ 3݄ 4݄
     ͜ͷΑ͏ʹΤΫεύϯγϣϯ΍ίϯτϥΫγϣϯΛߟྀͨ͠Ϩϕ
     χϡʔɾϦςϯγϣϯ཰ͷ͜ͱΛωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
     ͱݺͿɻ
     

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123. 125%
     1݄ 2݄ 3݄ 4݄
     ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
     

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124. 125%
     1݄ 2݄ 3݄ 4݄
     ·ͨωοτɾϨϕχϡʔɾϦςϯγϣϯ཰͕100%Ҏ্ͱͳΔ͜ͱΛ
     ωΨςΟϒɾνϟʔϯͱݺͿɻ
     

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125. ϨϕχϡʔɾϦςϯγϣϯ཰ ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
     ϨϕχϡʔɾϦςϯγϣϯ཰͚ͩΛϞχλʔ͍ͯ͠Δͱɺ࠷ॏཁͳ
     ऩӹͷޮ཰ੑΛݟམͱͯ͠͠·͏ɻ
     

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126. 126
     ࢦඪ ֓ཁ ͳͥඞཁͳͷ͔
     Conversion Rate ݟࠐΈ٬͔Βίϯόʔτͨ͠ސ٬ͷׂ߹ ސ٬֫ಘͷޮ཰ੑ
     ސ٬਺ ༗ྉސ٬ͷ਺ ͲΕ͚ͩͷސ٬͕͍Δͷ͔
     MRR ຖ݄܁Γฦ͞ΕΔऩӹ ͲΕ͚ͩఆظతͳऩӹ͕͋Δͷ͔
     Net New MRR લ݄͔ΒͷMRRͷมԽྔ Ϗδωε͕੒௕͍ͯ͠Δ͔
     Retention Rate લ݄͍ͨސ٬ͷ͏ͪɺࠓ݄΋ଓ͍ͨސ٬ͷׂ߹
     ϓϩμΫτɺαʔϏε͕Ձ஋Λੜ
     Έग़͠ଓ͚͍ͯΔͷ͔ɻ
     Churn Rate લ݄͍ͨސ٬ͷ͏ͪɺࠓ݄νϟʔϯͨ͠ސ٬ͷׂ߹
     ϓϩμΫτɺαʔϏε͕Ձ஋Λੜ
     Έग़͠ଓ͚͍ͯΔͷ͔ɻ
     Net Revenue Retetion
     લ݄ͷސ٬͔Βͷऩӹͷ͏ͪɺࠓ݄΋ଓ͍ͨސ٬͔Βͷऩ
     ӹͷׂ߹
     ऩӹͷޮ཰ੑ
     ࢦඪͷ·ͱΊ
     

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127. • ARPU
     • CLV
     • CAC
     • CAC Payback Period
     • Quick Ratio
     • Unit Economics
     • Burn Rate
     ͦͷଞͷࢦඪ
     

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128. SaaSͷϏδωεΛ੒௕ͤ͞ΔͨΊʹ͸ɺ͜͏͍ͬͨ
     ࢦඪΛϞχλʔ͍ͯ͘͜͠ͱ͕ඞਢͰ͋Δɻ
     

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129. ΞδΣϯμ
     • αϒεΫϦϓγϣϯͷϏδωεϞσϧ
     • ॏཁࢦඪͷ঺հͱܭࢉͷ࢓ํ
     • ࢦඪͷՄࢹԽ
     

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130. αϯϓϧɾμογϡϘʔυ
     

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131. 131
     ࢦඪ ֓ཁ ͳͥඞཁͳͷ͔
     Conversion Rate ݟࠐΈ٬͔Βίϯόʔτͨ͠ސ٬ͷׂ߹ ސ٬֫ಘͷޮ཰ੑ
     ސ٬਺ ༗ྉސ٬ͷ਺ ͲΕ͚ͩͷސ٬͕͍Δͷ͔
     MRR ຖ݄܁Γฦ͞ΕΔऩӹ ͲΕ͚ͩఆظతͳऩӹ͕͋Δͷ͔
     Net New MRR લ݄͔ΒͷMRRͷมԽྔ Ϗδωε͕੒௕͍ͯ͠Δ͔
     Retention Rate લ݄͍ͨސ٬ͷ͏ͪɺࠓ݄΋ଓ͍ͨސ٬ͷׂ߹
     ϓϩμΫτɺαʔϏε͕Ձ஋Λੜ
     Έग़͠ଓ͚͍ͯΔͷ͔ɻ
     Churn Rate લ݄͍ͨސ٬ͷ͏ͪɺࠓ݄νϟʔϯͨ͠ސ٬ͷׂ߹
     ϓϩμΫτɺαʔϏε͕Ձ஋Λੜ
     Έग़͠ଓ͚͍ͯΔͷ͔ɻ
     Net Revenue Retetion
     લ݄ͷސ٬͔Βͷऩӹͷ͏ͪɺࠓ݄΋ଓ͍ͨސ٬͔Βͷऩ
     ӹͷׂ߹
     ऩӹͷޮ཰ੑ
     ຊ೔ՄࢹԽ͢Δࢦඪ
     

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132. Net New MRR
     MRR ސ٬਺ ίϯόʔδϣϯ཰
     ίϯόʔδϣϯ཰
     

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133. Part 2
     

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134. σʔλͷΠϯϙʔτ
     134
     

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135. • ͋ΔSaaSαʔϏεͷࢧ෷͍ʹؔ͢Δσʔλɻ
     • ֤ߦ͕1ࢧ෷͍ͷ৘ใɻ
     • ֤ྻ͸ͦΕͧΕͷҎԼͷΑ͏ͳଐੑΛද͢:
     • ࢧ෷͍೔ɺސ٬͝ͱʹϢχʔΫIDɺࢧ෷ֹ͍ۚ
     135
     ࢧ෷͍σʔλ
     

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136. σʔλϑϨʔϜͷϓϥεϘλϯ( + )͔ΒσʔλɾΧλϩάΛબͿ
     136
     

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137. αʔνϘοΫεʹsaas paymentͱೖྗͯ͠ݕࡧ͢Δɻ
     137
     

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138. σʔλͷ৘ใΛݟ͍ͨ৔߹͸։͘ϘλϯΛΫϦοΫ͢Δɻ
     138
     

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139. Metadataλϒ͔Βσʔλͷઆ໌Λ֬ೝͰ͖Δɻ
     139
     

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140. ΠϯϙʔτϘλϯΛΫϦοΫͯ͠σʔλΛΠϯϙʔτ͢Δɻ
     140
     

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141. อଘΛΫϦοΫ͢Δɻ
     141
     

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142. 142
     σʔλΛΠϯϙʔτ͢Δ͜ͱ͕Ͱ͖ͨɻ
     

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143. ࢧ෷೔ ސ٬ID ࢧ෷ֹ͍ۚ
     

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144. • ސ٬਺
     • MRR
     • Net New MRR
     • Conversion Rate
     

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145. ·ͣ͸ݱࡏͷސ٬਺Λܭࢉ͢Δɻ
     145
     

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146. 146
     ސ٬਺Λܭࢉ͢ΔͨΊʹνϟʔτɾϏϡʔʹҠಈ͢Δɻ
     

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147. 147
     • νϟʔτͷλΠϓʹφϯόʔΛબ୒͢Δɻ
     • ஋ʹuseridɺूܭؔ਺ʹҰҙͳ਺ʢuniqueʣΛબ୒͢Δɻ
     ސ٬਺Λܭࢉ͢ΔͨΊʹνϟʔτɾϏϡʔʹҠಈ͢Δɻ
     

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148. ސ٬ͷ਺͕ूܭͰ͖ͨɻ
     148
     

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149. 149
     ͨͩ͠ɺ͜Ε͸աڈ͔ΒݱࡏʹࢸΔ·Ͱ૯ސ٬਺ͱͳΔɻސ٬͸
     νϟʔϯ͢ΔͷͰ࠷৽݄ʹࢧ෷͍ཤྺ͕͋Δuseridͷ਺Λूܭ͢Δඞ
     ཁ͕͋Δɻ
     

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150. ͦ͜ͰɺνϟʔτϨϕϧɾϑΟϧλΛ࡞੒ͯ͠ɺ࠷৽݄ͷσʔλʹϑΟ
     ϧλ͢Δɻ
     150
     

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151. 151
     • ྻʹpayment_dateΛબ୒͢Δɻ
     • ϑΟϧλԋࢉࢠʹ౳͍͠Λબ୒͢Δɻ
     • ஋ͷλΠϓʹ೥/݄Λબ୒͢Δɻ
     • ूܭؔ਺Λબ୒͢Δɻ
     • ࠷େ஋ʢmaxʣΛબ୒͢Δɻ
     

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152. 152
     ௚݄ۙͷސ٬਺ͷܭࢉ͕Ͱ͖ͨɻ
     

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153. 153
     ͨͩ͠ɺ͜͏͍ͬͨࢧ෷͍σʔλ͸݄ͷ్த·Ͱͷਐḿதͷσʔλʹ
     ͳ͍ͬͯΔ͜ͱ͕͋ΔͷͰɺ࠷৽݄͕֬ఆ͍ͯ͠ͳ͍ɻ
     

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154. 154
     ਐḿதͷσʔλ
     લ݄·Ͱͷσʔλ
     ࠓճ͸֬ఆͨ͠ސ٬਺Λݟ͍ͨͷͰɺࠓ݄Ͱ͸ͳ͘લ݄·Ͱͷσʔλ
     ʹߜΔɻ
     

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155. 155
     ͦ͏͍ͬͨσʔλΛݟ͍ͨͱ͖ʹ͸ઌఔͱಉ༷ʹνϟʔτɾϨϕϧͷ
     ϑΟϧλΛར༻ͯ͠΋ྑ͍ͷ͕ͩɺεςοϓɾϨϕϧɾϑΟϧλΛར
     ༻ͯ͠σʔλશମΛϑΟϧλ͢Δ͜ͱ͕Ͱ͖Δɻ
     νϟʔτɾϑΟϧλ
     εςοϓɾϑΟϧλ
     

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156. 156
     νϟʔτɾϨϕϧɾϑΟϧλ͸νϟʔτ͝ͱʹϑΟϧλ͢Δ಺༰Λܾ
     ΊΒΕΔͨΊɺଞͷνϟʔτͰ࡞੒ͨ͠ϑΟϧλͷӨڹΛड͚ͳ͍ɻ
     

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157. payment_dateͷྻϔομʔϝχϡʔ͔Β೥ / ݄ɺΑΓલΛબ୒͢Δ
     157
     

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158. 158
     2݄Ҏલ
     2݄ΑΓલ
     ҎલͱΑΓલͷҧ͍
     

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159. 159
     ूܭؔ਺Λબ୒͠ɺ࠷େ஋ʢmaxʣΛબ୒͢Δɻ
     

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160. 1݄຤·ͰͷσʔλʹߜΓࠐΉ͜ͱ͕Ͱ͖ͨɻ
     160
     

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161. 161
     ͨͩ͠ɺνϟʔτϏϡʔʹ໭ͬͯ΋νϟʔτʹมԽ͕ͳ͍ɻ
     

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162. 162
     ϐϯΛϑΟϧλͷεςοϓʹҠಈ͢Δ͜ͱͰ1݄຤·Ͱͷσʔλʹߜ
     ΓࠐΉ͜ͱ͕Ͱ͖Δɻ
     

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163. 1݄ͷސ٬਺ͷՄࢹԽ͕Ͱ͖ͨɻ
     163
     

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164. 164
     νϟʔτͷλϒϝχϡʔ͔Β໊લͷมߋΛબ୒͢Δɻ
     

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165. νϟʔτͷ໊લΛPaid Customerʹมߋ͢Δɻ
     165
     

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166. ސ٬਺ͷφϯόʔ͕࡞੒Ͱ͖ͨɻ
     166
     

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167. • ސ٬਺
     • MRR
     • Net New MRR
     • Conversion Rate
     

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168. 168
     ࣍ʹMRRΛܭࢉ͢Δɻ
     

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169. ઌఔͷ༗ྉސ٬਺ͷφϯόʔͷνϟʔτΛෳ੡͢Δɻ
     

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170. νϟʔτΛෳ੡͢Δͱɺઌఔ࡞੒ͨ͠ϑΟϧλ΋ෳ੡͞ΕΔͷͰɺ஋
     Λมߋ͢Δ͚ͩͰɺ௚ۙͷMRRͷܭࢉ͕ՄೳͱͳΔɻ
     

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171. ஋ʹamountΛબ୒ͯ͠ɺूܭؔ਺ʹ߹ܭ஋ʢsumʣΛબ୒͢Δɻ
     

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172. MRRͷφϯόʔ͕࡞੒Ͱ͖ͨɻ
     172
     

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173. 173
     νϟʔτͷλϒϝχϡʔ͔Β໊લͷมߋΛબ୒͢Δɻ
     

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174. νϟʔτͷ໊લΛMRRʹมߋ͢Δɻ
     174
     

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175. • ސ٬਺
     • MRR
     • Net New MRR
     • Conversion Rate
     

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176. 176
     ଓ͍ͯMRRͱNet new MRRͷτϨϯυΛόʔνϟʔτͰՄࢹԽ͢Δɻ
     

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177. 177
     • νϟʔτλΠϓʹόʔΛબ୒͢Δɻ
     • X࣠ʹpayment_dateɺεέʔϧʹ݄ʹؙΊॲཧΛબ୒͢Δɻ
     • Y࣠ʹamountΛબ୒͢Δɻ
     

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178. MRR͕ՄࢹԽͰ͖ͨɻ
     178
     

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179. ଓ͍ͯNet New MRR΋ՄࢹԽ͢ΔͨΊʹY2࣠ʹamountΛબ୒͢Δɻ
     179
     

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180. 180
     0ԁ
     1݄ 2݄ 3݄ 4݄
     1ສԁ
     2ສԁ
     ౰݄ͷMRRͱલ݄ͷMRRͷ͕ࠩωοτɾχϡʔ MRRͱͳΔɻ
     

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181. 181
     લ݄ͷMRRͱͷࠩΛܭࢉ͢ΔͨΊʹɺY2࣠ϝχϡʔΑΓදܭࢉΛબ
     ୒͢Δɻ
     

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182. 182
     • ܭࢉͷλΠϓࠩΛબ୒͢Δɻ
     • ࠩͷܭࢉํ๏ʹલͷ஋ʢlagʣΛબ୒͢Δɻ
     

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183. 183
     ࠷ޙʹόʔɾνϟʔτɾλΠϓʹԣฒͼΛબ୒͢Δɻ
     

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184. MRRͱNet New MRRͷՄࢹԽ͕Ͱ͖ͨɻ
     184
     

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185. 185
     νϟʔτͷλϒϝχϡʔ͔Β໊લͷมߋΛબ୒͢Δɻ
     

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186. MRR and Net new MRRʹνϟʔτͷ໊শΛมߋ͢Δɻ
     186
     

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187. • ސ٬਺
     • MRR
     • Net New MRR
     • Conversion Rate
     

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188. 188
     ࠷ޙʹίϯόʔδϣϯ཰ΛܭࢉɺՄࢹԽ͢Δɻ
     

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189. ίϯόʔδϣϯ͸ࢧ෷͍͕ൃੜ͢Δલ·Ͱͷ࿩ͳͷ
     Ͱɺ͜͜Ͱ͸ίϯόʔδϣϯͷσʔλΛར༻͢Δɻ
     

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190. • ͋ΔSaaSαʔϏεͷίϯόʔδϣϯʹؔ͢ΔσʔλɻαΠϯΞοϓ
     ͢Δͱ30೔ͷແྉτϥΠΞϧΛ࢝ΊΔ͜ͱ͕Ͱ͖Δɻ
     • ֤ߦ͕1αΠϯΞοϓͷ৘ใɻ
     • ֤ྻ͸ͦΕͧΕͷҎԼͷΑ͏ͳଐੑΛද͢:
     • ސ٬IDɺτϥΠΞϧͷ։࢝೔ɺίϯόʔτ͔ͨ͠Ͳ͏͔
     190
     ίϯόʔδϣϯɾσʔλ
     

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191. σʔλϑϨʔϜͷϓϥεϘλϯ( + )͔ΒσʔλɾΧλϩάΛબͿ
     191
     

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192. αʔνϘοΫεʹsaas conversionͱೖྗͯ͠ݕࡧ͢Δɻ
     192
     

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193. σʔλͷ৘ใΛݟ͍ͨ৔߹͸։͘ϘλϯΛΫϦοΫ͢Δɻ
     193
     

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194. Metadataλϒ͔Βσʔλͷઆ໌Λ֬ೝͰ͖Δɻ
     194
     

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195. ΠϯϙʔτϘλϯΛΫϦοΫͯ͠σʔλΛΠϯϙʔτ͢Δɻ
     195
     

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196. อଘΛΫϦοΫ͢Δɻ
     196
     

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197. 197
     σʔλΛΠϯϙʔτ͢Δ͜ͱ͕Ͱ͖ͨɻ
     

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198. 198
     τϥΠΞϧ։࢝೔
     ސ٬ID ίϯόʔτ͔ͨ͠Ͳ͏͔
     

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199. 199
     ࠷ॳʹίϯόʔδϣϯ཰Λܭࢉ͢Δɻ
     

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200. 200
     ίϯόʔδϣϯ཰Λܭࢉ͢ΔͨΊʹνϟʔτɾϏϡʔʹҠಈ͢Δɻ
     

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201. 201
     • νϟʔτͷλΠϓʹφϯόʔΛબ୒͢Δɻ
     • ஋ʹconvertedΛબ୒͢Δɻ
     

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202. 202
     ίϯόʔτ͍ͯ͠Δ͔Ͳ͏͔ʢConvertedʣͷTRUEͷ਺ɺ͢ͳ͸ͪί
     ϯόʔδϣϯ਺͸ूܭͰ͖͕ͨɺࠓճܭࢉ͍ͨ͠ͷ͸ίϯόʔδϣϯ
     ཰ɺͭ·Γ͸TRUEͷׂ߹Ͱ͋Δɻ
     

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203. 203
     ूܭؔ਺ʹTRUEͷׂ߹(%)Λબ୒͢Δɻ
     

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204. ίϯόʔδϣϯ཰͕ूܭͰ͖ͨɻ
     204
     

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205. ઌఔͱಉ༷ʹશମͷίϯόʔδϣϯ཰͕ूܭ͞Ε͍ͯΔͷͰɺ࠷৽݄
     ͷσʔλʹϑΟϧλ͢Δɻ
     205
     

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206. 206
     • ྻʹtrial_start_dateΛબ୒͢Δɻ
     • ϑΟϧλԋࢉࢠʹ౳͍͠Λબ୒͢Δɻ
     • ஋ͷλΠϓʹ೥/݄Λબ୒͢Δɻ
     • ूܭؔ਺Λબ୒͢Δɻ
     • ࠷େ஋ʢmaxʣΛબ୒͢Δɻ
     

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207. 207
     ௚݄ۙͷίϯόʔδϣϯ཰ͷܭࢉ͕Ͱ͖ͨɻ
     

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208. 208
     νϟʔτͷλϒϝχϡʔ͔Β໊લͷมߋΛબ୒͢Δɻ
     

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209. νϟʔτͷ໊લΛMRRʹมߋ͢Δɻ
     209
     

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210. 210
     ଓ͍ͯίϯόʔδϣϯ཰ͷτϨϯυΛܭࢉɺՄࢹԽ͢Δɻ
     

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211. 211
     ৽͍͠νϟʔτΛ࡞੒͢Δɻ
     

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212. 212
     • νϟʔτλΠϓʹϥΠϯΛબ୒͢Δɻ
     • X࣠ʹTrial_Start_DateΛબ୒͢Δɻ
     • Y࣠ʹConvertedΛબ୒͢Δɻ
     

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213. ຖ݄ͷίϯόʔτ਺͸ՄࢹԽ͕Ͱ͖͕ͨɺࠓճ஌Γ͍ͨͷ͸ίϯόʔ
     δϣϯ཰ɻ
     213
     

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214. 214
     Y࣠ͷεέʔϧʹTRUEͷׂ߹ʢ%ʣΛબ୒͢Δ
     

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215. ίϯόʔδϣϯ཰ͷνϟʔτ͕࡞੒Ͱ͖ͨɻ
     215
     

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216. λϒϝχϡʔ͔Βνϟʔτͷ໊শมߋ͕Մೳɻ
     

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217. Q & A
     

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218. ࣍ճηϛφʔ
     

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219. EXPLORATORY
     SaaS ΞφϦςΟΫε
     ϫʔΫγϣοϓ #2
     جૅฤ
     

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220. • ୈ1ճɿ SaaSͷ࠷ॏཁKPI ͱͦͷՄࢹԽ Part 1
     • ୈ2ճɿ SaaSͷ࠷ॏཁKPI ͱͦͷՄࢹԽ Part 2 - 5݄7೔ʢ໦ʣ
     • ୈ3ճɿ ϢʔβʔͷΤϯήʔδϝϯτΛܭଌ͢Δํ๏
     • ୈ4ճɿ ίϗʔτ෼ੳ Part 1
     • ୈ5ճɿ ίϗʔτ෼ੳ Part 2
     • ୈ6ճɿ NPSͷܭࢉͱࣗ༝هड़ͷςΩετ෼ੳ
     SaaS ΞφϦςΟΫε
     

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222. 5݄ΦϯϥΠϯ൛ͷ։࠵
     ฏ೔൛ɿ26೔ʢՐʣɺ27೔ʢਫʣɺ28೔ʢ໦ʣ
     

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223. • ϓϩάϥϛϯάͳ͠
     RݴޠͷUIͰ͋ΔExploratoryΛ෼ੳπʔϧͱͯ͠࢖༻͢ΔͨΊडߨத͸ɺϏδωεͷ
     ໰୊Λղܾ͢ΔͨΊʹඞཁͳσʔλαΠΤϯεͷख๏ͷशಘʹ100ˋूதͰ͖Δ
     
     • ෼ੳπʔϧͷϕϯμʔϩοΫΠϯͳ͠
     ExploratoryͰͷ࡞ۀ͸શͯಠཱͨ͠ΦʔϓϯιʔεͷR؀ڥͰ࠶ݱ͕Մೳ
     
     • ϏδωεͰ࢖͑ΔࢥߟྗͱεΩϧͷशಘ
     σʔλαΠΤϯεͷεΩϧशಘ͚ͩͰͳ͘ɺσʔλ෼ੳʹඞཁͳࢥߟྗ΋शಘͰ͖Δ
     ಛ௃
     

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224. ࿈བྷઌ
     ϝʔϧ
     ikuya@exploratory.io
     ΢ΣϒαΠτ
     https://ja.exploratory.io
     ϒʔτΩϟϯϓɾτϨʔχϯά
     https://ja.exploratory.io/training-jp
     Twitter
     @Ikuyamm
     

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225. EXPLORATORY
     225
     

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