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SaaS アナリティクス ワークショップ #5 - エンゲージメント Part 3 - RFV分析

Ikuya Murasato
June 25, 2020
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SaaS アナリティクス ワークショップ #5 - エンゲージメント Part 3 - RFV分析

Ikuya Murasato

June 25, 2020
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  1. 1
    EXPLORATORY
    SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #5
    Τϯήʔδϝϯτ Part 3 -RFV෼ੳ

    View Slide

  2. EXPLORATORY

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  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

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  4. Vision
    ͢΂ͯͷਓ͕σʔλΛ࢖ͬͯ
    ΑΓΑ͍ҙࢥܾఆΛ͢Δ
    4

    View Slide

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

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

    View Slide

  10. 10
    EXPLORATORY
    SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #5
    Τϯήʔδϝϯτ Part 3 -RFV෼ੳ

    View Slide

  11. 11
    • ୈ1ճɿ SaaSͷ࠷ॏཁKPI ͱͦͷՄࢹԽ Part 1
    • ୈ2ճɿ SaaSͷ࠷ॏཁKPI ͱͦͷՄࢹԽ Part 2
    • ୈ3ճɿ Τϯήʔδϝϯτ Part 1 - DAU/MAU
    • ୈ4ճɿΤϯήʔδϝϯτ Part 2 - ύϫʔϢʔβʔɾΧʔϒ
    • ୈ5ճɿ Τϯήʔδϝϯτ Part 3 -RFV෼ੳ
    • ୈ6ճɿίϗʔτ෼ੳ Part 1
    • ୈ7ճɿ ίϗʔτ෼ੳ Part 2
    • ୈ8ճɿ NPSͷܭࢉͱࣗ༝هड़ͷςΩετ෼ੳ
    SaaS ΞφϦςΟΫε

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  12. 12
    ΞδΣϯμ
    • ΤϯήʔδϝϯτࢦඪɿRFVͷ঺հ
    • RFVͷܭࢉͷ࢓ํ
    • RFVͷՄࢹԽ
    • ࢦඪͱͯ͠Ϟχλʔ͢Δํ๏

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  13. 13
    લճͷ͓͞Β͍
    Ϣʔβʔ1ਓ1ਓͷαʔϏε΍ϓϩμΫτ΁ͷΤϯήʔδϝϯτ͸ҟͳ
    ΔͨΊɺސ٬ΛΤϯήʔδϝϯτͰηάϝϯτʹ෼͚Δ͜ͱʹΑΓޮ
    ՌతͳࢪࡦΛ࣮ߦͰ͖Δɻ

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  14. 14
    ϢʔβʔΛηάϝϯτʹ෼͚ΔͨΊʹɺϢʔβʔ͝ͱͷར༻ස౓Λू
    ܭͯ͠ɺར༻ස౓͝ͱͷϢʔβʔ਺ͷׂ߹ΛՄࢹԽ͢Δ
    ύϫʔϢʔβʔɾΧʔϒͱ͍͏ՄࢹԽͷํ๏Λ঺հͨ͠ɻ
    1ϲ݄ؒͷར༻೔਺ ଟ

    Ϣʔβʔ਺
    ͷׂ߹

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  15. 15
    ৄࡉ͸ɺୈ4ճͷ࿥ըɾεϥΠυͰʂ

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  16. 16
    Exploratoryͷ΢ΣϒαΠτ͔ΒΠϯαΠτΛ୳͢Λબ୒ɻ

    View Slide

  17. 17
    ʮύϫʔϢʔβʔʯͰݕࡧ

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  18. 18
    ΤϯήʔδϝϯτࢦඪɿRFVͷ঺հ

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  19. ύϫʔϢʔβʔɾΧʔϒͰ͸ར༻ස౓ͰΤϯήʔδϝϯτΛଌΓɺ
    ϢʔβʔΛηάϝϯτʹ෼͚ͨɻ
    19
    ར༻ස౓:௿ ར༻ස౓:த ར༻ස౓:ߴ
    3೔
    1೔ 30೔
    … 29೔
    28೔
    2೔ 15೔ 16೔ 17೔ …

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  20. 20
    ͔͠͠ɺαʔϏεʢྫɿNetflixͳͲʣʹΑͬͯ͸ར༻ʢࢹௌʣ࣌ؒͰ
    ΤϯήʔδϝϯτΛଌΓɺηάϝϯτʹ෼͚Δ͜ͱ΋Ͱ͖ΔͷͰ͸ͳ
    ͍͔ɻ
    ར༻࣌ؒ:୹ ར༻࣌ؒ:த ར༻࣌ؒ:௕
    3࣌ؒ
    1࣌ؒ 23࣌ؒ
    … 22࣌ؒ
    21࣌ؒ
    2࣌ؒ 10࣌ؒ 11࣌ؒ 12࣌ؒ…

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  21. ར༻ස౓ͱར༻ʢࢹௌʣ࣌ؒɺ2ͭͷࢦඪͰϢʔβʔͷΤϯήʔδϝ
    ϯτΛධՁͯ͠ΈΔɻ
    21
    ར༻ස౓
    100h
    50h
    10h
    ར༻࣌ؒ(h)
    50ճ
    10ճ 30ճ

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  22. 22
    ར༻ස౓͕গͳ͘ɺΤϯήʔδϝϯτ͕௿͍ͱࢥ͍ͬͯͨϢʔβʔͰ
    ͋ͬͯ΋ɺར༻࣌ؒͱ͍͏఺Ͱ͸ɺଞͷϢʔβʔʹൺ΂ͯΤϯήʔδϝ
    ϯτ͕ߴ͍ͱݴ͑ΔͷͰ͸ͳ͍͔ʁ
    ར༻ස౓
    100h
    50h
    10h
    ར༻࣌ؒ(h)
    50ճ
    10ճ 30ճ

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  23. 23
    ར༻ස౓͕ଟ͘ɺΤϯήʔδϝϯτ͕ߴ͍ͱࢥ͍ͬͯͨϢʔβʔͰ
    ͋ͬͯ΋ɺར༻࣌ؒͱ͍͏఺Ͱ͸ɺଞͷϢʔβʔʹൺ΂ͯΤϯήʔδ
    ϝϯτ͕௿͍ͱݴ͑ΔͷͰ͸ͳ͍͔ʁ
    ར༻ස౓
    100h
    50h
    10h
    ར༻࣌ؒ(h)
    50ճ
    10ճ 30ճ

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  24. 24
    ར༻ස౓΍ར༻࣌ؒҎ֎ʹ΋ΤϯήʔδϝϯτΛਤΔ
    ͨΊͷࢦඪ͕͋ΔͷͰ͸ͳ͍͔ɻ
    ྫ͑͹ʮ࠷ޙʹαʔϏεΛར༻ͨ͠೔ʯͱ͍͏ࢦඪ͸
    Ͳ͏ͩΖ͏͔ɻ

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  25. 25
    αʔϏεͷར༻͕࣌ؒ௕͘ɺΤϯήʔδϝϯτ͕ߴ͍ͱࢥ͍ͬͯͨ
    ϢʔβʔͰ΋࠷ۙ͸αʔϏεΛར༻͍ͯ͠ͳ͍ͷͰ͋Ε͹ɺͦΕ͸Τ
    ϯήʔδϝϯτ͕ߴ͍ͱ͸ݴ͑ͳ͍ͷͰ͸ͳ͍͔?
    1िؒલ
    4िؒલ 2िؒલ
    100h
    50h
    10h
    ར༻࣌ؒ(h)
    ࠷ޙͷར༻

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  26. 26
    ʮ࠷ޙʹαʔϏεΛར༻ͨ͠೔ʯͱ͍͏ࢦඪ΋
    ΤϯήʔδϝϯτΛଌΔͱ͖ʹߟྀͨ͠ํ͕͍͍ͷ
    Ͱ͸ͳ͍͔ʁ

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  27. 27
    ΤϯήʔδϝϯτΛଌΔ࣌ʹ͸ෳ਺ͷࢦඪΛ࢖ͬͯ
    ଟ֯తʹධՁ͢Δ͜ͱ͕Ͱ͖Δɻ
    ͦ͜ͰΑ͘࢖ΘΕΔํ๏ͱͯ͠RFVͱ͍͏ํ๏͕͋Δɻ

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  28. 28
    RFVͱ͸ɿ
    Recencyɿ࠷ޙʹར༻͔ͯ͠Βͷ೔਺
    FrequencyɿͲΕ͘Β͍ͷස౓Ͱར༻͍ͯ͠Δͷ͔ʢར༻ස౓ʣ
    VolumeɿͲΕ͘Β͍αʔϏεΛར༻͍ͯ͠Δͷ͔ʢࢹௌ࣌ؒʣ

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  29. 29
    ͜ͷRɺFɺVɺͱ͍͏
    ෳ਺ͷΤϯήʔδϝϯτͷࢦඪΛ΋ͱʹ
    ސ٬Ληάϝϯτʹ෼͚Δ෼ੳख๏ΛRFV෼ੳͱݴ͏ɻ

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  30. 30
    ΋ͱ΋ͱRFM෼ੳͱ͍͏ɺখചͳͲͷϏδωεͷച্
    σʔλΛ΋ͱʹސ٬Ληάϝϯτ෼͚͢ΔͨΊʹ࢖Θ
    ΕΔ༗໊ͳख๏͕͋Δɻ
    ͦΕΛSaaSɾαϒεΫϦϓγϣϯܕͷαʔϏεͷ
    ΤϯήʔδϝϯτΛ෼ੳ͢ΔͨΊʹԠ༻ͨ͠΋ͷɻ

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  31. 31
    ར༻ස౓ʢFrequencyʣͱར༻࣌ؒʢVolumeʣͰߟ͑ͯΈΔɻ
    ར༻࣌ؒ(h)
    100h
    50h
    10h
    50ճ
    10ճ 30ճ
    ར༻ස౓

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  32. 32
    ར༻ස౓ʢFrequencyʣͱར༻࣌ؒʢVolumeʣͰάϧʔϓʹ·ͱΊΔɻ
    ར༻࣌ؒ(h)
    100h
    50h
    10h
    10ճ 30ճ 50ճ
    ར༻ස౓

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  33. 33
    ·ͱΊͨάϧʔϓʹ໊લΛ෇͚Δɻ
    ௿ த ߴ



    ར༻ස౓
    ར༻࣌ؒ

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  34. 34
    ӈ্ͷηάϝϯτʹ͸ར༻ස౓ɺར༻࣌ؒͱ΋ʹߴ͍Ϣʔβʔ͕͍Δɻ



    ར༻ස౓
    ར༻࣌ؒ
    ௿ த ߴ

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  35. 35
    ࠨԼͷηάϝϯτʹ͸ར༻ස౓ɺར༻࣌ؒͱ΋ʹ௿͍Ϣʔβʔ͕͍Δɻ



    ར༻ස౓
    ར༻࣌ؒ
    ௿ த ߴ

    View Slide

  36. 36
    ࠨ্ͷηάϝϯτʹ͸ར༻ස౓͕গͳ͘ɺར༻͕࣌ؒ௕͍Ϣʔβ͕͍Δɻ



    ར༻ස౓
    ར༻࣌ؒ
    ௿ த ߴ

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  37. 37
    ͜ͷηάϝϯτͷϢʔαʔ͸υϥϚ࡞඼ͳͲΛҰؾݟ͍ͯ͠Δ͔΋͠Εͳ͍ɻ
    ຖ೔ݟΕΔΑ͏ͳଞͷίϯςϯπΛϓϩϞʔτ͢ΔϝʔϧΛఆظతʹૹΔ͜ͱ
    ͰΑΓසൟʹαʔϏεΛར༻ͯ͠΋Β͑Δ͔΋͠Εͳ͍ɻ



    ར༻ස౓
    ར༻࣌ؒ
    ௿ த ߴ

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  38. 38



    ར༻ස౓
    ར༻࣌ؒ
    ௿ த ߴ
    ӈԼͷηάϝϯτ͸ར༻ස౓͕ଟ͘ɺར༻͕࣌ؒ୹͍ϢʔβͰ͋Δɻ

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  39. ͜ͷηάϝϯτͷϢʔβʔʹ͸ؾܰʹݟΕΔίϝσΟ࡞඼ͳͲΛຖ೔গͣͭ͠ࢹ
    ௌ͍ͯ͠Δ͔΋͠Εͳ͍ɻؔ࿈͍ͯ͠ΔଞͷίϯςϯπΛλΠϛϯάΑ͘Ϩίϝ
    ϯυ͢Δ͜ͱͰࢹௌ࣌ؒΛ৳͹͢͜ͱ͕Ͱ͖Δ͔΋͠Εͳ͍ɻ
    39



    ར༻ස౓
    ར༻࣌ؒ
    ௿ த ߴ

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  40. 40
    ར༻࣌ؒ(Volume)ͱ௚ۙͷར༻ঢ়گʢRecency)Ͱߟ͑ͯΈΔɻ
    ར༻࣌ؒ(h)
    100h
    50h
    10h
    1िؒલ
    4िؒલ 2िؒલ
    ࠷ޙͷར༻

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  41. ࠨ্ͷηάϝϯτʹ͸ར༻͕࣌ؒ௕͍͕ɺ࠷ޙͷར༻͔Β͕࣌ؒܦա
    ͍ͯ͠ΔϢʔβʔ͕͍Δɻ
    41
    ੲ த ࠷ۙ ࠷ޙͷར༻



    ར༻࣌ؒ

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  42. ͜ͷηάϝϯτͷϢʔβʔ͸αʔϏεʹຬ଍Ͱ͖ͣɺར༻ΛࣙΊͯ͠·ͬͨͷ͔
    ΋͠Εͳ͍ɻαʔϏεͷΞοϓσʔτΛڞ༗͢Δ͜ͱͰɺ·ͨ࢖͍࢝Ίͯ΋Β
    ͑Δ͔΋͠Εͳ͍ɻ
    42
    த ࠷ۙ ࠷ޙͷར༻



    ར༻࣌ؒ

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  43. 43
    RFVͰ෼͚ͨηάϝϯτ͸
    ͲͷΑ͏ʹՄࢹԽ͢Ε͹͍͍ͷ͔ʁ

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  44. 44
    Ϣʔβʔͷଟ͞Λ৭Ͱදݱ͢Δ͜ͱͰɺՄࢹԽ͕ՄೳͱͳΔɻ
    ར༻࣌ؒ



    ௿ த ߴ
    ར༻ස౓
    ར༻࣌ؒ



    ௿ த ߴ
    ར༻ස౓

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  45. ར༻࣌ؒ



    ௿ த ߴ
    ར༻ස౓
    ͜ͷΑ͏ʹάϧʔϓ͝ͱͷ஋Λूܭ͠ɺूܭͨ͠஋ͷେখʹΑͬͯά
    ϧʔϓͷ৭ΛృΓ෼͚ΔνϟʔτΛώʔτϚοϓͱݺͿɻ
    45
    ར༻࣌ؒ



    ௿ த ߴ
    ར༻ස౓

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  46. 46
    ExploratoryΛ࢖ͬͯRFV෼ੳΛͯ͠ΈΔʂ

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  47. 47
    ࠓճ࢖͏αϯϓϧσʔλ
    ϢʔβʔͷΞΫηεϩάɾσʔλ

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  48. 48
    1ߦ͸ɺϢʔβʔͷΞΫηε೔࣌ͱར༻࣌ؒΛද͢ ɻ
    ΞΫηε೔࣌ ϢʔβʔID αʔϏεͷར༻࣌ؒ(෼)

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  49. 49
    σʔλΛΠϯϙʔτ͢Δɻ

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  50. 50
    σʔλϑϨʔϜͷϓϥεϘλϯ( + )͔ΒσʔλɾΧλϩάΛબͿɻ

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  51. αʔνϘοΫεʹSaaS RFVͱೖྗͯ͠ݕࡧ͢Δɻ
    51

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  52. σʔλͷ৘ใΛݟ͍ͨ৔߹͸։͘ϘλϯΛΫϦοΫ͢Δɻ
    52

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  53. ΠϯϙʔτϘλϯΛΫϦοΫͯ͠σʔλΛΠϯϙʔτ͢Δɻ
    53

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  54. อଘΛΫϦοΫ͢Δɻ
    54

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  55. 55
    σʔλΛΠϯϙʔτ͢Δ͜ͱ͕Ͱ͖ͨɻ

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  56. 56
    RFV෼ੳΛ͢Δͷʹඞཁͳσʔλ
    Ϣʔβʔ1ਓɺ1ߦ RFVͷࢦඪ

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  57. 57
    σʔλ͕੔͑͹ՄࢹԽ͢Δ͚ͩɻ

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  58. 58
    खݩʹ͋Δσʔλ:Ϣʔβʔϩά

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  59. 59
    ݩͷσʔλ͸1Ϣʔβʔ1ߦʹͳ͍ͬͯͳ͍ɻ

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  60. 60
    ݩͷσʔλʹ͸RFVͱ͍͏ࢦඪ͕ͳ͍ɻ
    ʁ

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  61. 61
    RFV෼ੳͷεςοϓ

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  62. 62
    1. ར༻೔਺Λूܭ
    2. ར༻࣌ؒΛूܭ
    3. ࠷ॳͷར༻೔Λूܭ
    4. ࠷ޙͷར༻೔Λूܭ
    5. ྻ໊Λมߋ
    6. ར༻೔਺͕1೔ͷϢʔβʔΛআ֎
    7. RecencyείΞɿ࠷ޙͷར༻೔͔Βࠓ೔ʢ2017೥2݄12೔ʣ·Ͱͷ೔਺Λܭࢉ
    8. ࠷ॳͷར༻೔͔Β࠷ޙͷར༻೔·Ͱͷ೔਺Λܭࢉ
    9. FrequencyείΞɿ1೔͋ͨΓͷར༻ճ਺Λܭࢉ
    10.VolumeείΞɿ1೔͋ͨΓͷར༻࣌ؒΛܭࢉ

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  63. 63
    1. ར༻೔਺Λूܭ
    2. ར༻࣌ؒΛूܭ
    3. ࠷ॳͷར༻೔Λूܭ
    4. ࠷ޙͷར༻೔Λूܭ
    5. ྻ໊Λมߋ
    6. ར༻೔਺͕1೔ͷϢʔβʔΛআ֎
    7. RecencyείΞɿ࠷ޙͷར༻೔͔Βࠓ೔ʢ2017೥2݄12೔ʣ·Ͱͷ೔਺Λܭࢉ
    8. ࠷ॳͷར༻೔͔Β࠷ޙͷར༻೔·Ͱͷ೔਺Λܭࢉ
    9. FrequencyείΞɿ1೔͋ͨΓͷར༻ճ਺Λܭࢉ
    10.VolumeείΞɿ1೔͋ͨΓͷར༻࣌ؒΛܭࢉ

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  64. RFVͷείΞͷूܭʹ͋ͨͬͯ͸࣌ؒͷ৘ใ͸ෆཁͳͷͰɺ೔෇σʔ
    λʹม׵͢Δɻ
    64

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  65. timestampͷྻϔομʔϝχϡʔ͔ΒɺσʔλλΠϓΛม׵ɺ
    Dateʢ೔෇ʣλΠϓʹม׵Λબ୒͢Δɻ
    65

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  66. 66
    ܭࢉΛ࡞੒μΠΞϩά͕։͘ͷͰ࣮ߦ͢Δɻ

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  67. ސ٬͝ͱʹRFVͷείΞΛܭࢉ͍ͨ͠ͷͰɺuseridͷྻϔομʔϝ
    χϡʔ͔ΒूܭʢSummarizeʣΛબ୒͢Δɻ
    67

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  68. 68
    ஋ʹtimestampΛબ୒͠ɺूܭؔ਺ʹҰҙͳ஋ʢuniqueʣΛબ୒͢Δɻ

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  69. 69
    1. ར༻೔਺Λूܭ
    2. ར༻࣌ؒΛूܭ
    3. ࠷ॳͷར༻೔Λूܭ
    4. ࠷ޙͷར༻೔Λूܭ
    5. ྻ໊Λมߋ
    6. ར༻೔਺͕1೔ͷϢʔβʔΛআ֎
    7. RecencyείΞɿ࠷ޙͷར༻೔͔Βࠓ೔ʢ2017೥2݄12೔ʣ·Ͱͷ೔਺Λܭࢉ
    8. ࠷ॳͷར༻೔͔Β࠷ޙͷར༻೔·Ͱͷ೔਺Λܭࢉ
    9. FrequencyείΞɿ1೔͋ͨΓͷར༻ճ਺Λܭࢉ
    10.VolumeείΞɿ1೔͋ͨΓͷར༻࣌ؒΛܭࢉ

    View Slide

  70. 70
    ஋ʹtimeΛબ୒͠ɺूܭؔ਺ʹ߹ܭ஋ʢsumʣΛબ୒͢Δɻ

    View Slide

  71. 71
    1. ར༻೔਺Λूܭ
    2. ར༻࣌ؒΛूܭ
    3. ࠷ॳͷར༻೔Λूܭ
    4. ࠷ޙͷར༻೔Λूܭ
    5. ྻ໊Λมߋ
    6. ར༻೔਺͕1೔ͷϢʔβʔΛআ֎
    7. RecencyείΞɿ࠷ޙͷར༻೔͔Βࠓ೔ʢ2017೥2݄12೔ʣ·Ͱͷ೔਺Λܭࢉ
    8. ࠷ॳͷར༻೔͔Β࠷ޙͷར༻೔·Ͱͷ೔਺Λܭࢉ
    9. FrequencyείΞɿ1೔͋ͨΓͷར༻ճ਺Λܭࢉ
    10.VolumeείΞɿ1೔͋ͨΓͷར༻࣌ؒΛܭࢉ

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  72. 72
    ஋ʹtimestampΛબ୒͠ɺ࠷ॳͷ೔ʢminʣΛબ୒͢Δɻ

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  73. 73
    1. ར༻೔਺Λूܭ
    2. ར༻࣌ؒΛूܭ
    3. ࠷ॳͷར༻೔Λूܭ
    4. ࠷ޙͷར༻೔Λूܭ
    5. ྻ໊Λมߋ
    6. ར༻೔਺͕1೔ͷϢʔβʔΛআ֎
    7. RecencyείΞɿ࠷ޙͷར༻೔͔Βࠓ೔ʢ2017೥6݄26೔ʣ·Ͱͷ೔਺Λܭࢉ
    8. ࠷ॳͷར༻೔͔Β࠷ޙͷར༻೔·Ͱͷ೔਺Λܭࢉ
    9. FrequencyείΞɿ1೔͋ͨΓͷར༻ճ਺Λܭࢉ
    10.VolumeείΞɿ1೔͋ͨΓͷར༻࣌ؒΛܭࢉ

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  74. 74
    ஋ʹtimestampΛબ୒͠ɺ࠷ޙͷ೔ʢmaxʣΛબ୒͢Δɻ

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  75. 75
    1. ར༻೔਺Λूܭ
    2. ར༻࣌ؒΛूܭ
    3. ࠷ॳͷར༻೔Λूܭ
    4. ࠷ޙͷར༻೔Λूܭ
    5. ྻ໊Λมߋ
    6. ར༻೔਺͕1೔ͷϢʔβʔΛআ֎
    7. RecencyείΞɿ࠷ޙͷར༻೔͔Βࠓ೔ʢ2017೥2݄12೔ʣ·Ͱͷ೔਺Λܭࢉ
    8. ࠷ॳͷར༻೔͔Β࠷ޙͷར༻೔·Ͱͷ೔਺Λܭࢉ
    9. FrequencyείΞɿ1೔͋ͨΓͷར༻ճ਺Λܭࢉ
    10.VolumeείΞɿ1೔͋ͨΓͷར༻࣌ؒΛܭࢉ

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  76. timestamp_unq͸ར༻ස౓Λද͍ͯ͠ΔͷͰɺฤूΞΠίϯΛΫϦο
    Ϋͯ͠ɺ৽͍͠ྻ໊ʹfrequencyͱೖྗͯ͠OKΛԡ͢ɻ
    76

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  77. time_sum͸૯ར༻࣌ؒΛද͍ͯ͠ΔͷͰɺฤूΞΠίϯΛΫϦοΫ͠
    ͯɺ৽͍͠ྻ໊ʹvolumeͱೖྗͯ͠OKΛԡ͢ɻ
    77

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  78. timestamp_min͸࠷ॳͷར༻೔Λද͍ͯ͠ΔͷͰɺฤूΞΠίϯΛΫ
    ϦοΫͯ͠ɺ৽͍͠ྻ໊ʹfirst_dateͱೖྗͯ͠OKΛԡ͢ɻ
    78

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  79. timestamp_max͸࠷ޙͷར༻೔Λද͍ͯ͠ΔͷͰɺฤूΞΠίϯΛΫ
    ϦοΫͯ͠ɺ৽͍͠ྻ໊ʹlast_dateͱೖྗͯ͠OKΛԡ͢ɻ
    79

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  80. 80
    1. ར༻೔਺Λूܭ
    2. ར༻࣌ؒΛूܭ
    3. ࠷ॳͷར༻೔Λूܭ
    4. ࠷ޙͷར༻೔Λूܭ
    5. ྻ໊Λมߋ
    6. ར༻೔਺͕1೔ͷϢʔβʔΛআ֎
    7. RecencyείΞɿ࠷ޙͷར༻೔͔Βࠓ೔ʢ2017೥2݄12೔ʣ·Ͱͷ೔਺Λܭࢉ
    8. ࠷ॳͷར༻೔͔Β࠷ޙͷར༻೔·Ͱͷ೔਺Λܭࢉ
    9. FrequencyείΞɿ1೔͋ͨΓͷར༻ճ਺Λܭࢉ
    10.VolumeείΞɿ1೔͋ͨΓͷར༻࣌ؒΛܭࢉ

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  81. ͜͜Ͱ͸ܧଓతʹར༻ཤྺͷ͋ΔϢʔβʔʹ஫໨͍ͨ͠ͷͰɺ
    frequency͕͔̍݅͠ͳ͍ϢʔβʔΛআ͘ɻ
    81

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  82. 82
    frequencyͷྻϔομʔϝχϡʔ͔ΒɺϑΟϧλɺΑΓେ͖͍Λબ୒͢Δɻ

    View Slide

  83. 83
    frequency͕̍ΑΓେ͖͍ͰϑΟϧλ͢Δɻ

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  84. 84
    frequency͕1ͷސ٬͕औΓআ͔Εͨɻ

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  85. 85
    1. ར༻೔਺Λूܭ
    2. ར༻࣌ؒΛूܭ
    3. ࠷ॳͷར༻೔Λूܭ
    4. ࠷ޙͷར༻೔Λूܭ
    5. ྻ໊Λมߋ
    6. ར༻೔਺͕1೔ͷϢʔβʔΛআ֎
    7. RecencyείΞɿ࠷ޙͷར༻೔͔Βࠓ೔ʢ2017೥2݄12೔ʣ·Ͱͷ೔਺Λܭࢉ
    8. ࠷ॳͷར༻೔͔Β࠷ޙͷར༻೔·Ͱͷ೔਺Λܭࢉ
    9. FrequencyείΞɿ1೔͋ͨΓͷར༻ճ਺Λܭࢉ
    10.VolumeείΞɿ1೔͋ͨΓͷར༻࣌ؒΛܭࢉ

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  86. 86
    last_date (࠷ޙͷར༻೔)͔Βࠓ೔·Ͱͷ೔਺Λܭࢉ͢Δɻͨͩ͠σʔ
    λͷ࠷ޙͷ೔͕2017-02-12ͳͷͰࠓ೔ͷ೔෇ͷ୅ΘΓʹ2017-02-12
    Λ࢖͏ɻ

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  87. 2017-02-12͔Β֤Ϣʔβʔͷ࠷ޙͷར༻೔ΛҾ͘͜ͱͰɺ
    RecencyείΞΛٻΊΔ͜ͱ͕Ͱ͖Δɻ
    87
    RecencyείΞ = 2017-02-12 − last_date

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  88. 88
    last_dateͷྻϔομʔϝχϡʔ͔ΒܭࢉΛ࡞੒ʢMutateʣΛબ୒͢Δɻ

    View Slide

  89. 89
    2017-02-12 − last_dateͱೖྗ࣮͠ߦ͢Δɻ

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  90. ͢ΔͱҎԼͷΑ͏ͳΤϥʔ͕ग़ͯ͠·͏ɻ͜Ε͸2017-02-12͕೔෇ͷ
    σʔλͱͯ͠ೝࣝ͞Ε͍ͯͳ͍ͨΊɻ
    90

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  91. ymdؔ਺Λར༻ͯ͠ɺ೥ɺ݄ɺ೔ͷॱ൪ʹͳ͍ͬͯΔจࣈྻΛ೔෇ʹ
    ม׵͢Δɻ
    91
    ymd("2017-02-12")

    ymd(“2017/02/12”)

    ymd("Created on 2017 February 12th”)

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  92. 92
    ymdؔ਺Λ࢖ͬͯRecencyείΞΛܭࢉ͢Δɻ
    RecencyείΞ = ymd(“2017-02-12”) − last_date

    View Slide

  93. վΊͯlast_dateͷྻϔομʔϝχϡʔ͔ΒܭࢉΛ࡞੒ʢMutateʣΛબ
    ୒͢Δɻ
    93

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  94. 94
    2017೥2݄12೔͔Β࠷ޙͷར༻೔ΛҾ͍ͯRecencyείΞΛܭࢉ͢Δɻ

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  95. 95
    Recency͸difftimeͱ͍͏ܕ͕ͩɺ͜ͷޙͷܭࢉͷͨΊʹ਺஋ʹ͢Δɻ

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  96. ΧϥϜϔομϝχϡʔ͔ΒσʔλλΠϓΛม׵ɺNumericʢ਺஋ʣλ
    Πϓʹม׵ɺ೔Λબ୒
    96

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  97. 97
    ͦͷ··࣮ߦ͢Δɻ

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  98. 98
    Recency͕difftimeܕ͔Βnumeric(਺ܕ)ܕʹม׵͞Εͨɻ

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  99. 99
    1. ར༻೔਺Λूܭ
    2. ར༻࣌ؒΛूܭ
    3. ࠷ॳͷར༻೔Λूܭ
    4. ࠷ޙͷར༻೔Λूܭ
    5. ྻ໊Λมߋ
    6. ར༻೔਺͕1೔ͷϢʔβʔΛআ֎
    7. RecencyείΞɿ࠷ޙͷར༻೔͔Βࠓ೔ʢ2017೥2݄12೔ʣ·Ͱͷ೔਺Λܭࢉ
    8. ࠷ॳͷར༻೔͔Β࠷ޙͷར༻೔·Ͱͷ೔਺Λܭࢉ
    9. FrequencyείΞɿ1೔͋ͨΓͷར༻ճ਺Λܭࢉ
    10.VolumeείΞɿ1೔͋ͨΓͷར༻࣌ؒΛܭࢉ

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  100. 100
    ϢʔβʔʹΑͬͯαʔϏεͷར༻ظؒ͸ҟͳΔɻ
    ར༻ظؒͷ୯ҐΛἧ͑ͯɺ
    1೔͋ͨΓͷϢʔβʔͷར༻ස౓΍ར༻࣌ؒΛܭࢉ͢Δ
    ͜ͱͰɺద੾ʹηάϝϯτʹ෼͚Δ͜ͱ͕ՄೳͱͳΔɻ

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  101. 101
    ͦ͜ͰϢʔβʔ͝ͱʹαʔϏεͷར༻ظؒΛܭࢉ͢Δɻར༻͕͋ͬͨ
    ظؒ͸First_Date (࠷ॳͷར༻೔)͔ΒLast_Date (࠷ޙͷར༻೔)·Ͱͷ
    ೔਺ɻ
    last_date - first_date

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  102. Ϣʔβʔ͝ͱͷαʔϏεͷར༻ظؒΛܭࢉ͢ΔͨΊʹɺlast_dateͷྻ
    ϔομʔϝχϡʔ͔ΒɺܭࢉΛ࡞੒ʢMutateʣΛબ୒͢Δɻ
    102

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  103. last_date − first_dateͱλΠϓ͠ɺϢʔβʔ͝ͱͷ
    αʔϏεར༻ظؒʢactive_periodʣΛܭࢉ͢Δɻ
    103

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  104. ઌఔͱಉ༷ʹdifftimeͱ͍͏σʔλܕͰϢʔβʔ͝ͱͷαʔϏεར༻ظ
    ؒͷྻ͕࡞ΒΕͨɻ͜ͷޙͷܭࢉͷͨΊʹ਺஋ܕม׵ʹ͢Δɻ
    104

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  105. ΧϥϜϔομϝχϡʔ͔ΒσʔλλΠϓΛม׵ɺNumeric(਺஋)λΠ
    ϓʹม׵ɺ೔Λબ୒
    105

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  106. 106
    Active_Period (ར༻͕͋ͬͨظؒ)Λ਺஋ʹม׵

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  107. 107
    Active_Period (ߪങ͕͋ͬͨظؒ)͕਺஋ʹม׵͞Εͨ

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  108. 108
    1. ར༻೔਺Λूܭ
    2. ར༻࣌ؒΛूܭ
    3. ࠷ॳͷར༻೔Λूܭ
    4. ࠷ޙͷར༻೔Λूܭ
    5. ྻ໊Λมߋ
    6. ར༻೔਺͕1೔ͷϢʔβʔΛআ֎
    7. RecencyείΞɿ࠷ޙͷར༻೔͔Βࠓ೔ʢ2017೥2݄12೔ʣ·Ͱͷ೔਺Λܭࢉ
    8. ࠷ॳͷར༻೔͔Β࠷ޙͷར༻೔·Ͱͷ೔਺Λܭࢉ
    9. FrequencyείΞɿ1೔͋ͨΓͷར༻ճ਺Λܭࢉ
    10.VolumeείΞɿ1೔͋ͨΓͷར༻࣌ؒΛܭࢉ

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  109. 109
    Ϣʔβʔ͝ͱʹ1೔͋ͨΓͷར༻ճ਺Λܭࢉͯ͠FrequencyείΞΛ
    ࢉग़͢Δɻ1೔͋ͨΓͷར༻ճ਺͸Frequencyʢར༻೔਺ʣΛ
    Active_Period (αʔϏεͷར༻ظؒ)Ͱׂͬͨ΋ͷɻ
    FrequencyείΞ = frequency / active_period

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  110. 1೔͋ͨΓͷར༻ճ਺Λܭࢉ͢ΔͨΊʹɺfrequency (ར༻೔਺ͷ߹ܭ)
    ͷྻϔομϝχϡʔ͔ΒܭࢉΛ࡞੒ʢMutateʣΛબ୒ɻ
    110

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  111. frequency (ར༻೔਺ͷ߹ܭ)Λactive_period(ར༻͕͋ͬͨظؒ)ͰׂΔ͜
    ͱͰɺfrequency(ར༻ස౓)ͷείΞΛࢉग़͢Δɻ
    111

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  112. 112
    FrequencyείΞ͕ܭࢉ͞Εͨɻ

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  113. 113
    1. ར༻೔਺Λूܭ
    2. ར༻࣌ؒΛूܭ
    3. ࠷ॳͷར༻೔Λूܭ
    4. ࠷ޙͷར༻೔Λूܭ
    5. ྻ໊Λมߋ
    6. ར༻೔਺͕1೔ͷϢʔβʔΛআ֎
    7. RecencyείΞɿ࠷ޙͷར༻೔͔Βࠓ೔ʢ2017೥2݄12೔ʣ·Ͱͷ೔਺Λܭࢉ
    8. ࠷ॳͷར༻೔͔Β࠷ޙͷར༻೔·Ͱͷ೔਺Λܭࢉ
    9. FrequencyείΞɿ1೔͋ͨΓͷར༻ճ਺Λܭࢉ
    10.VolumeείΞɿ1೔͋ͨΓͷར༻࣌ؒΛܭࢉ

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  114. 114
    Ϣʔβʔ͝ͱʹ1೔͋ͨΓͷར༻࣌ؒΛܭࢉͯ͠VolumeείΞΛࢉग़
    ͢Δɻ1೔͋ͨΓͷར༻ճ਺͸Volumeʢར༻࣌ؒͷ߹ܭʣΛ
    Active_Period (αʔϏεͷར༻ظؒ)Ͱׂͬͨ΋ͷɻ
    VolumeείΞ = volume/ active_period

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  115. 115
    volumeͷྻϔομϝχϡʔ͔ΒܭࢉΛ࡞੒ʢMutateʣΛબ୒

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  116. volume(ར༻࣌ؒͷ߹ܭ) Λactive_period (ར༻͕͋ͬͨظؒ)Ͱׂͬͯɺ
    1೔͋ͨΓͷvolume_score (૯ར༻࣌ؒ)Λࢉग़͢Δ
    116

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  117. 117
    volume_score͕ܭࢉ͞Εͨɻ

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  118. 118
    R (Recency)
    F (Frequency)
    V (Monetary)
    ͕ܭࢉͰ͖ͨʂ

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  119. 119
    R (Recency) F (Frequency) V(Volume)
    ͦΕͧΕͷࢦඪείΞΛ3ஈ֊ʹ෼͚ͯɺ
    ՄࢹԽͯ͠ΈΔɻ

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  120. 120
    ͜͏͍͏ܗͰՄࢹԽ͍ͨ͠ɻ

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  121. 121
    • λΠϓʹώʔτϚοϓΛબ୒ɻ
    • X࣠ʹrecency_scoreΛબ୒ɻ
    • Y࣠ʹvolume_scoreΛબ୒ɻ

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  122. σϑΥϧτͷΧςΰϦʔ਺͸5ͭͳͷͰɺ͜ΕΛ3ͭʹม͑ΔͨΊʹΧ
    ςΰϦʔͷઃఆϦϯΫΛΫϦοΫ͢Δɻ
    122

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  123. 123
    • ΧςΰϦʔͷ਺ʹ3ͱೖྗ͢Δɻ
    • ϥϕϧʹLow, Middle, HighͱλΠϓɻ

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  124. FrequencyͷείΞΛ3ͭͷάϧʔϓʹ෼͚ͯɺͦΕͧΕͷάϧʔϓʹ
    ໊લΛ͚ͭΔ͜ͱ͕Ͱ͖ͨɻɹ
    124

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  125. 125
    Y࣠ͷVolumeͷείΞͷΧςΰϦ਺΋3ͭʹมߋ͢Δɻ

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  126. 126
    • ΧςΰϦʔͷ਺ʹ3ͱೖྗ͢Δɻ
    • ϥϕϧʹLow, Middle, HighͱλΠϓɻ

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  127. Frequency ScoreͱVolume ScoreͰϢʔβʔΛηάϝϯτʹ෼͚Δ͜ͱ
    ͕Ͱ͖ͨɻ
    127

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  128. 128
    ࠷ޙʹRecencyͷ৘ใΛώʔτϚοϓʹ௥Ճ͢Δɻ

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  129. 129
    ܁Γฦ͠ʹRecencyείΞΛબ୒͢Δɻ

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  130. 130
    ΧςΰϦʔ਺Λ3ͭʹมߋ͢ΔͨΊʹઃఆϦϯΫΛΫϦοΫ͢Δɻ

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  131. 131
    • ΧςΰϦʔͷ਺ʹ3ͱೖྗ͢Δɻ
    • ϥϕϧʹNew, Middle, OldͱλΠϓɻ

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  132. 132
    ܁Γฦ͠ϝχϡʔ͔ΒϨΠΞ΢τΛมߋ͢Δɻ

    View Slide

  133. 133
    ߦ͋ͨΓͷνϟʔτͷ਺Λ2ʹมߋ͢Δɻ

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  134. 134
    RFV3ͭͷࢦඪͰϢʔβʔΛηάϝϯτʹ෼͚Δ͜ͱ͕Ͱ෼͚ͨɻ

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  135. 135
    ࠷ޙͷαʔϏεར༻͔Β೔͕ઙ͍ηάϝϯτͷதͰ΋ɺར༻ස౓΋ར༻࣌
    ؒ΋গͳ͍Ϣʔβʔ͕ଟ਺͍Δ͜ͱ͕෼͔ͬͨɻ฼਺͕େ͖͍෼αʔϏε
    ͷΠϯύΫτ͕େ͖͍ͷͰɺՁ஋ͷ͋ΔαʔϏεͷػೳΛ঺հͨ͠Γ࢖͍
    ํΛαϙʔτͨ͠Γ͢Δ͜ͱͰɺνϟʔϯΛະવʹ๷͗ɺ͞Βʹ͸Τϯ
    ήʔδϝϯτΛ޲্ͤ͞Δ͜ͱ͕Ͱ͖Δ͔΋͠Εͳ͍ɻ

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  136. 136
    ࠷ޙͷαʔϏεར༻͔Β೔͕ઙ͍ηάϝϯτͷதͰ΋ɺར༻ස౓͸গͳ͍΋
    ͷͷɺར༻͕࣌ؒ௕͍Ϣʔβʔ͕20໊΄Ͳ͍Δ͜ͱ͕෼͔ͬͨɻ͜͏͍ͬ
    ͨϢʔβʔʹ͸ྫ͑͹ଞͷ࡞඼ͷࢹௌΛଅ͢͜ͱͰࢹௌ࣌ؒΛ৳͹͠ɺ͞Β
    ʹΤϯήʔδϝϯτΛߴΊΔ͜ͱ͕Ͱ͖Δ͔΋͠Εͳ͍ɻ

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  137. 137
    ࠷ޙͷαʔϏεར༻͔Β೔͕ઙ͍ηάϝϯτͷதͰ΋ɺར༻ස౓
    ͕ଟ͍΋ͷͷɺར༻͕࣌ؒগͳ͍Ϣʔβʔ͕50໊΄Ͳ͍Δ͜ͱ͕
    ෼͔ͬͨɻ͜͏͍ͬͨϢʔβʔʹ͸ྫ͑͹ଞͷ࡞඼ͷࢹௌΛଅ͢
    ͜ͱͰࢹௌ࣌ؒΛ৳͹͢͜ͱ͕Ͱ͖Δ͔΋͠Εͳ͍ɻ

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  138. 138
    ࠷ޙͷαʔϏεར༻͔Β͕࣌ؒܦա͍ͯ͠ΔηάϝϯτͷதʹɺαʔϏε
    ͷར༻ස౓͕ଟ͘ɺ·ͨར༻͕࣌ؒଟ͍Ϣʔβʔ͕70໊Ҏ্͍Δ͜ͱ͕෼
    ͔ΔɻαʔϏεʹຬ଍Ͱ͖ͣɺར༻ΛࣙΊͯ͠·ͬͨͷ͔΋͠Εͳ͍ɻ
    αʔϏεͷΞοϓσʔτΛڞ༗͢Δ͜ͱͰɺ·ͨ࢖͍࢝Ίͯ΋Β͑Δ͔΋
    ͠Εͳ͍ɻ

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  139. 139
    RFV෼ੳΛ͢Δ͜ͱͰϢʔβʔΛద੾ͳ
    ηάϝϯτʹ෼͚ͯΞΫγϣϯ͕Ͱ͖ΔΑ͏ʹͳΔɻ
    ࣮ͨͩࡍʹΞΫγϣϯ͢Δʹ͸ɺ
    ֤ηάϝϯτ͝ͱͷސ٬Ϧετ͕ඞཁͱͳΔɻ

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  140. ϦετԽ͍ͨ͠ސ٬ηάϝϯτΛΫϦοΫ͢ΔͱৄࡉμΠΞϩά͕ද
    ࣔ͞ΕΔͷͰɺৄࡉϘλϯΛΫϦοΫ͢Δɻ
    140

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  141. બ୒ͨ͠ηάϝϯτͷՄࢹԽʹར༻ͨ͠ৄࡉσʔλɺ͢ͳ͸ͪ֘౰η
    άϝϯτͷސ٬Ϧετ͕֬ೝͰ͖Δɻ
    141

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  142. 142
    ৄࡉσʔλ͸CSV΍ExcelͷܗࣜͰΠϯϙʔτ͢Δ͜ͱ͕Մೳɻ

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  143. 143
    RFV෼ੳΛ͢Δ͜ͱͰෳ਺ͷΤϯήʔδϝϯτͷࢦඪΛ
    ࢖ͬͯϢʔβʔΛηάϝϯτʹ෼͚Δ͜ͱ͕Ͱ͖ͨɻ
    ͨͩαʔϏε΍ϓϩμΫτશମͰRFVͷࢦඪ͕ྑ͘ͳͬ
    ͍ͯΔ͔஌Γ͍ͨͱ͖͸ɺ1ͭʹࢦඪʹ·ͱΊ͍ͨɻ

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  144. RFVͷ3ͭͷࢦඪΛ଍্͛ͯ͠ɺ1ͭͷࢦඪʹ·ͱΊͯϞχλʔ͢Δํ
    ๏͕͋Δɻ
    144
    Τϯήʔδϝϯτ = ར༻ճ਺ + ར༻ྔ + ࠷ޙͷར༻͔Βܦա࣌ؒ

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  145. 145
    ͨͩ͠αʔϏεʹΑͬͯRecencyɺFrequencyɺVolumeͷॏΈ͸ҟͳΔɻ
    ͦ͜ͰܦݧʢυϝΠϯ஌ࣝʣΛ΋ͱʹ֤ࢦඪʹॏΈΛ͚ͭΔ͜ͱͰɺࣗ
    ෼ୡͷαʔϏεʹ͋ͬͨΤϯήʔδϝϯτࢦඪΛͭ͘Δ͜ͱ͕Ͱ͖Δɻ
    Τϯήʔδϝϯτ = 0.6*ར༻ճ਺ + 0.3*ར༻ྔ + 0.1*࠷ޙͷར༻͔Βܦա࣌ؒ

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  146. 146
    ܦݧͰ͸ͳ͘σʔλ͔Β
    ॏΈ෇͚ͷ஋ΛଌΔํ๏΋͋Δɻ

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  147. 147
    ͦ΋ͦ΋Τϯήʔδϝϯτ͸νϟʔϯ΍ίϯόʔδϣϯͱ૬͍ؔͯ͠
    ͯɺͦΕΒͷઌߦࢦඪʹͳ͍ͬͯΔ͔ΒɺϞχλʔ͢΂͖ͱ͍͏࿩͕
    ͋ͬͨɻ
    5݄ 6݄ 7݄ 8݄ 9݄
    Τϯήʔδϝϯτ
    Ϧςϯγϣϯ཰

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  148. 148
    ͭ·ΓΤϯήʔδϝϯτ͸
    νϟʔϯ·ͨ͸ίϯόʔδϣϯͱ
    ૬͍ؔͯ͠Δ͔͕ϙΠϯτɻ

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  149. 149
    ౷ܭ΍ػցֶशͷϞσϧΛར༻ͯ͠ɺ
    ֤ࢦඪ͕ίϯόʔδϣϯ΍νϟʔϯʹ
    ͲΕ͚ͩӨڹʢ૬ؔʣ͍ͯ͠Δ͔Λ஌Γɺ
    ֤ࢦඪͷॏΈ͚ͮʹར༻͢Δ͜ͱ͕Ͱ͖Δɻ

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  150. 150
    ໨తม਺Λίϯόʔδϣϯ·ͨ͸Ϧςϯγϣϯʢνϟʔϯʣͱͯ͠ɺ
    ճؼ΍ػցֶशͷϞσϧΛ࡞੒͢Δ͜ͱͰɺʮॏΈ͚ͮʯͷύϥϝʔ
    λʔΛಋ͖ग़͢͜ͱ͕Ͱ͖Δɻ
    Ϧςϯγϣϯ= 0.5*ར༻ճ਺ + 0.4*ར༻ྔ + 0.1*࠷ޙͷར༻͔Βܦա࣌ؒ

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  151. Τϯήʔδϝϯτ͕Ϧςϯγϣϯʢνϟʔϯʣͱ૬͍ؔͯ͠Δ͔ΛϞχ
    λʔ͢Δඞཁ͕͋Δɻ΋͠ဃ཭͖͍ͯͯ͠ΔΑ͏Ͱ͋Ε͹ɺॏΈ෇͚Λݟ
    ௚͔͢ɺRɺFɺVҎ֎ͷࢦඪΛ࢖ͬͯΤϯήʔδϝϯτࢦඪΛ࡞Γ௚͢ɻ
    151
    Τϯήʔδϝϯτ
    Ϧςϯγϣϯ཰

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  152. 152
    ౷ܭ·ͨ͸ػցֶशϞσϧͷৄࡉ͸
    ผͷػձʹ঺հ͠·͢ʂ

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  153. 153
    RFVείΞ͕ूܭͰ͖ͨΒɺμογϡϘʔυͰϞχλʔ͍ͯ͘͠ɻ

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  154. αʔϏεͷϯήʔδϝϯτͷ্ԼΛϞχλʔͯ͠ɺΤϯήʔδϝϯτ
    ্͕͕Βͳ͍ͷͰ͋Ε͹ɺΤϯήʔδϝϯτ͕௿͍ਓʹΤϯήʔδϝ
    ϯτΛ্͛ΔͨΊͷద੾ͳΞΫγϣϯΛଧ͍ͬͯ͘͜ͱ͕Ͱ͖Δɻ
    154

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  155. 155
    Τϯήʔδϝϯτͷ·ͱΊ

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  156. 156
    ·ͱΊɿΤϯήʔδϝϯτ
    1. Τϯήʔδϝϯτ͸Ϧςϯγϣϯʢνϟʔϯʣ΍ίϯόʔδϣϯͷઌߦࢦඪɻ
    2. Τϯήʔδϝϯτࢦඪͷ1ͭʹDAU/MAUͱ͍͏ࣗ෼ͨͪͷαʔϏε͕ͲΕ͚ͩසൟʹར༻͞Ε
    ͍ͯΔ͔ΛଌΔࢦඪ͕͋Δɻ
    3. ͨͩϢʔβʔ͝ͱͷར༻ස౓͸ҟͳΔͷͰɺΑΓޮՌతͳΞΫγϣϯΛଧͭͨΊʹ͸ɺސ٬Λ
    ΤϯήʔδϝϯτͰηάϝϯτʹ෼͚Δ͜ͱ͕༗ޮͰ͋ΔɻͦͷͨΊͷՄࢹԽͷํ๏ͱͯ͠ɺ
    ύϫʔϢʔβʔɾΧʔϒ͕͋Δɻ
    4. Τϯήʔδϝϯτ͸ෳ਺ͷࢦඪͰଌΔ͜ͱ͕Ͱ͖Δ৔߹͕͋Δɻͦ͜ͰɺRFV෼ੳΛ࣮ࢪ͢Δ
    ͜ͱͰɺෳ਺ͷΤϯήʔδϝϯτͷࢦඪΛ࢖ͬͯϢʔβʔΛηάϝϯτʹ෼͚Δ͜ͱ͕Ͱ͖Δɻ
    5. RFVͷ3ͭͷࢦඪʹॏΈΛ͚ͭͯ଍্͛͠Δ͜ͱͰɺ1ͭͷࢦඪʹ·ͱΊͯαʔϏεશମͷΤϯ
    ήʔδϝϯτΛϞχλʔ͢Δ͜ͱ͕Ͱ͖Δɻ

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  157. ࣍ճηϛφʔ

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  158. 158
    EXPLORATORY
    SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #6
    ίϗʔτ෼ੳ Part 1

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  159. ࣍ճ͸SaaSͷجຊࢦඪͱͯ͠঺հͨ͠
    ωοτɾϨϕχϡʔɾϦςϯγϣϯΛਂງΓ͍ͯ͘͠ɻ
    159

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  160. ωοτɾϨϕχϡʔɾϦςϯγϣϯʹ͸࠷ۙͷϢʔβʔ͕ܧଓ͍ͯ͠Δ
    ͷ͔ɺੲ͔Β͍ΔϢʔβʔ͕ܧଓ͍ͯ͠Δ͔͕෼͔Βͳ͍໰୊͕͋Δɻ
    160
    1݄ 2݄ 3݄ 4݄
    75%
    4ສԁ
    3ສԁ
    ৽نސ٬ طଘސ٬

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  161. 161
    ͦ͜ͰαʔϏεͷՃೖ࣌ظ͝ͱʹϢʔβʔΛηάϝϯτʢίϗʔτʣ
    ʹ෼͚ͯɺऩӹ͕ͲͷΑ͏ʹมԽ͍ͯ͠Δ͔ΛϞχλʔ͢Δ
    ϨΠϠʔέʔΩɾνϟʔτͱ͍͏ՄࢹԽͷํ๏͕͋Δɻ

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  162. 162
    ৄࡉ͸࣍ճͷηϛφʔͰʂ

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  163. 163
    • ୈ1ճɿ SaaSͷ࠷ॏཁKPI ͱͦͷՄࢹԽ Part 1
    • ୈ2ճɿ SaaSͷ࠷ॏཁKPI ͱͦͷՄࢹԽ Part 2
    • ୈ3ճɿ Τϯήʔδϝϯτ Part 1 - DAU/MAU
    • ୈ4ճɿΤϯήʔδϝϯτ Part 2 - ύϫʔϢʔβʔɾΧʔϒ
    • ୈ5ճɿ Τϯήʔδϝϯτ Part 3 -RFV
    • ୈ6ճɿίϗʔτ෼ੳ Part 1
    • ୈ7ճɿ ίϗʔτ෼ੳ Part 2
    • ୈ8ճɿ NPSͷܭࢉͱࣗ༝هड़ͷςΩετ෼ੳ
    SaaS ΞφϦςΟΫε

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  164. 164

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  165. 165
    7݄ͷ։࠵
    ि຤൛ɿ 2020೥7݄24(ۚ), 25೔(౔), 26೔(೔)
    ฏ೔൛ɿ 2020೥7݄28೔(Ր), 29೔(ਫ), 30೔(໦)

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

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

    • ϏδωεͰ࢖͑ΔࢥߟྗͱεΩϧͷशಘ
    σʔλαΠΤϯεͷεΩϧशಘ͚ͩͰͳ͘ɺσʔλ෼ੳʹඞཁͳࢥߟྗ΋शಘͰ͖Δ
    ಛ௃
    166

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  167. 167
    ࿈བྷઌ
    ϝʔϧ
    [email protected]
    ΢ΣϒαΠτ
    https://ja.exploratory.io
    ϒʔτΩϟϯϓɾτϨʔχϯά
    https://ja.exploratory.io/training-jp
    Twitter
    @Ikuyamm

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  168. Q & A

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  169. EXPLORATORY

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