Upgrade to Pro — share decks privately, control downloads, hide ads and more …

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 Pa...

Avatar for Ikuya Murasato Ikuya Murasato
May 07, 2020
1.1k

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

Avatar for Ikuya Murasato

Ikuya Murasato

May 07, 2020
Tweet

More Decks by Ikuya Murasato

Transcript

  1. 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
  2. 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
  3. 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
  4. 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཰ੑ
  5. 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཰ੑ
  6. 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
  7. 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
  8. 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෷͍೔)
  9. 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
  10. 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
  11. 131 ࢧ෷͍݄ ސ٬਺ લ݄ͷސ٬਺ ৽نސ٬਺ લ݄͔Βͷ ܧଓސ٬਺ Ϧςϯγϣϯ཰ ࢧ෷͍݄ MRR

    લ݄ͷMRR χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
  12. 132 ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺ ৽نސ٬਺ લ݄͔Βͷ ܧଓސ٬਺ Ϧςϯγϣϯ཰ ࢧ෷͍݄ MRR

    લ݄ͷMRR χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ શސ٬਺ͱMRR
  13. 133 ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺ ৽نސ٬਺ લ݄͔Βͷ ܧଓސ٬਺ Ϧςϯγϣϯ཰ ࢧ෷͍݄ MRR

    લ݄ͷMRR χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ ৽نސ٬਺ͱχϡʔMRR
  14. 134 ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺ ৽نސ٬਺ લ݄͔Βͷ ܧଓސ٬਺ Ϧςϯγϣϯ཰ ࢧ෷͍݄ MRR

    લ݄ͷMRR χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ લ݄ͷސ٬਺ͱલ݄ͷMRR
  15. 135 ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺ ৽نސ٬਺ લ݄͔Βͷ ܧଓސ٬਺ Ϧςϯγϣϯ཰ ࢧ෷͍݄ MRR

    લ݄ͷMRR χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ લ݄͔Βͷܧଓސ٬਺ͱϦςϯγϣϯMRR
  16. 136 ࢧ෷͍݄ શސ٬਺ લ݄ͷސ٬਺ ৽نސ٬਺ લ݄͔Βͷ ܧଓސ٬਺ Ϧςϯγϣϯ཰ ࢧ෷͍݄ MRR

    લ݄ͷMRR χϡʔMRR ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰ Ϧςϯγϣϯ཰ͱωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
  17. 158 ϦςϯγϣϯMRR = MRR − χϡʔMRR ࢧ෷͍݄ MRR લ݄ͷMRR χϡʔMRR

    ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
  18. 177 ϦςϯγϣϯMRR = MRR − χϡʔMRR ࢧ෷͍݄ MRR લ݄ͷMRR χϡʔMRR

    ϦςϯγϣϯMRR ωοτɾϨϕχϡʔɾϦςϯγϣϯ཰
  19. 216 ՄࢹԽɾϫʔΫγϣοϓ • ୈ1ճɿσʔλͷՄࢹԽ - جૅ • ୈ2ճɿ࣌ܥྻσʔλͷՄࢹԽ - 5/14(໦)12:00-13:00

    • ୈ3ճɿ͹Β͖ͭͱ૬ؔͷՄࢹԽ • ୈ4ճɿՄࢹԽͷͨΊͷσʔλϥϯάϦϯά • ୈ5ճɿ৴པ۠ؒͷՄࢹԽ
  20. 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
  21. 219

  22. 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