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

Transcript

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
   

   View Slide

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
   

   View Slide

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
    

    View Slide

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

    View Slide

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

    View Slide

14. 14
    લճ͸αϒεΫϦϓγϣϯɾϏδωεͷ
    ॏཁࢦඪΛ঺հͨ͠ɻ
    

    View Slide

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཰ੑ
    

    View Slide

16. 16
    ͦͯ͠ɺ͜ΕΒͷࢦඪͷμογϡϘʔυΛ࡞੒͢ΔͨΊʹνϟʔτΛ
    ͍͔ͭ͘࡞੒ͨ͠ɻ
    

    View Slide

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཰ੑ
    

    View Slide

22. 22
    ΧελϚʔɾϦςϯγϣϯ཰
    

    View Slide

23. ΧελϚʔɾϦςϯγϣϯ཰
    23
    

    View Slide

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

    View Slide

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

    View Slide

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

    View Slide

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

    View Slide

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

    View Slide

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

    View Slide

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

    View Slide

31. 31
    ΧελϚʔɾϦςϯγϣϯ཰Λܭࢉͯ͠ɺτϨϯυΛՄࢹԽ͢Δɻ
    

    View Slide

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

    View Slide

33. 33
    ࢧ෷೔ ސ٬ID ࢧ෷ֹ͍ۚ
    

    View Slide

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

    View Slide

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

    View Slide

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

    View Slide

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

    View Slide

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

    View Slide

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

    View Slide

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

    View Slide

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

    View Slide

42. 42
    ࣮ࡍͷσʔλͰ΍ͬͯΈΔɻ
    

    View Slide

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

    View Slide

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
    

    View Slide

45. 45
    લճɺར༻ͨ͠ࢧ෷͍σʔλͷσʔλϑϨʔϜΛར༻͢Δɻ
    

    View Slide

46. 46
    payment_dateͷྻϔομʔϝχϡʔ͔ΒɺूܭΛબ୒͢Δɻ
    

    View Slide

47. 47
    άϧʔϓԽʹpayment_dateΛબ୒͠ɺεέʔϧʹ݄ͰؙΊॲཧΛ
    બ୒͢Δɻ
    

    View Slide

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

    View Slide

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

    View Slide

50. 50
    ৽͍͠ྻ໊Λcustomerʹมߋ͢Δɻ
    

    View Slide

51. 51
    ݄͝ͱͷސ٬਺͕ूܭͰ͖ͨɻ
    

    View Slide

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

    View Slide

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

    View Slide

54. 54
    લ݄ͷސ٬਺Λ࣋ͬͯ͘Δɻ
    

    View Slide

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

    View Slide

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

    View Slide

57. 57
    ܭࢉΤσΟλʹɺlag(customer)ͱೖྗ͢Δɻ
    

    View Slide

58. 58
    ৽͘͠ྻΛ࡞੒Λબ୒͠ɺྻ໊Λlast_month_customerʹ͢Δɻ
    

    View Slide

59. 59
    લ݄ͷސ٬਺͕ूܭͰ͖ͨɻ
    

    View Slide

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

    View Slide

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

    View Slide

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

    View Slide

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
    

    View Slide

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
    

    View Slide

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
     

     View Slide

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
     

     View Slide

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
     

     View Slide

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཰
     

     View Slide

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

     View Slide

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

     View Slide

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

     View Slide

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

     View Slide

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

     View Slide

142. 142
     ͨͩ࢒೦ͳ͕Βશ͘ಉ͡΍Γํ
     ͱ͍͏Θ͚ʹ͸͍͔ͳ͍ɻ
     

     View Slide

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

     View Slide

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

     View Slide

145. 145
     ࣮ࡍͷσʔλͰ΍ͬͯΈΔɻ
     

     View Slide

146. 146
     ·ͣ͸MRR͔Βूܭ͢Δɻ
     MRR
     ࢧ෷͍݄
     

     View Slide

147. 147
     શސ٬਺Λूܭͨ͠εςοϓʹ໭ͬͯɺτʔΫϯΛ։͘ɻ
     

     View Slide

148. 148
     ஋ʹࢧ෷ֹ͍ۚͷamountΛબ୒͠ɺMRRΛूܭ͢Δɻ
     

     View Slide

149. 149
     ৽͍͠ྻ໊Λmrrʹมߋ͢Δɻ
     

     View Slide

150. 150
     MRR͕ूܭͰ͖ͨɻ
     

     View Slide

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

     View Slide

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

     View Slide

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

     View Slide

154. 154
     ܭࢉΤσΟλʹɺlag(mrr)ͱೖྗ͢Δɻ
     

     View Slide

155. 155
     ৽͘͠ྻΛ࡞੒Λબ୒͠ɺྻ໊Λlast_month_mrrʹ͢Δɻ
     

     View Slide

156. 156
     લ݄ͷMRR͕ूܭͰ͖ͨɻ
     

     View Slide

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

     View Slide

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

     View Slide

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

     View Slide

160. 160
     χϡʔMRRΛूܭ͢ΔͨΊʹɺूܭεςοϓʹ໭ΓτʔΫϯΛ։͘ɻ
     

     View Slide

161. 161
     χϡʔMRR͕ूܭͰ͖ͦ͏ͳྻ͸ͳ͍Α͏ͩɻ
     

     View Slide

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

     View Slide

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

     View Slide

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

     View Slide

165. 165
     ࣮ࡍʹ΍ͬͯΈΔɻ
     

     View Slide

166. 166
     ूܭͷલͷεςοϓʹ໭Δɻ
     

     View Slide

167. 167
     ޷͖ͳྻͷྻϔομʔϝχϡʔ͔ΒܭࢉΛ࡞੒ʢMutateʣΛબ୒͢Δɻ
     

     View Slide

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

     View Slide

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

     View Slide

170. 170
     ৽͘͠ྻΛ࡞੒Λબ୒͠ɺྻ໊Λfirst_paymentʹ͢Δɻ
     

     View Slide

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

     View Slide

172. 172
     χϡʔMRRΛूܭ͢ΔͨΊʹεςοϓʹҠಈ͠ɺτʔΫϯΛ։͘ɻ
     

     View Slide

173. 173
     ஋ʹfirst_paymentΛ௥Ճ͢Δ͜ͱͰɺχϡʔMRR͕ूܭͰ͖Δɻ
     

     View Slide

174. 174
     ৽͍͠ྻ໊Λnew_mrrʹมߋ͢Δɻ
     

     View Slide

175. 175
     χϡʔMRR͕ूܭͰ͖ͨɻ
     

     View Slide

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

     View Slide

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

     View Slide

178. 178
     ϦςϯγϣϯMRRΛܭࢉ͢ΔͨΊʹɺMRRͷྻϔομʔϝχϡʔ͔Β
     ܭࢉΛ࡞੒ʢMutateʣΛબ୒͢Δɻ
     

     View Slide

179. 179
     ܭࢉΤσΟλʹcustomer - new_customerͱೖྗ͢Δɻ
     

     View Slide

180. 180
     ৽͘͠ྻΛ࡞੒Λબ୒͠ɺྻ໊Λretention_mrrʹ͢Δɻ
     

     View Slide

181. 181
     ϦςϯγϣϯMRRͷूܭ͕Ͱ͖ͨɻ
     

     View Slide

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

     View Slide

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

     View Slide

184. 184
     retention_mrrͷྻϔομʔϝχϡʔ͔Β
     ܭࢉΛ࡞੒ʢMutateʣΛબ୒͢Δɻ
     

     View Slide

185. 185
     ܭࢉΤσΟλʹretention_mrr / last_month_mrrͱೖྗ͢Δɻ
     

     View Slide

186. 186
     ৽͘͠ྻΛ࡞੒Λબ୒͠ɺྻ໊Λnet_revenue_retention_rateʹ͢Δɻ
     

     View Slide

187. 187
     ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰͕ܭࢉͰ͖ͨɻ
     

     View Slide

188. 188
     ଓ͍ͯωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ͷτϨϯυΛՄࢹԽ͢Δɻ
     

     View Slide

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

     View Slide

190. 190
     νϟʔτͷλϒϝχϡʔ͔Βෳ੡Λબ୒͢Δɻ
     

     View Slide

191. 191
     ஋ʹnet_revenue_retention_rateΛબ୒͢Δɻ
     

     View Slide

192. 192
     ௚݄ۙͷωοτɾϨϕχϡʔɾϦςϯγϣϯ཰͕ܭࢉͰ͖ͨɻ
     

     View Slide

193. 193
     νϟʔτͷλϒϝχϡʔ͔Β໊લͷมߋΛબ୒͢Δɻ
     

     View Slide

194. 194
     νϟʔτͷ໊લΛNet Revenue Retention Rateʹมߋ͢Δɻ
     

     View Slide

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

     View Slide

196. 196
     ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ͷτϨϯυ͕ՄࢹԽͰ͖ͨɻ
     

     View Slide

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

     View Slide

198. 198
     αϯϓϧμογϡϘʔυͷ࡞੒ʹඞཁͳνϟʔτ͕͢΂ͯ࡞੒Ͱ͖ͨɻ
     

     View Slide

199. 199
     Ϩϙʔτ͔ΒμογϡϘʔυΛ࡞੒͢Δɻ
     

     View Slide

200. 200
     Sample DashboardΛ࡞੒͢Δɻ
     

     View Slide

201. 201
     νϟʔτ·ͨ͸ΞφϦςΟΫεΛ௥ՃΛબ୒͢Δɻ
     

     View Slide

202. 202
     νϟʔτ·ͨ͸ΞφϦςΟΫεΛ௥ՃΛબ୒͢Δɻ
     

     View Slide

203. 203
     νϟʔτΛυϥοάͯ͠දࣔҐஔΛௐ੔͢Δ͜ͱ͕Մೳɻ
     

     View Slide

204. 204
     μογϡϘʔυͷฤू͕ऴΘͬͨΒ࣮ߦ͢Δɻ
     

     View Slide

205. 205
     μογϡϘʔυ͕࡞੒Ͱ͖ͨɻ
     

     View Slide

206. μογϡϘʔυΛύϒϦογϡ͢Δɻ
     206
     

     View Slide

207. ύϒϦογϡͯ͠ڞ༗͢Δɻ
     207
     

     View Slide

208. ύϒϦοΫϞʔυͱϓϥΠϕʔτϞʔυ
     208
     

     View Slide

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

     View Slide

210. ύϒϦογϡ͢ΔͱURL͕ੜ੒͞ΕΔɻϒϥ΢βͰදࣔ͢Δɻ
     210
     

     View Slide

211. μογϡϘʔυΛύϒϦογϡ͢Δ͜ͱ͕Ͱ͖ͨɻ
     211
     

     View Slide

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

     View Slide

213. Q & A
     

     View Slide

214. ࣍ճηϛφʔ
     

     View Slide

215. 215
     EXPLORATORY
     σʔλͷՄࢹԽϫʔΫγϣοϓ #2
     ࣌ܥྻσʔλͷՄࢹԽฤ
     

     View Slide

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

     View Slide

217. 217
     EXPLORATORY
     SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #3
     ϢʔβʔͷΤϯήʔδϝϯτΛܭଌ͢Δํ๏
     

     View Slide

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
     

     View Slide

219. View Slide

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

     View Slide

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

     View Slide

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
     

     View Slide

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

     View Slide

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

     View Slide

225. EXPLORATORY
     

     View Slide