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SaaS アナリティクス ワークショップ #2 - SaaSの最重要KPI とその可視化 Part 2

Ikuya Murasato
May 07, 2020
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SaaS アナリティクス ワークショップ #2 - SaaSの最重要KPI とその可視化 Part 2

Ikuya Murasato

May 07, 2020
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  1. 1
    EXPLORATORY
    SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #2
    ࠷ॏཁKPIͱͦͷՄࢹԽ Part 2

    View Slide

  2. EXPLORATORY

    View Slide

  3. 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

    View Slide

  4. Vision
    ͢΂ͯͷਓ͕σʔλΛ࢖ͬͯ
    ΑΓΑ͍ҙࢥܾఆΛ͢Δ
    4

    View Slide

  5. 5
    Mission
    σʔλαΠΤϯεͷຽओԽ

    View Slide

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

    View Slide

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

    View Slide

  10. 10
    EXPLORATORY
    SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #2
    ࠷ॏཁKPIͱͦͷՄࢹԽ Part 2

    View Slide

  11. 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. 12
    ΞδΣϯμ
    • ࢦඪͷՄࢹԽͷͨΊͷσʔλͷՃ޻ͱूܭ
    • μογϡϘʔυͷ࡞Γํ

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  13. 13
    ΞδΣϯμ
    • ࢦඪͷՄࢹԽͷͨΊͷσʔλͷՃ޻ͱूܭ
    • μογϡϘʔυͷ࡞Γํ

    View Slide

  14. 14
    લճ͸αϒεΫϦϓγϣϯɾϏδωεͷ
    ॏཁࢦඪΛ঺հͨ͠ɻ

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  15. 15
    લճ঺հͨ͠ࢦඪ
    ࢦඪ ֓ཁ ͳͥඞཁͳͷ͔
    ίϯόʔδϣϯ཰ ݟࠐΈ٬͔Βίϯόʔτͨ͠ސ٬ͷׂ߹ ސ٬֫ಘͷޮ཰ੑ
    ސ٬਺ ༗ྉސ٬ͷ਺ ͲΕ͚ͩͷސ٬͕͍Δͷ͔
    MRR ຖ݄܁Γฦ͞ΕΔऩӹ ͲΕ͚ͩఆظతͳऩӹ͕͋Δͷ͔
    χϡʔ MRR ৽نސ٬͔Βͷऩӹ ͲΕ͚ͩ৽͍͠ऩӹ͕͋Δͷ͔
    νϟʔϯ MRR ސ٬ͷղ໿ʹΑΓࣦͬͨऩӹ ͲΕ͚ͩऩӹ͕ݮΔͷ͔
    ωοτɾχϡʔ MRR લ݄͔ΒͷMRRͷมԽྔ Ϗδωε͕੒௕͍ͯ͠Δ͔
    ϨϕχϡʔɾϦςϯγϣϯ཰ લ݄ͷސ٬͔Βͷऩӹͷ͏ͪɺࠓ݄΋ଓ͍ͨސ٬͔Βͷऩӹͷׂ߹ ऩӹͷޮ཰ੑ
    ΤΫεύϯγϣϯ ϓϥϯͷΞοϓϨʔυʹΑΓ૿Ճͨ͠ऩӹ ͲΕ͚ͩऩӹ͕ݮΔͷ͔
    ίϯτϥΫγϣϯ ϓϥϯͷμ΢ϯάϨʔυͳͲʹΑΓࣦͬͨऩӹ Ϗδωε͕੒௕͍ͯ͠Δ͔
    ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ ΤΫεύϯγϣϯ΍ίϯτϥΫγϣϯΛؚΊͨϨϕχϡʔɾϦςϯγϣϯ཰ ऩӹͷޮ཰ੑ

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  16. 16
    ͦͯ͠ɺ͜ΕΒͷࢦඪͷμογϡϘʔυΛ࡞੒͢ΔͨΊʹνϟʔτΛ
    ͍͔ͭ͘࡞੒ͨ͠ɻ

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  17. 17
    લճ࡞੒ͨ͠φϯόʔ΍νϟʔτ

    View Slide

  18. 18
    Net New MRR
    MRR ސ٬਺ ίϯόʔδϣϯ཰
    ίϯόʔδϣϯ཰

    View Slide

  19. 19
    ࠓճ࡞੒͢Δφϯόʔ΍νϟʔτ

    View Slide

  20. 20
    ΧελϚʔɾϦςϯγϣϯ཰
    ωοτɾϨϕχϡʔ
    Ϧςϯγϣϯ཰

    View Slide

  21. 21
    ࠓճɺूܭɾՄࢹԽ͢Δࢦඪ
    ࢦඪ ֓ཁ ͳͥඞཁͳͷ͔
    ΧελϚʔɾϦςϯγϣϯ཰ લ݄͍ͨސ٬ͷ͏ͪɺࠓ݄΋ଓ͍ͨސ٬ͷׂ߹
    ϓϩμΫτɺαʔϏε͕Ձ஋Λ
    ੜΈग़͠ଓ͚͍ͯΔͷ͔ɻ
    ΧελϚʔνϟʔϯ཰ લ݄͍ͨސ٬ͷ͏ͪɺࠓ݄νϟʔϯͨ͠ސ٬ͷׂ߹
    ϓϩμΫτɺαʔϏε͕Ձ஋Λ
    ੜΈग़͠ଓ͚͍ͯΔͷ͔ɻ
    ϨϕχϡʔɾϦςϯγϣϯ཰ લ݄ͷސ٬͔Βͷऩӹͷ͏ͪɺࠓ݄΋ଓ͍ͨސ٬͔Βͷऩӹͷׂ߹ ऩӹͷޮ཰ੑ
    ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ ΤΫεύϯγϣϯ΍ίϯτϥΫγϣϯΛؚΊͨϨϕχϡʔɾϦςϯγϣϯ཰ ऩӹͷޮ཰ੑ

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  22. 22
    ΧελϚʔɾϦςϯγϣϯ཰

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  23. ΧελϚʔɾϦςϯγϣϯ཰
    23

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  24. 1݄ 2݄ 3݄ 4݄
    ৽نސ٬ طଘސ٬
    ҎԼͷΑ͏ͳϏδωε͕͋ͬͨͱ͢Δɻ
    24

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  25. 1݄ 2݄ 3݄ 4݄
    2݄ʹ͸4ਓͷސ٬͕͍ͯɺ3݄ʹ͸3ਓͷސ٬͕αʔϏεΛܧଓͨ͜͠
    ͱʹͳΔɻ
    ৽نސ٬ طଘސ٬
    4ਓ
    3ਓ
    25

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  26. 1݄ 2݄ 3݄ 4݄
    4ਓ
    3ਓ
    Ϗδωε͕݈શʹ੒௕͢Δʹ͸ɺސ٬͕ܧଓ͢Δ͜ͱ͕ॏཁͱͳΔͨ
    Ίɺސ٬ΛͲΕ͚ͩϦςϯγϣϯͰ͖͍ͯΔ͔ΛϞχλʔ͢Δ͜ͱʹ
    ͳΔɻ
    75%
    26

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  27. ͦͷࢦඪͷ͜ͱΛΧελϚʔɾϦςϯγϣϯ཰ͱݺͿɻ
    1݄ 2݄ 3݄ 4݄
    4ਓ
    3ਓ
    75%
    27

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  28. ΧελϚʔɾϦςϯγϣϯ཰
    1݄ 2݄ 3݄ 4݄
    75%
    લ݄͔Βͷܧଓސ٬਺
    લ݄ͷ૯ސ٬਺
    28

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  29. 1ਓ
    ٯʹܧଓͨ͠ސ٬Ͱ͸ͳ͘ɺνϟʔϯͨ͠ސ٬ͷׂ߹ʹ஫໨͢Δ͜ͱ
    ΋͋Γɺͦͷࢦඪͷ͜ͱΛΧελϚʔɾνϟʔϯ཰ͱݺͿɻ
    1݄ 2݄ 3݄ 4݄
    25%
    4ਓ
    29

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  30. νϟʔϯ
    1݄ 2݄ 3݄ 4݄
    25%
    ΧελϚʔɾνϟʔϯ཰
    νϟʔϯͨ͠ސ٬਺
    લ݄ͷ૯ސ٬਺
    30

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  31. 31
    ΧελϚʔɾϦςϯγϣϯ཰Λܭࢉͯ͠ɺτϨϯυΛՄࢹԽ͢Δɻ

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  32. • ͋ΔSaaSαʔϏεͷࢧ෷͍ʹؔ͢Δσʔλɻ
    • ֤ߦ͕1ࢧ෷͍ͷ৘ใɻ
    • ֤ྻ͸ͦΕͧΕͷҎԼͷΑ͏ͳଐੑΛද͢:
    • ࢧ෷͍೔ɺސ٬͝ͱʹϢχʔΫIDɺࢧ෷ֹ͍ۚ
    32
    ࢧ෷͍σʔλ

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  33. 33
    ࢧ෷೔ ސ٬ID ࢧ෷ֹ͍ۚ

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  34. 34
    ୯७ʹސ٬਺Λूܭ͢Δ͚ͩͰ͋Ε͹ɺνϟʔτͰՄࢹԽ͢Ε͹ྑ͍ɻ

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  35. 35
    ͨͩ͠σʔλʹ͸ΧελϚʔɾϦςϯγϣϯ཰ͷܭࢉʹඞཁͳɺલ݄
    ͔Βͷܧଓސ٬਺͋ͬͨΓɺલ݄ͷސ٬਺ͱ͍ͬͨ৘ใ͕ͳ͍ɻ
    લ݄͔Βͷܧଓސ٬਺
    લ݄ͷސ٬਺

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  36. 36
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰
    ͦ͜ͰΧελϚʔɾϦςϯγϣϯ཰Λܭࢉ͢ΔͨΊʹɺҎԼͷΑ͏ʹ
    ࢧ෷͍σʔλΛՃ޻͢Δඞཁ͕͋Δɻ

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  37. 37
    ͲͷΑ͏ʹΧελϚʔɾϦςϯγϣϯ཰ͷܭࢉ͍͔ͯ͘͠ɺॱΛ௥ͬ
    ͯઆ໌͍ͯ͘͠ɻ
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰

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  38. 38
    Ϧςϯγϣϯ཰ = લ݄͔Βͷܧଓސ٬਺ / લ݄ͷސ٬਺
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰

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  39. 39
    લ݄͔Βͷܧଓސ٬਺ = શސ٬਺ − ৽نސ٬਺
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰

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  40. 40
    લ݄ͷސ٬਺ = લͷ݄ʢߦʣͷશސ٬਺
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰

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  41. 41
    શސ٬਺ = ࢧ෷͍σʔλͷूܭ஋
    ࢧ෷͍݄ શސ٬਺

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  42. 42
    ࣮ࡍͷσʔλͰ΍ͬͯΈΔɻ

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  43. 43
    ·ͣ͸݄͝ͱͷސ٬਺Λूܭ͢Δɻ
    ࢧ෷͍݄ શސ٬਺

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  44. 44
    ࢧ෷͍೔ ސ٬ID
    2016-01-17 A
    2016-02-01 B
    2016-02-07 C
    2016-03-05 C
    2016-03-13 E
    2016-03-20 F
    ࢧ෷͍݄ ސ٬਺
    2016-01-01 1
    2016-02-01 2
    2016-03-01 3
    ूܭʢSummarizeʣ

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  45. 45
    લճɺར༻ͨ͠ࢧ෷͍σʔλͷσʔλϑϨʔϜΛར༻͢Δɻ

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  46. 46
    payment_dateͷྻϔομʔϝχϡʔ͔ΒɺूܭΛબ୒͢Δɻ

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  47. 47
    άϧʔϓԽʹpayment_dateΛબ୒͠ɺεέʔϧʹ݄ͰؙΊॲཧΛ
    બ୒͢Δɻ

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  48. 48
    ֹ݄αʔϏεͰ͸ຖ݄ͷࢧ෷͍͸Ұ౓ͱͳΔͨΊɺߦͷ਺Λूܭͯ͠
    ΋ސ٬਺ͷूܭ͸Ͱ͖Δɻ

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  49. 49
    ͨͩͳΜΒ͔ͷཧ༝Ͱෳ਺ճͷࢧ෷͍͕ൃੜ͢ΔՄೳੑͷ͋ΔͷͰɺ
    ஋ʹuseridΛબ୒͠ɺूܭؔ਺ʹҰҙͳ਺ΛʢuniqueʣΛબ୒͢Δɻ

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  50. 50
    ৽͍͠ྻ໊Λcustomerʹมߋ͢Δɻ

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  51. 51
    ݄͝ͱͷސ٬਺͕ूܭͰ͖ͨɻ

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  52. 52
    ݄͝ͱͷશސ٬਺͕ूܭͰ͖ͨɻ
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰

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  53. 53
    ଓ͍ͯલ݄ͷސ٬਺Λܭࢉ͢Δɻ
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰

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  54. 54
    લ݄ͷސ٬਺Λ࣋ͬͯ͘Δɻ

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  55. 55
    lag(customer)
    લͷߦͷ஋Λऔಘ͍ͨ͠ͱ͖͸lagؔ਺Λ࢖͏ɻ

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  56. 56
    લ݄͔Βܧଓͨ͠ސ٬ͷ਺ͷྻΛ࡞੒͢ΔͨΊʹcustomerͷྻϔομʔ
    ϝχϡʔ͔ΒܭࢉΛ࡞੒ʢMutateʣΛબ୒͢Δɻ

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  57. 57
    ܭࢉΤσΟλʹɺlag(customer)ͱೖྗ͢Δɻ

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  58. 58
    ৽͘͠ྻΛ࡞੒Λબ୒͠ɺྻ໊Λlast_month_customerʹ͢Δɻ

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  59. 59
    લ݄ͷސ٬਺͕ूܭͰ͖ͨɻ

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  60. 60
    ଓ͍ͯલ݄͔Βͷܧଓސ٬਺Λूܭ͢Δɻ
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰

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  61. 61
    1݄ 2݄ 3݄ 4݄
    લ݄͔Βͷܧଓސ٬਺ = શސ٬਺ − ৽نސ٬਺

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  62. 62
    ࢧ෷͍݄ શސ٬਺ ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰
    ͢Ͱʹશސ٬਺ͷྻ͸͋ΔͷͰɺ৽نސ٬਺Λूܭͯ͠ɺલ݄͔Βͷ
    ܧଓސ٬਺͕ܭࢉͰ͖ΔΑ͏ʹ͢Δɻ

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  63. 63
    σʔλʹ࠷ॳͷࢧ෷͍͔Ͳ͏͔ͷϑϥά͕͋Ε͹ɺͦͷ਺Λूܭ͢Δ
    ͜ͱͰ৽نސ٬਺͕෼͔Δɻ
    ࢧ෷͍೔ ސ٬໊
    2016-01-17 John
    2016-02-01 Nancy
    2016-02-17 John
    2016-02-22 Tom
    2016-03-01 Nancy
    2016-03-17 John
    2016-03-22 Tom
    2016-04-01 Nancy
    2016-04-17 John
    ࢧ෷͍೔ ސ٬໊ ࠷ॳͷࢧ෷͍
    2016-01-17 John TRUE
    2016-02-17 John FALSE
    2016-03-17 John FALSE
    2016-04-17 John FALSE
    2016-02-01 Nancy TRUE
    2016-03-01 Nancy FALSE
    2016-04-01 Nancy FALSE
    2016-02-22 Tom TRUE
    2016-03-22 Tom FALSE

    View Slide

  64. 64
    ࢧ෷͍೔ ސ٬໊
    2016-01-17 John
    2016-02-01 Nancy
    2016-02-17 John
    2016-02-22 Tom
    2016-03-01 Nancy
    2016-03-17 John
    2016-03-22 Tom
    2016-04-01 Nancy
    2016-04-17 John
    ސ٬͝ͱͷࢧ෷͍೔ͷ࠷খ஋͕෼͔Ε͹͜ͷϑϥά͸෇͚ΒΕΔɻͦ
    ͜Ͱɺ·ͣ͸minؔ਺Λ࢖ͬͯࢧ෷͍೔ͷ࠷খ஋Λऔಘ͢Δɻ
    ࢧ෷͍೔ ސ٬໊ ࠷ॳͷࢧ෷͍
    2016-01-17 John 2016-01-17
    2016-02-17 John 2016-01-17
    2016-03-17 John 2016-01-17
    2016-04-17 John 2016-01-17
    2016-02-01 Nancy 2016-02-01
    2016-03-01 Nancy 2016-02-01
    2016-04-01 Nancy 2016-02-01
    2016-02-22 Tom 2016-02-22
    2016-03-22 Tom 2016-02-22
    min(ࢧ෷͍೔)

    View Slide

  65. 65
    ࣮ࡍͷσʔλͰ΍ͬͯΈΔɻ

    View Slide

  66. 66
    ࠷ॳͷࢧ෷͍͔Ͳ͏͔Λܭࢉ͢ΔͨΊʹɺpayment_dateͷྻϔο
    μʔϝχϡʔ͔ΒܭࢉΛ࡞੒ʢMutateʣΛબ୒͢Δɻ

    View Slide

  67. 67
    ࢦఆͨ͠ྻͷ࠷খ஋Λܭࢉ͢Δminؔ਺Λར༻ͯ͠ɺܭࢉΤσΟλʹ
    min(payment_date)ͱೖྗ͢Δɻ

    View Slide

  68. 68
    ৽͘͠ྻΛ࡞੒Λબ୒͠ɺྻ໊Λis_first_paymentʹ͢Δɻ

    View Slide

  69. 69
    શͯͷߦ͕ಉ͡೔ʹͳ͍ͬͯΔɻ͜Ε͸ސ٬͝ͱͷࢧ෷͍೔ͷ࠷খ஋
    Ͱ͸ͳ͘ɺσʔλશମͷࢧ෷͍೔ͷ࠷খ஋͕ܭࢉ͞ΕͨͨΊɻ

    View Slide

  70. 70
    ސ٬͝ͱʹάϧʔϓʹ෼͚ͯɺͦͷάϧʔϓͷதͰͷ࠷খ஋Λܭࢉ͢
    Δඞཁ͕͋Δɻ
    ࢧ෷͍೔ ސ٬໊
    2016-01-17 John
    2016-02-01 Nancy
    2016-02-17 John
    2016-02-22 Tom
    2016-03-01 Nancy
    2016-03-17 John
    2016-03-22 Tom
    2016-04-01 Nancy
    2016-04-17 John
    ࢧ෷͍೔ ސ٬໊ ࠷ॳͷࢧ෷͍
    2016-01-17 John 2016-01-17
    2016-02-17 John 2016-01-17
    2016-03-17 John 2016-01-17
    2016-04-17 John 2016-01-17
    2016-02-01 Nancy 2016-02-01
    2016-03-01 Nancy 2016-02-01
    2016-04-01 Nancy 2016-02-01
    2016-02-22 Tom 2016-02-22
    2016-03-22 Tom 2016-02-22
    ࢧ෷͍೔ ސ٬໊
    2016-01-17 John
    2016-02-17 John
    2016-03-17 John
    2016-04-17 John
    2016-02-01 Nancy
    2016-03-01 Nancy
    2016-04-01 Nancy
    2016-02-22 Tom
    2016-03-22 Tom

    View Slide

  71. 71
    ࢧ෷͍೔ ސ٬໊
    2016-01-17 John
    2016-02-01 Nancy
    2016-02-17 John
    2016-02-22 Tom
    2016-03-01 Nancy
    2016-03-17 John
    2016-03-22 Tom
    2016-04-01 Nancy
    2016-04-17 John
    ࢧ෷͍೔ ސ٬໊ ࠷ॳͷࢧ෷͍
    2016-01-17 John 2016-01-17
    2016-02-17 John 2016-01-17
    2016-03-17 John 2016-01-17
    2016-04-17 John 2016-01-17
    2016-02-01 Nancy 2016-02-01
    2016-03-01 Nancy 2016-02-01
    2016-04-01 Nancy 2016-02-01
    2016-02-22 Tom 2016-02-22
    2016-03-22 Tom 2016-02-22
    ࢧ෷͍೔ ސ٬໊
    2016-01-17 John
    2016-02-17 John
    2016-03-17 John
    2016-04-17 John
    2016-02-01 Nancy
    2016-03-01 Nancy
    2016-04-01 Nancy
    2016-02-22 Tom
    2016-03-22 Tom
    ͜ͷΑ͏ʹσʔλΛάϧʔϓʹ෼͚Δ͜ͱΛάϧʔϓԽͱݺͿɻ

    View Slide

  72. 72
    ࣮ࡍͷσʔλͰ΍ͬͯΈΔɻ

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  73. 73
    ܭࢉΛ࡞੒͢Δલͷεςοϓʹ໭ͬͯɺސ٬͝ͱͷάϧʔϓΛ࡞੒͢
    ΔͨΊʹuseridͷྻ΁ομʔϝχϡʔ͔ΒɺάϧʔϓԽΛબ୒͢Δɻ

    View Slide

  74. 74
    ސ٬͝ͱʹσʔλΛ·ͱΊͯάϧʔϓʹ෼͚Δ͜ͱ͕Ͱ͖ͨɻ

    View Slide

  75. 75
    ࢧ෷͍೔ͷ࠷খ஋Λܭࢉͨ͠εςοϓʹ໭Δɻ

    View Slide

  76. 76
    ސ٬͝ͱʹ࠷ॳͷࢧ෷೔͕ܭࢉ͞Εͨ͜ͱ͕֬ೝͰ͖Δɻ

    View Slide

  77. 77
    ͨͩ͠ɺࠓճ஌Γ͍ͨͷ͸࠷ॳͷߪങ೔Ͱ͸ͳ͘ɺ
    ࠷ॳͷߪങ೔͔Ͳ͏͔ɻ

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  78. 78
    ͭ·Γࢧ෷͍೔͕࠷ॳͷࢧ෷͍೔ͱ౳͍͔͠Ͳ͏͔͕ɺ஌Γ͍ͨɻ

    View Slide

  79. 79
    ࠷ॳͷࢧ෷͍೔Λܭࢉͨ͠τʔΫϯΛ։͘ɻ

    View Slide

  80. 80
    ܭࢉΤσΟλͷ಺༰Λpayment == min(payment_date) ʹมߋ͢Δɻ

    View Slide

  81. 81
    ࠷ॳͷࢧ෷͍೔͔Λ൑ผ͢Δྻ͕ܭࢉͰ͖ͨɻ

    View Slide

  82. 82
    άϧʔϓΛղআ͢Δɻ

    View Slide

  83. 83
    ݄͝ͱʹTRUEͷ਺Λूܭ͢Ε͹ɺ݄͝ͱͷ৽نސ٬਺ʹͳΔɻ

    View Slide

  84. 84
    ৽نސ٬਺Λूܭ͢ΔͨΊʹઌ΄Ͳ࡞੒ͨ͠ूܭεςοϓͷτʔΫϯ
    Λ։͘ɻ

    View Slide

  85. 85
    ஋ʹis_first_paymentΛ௥Ճ͠ɺूܭؔ਺ʹTRUEͷ਺Λબ୒͢Δɻ

    View Slide

  86. 86
    ৽͍͠ྻ໊Λnew_customerʹมߋ͢Δɻ

    View Slide

  87. 87
    ৽نސ٬਺͕ूܭͰ͖ͨɻ

    View Slide

  88. 88
    ͜ΕͰલ݄͔Βͷܧଓސ٬਺͕ܭࢉͰ͖ΔΑ͏ʹͳͬͨɻ
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰

    View Slide

  89. 89
    લ݄͔Βͷܧଓސ٬਺ = શސ٬਺ − ৽نސ٬਺
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰

    View Slide

  90. 90
    લ݄͔Βͷܧଓސ٬਺Λܭࢉ͢ΔͨΊʹɺcustomerͷྻϔομʔϝ
    χϡʔ͔ΒܭࢉΛ࡞੒Λબ୒͢Δɻ

    View Slide

  91. 91
    ܭࢉΤσΟλʹcustomer - new_customerͱೖྗ͢Δɻ

    View Slide

  92. 92
    ৽͘͠ྻΛ࡞੒Λબ୒͠ɺྻ໊Λis_first_paymentʹ͢Δɻ

    View Slide

  93. 93
    ܧଓސ٬਺Λूܭ͢Δ͜ͱ͕Ͱ͖ͨɻ͜ΕͰϦςϯγϣϯ཰͕ܭࢉͰ
    ͖Δɻ

    View Slide

  94. 94
    ܧଓސ٬਺Λूܭ͢Δ͜ͱ͕Ͱ͖ͨɻ͜ΕͰϦςϯγϣϯ཰͕ܭࢉͰ
    ͖Δɻ
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰

    View Slide

  95. 95
    Ϧςϯγϣϯ཰ = લ݄͔Βͷܧଓސ٬਺ / લ݄ͷސ٬਺
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰

    View Slide

  96. 96
    retention_customerͷྻϔομʔϝχϡʔ͔Β
    ܭࢉΛ࡞੒ʢMutateʣΛબ୒͢Δɻ

    View Slide

  97. 97
    ܭࢉΤσΟλʹretention_customer / last_month_customerͱೖྗ
    ͢Δɻ

    View Slide

  98. 98
    Ϧςϯγϣϯ཰͕ܭࢉͰ͖ͨɻ

    View Slide

  99. 99
    νϟʔϯ཰͸ͲͷΑ͏ʹ͢Ε͹ܭࢉͰ͖ΔͷͩΖ͏ʁ

    View Slide

  100. ΧελϚʔɾϦςϯγϣϯ཰ͱΧελϚʔɾνϟʔϯ཰ͷҧ͍͸ܧଓ
    ͍ͯ͠Δސ٬ʹ஫໨͢Δ͔ɺνϟʔϯͨ͠ސ٬ʹ஫໨͢Δ͔ͷҧ͍ɻ
    ຊ࣭తʹಉ͡΋ͷΛݟ͍ͯΔɻ
    ΧελϚʔɾϦςϯγϣϯ཰ ΧελϚʔɾνϟʔϯ཰
    100

    View Slide

  101. ΧελϚʔɾϦςϯγϣϯ཰ ΧελϚʔɾνϟʔϯ཰
    νϟʔϯ཰ = 100% − ΧελϚʔɾϦςϯγϣϯ཰
    101

    View Slide

  102. retention_rateͷྻϔομʔϝχϡʔ͔Β
    ܭࢉΛ࡞੒ʢMutateʣΛબ୒͢Δɻ
    102

    View Slide

  103. ܭࢉΤσΟλʹ1 − retention_rateͱೖྗ͢Δɻ
    103

    View Slide

  104. ৽͘͠ྻΛ࡞੒Λબ୒͠ɺྻ໊Λchurn_rateʹ͢Δɻ
    104

    View Slide

  105. νϟʔϯ཰͕ܭࢉͰ͖ͨɻ
    105

    View Slide

  106. 106
    Ϧςϯγϣϯ཰ͷφϯόʔͱνϟʔϯ཰ͷτϨϯυΛ࡞੒͢Δɻ

    View Slide

  107. 107
    νϟʔτϏϡʔʹҠಈ͠৽͍͠νϟʔτΛ࡞੒͢Δɻ

    View Slide

  108. 108
    • νϟʔτͷλΠϓʹφϯόʔΛબ୒͢Δɻ
    • ஋ʹretention_rateΛબ୒͢Δɻ

    View Slide

  109. 109
    ֤݄ͷϦςϯγϣϯ཰Λ߹ܭ͍ͯ͠ΔͷͰɺνϟʔτɾϑΟϧλΛར
    ༻ͯ͠ɺ௚݄ۙͷσʔλʹߜΔɻ

    View Slide

  110. 110
    • ྻʹpayment_date_monΛબ୒͢Δɻ
    • ϑΟϧλԋࢉࢠʹ౳͍͠Λબ୒͢Δɻ
    • ஋ͷλΠϓʹ೥/݄Λબ୒͢Δɻ
    • ूܭؔ਺Λબ୒͢Δɻ
    • ࠷େ஋ʢmaxʣΛબ୒͢Δɻ

    View Slide

  111. 111
    ύʔηϯτදهʹ͢ΔͨΊʹɺνϟʔτͷϓϩύςΟ͔Βɺ਺஋ͷ
    ϑΥʔϚοτΛύʔηϯτʢ%ʣʹมߋ͢Δɻ

    View Slide

  112. 112
    ௚݄ۙͷνϟʔϯ཰͕ܭࢉͰ͖ͨɻ

    View Slide

  113. 113
    νϟʔτͷλϒϝχϡʔ͔Β໊લͷมߋΛબ୒͢Δɻ

    View Slide

  114. 114
    νϟʔτͷ໊લΛRetention Rateʹมߋ͢Δɻ

    View Slide

  115. 115
    Ϧςϯγϣϯ཰͕ܭࢉͰ͖ͨͷͰɺ৽͍͠νϟʔτΛ࡞੒ͯ͠ɺ
    νϟʔϯ཰ͷτϨϯυΛՄࢹԽ͢Δɻ

    View Slide

  116. 116
    • λΠϓʹϥΠϯΛબ୒͢Δɻ
    • X࣠ʹpayment_date_monɺεέʔϧʹ݄ͰؙΊॲཧΛબ୒͢Δɻ
    • Y࣠ʹretention_rateΛબ୒͢Δɻ

    View Slide

  117. 117
    Ϧςϯγϣϯ཰ͷτϨϯυ͕ՄࢹԽͰ͖ͨɻ

    View Slide

  118. 118
    νϟʔτͷλϒϝχϡʔ͔Β໊લͷมߋΛબ୒͢Δɻ

    View Slide

  119. 119
    νϟʔτͷ໊લΛRetention Rate Trendʹมߋ͢Δɻ

    View Slide

  120. 120
    ଓ͍ͯωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ͷτϨϯυΛՄࢹԽ͢Δɻ

    View Slide

  121. 121
    ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰Λཧղ͢ΔͨΊʹ
    Ұ౓ΧελϚʔɾϦςϯγϣϯ཰ͷ࿩Λࢥ͍ͩ͢ɻ

    View Slide

  122. 1݄ 2݄ 3݄ 4݄
    75%
    4ਓ
    3ਓ
    ΧελϚʔϦςϯγϣϯ཰͸ʮԿਓʯͷਓ͕ܧଓ͍ͯ͠Δ͔ͷࢦඪ
    ͩͬͨɻ
    122

    View Slide

  123. 1݄ 2݄ 3݄ 4݄
    75%
    4ສԁ
    3ສԁ
    ͜ΕΛऩӹʹஔ͖׵͑ͨࢦඪͱͯ͠ϨϕχϡʔɾϦςϯγϣϯ཰͕͋Δɻ
    123

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  124. 124
    ͨͩ͠ސ٬͸ߪಡ͍ͯ͠ΔϓϥϯΛΞοϓάϨʔυʢΤ
    Ϋεύϯγϣϯʣͨ͠Γɺμ΢ϯάϨʔυʢίϯτϥ
    Ϋγϣϯʣͨ͠Γ͢ΔͨΊʹɺͦΕΒΛߟྀ͢Δඞཁ
    ͕͋ͬͨɻ

    View Slide

  125. 125
    1݄ 2݄ 3݄ 4݄
    125%
    4ສԁ
    5ສԁ
    ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰͸ΤΫεύϯγϣϯ΍ίϯτϥ
    ΫγϣϯΛ౿·͑ͨطଘސ٬͔Βͷऩӹͷܧଓͷׂ߹ͩͬͨɻ
    1ສԁ
    1ສԁ
    1ສԁ
    1ສԁ
    2ສԁ
    2ສԁ
    1ສԁ

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  126. 126
    1݄ 2݄ 3݄ 4݄
    ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
    ཌ݄ܧଓͨ͠MRR
    લ݄ͷMRR

    View Slide

  127. 127
    1݄ 2݄ 3݄ 4݄
    ࣮ࡍͷࢧ෷͍σʔλΛѻ͏ͱ͖͸ɺίϯτϥΫγϣϯͱΤΫεύϯγϣ
    ϯ͕൓ө͞Εͨࢧ෷͍σʔλΛ࢖ͬͯूܭ͢Δ͜ͱʹͳΔͷͰɺҙࣝ͢
    Δ͜ͱͳ͘ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰Λܭࢉ͢Δ͜ͱʹͳΔɻ

    View Slide

  128. 128
    ͱ͍͏͜ͱ͸ɺɺ

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  129. 129
    ܭࢉͷର৅Λʮਓʯ͔Βʮࢧ෷ֹʯʹม͑Ε͹ɺ
    ΧελϚʔɾϦςϯγϣϯ཰ͱಉ͡ܭࢉํ๏Ͱɺ
    ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰΋
    ܭࢉ͢Δ͜ͱ͕Ͱ͖Δʂ

    View Slide

  130. 130
    Ϧςϯγϣϯ཰ͷܭࢉʹར༻ͨ͠σʔλͱɺ
    ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ͷ
    ܭࢉʹඞཁͳσʔλΛൺ΂ͯΈΔɻ

    View Slide

  131. 131
    ࢧ෷͍݄ ސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰

    View Slide

  132. 132
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
    શސ٬਺ͱMRR

    View Slide

  133. 133
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
    ৽نސ٬਺ͱχϡʔMRR

    View Slide

  134. 134
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
    લ݄ͷސ٬਺ͱલ݄ͷMRR

    View Slide

  135. 135
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
    લ݄͔Βͷܧଓސ٬਺ͱϦςϯγϣϯMRR

    View Slide

  136. 136
    ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺
    ৽نސ٬਺
    લ݄͔Βͷ
    ܧଓސ٬਺ Ϧςϯγϣϯ཰
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
    Ϧςϯγϣϯ཰ͱωοτɾϨϕχϡʔɾϦςϯγϣϯ཰

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  137. 137
    ͲͷΑ͏ʹωοτɾϨϕχϡʔɾϦςϯγϣϯ཰Λܭࢉ͍͔ͯ͘͠ɺ
    ॱΛ௥ͬͯઆ໌͢Δɻ
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰

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  138. 138
    ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ = ϦςϯγϣϯMRR / લ݄ͷMRR
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰

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  139. 139
    Ϧςϯγϣϯʢલ݄͔Βܧଓͨ͠ސ٬ͷʣMRR = MRR − χϡʔMRR
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰

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  140. 140
    લ݄ͷMRR = લͷ݄ʢߦʣͷMRR
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰

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  141. 141
    MRR = ࢧ෷͍σʔλͷूܭ஋
    MRR
    ࢧ෷͍݄

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  142. 142
    ͨͩ࢒೦ͳ͕Βશ͘ಉ͡΍Γํ
    ͱ͍͏Θ͚ʹ͸͍͔ͳ͍ɻ

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  143. 143
    ࠷ॳͷࢧ෷ֹ͍ۚͷ৘ใ͕ݱࡏͷσʔλʹ͸ͳ͍ͨΊɺࠓͷ··Ͱ
    ͸ɺχϡʔMRRͷܭࢉ͕Ͱ͖ͳ͍͔Βɻ

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  144. 144
    ͦ͜Ͱ࠷ॳͷࢧ෷͍ʹ֘౰͢Δߦʹ͚ͩࢧ෷ֹ͍͕ۚೖͬͨྻΛ࡞੒
    ͯ͠ɺ͜ͷ஋Λ࢖ͬͯχϡʔMRR͕ूܭͰ͖ΔΑ͏ʹ͢Δɻ

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  145. 145
    ࣮ࡍͷσʔλͰ΍ͬͯΈΔɻ

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  146. 146
    ·ͣ͸MRR͔Βूܭ͢Δɻ
    MRR
    ࢧ෷͍݄

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  147. 147
    શސ٬਺Λूܭͨ͠εςοϓʹ໭ͬͯɺτʔΫϯΛ։͘ɻ

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  148. 148
    ஋ʹࢧ෷ֹ͍ۚͷamountΛબ୒͠ɺMRRΛूܭ͢Δɻ

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  149. 149
    ৽͍͠ྻ໊Λmrrʹมߋ͢Δɻ

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  150. 150
    MRR͕ूܭͰ͖ͨɻ

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  151. 151
    MRR͕ूܭͰ͖ͨɻ
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰

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  152. 152
    ଓ͍ͯͷલ݄ͷMRRΛlagؔ਺Λར༻ͯ͠ܭࢉ͢Δɻ
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰

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  153. 153
    લ݄ͷMRRͷྻΛ࡞੒͢ΔͨΊʹmrrͷྻϔομʔϝχϡʔ͔Β
    ܭࢉΛ࡞੒ʢMutateʣΛબ୒͢Δɻ

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  154. 154
    ܭࢉΤσΟλʹɺlag(mrr)ͱೖྗ͢Δɻ

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  155. 155
    ৽͘͠ྻΛ࡞੒Λબ୒͠ɺྻ໊Λlast_month_mrrʹ͢Δɻ

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  156. 156
    લ݄ͷMRR͕ूܭͰ͖ͨɻ

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  157. 157
    ଓ͍ͯϦςϯγϣϯMRRΛूܭ͢Δɻ
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰

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  158. 158
    ϦςϯγϣϯMRR = MRR − χϡʔMRR
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰

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  159. 159
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
    ͢ͰʹMRRͷྻ͸͋ΔͷͰɺχϡʔMRRΛूܭͯ͠ɺϦςϯγϣϯ
    MRR͕ܭࢉͰ͖ΔΑ͏ʹ͢Δɻ

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  160. 160
    χϡʔMRRΛूܭ͢ΔͨΊʹɺूܭεςοϓʹ໭ΓτʔΫϯΛ։͘ɻ

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  161. 161
    χϡʔMRR͕ूܭͰ͖ͦ͏ͳྻ͸ͳ͍Α͏ͩɻ

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  162. 162
    ࠷ॳͷࢧ෷ֹ͍ۚͷ৘ใ͕ݱࡏͷσʔλʹ͸ͳ͍ͨΊɺࠓͷ··Ͱ
    ͸ɺχϡʔMRRͷܭࢉ͕Ͱ͖ͳ͍ɻ

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  163. 163
    ͦ͜Ͱ࠷ॳͷࢧ෷͍ʹ֘౰͢Δߦʹ͚ͩࢧ෷ֹ͍͕ۚೖͬͨྻΛ࡞੒
    ͯ͠ɺ͜ͷ஋Λ࢖ͬͯχϡʔMRR͕ूܭͰ͖ΔΑ͏ʹ͢Δɻ

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  164. 164
    ifelseؔ਺
    ifelse(৚݅, "TRUEͷ࣌ͷॲཧ", “FALSEͷ࣌ͷॲཧ")

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  165. 165
    ࣮ࡍʹ΍ͬͯΈΔɻ

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  166. 166
    ूܭͷલͷεςοϓʹ໭Δɻ

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  167. 167
    ޷͖ͳྻͷྻϔομʔϝχϡʔ͔ΒܭࢉΛ࡞੒ʢMutateʣΛબ୒͢Δɻ

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  168. 168
    ܭࢉΤσΟλʹifelse(is_first_payment == TRUE, amount, 0)ͱೖྗ
    ͢Δɻ

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  169. 169
    ࠓճ͸ྻࣗମ͕࠷ॳͷࢧ෷͍೔͔Ͳ͏͔ͷ৚݅ͷ݁Ռʹͳ͍ͬͯΔͷ
    Ͱɺྻ໊Λࢦఆ͢Δ͚ͩͰಉ݁͡Ռ͕ಘΒΕΔɻ

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  170. 170
    ৽͘͠ྻΛ࡞੒Λબ୒͠ɺྻ໊Λfirst_paymentʹ͢Δɻ

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  171. 171
    ࠷ॳͷࢧ෷͍ʹ֘౰͢Δߦʹ͚ͩࢧ෷ֹ͍͕ۚೖ͍ͬͯΔྻ͕࡞੒Ͱ
    ͖ͨɻ

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  172. 172
    χϡʔMRRΛूܭ͢ΔͨΊʹεςοϓʹҠಈ͠ɺτʔΫϯΛ։͘ɻ

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  173. 173
    ஋ʹfirst_paymentΛ௥Ճ͢Δ͜ͱͰɺχϡʔMRR͕ूܭͰ͖Δɻ

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  174. 174
    ৽͍͠ྻ໊Λnew_mrrʹมߋ͢Δɻ

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  175. 175
    χϡʔMRR͕ूܭͰ͖ͨɻ

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  176. 176
    ͜ΕͰϦςϯγϣϯMRRͷܭࢉ͕Ͱ͖ΔΑ͏ʹͳͬͨɻ
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰

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  177. 177
    ϦςϯγϣϯMRR = MRR − χϡʔMRR
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰

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  178. 178
    ϦςϯγϣϯMRRΛܭࢉ͢ΔͨΊʹɺMRRͷྻϔομʔϝχϡʔ͔Β
    ܭࢉΛ࡞੒ʢMutateʣΛબ୒͢Δɻ

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  179. 179
    ܭࢉΤσΟλʹcustomer - new_customerͱೖྗ͢Δɻ

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  180. 180
    ৽͘͠ྻΛ࡞੒Λબ୒͠ɺྻ໊Λretention_mrrʹ͢Δɻ

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  181. 181
    ϦςϯγϣϯMRRͷूܭ͕Ͱ͖ͨɻ

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  182. 182
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
    ͜ΕͰωοτɾϨϕχϡʔɾϦςϯγϣϯ཰͕ܭࢉͰ͖Δɻ

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  183. 183
    ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ = ϦςϯγϣϯMRR / લ݄ͷMRR
    ࢧ෷͍݄ MRR લ݄ͷMRR
    χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰

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  184. 184
    retention_mrrͷྻϔομʔϝχϡʔ͔Β
    ܭࢉΛ࡞੒ʢMutateʣΛબ୒͢Δɻ

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  185. 185
    ܭࢉΤσΟλʹretention_mrr / last_month_mrrͱೖྗ͢Δɻ

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  186. 186
    ৽͘͠ྻΛ࡞੒Λબ୒͠ɺྻ໊Λnet_revenue_retention_rateʹ͢Δɻ

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  187. 187
    ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰͕ܭࢉͰ͖ͨɻ

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  188. 188
    ଓ͍ͯωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ͷτϨϯυΛՄࢹԽ͢Δɻ

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  189. 189
    ઌ΄ͲͷϦςϯγϣϯ཰ͷφϯόʔΛ࡞੒͢Δͱ͖ʹ࢖ͬͨɺνϟʔ
    τϑΟϧλʔΛ࠶ར༻͍ͨ͠ͷͰɺϦςϯγϣ཰ͷφϯόʔʹҠಈ
    ͠ɺνϟʔτΛෳ੡͢Δɻ

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  190. 190
    νϟʔτͷλϒϝχϡʔ͔Βෳ੡Λબ୒͢Δɻ

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  191. 191
    ஋ʹnet_revenue_retention_rateΛબ୒͢Δɻ

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  192. 192
    ௚݄ۙͷωοτɾϨϕχϡʔɾϦςϯγϣϯ཰͕ܭࢉͰ͖ͨɻ

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  193. 193
    νϟʔτͷλϒϝχϡʔ͔Β໊લͷมߋΛબ୒͢Δɻ

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  194. 194
    νϟʔτͷ໊લΛNet Revenue Retention Rateʹมߋ͢Δɻ

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  195. 195
    • λΠϓʹϥΠϯΛબ୒͢Δɻ
    • X࣠ʹpayment_date_monɺεέʔϧʹ݄ͰؙΊॲཧΛબ୒͢Δɻ
    • Y࣠ʹnet_revenue_retention_rateΛબ୒͢Δɻ
    ৽͍͠νϟʔτΛ࡞੒ͯ͠ɺωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ͷ
    τϨϯυΛՄࢹԽ͢Δɻ

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  196. 196
    ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ͷτϨϯυ͕ՄࢹԽͰ͖ͨɻ

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  197. 197
    ΞδΣϯμ
    • ࢦඪͷՄࢹԽͷͨΊͷσʔλͷՃ޻ͱूܭ
    • μογϡϘʔυͷ࡞Γํ

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  198. 198
    αϯϓϧμογϡϘʔυͷ࡞੒ʹඞཁͳνϟʔτ͕͢΂ͯ࡞੒Ͱ͖ͨɻ

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  199. 199
    Ϩϙʔτ͔ΒμογϡϘʔυΛ࡞੒͢Δɻ

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  200. 200
    Sample DashboardΛ࡞੒͢Δɻ

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  201. 201
    νϟʔτ·ͨ͸ΞφϦςΟΫεΛ௥ՃΛબ୒͢Δɻ

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  202. 202
    νϟʔτ·ͨ͸ΞφϦςΟΫεΛ௥ՃΛબ୒͢Δɻ

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  203. 203
    νϟʔτΛυϥοάͯ͠දࣔҐஔΛௐ੔͢Δ͜ͱ͕Մೳɻ

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  204. 204
    μογϡϘʔυͷฤू͕ऴΘͬͨΒ࣮ߦ͢Δɻ

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  205. 205
    μογϡϘʔυ͕࡞੒Ͱ͖ͨɻ

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  206. μογϡϘʔυΛύϒϦογϡ͢Δɻ
    206

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  207. ύϒϦογϡͯ͠ڞ༗͢Δɻ
    207

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  208. ύϒϦοΫϞʔυͱϓϥΠϕʔτϞʔυ
    208

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  209. • ύϒϦοΫɿશͯͷਓ͕ΞΫηεՄೳ
    • ϓϥΠϕʔτɿಛఆͷਓʹڞ༗Մೳ
    • URL
    • ϝʔϧ
    ύϒϦοΫϞʔυͱϓϥΠϕʔτϞʔυ
    209

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  210. ύϒϦογϡ͢ΔͱURL͕ੜ੒͞ΕΔɻϒϥ΢βͰදࣔ͢Δɻ
    210

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  211. μογϡϘʔυΛύϒϦογϡ͢Δ͜ͱ͕Ͱ͖ͨɻ
    211

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  212. 212
    ࠓճ঺հͨ͠μογϡϘʔυ஗ߦࢦඪͷμογϡϘʔυɻϏδωεͷ
    ੒௕ͷͨΊʹ͸ɺઌߦࢦඪΛϞχλʔ͢Δ͜ͱ͕ॏཁͱͳΔɻ

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  213. Q & A

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  214. ࣍ճηϛφʔ

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  215. 215
    EXPLORATORY
    σʔλͷՄࢹԽϫʔΫγϣοϓ #2
    ࣌ܥྻσʔλͷՄࢹԽฤ

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  216. 216
    ՄࢹԽɾϫʔΫγϣοϓ
    • ୈ1ճɿσʔλͷՄࢹԽ - جૅ
    • ୈ2ճɿ࣌ܥྻσʔλͷՄࢹԽ - 5/14(໦)12:00-13:00
    • ୈ3ճɿ͹Β͖ͭͱ૬ؔͷՄࢹԽ
    • ୈ4ճɿՄࢹԽͷͨΊͷσʔλϥϯάϦϯά
    • ୈ5ճɿ৴པ۠ؒͷՄࢹԽ

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  217. 217
    EXPLORATORY
    SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #3
    ϢʔβʔͷΤϯήʔδϝϯτΛܭଌ͢Δํ๏

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  218. 218
    • ୈ1ճɿ SaaSͷ࠷ॏཁKPI ͱͦͷՄࢹԽ Part 1
    • ୈ2ճɿ SaaSͷ࠷ॏཁKPI ͱͦͷՄࢹԽ Part 2
    • ୈ3ճɿ ϢʔβʔͷΤϯήʔδϝϯτΛܭଌ͢Δํ๏ - 6݄4೔(໦)
    • ୈ4ճɿ ίϗʔτ෼ੳ Part 1
    • ୈ5ճɿ ίϗʔτ෼ੳ Part 2
    • ୈ6ճɿ NPSͷܭࢉͱࣗ༝هड़ͷςΩετ෼ੳ
    SaaS ΞφϦςΟΫε

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  219. 219

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  220. 220
    5݄ΦϯϥΠϯ൛ͷ։࠵
    ฏ೔൛ɿ26೔ʢՐʣɺ27೔ʢਫʣɺ28೔ʢ໦ʣ

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  221. Exploratory presents.
    σʔλαΠΤϯεษڧձ ˌ13
    2020೥5݄29೔ʢۚʣ13:00PM

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  222. 222
    ࣌ؒ λΠτϧ ൃදऀ
    13:00 ΦʔϓχϯάɾExploratory v6.0ͷ͝঺հ Exploratory, inc
    ੢ా צҰ࿠
    13:30 ʮSQLͷຽओԽʯͷऔΓ૊Έʹ͍ͭͯ Chatworkגࣜձࣾ
    ాத ѥر ༷
    13:45 GPSσʔλΛ࢖ͬͨਓͷҠಈͷՄࢹԽ ϨΠɾϑϩϯςΟΞגࣜձࣾ
    ٱอ ᠳଠ ༷
    14:00 ΫϥελϦϯά͔ΒಘͨΠϯαΠτͷறंαʔϏε΁ͷ׆༻ྫ
    גࣜձࣾΞΠωοτ
    ٶԬ ༏ଠ ༷
    14:15 ίϥϘϨʔγϣϯɾαʔόΛ׆༻ͨ͠ΠϯαΠτͷڞ༗ Beacon Communications k.k.
    ଜా լ߂ ༷
    14:30 ʮσʔλ෼ੳͷຽओԽʯͷऔΓ૊Έʹ͍ͭͯ גࣜձࣾωΦΩϟϦΞ
    ླ໦ ւే༷
    14:45 ࣭ٙԠ౴ɾΫϩʔδϯά
    ΞδΣϯμ

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  223. • ϓϩάϥϛϯάͳ͠
    RݴޠͷUIͰ͋ΔExploratoryΛ෼ੳπʔϧͱͯ͠࢖༻͢ΔͨΊडߨத͸ɺϏδωεͷ
    ໰୊Λղܾ͢ΔͨΊʹඞཁͳσʔλαΠΤϯεͷख๏ͷशಘʹ100ˋूதͰ͖Δ

    • ෼ੳπʔϧͷϕϯμʔϩοΫΠϯͳ͠
    ExploratoryͰͷ࡞ۀ͸શͯಠཱͨ͠ΦʔϓϯιʔεͷR؀ڥͰ࠶ݱ͕Մೳ

    • ϏδωεͰ࢖͑ΔࢥߟྗͱεΩϧͷशಘ
    σʔλαΠΤϯεͷεΩϧशಘ͚ͩͰͳ͘ɺσʔλ෼ੳʹඞཁͳࢥߟྗ΋शಘͰ͖Δ
    ಛ௃
    223

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

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  225. EXPLORATORY

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