SaaS アナリティクス ワークショップ #6 - コホート分析 Part 1 - レイヤーケーキ・チャート

Transcript

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

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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
   

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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. 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
   

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10. 10
    EXPLORATORY
    SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #6
    ίϗʔτ෼ੳ Part 1 - ϨΠϠʔέʔΩɾνϟʔτ
    

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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 - ϨΠϠʔέʔΩɾνϟʔτ
    • ୈ7ճɿ ίϗʔτ෼ੳ Part 2
    • ୈ8ճɿ NPSͷܭࢉͱࣗ༝هड़ͷςΩετ෼ੳ
    SaaS ΞφϦςΟΫε
    

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12. 12
    ΞδΣϯμ
    • ৽نސ٬ɺطଘސ٬ʹ෼͚ͨMRRͷՄࢹԽ
    • ίϗʔτʹ෼͚ͨMRRͷՄࢹԽɿϨΠϠʔέʔΩͷ঺հ
    • ϨΠϠʔέʔΩͷ࡞Γํ
    

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13. 13
    SaaSͷجຊࢦඪͱͯ͠MRRʢ݄ؒఆظऩӹʣͱ͍͏ࢦඪ͕͋ͬͨɻ
    

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14. 14
    ࠓ೔͸MRRΛਂ۷Γ͢Δํ๏Λ঺հ͢Δɻ
    

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15. 15
    DAU/MAUͱ͍ͬͨࢦඪΛՄࢹԽ͢Δࡍ΍ɺ
    ύϫʔϢʔβʔɾΧʔϒͰͷՄࢹԽ͢Δࡍʹɺ
    ϢʔβʔͷΤϯήʔδϝϯτΛਂງΓ͢ΔͨΊʹɺ
    άϧʔϓʹ෼͚ͯൺ΂ͨɻ
    

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16. 16
    ࠃ͝ͱʹΤϯήʔδϝϯτࢦඪͷDAU/MAUΛൺֱ͢Δɻ
    

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17. 17
    ࢹௌίϯςπͰάϧʔϓʹ෼͚ͯɺύϫʔϢʔβʔɾΧʔϒΛൺֱ͢Δɻ
    ώϡʔϚϯɾυϥϚΛࢹௌ͢Δηάϝϯτ
    ίϝσΟΛࢹௌ͢Δηάϝϯτ
    

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18. 18
    MRR΋άϧʔϓʹ෼͚ͯՄࢹԽ͢Δ͜ͱͰ
    ਂງΓ͕Ͱ͖Δɻ
    

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19. 19
    5݄ 6݄ 7݄ 8݄ 9݄
    ΞϝϦΧ
    ೔ຊ
    ࠃ͝ͱʹMRRΛൺֱ͢Δɻ
    

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20. 20
    5݄ 6݄ 7݄ 8݄ 9݄
    Ϗδωεϓϥϯ
    ϓϩμΫτ΍αʔϏε͝ͱʹMRRΛൺֱ͢Δɻ
    ύʔιφϧϓϥϯ
    

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21. 21
    ͜ͷΑ͏ʹɺࢦඪΛਂງΓ͢Δͱ͖ʹ෼͚ͨάϧʔϓͷ͜ͱΛ
    ίϗʔτͱݺͼɺڵຯ͕͋ΔࢦඪΛίϗʔτʹ෼͚ͯൺ΂Δ͜ͱΛ
    ίϗʔτ෼ੳͱݺͿɻ
    5݄ 6݄ 7݄ 8݄ 9݄
    Ϗδωεϓϥϯ
    ύʔιφϧϓϥϯ
    

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22. 22
    Ϗδωε͕ޮ཰తʹ੒௕͍ͯ͠Δ͔Λཧղ͢ΔͨΊʹ
    ৽نސ٬ͱطଘސ٬ͷίϗʔτʹ෼͚ͯɺ
    MRRΛϞχλʔ͢Δํ๏͕͋Δɻ
    

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23. 23
    ྫ͑͹ҎԼͷΑ͏ʹMRR͕૿Ճ͍ͯ͠ΔϏδωε͕͋ͬͨͱ͢Δɻ
    

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24. 24
    MRRΛ৽نސ٬ͱطଘސ٬ͷίϗʔτʹ෼͚Δɻ
    طଘސ٬
    ৽نސ٬
    

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25. طଘސ٬͔ΒͷMRR͸લ݄ͷ৽نސ٬ͱطଘސ٬ͷ͏ͪɺཌ݄΋
    αʔϏεΛܧଓͨ͠ސ٬͔ΒಘΒΕΔMRRͱͳΔɻ
    25
    طଘސ٬
    ৽نސ٬
    

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26. ͨͱ͑Ϗδωε͕੒௕͍ͯͯ͠΋ɺνϟʔϯ͕ଟ͘ސ٬͕ఆண͍ͯ͠
    ͳ͍͜ͱ͕͋Δɻ
    26
    طଘސ٬
    ৽نސ٬
    

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27. 27
    ৽نސ٬ͷ
    ֫ಘίετ
    طଘސ٬ͷ
    ҡ࣋ίετ
    >
    • ޿ࠂɾϚʔέςΟϯάඅ༻
    • Ӧۀඅ༻
    • ΧελϚʔɾαϙʔτ/αΫηεඅ༻
    

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28. 28
    ސ٬ʹͱͬͯྑ͍ϓϩμΫτ΍αʔϏε͕ఏڙͰ͖͍ͯΕ͹ɺސ٬͸
    αʔϏεΛܧଓ͢ΔͷͰɺطଘސ٬͔ΒͷMRRͷׂ߹͸ߴ͘ͳΓɺಉ͡
    MRRΛಘΔͨΊʹඞཁͳίετΛ཈͑Δ͜ͱ͕Ͱ͖Δɻ
    طଘސ٬
    ৽نސ٬
    

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29. 29
    ͨͩ৽نͱطଘͷίϗʔτʹ෼͚Δ͚ͩͰ͸
    Ϣʔβʔ͕ͲΕ͙Β͍ͷظؒɺ
    طଘސ٬Ͱ͋Δ͔͕෼͔Βͳ͍ɻ
    

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30. 30
    ͜Ε͸αϒεΫϦϓγϣϯܕϏδωεͰ͸
    େ͖ͳ໰୊ɻ
    

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31. අ༻ʢສԁʣ
    ྫ͑͹1ਓͷސ٬ͷίϯόʔτʹ3ສԁͷඅ༻͕͔͔Δֹ݄1ສԁͷϏ
    δωε͕͋ͬͨͱ͢Δɻ
    31
    ऩӹʢສԁʣ 1
    3
    

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32. ίϯόʔτ݄ͨ͠ʢ1ϲ݄໨ʣͷऩӹͱίϯόʔτʹ͔͔ͬͨඅ༻ͷ
    ࠩ͸−2ສԁͱͳΓɺ͜ͷϢʔβʔ͔Β͸Ṷ͚͕ग़ͳ͍͜ͱʹͳΔɻ
    32
    1
    3
    རӹʢສԁʣ -2
    1ϲ݄໨
    අ༻ʢສԁʣ
    ऩӹʢສԁʣ
    

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33. ސ٬͕ཌ݄΋αʔϏεΛܧଓ͢Ε͹ɺཌ݄΋ಉ͡Α͏ʹ1ສԁͷऩӹ
    ͕ಘΒΕΔͷͰɺ͜ͷϢʔβʔͷੜ֔ʢ௨ࢉʣऩӹ͸૿͑Δɻ
    33
    1
    3
    -2
    1ϲ݄໨ 2ϲ݄໨
    2
    3
    -1
    རӹʢສԁʣ
    අ༻ʢສԁʣ
    ੜ֔ऩӹʢສԁʣ
    ऩӹʢສԁʣ 1 1
    +
    

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34. ͜ͷϢʔβʔ͕3ϲ݄ؒαʔϏεΛܧଓͯ͠ར༻͢Ε͹ɺ͜ͷϢʔβʔΛ
    ֫ಘ͢ΔͨΊʹ͔͔ͬͨඅ༻ʢ౤ࢿʣ͸ճऩͰ͖Δ͜ͱʹͳΔɻ
    34
    1
    3
    -2
    1ϲ݄໨ 2ϲ݄໨ 3ϲ݄໨
    2
    3
    -1
    3
    3
    0
    རӹʢສԁʣ
    අ༻ʢສԁʣ
    ੜ֔ऩӹʢສԁʣ
    

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35. ͜ͷϢʔβʔ͕4ϲ݄Ҏ্αʔϏεΛܧଓ͢Ε͹ɺ
    ͜ͷϢʔβʔ͔Β͸རӹ͕ಘΒΕΔΑ͏ʹͳΔɻ
    35
    1
    3
    -2
    1ϲ݄໨ 2ϲ݄໨ 3ϲ݄໨ 4ϲ݄໨
    2
    3
    -1
    3
    3
    0
    4
    3
    1
    རӹʢສԁʣ
    අ༻ʢສԁʣ
    ੜ֔ऩӹʢສԁʣ
    

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36. 36
    ܧଓظ͕ؒ௕͍ސ٬͔Β͸ɺΑΓଟ͘ͷརӹ͕ಘΒΕΔɻ
    1
    3
    -2
    1ϲ݄໨ 2ϲ݄໨ 3ϲ݄໨ 4ϲ݄໨ 5ϲ݄໨ 6ϲ݄໨ 12ϲ݄໨
    2
    3
    -1
    3
    3
    0
    4
    3
    1
    5
    3
    2
    6
    3
    3
    12
    3
    9
    …
    རӹʢສԁʣ
    අ༻ʢສԁʣ
    ੜ֔ऩӹʢສԁʣ
    

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37. طଘސ٬ͷதͰ΋ɺظ͕ؒ௕͍ηάϝϯτʹͳΕ͹ͳΔ΄Ͳ
    ऩӹʢੜ֔ऩӹʣ͸େ͖͘ͳΔɻ
    37
    1ϲ݄ 3ϲ݄ 6ϲ݄ 9ϲ݄
    ੜ֔ऩӹɿ3ສԁ ੜ֔ऩӹɿ6ສԁ ੜ֔ऩӹɿ9ສԁ
    ੜ֔ऩӹɿ1ສԁ
    طଘϢʔβʔ
    ৽نϢʔβʔ
    

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38. 38
    ৽ن͔طଘ͔Ͱ͸ͳ͘ɺ
    ܧଓظؒͰސ٬Λίϗʔτʹ෼͚ͨํ͕
    ΑΓMRRΛਂງΓͰ͖Δɻ
    

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39. 39
    ྫ͑͹ҎԼͷΑ͏ͳMRRͷϏδωε͕͋ͬͨͱ͢Δɻ
    

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40. ར༻͍ͯ͠ΔظؒͰϢʔβʔΛίϗʔτʹ෼͚ͯMRRΛՄࢹԽ͢Δͱ
    ҎԼͷΑ͏ͳνϟʔτʹͳΔɻ
    40
    9Χ݄લ
    8Χ݄લ
    7Χ݄લ
    6Χ݄લ
    5Χ݄લ
    4Χ݄લ
    3Χ݄લ
    2Χ݄લ
    1Χ݄લ
    

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41. 41
    ௚݄ۙͷMRRʹ஫໨͢Δɻ
    9Χ݄લ
    8Χ݄લ
    7Χ݄લ
    6Χ݄લ
    5Χ݄લ
    4Χ݄લ
    3Χ݄લ
    2Χ݄લ
    1Χ݄લ
    

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42. 9Χ݄લ
    8Χ݄લ
    7Χ݄લ
    6Χ݄લ
    5Χ݄લ
    4Χ݄લ
    3Χ݄લ
    2Χ݄લ
    1Χ݄લ
    ͜ͷϏδωε͸ར༻ظؒͷ୹͍Ϣʔβʔ͔Βͷऩӹʹཔ͍ͬͯΔͷ
    ͰɺMRRΛޮ཰తʹ૿΍͢͜ͱ͕Ͱ͖͍ͯͳ͍ɻ
    42
    ܧଓظ͕ؒ௕͍
    Ϣʔβ͔Βͷऩӹ
    ܧଓظ͕ؒ୹͍
    Ϣʔβ͔Βͷऩӹ
    

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43. ΋͠Ϣʔβʔͷଟ͕͘αʔϏεΛ௕͍ظؒ࢖͍ଓ͚͍ͯΔ৔߹͸
    ͦΕͧΕͷظؒͷϢʔβʔͷൺ཰͸ಉ༷͡ʹͳΔɻ
    43
    ܧଓظ͕ؒ௕͍
    Ϣʔβ͔Βͷऩӹ
    ܧଓظ͕ؒ୹͍
    Ϣʔβ͔Βͷऩӹ
    9Χ݄લ
    8Χ݄લ
    7Χ݄લ
    6Χ݄લ
    5Χ݄લ
    4Χ݄લ
    3Χ݄લ
    2Χ݄લ
    1Χ݄લ
    

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44. ͦͷ৔߹ɺͦΕͧΕͷظ͔ؒΒͷऩӹ͕ੵΈॏͳ͍ͬͯ͘ͷͰMRRΛ
    ޮ཰తʹ૿΍͍ͯ͘͜͠ͱ͕Ͱ͖Δɻ
    44
    9Χ݄લ
    8Χ݄લ
    7Χ݄લ
    6Χ݄લ
    5Χ݄લ
    4Χ݄લ
    3Χ݄લ
    2Χ݄લ
    1Χ݄લ
    ΄ΜͱͲͷސ٬͕νϟʔϯ͠ͳ͍ͨΊ
    ར༻ظ͕ؒ୹͍Ϣʔβʔͷׂ߹͕௿͍
    ৽نސ٬͕ܧଓͯ͠νϟʔϯ͢ΔͨΊ
    ར༻ظ͕ؒ୹͍Ϣʔβʔͷׂ߹͕ߴ͍
    

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45. 9Χ݄લ
    8Χ݄લ
    7Χ݄લ
    6Χ݄લ
    5Χ݄લ
    4Χ݄લ
    3Χ݄લ
    2Χ݄લ
    1Χ݄લ
    MRRΛސ٬ͷظؒ͝ͱͷίϗʔτʹ෼͚ͯՄࢹԽ͢Δ͜ͱͰɺMRR
    ͕ޮ཰తʹ੒௕͍͍ͯͬͯ͠Δ͔Λཧղ͢Δ͜ͱ͕Ͱ͖Δɻ
    45
    

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46. όʔνϟʔτΑΓ΋ɺΤϦΞνϟʔτͷํ͕࣌ؒͷܦաʹΑΔ֤ί
    ϗʔτͷมԽΛଊ͑΍͍͢ɻ
    46
    

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47. 47
    ͜ͷνϟʔτΛϨΠϠʔɾέʔΩνϟʔτͱݺͿɻ
    

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48. ϨΠϠʔέʔΩɾνϟʔτͷίϗʔτʹ͸αʔϏεͷར༻։࢝࣌ظ͕
    ར༻͞ΕΔ͜ͱ͕Ұൠతɻ
    48
    

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49. ී௨ɺސ٬͸νϟʔϯ͢ΔͷͰɺ࣌ظʹΑΔࠩ͸͋ΕͲɺ֤ίϗʔτ
    ͔ΒಘΒΕΔऩӹ͸ݮ͍ͬͯ͘ɻ
    49
    

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50. 50
    ΦϯϘʔσΟϯά΍ϓϩμΫτͷվળʹΑͬͯɺސ٬͕͙͢ʹՁ஋ΛମݧͰ͖
    ΔΑ͏ʹͳ͍ͬͯΕ͹ɺ࢖͍࢝Ίͨ࣌ظ͕࠷ۙͷίϗʔτͷνϟʔϯ཰͸ݮগ
    ͢Δ͸ͣͳͷͰɺMRRͷݮগ෯΋খ͘͞ͳΔɻ
    ࠷ۙͷίϗʔτ
    

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51. ௕ظʹ౉Γސ٬ΛϦςϯγϣϯͰ͖͍ͯΔαʔϏεͰ͋Ε͹ɺ৽ن
    Ϣʔβʔ͔Βͷऩӹ͕ͦͷ··Ϗδωεͷ੒௕ͱͳΔɻ
    51
    

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52. ͔͠͠ɺ͜Ε͕࠷ߴͷϨΠϠʔέʔΩͰ͸ͳ͍ɻ
    ͞Βʹ࠷্ͷϨΠϠʔέʔΩ͕͋Δɻ
    52
    

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54. 54
    ୈ1ճͷϫʔΫγϣοϓͰΤΫεύϯγϣϯͱ͍͏ίϯηϓτΛ঺հͨ͠ɻ
    

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55. ελϯμʔυϓϥϯʢ1ສԁ/݄ʣ
    ϓϨϛΞϜϓϥϯʢ2ສԁ/݄ʣ
    2ͭͷϓϥϯΛఏڙ͢ΔαʔϏε͕͋ͬͨͱ͢Δɻ
    

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56. 1݄ 2݄ 3݄ 4݄
    ސ٬͕νϟʔϯ͢Ε͹طଘސ٬͔ΒͷMRR͸ݮΔɻ
    ৽نސ٬ طଘސ٬
    1ສԁ
    1ສԁ
    1ສԁ
    1ສԁ
    1ສԁ
    1ສԁ
    1ສԁ
    

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57. 1݄ 2݄ 3݄ 4݄
    ͨͩ͠ސ٬͕ϓϥϯΛΞοϓάϨʔυ͢Ε͹ɺͦͷސ٬͔ΒಘΒΕΔ
    MRR͸લ݄ΑΓ૿͑Δɻ͜ͷ૿ऩΛΤΫεύϯγϣϯͱݺΜͩɻ
    1ສԁ
    1ສԁ
    2ສԁ
    2ສԁ
    

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58. 58
    ΤΫεύϯγϣϯ͕͋Δͱɺطଘސ٬͔ΒͷMRR͸૿͑Δɻ͜ͷΑ͏
    ʹલ݄ͷطଘސ٬ͷMRRʹൺ΂ͯཌ݄ͷMRR͕૿͑Δ͜ͱΛ
    ωΨςΟϒνϟʔϯͱݺͿɻ
    1݄ 2݄ 3݄ 4݄
    4ສԁ
    5ສԁ
    1ສԁ
    1ສԁ
    1ສԁ
    1ສԁ
    2ສԁ
    2ສԁ
    1ສԁ
    

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59. ωΨςΟϒνϟʔϯ͕ى͖͍ͯΔͱ֤ίϗʔτ͔ΒಘΒΕΔMRR͸
    ͲΜͲΜͱେ͖͘ͳ͍ͬͯ͘ɻ
    59
    

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60. 60
    ͜Ε͕࠷ߴͷϨΠϠʔέʔΩɻ
    

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61. 61
    ޮ཰ྑ͘ϏδωεΛ੒௕͍ͤͯ͞Δ
    ࠃ಺ͷSaaSαʔϏεͷྫ
    

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62. View Slide

63. View Slide

64. 64
    ExploratoryΛ࢖ͬͯ
    ϨΠϠʔέʔΩɾνϟʔτͰՄࢹԽͯ͠ΈΔʂ
    

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65. 65
    ࠓճ࢖͏αϯϓϧσʔλ
    ࢧ෷͍σʔλ
    

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66. 66
    1ߦ͸Ϣʔβʔ͝ͱͷࢧ෷͍೔ͱࢧ෷ֹ͍ۚͷ৘ใΛද͢ɻ
    ࢧ෷೔ ϢʔβʔID ࢧ෷ֹ͍ۚ Ϣʔβʔηάϝϯτ
    

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67. 67
    σʔλΛΠϯϙʔτ͢Δɻ
    

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68. 68
    σʔλϑϨʔϜͷϓϥεϘλϯ( + )͔ΒσʔλɾΧλϩάΛબͿɻ
    

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69. αʔνϘοΫεʹSaaS Layer Cakeͱೖྗͯ͠ݕࡧ͢Δɻ
    69
    

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70. σʔλͷ৘ใΛݟ͍ͨ৔߹͸։͘ϘλϯΛΫϦοΫ͢Δɻ
    70
    

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71. ΠϯϙʔτϘλϯΛΫϦοΫͯ͠σʔλΛΠϯϙʔτ͢Δɻ
    71
    

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72. อଘΛΫϦοΫ͢Δɻ
    72
    

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73. 73
    σʔλΛΠϯϙʔτ͢Δ͜ͱ͕Ͱ͖ͨɻ
    

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74. 74
    ϨΠϠʔέʔΩɾνϟʔτΛඳ͘ͷʹඞཁͳσʔλ
    1ߦ͕Ϣʔβʔͷ݄͝ͱͷࢧ෷͍೔ͷσʔλ Ϣʔβʔͷ͝ͱ࠷ॳͷࢧ෷͍೔
    ࢧ෷ֹ͍ۚ
    

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75. 75
    σʔλ͕੔͑͹͋ͱ͸ՄࢹԽ͢Δ͚ͩɻ
    

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76. Ϣʔβʔͷߪಡ։࢝೔͝ͱͷίϗʔτʹ෼͚ͯMRRΛूܭ͍͕ͨ͠ɺ
    ݩͷσʔλʹ͸ߪಡ։࢝೔͝ͱͷίϗʔτͷ৘ใ͕ͳ͍ɻ
    76
    ʁ
    

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77. Ϣʔβʔ͝ͱʹ࠷ॳͷࢧ෷͍೔͕ܭࢉͰ͖Ε͹ɺߪಡ։݄࢝͝ͱͷ
    ίϗʔτʹ෼͚ͯMRRΛूܭ͢Δ͜ͱ͕Ͱ͖Δɻ
    77
    

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78. 78
    ϨΠϠʔέʔΩɾνϟʔτͷՄࢹԽεςοϓ
    ࢧ෷͍σʔλ
    ΤϦΞνϟʔτͰՄࢹԽ
    Ϣʔβʔ͝ͱͷ࠷ॳͷ
    ߪಡ೔Λܭࢉ
    

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79. 79
    ϨΠϠʔέʔΩɾνϟʔτͷՄࢹԽεςοϓ
    ࢧ෷͍σʔλ
    ΤϦΞνϟʔτͰՄࢹԽ
    Ϣʔβʔ͝ͱͷ࠷ॳͷ
    ߪಡ೔Λܭࢉ
    

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80. ސ٬͝ͱͷ࠷ॳͷࢧ෷͍೔͕෼͔Ε͹ɺސ٬͕ߪಡΛ։࢝ͨ͠λΠϛϯ
    άͰάϧʔϓʹ෼͚Δ͜ͱ͕Ͱ͖Δɻ
    80
    ࢧ෷͍೔ ސ٬ID
    2019-01-17 A
    2019-02-01 B
    2019-02-17 A
    2019-02-22 C
    2019-03-01 B
    2019-03-17 A
    2019-03-22 C
    2019-04-01 B
    2019-04-17 A
    ࢧ෷͍೔ ސ٬ID ࠷ॳͷࢧ෷͍೔
    2019-01-17 A 2019-01-17
    2019-02-01 B 2019-02-01
    2019-02-17 A 2019-01-17
    2019-02-22 C 2019-02-22
    2019-03-01 B 2019-02-01
    2019-03-17 A 2019-01-17
    2019-03-22 C 2019-02-22
    2019-04-01 B 2019-02-01
    2019-04-17 A 2019-01-17
    

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81. ސ٬͝ͱͷࢧ෷೔ͷ࠷খ஋Λܭࢉ͢ΔͨΊʹάϧʔϓԽΛͯ͠ސ٬Λ
    άϧʔϓʹ෼͚Δɻ
    81
    ࢧ෷͍೔ ސ٬ID
    2019-01-17 A
    2019-02-01 B
    2019-02-17 A
    2019-02-22 C
    2019-03-01 B
    2019-03-17 A
    2019-03-22 C
    2019-04-01 B
    2019-04-17 A
    ࢧ෷͍೔ ސ٬ID
    2019-01-17 A
    2019-02-17 A
    2019-03-17 A
    2019-04-17 A
    2019-02-01 B
    2019-03-01 B
    2019-04-01 B
    2019-02-22 C
    2019-03-22 C
    άϧʔϓԽ
    

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82. άϧʔϓԽΛͯ͠ސ٬Λάϧʔϓʹ෼͚ͨΒminؔ਺Λར༻ͯ͠ɺސ٬
    ͝ͱͷࢧ෷͍೔ͷ࠷খ஋Λܭࢉ͢Δɻ
    82
    ࢧ෷͍೔ ސ٬ID
    2019-01-17 A
    2019-02-17 A
    2019-03-17 A
    2019-04-17 A
    2019-02-01 B
    2019-03-01 B
    2019-04-01 B
    2019-02-22 C
    2019-03-22 C
    ࢧ෷͍೔ ސ٬ID ࠷ॳͷࢧ෷͍
    2019-01-17 A 2019-01-17
    2019-02-17 A 2019-01-17
    2019-03-17 A 2019-01-17
    2019-04-17 A 2019-01-17
    2019-02-01 B 2019-02-01
    2019-03-01 B 2019-02-01
    2019-04-01 B 2019-02-01
    2019-02-22 C 2019-02-22
    2019-03-22 C 2019-02-22
    min(ࢧ෷͍೔)
    

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83. ސ٬͝ͱʹ࠷ॳͷࢧ෷೔Λܭࢉ͍ͨ͠ͷͰɺuseridͷ
    ྻϔομʔϝχϡʔ͔ΒάϧʔϓԽΛબ୒͢Δɻ
    83
    

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84. 84
    ސ٬͝ͱʹάϧʔϓʹ෼͚ΒΕͨɻ
    

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85. ސ٬͝ͱͷ࠷ॳͷࢧ෷͍೔Λܭࢉ͍ͨ͠ͷͰɺpayment_dayͷྻ
    ϔομʔϝχϡʔ͔ΒܭࢉΛ࡞੒ʢMutateʣΛબ୒͢Δɻ
    85
    

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86. 86
    ܭࢉΤσΟλʹmin(payment_date)Λͱೖྗ࣮͠ߦ͢Δɻ
    

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87. 87
    ސ٬͝ͱͷ࠷ॳͷࢧ෷͍೔͕ܭࢉͰ͖ͨɻ
    

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88. 88
    άϧʔϓΛղআ͢Δɻ
    

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89. 89
    άϧʔϓ͕ղআͰ͖ͨɻ
    

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90. 90
    ϨΠϠʔέʔΩɾνϟʔτͷՄࢹԽεςοϓ
    ࢧ෷͍σʔλ
    ΤϦΞνϟʔτͰՄࢹԽ
    Ϣʔβʔ͝ͱͷ࠷ॳͷ
    ߪಡ೔Λܭࢉ
    

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91. 91
    • νϟʔτͷλΠϓʹΤϦΞΛબ୒͢Δɻ
    • X࣠ʹpayment_dateΛબ୒͠ɺεέʔϧʹɹɹ
    ݄ͰؙΊॲཧΛબ୒͢Δɻ
    

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92. 92
    Y࣠ʹpriceʹɺूܭؔ਺ʹ߹ܭ஋ʢSUMʣΛબ୒͢Δɻ
    

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93. 93
    • νϟʔτͷλΠϓʹΤϦΞΛબ୒͢Δɻ
    • X࣠ʹpayment_dateΛબ୒͠ɺεέʔϧʹɹɹ
    ݄ͰؙΊॲཧΛબ୒͢Δɻ
    

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94. 94
    ৭ʢάϧʔϓԽʣʹfirst_payment_dateΛબ୒͠ɺ
    εέʔϧʹ݄ͰؙΊॲཧΛબ୒͢Δɻ
    

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95. 95
    MRRΛߪಡ։࢝࣌ظͷίϗʔτʹ෼͚ΒΕ͕ͨɺܧଓظ͕ؒ୹͍ސ٬͔
    ΒॱʹMRR͕ੵΈॏͳ͍ͬͯͯɺΑΓੲ͔Β͍Δطଘސ٬ͷऩӹʹ࠷ۙ
    ͷސ٬ͷऩӹ͕ੵΈॏͳ͍͍ͬͯͬͯΔ͜ͱ͕௚ײతʹ෼͔ΓͮΒ͍ɻ
    ܧଓظ͕ؒ࠷΋௕͍ίϗʔτ
    ܧଓظ͕ؒ
    ࠷΋୹͍
    ίϗʔτ
    

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96. ϨΠϠʔέʔΩνϟʔτͰ͸ܧଓظ͕ؒ௕͍ίϗʔτ͔ΒॱʹMRRΛ
    ੵΈ্͍͖͍͛ͯͨɻ
    96
    ܧଓظ͕ؒ࠷΋୹͍ίϗʔτ
    ܧଓظ͕ؒ
    ࠷΋௕͍
    ίϗʔτ
    

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97. 97
    ৭ʢάϧʔϓԽʣϝχϡʔ͔Β৭ͷฒͼॱΛબ୒͢Δɻ
    

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98. 98
    ৭ͷฒͼॱʹԼ͔Β্Λબ୒͠ɺద༻͢Δɻ
    

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99. ϨΠϠʔέʔΩɾνϟʔτ͕࡞੒͢Δ͜ͱͰɺMRRΛޮ཰తʹ૿΍ͤ
    ͍ͯΔ͔͕ਂງΓͰ͖ͨɻ
    99
    

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100. 100
     ·ͱΊɿϨΠϠʔέʔΩɾνϟʔτ
     1. طଘސ٬ͷҡ࣋ίετΑΓɺ৽نސ٬ͷ֫ಘίετͷํ͕ߴ͍ͨΊɺMRRΛ৽نސ
     ٬ͱطଘސ٬ͷίϗʔτʹ෼͚ͨͱ͖ʹɺطଘސ٬͔ΒMRRͷׂ߹͕ߴ͍ํ͕ɺ
     MRRΛΑΓޮ཰తʹ৳͹͍ͤͯΔϏδωεͱݴ͑Δɻ
     2. ͨͩ͠طଘސ٬ͷதͰ΋αʔϏεͷར༻ظؒ͸όϥόϥɻސ٬1ਓ͔ΒಘΒΕΔੜ֔
     ऩӹ͸αʔϏεͷܧଓظ͕ؒ௕͍΄Ͳେ͖͘ͳΔͷͰɺܧଓظؒͷ௕͍ސ٬͔Βͷ
     MRRͷׂ߹͕ߴ͘ͳΔํ͕ΑΓMRRΛޮ཰తʹ৳͹͢͜ͱ͕Ͱ͖͍ͯΔͱݴ͑Δɻ
     3. ͦ͜ͰαʔϏεͷར༻ظؒΛද͢ɺར༻։࢝λΠϛϯά͝ͱͷίϗʔτʹMRRΛ෼
     ͚ΔϨΠϠʔέʔΩɾνϟʔτΛར༻͢Δ͜ͱͰɺMRRΛޮ཰తʹ૿΍͍ͤͯΔ͔
     ͕ਂງΓͰ͖Δɻ
     

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101. 101
     ͱ͜ΖͰɻɻɻ
     

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102. ͦΕͧΕͷίϗʔτͰ͸MRRͷ૿ݮ཰ʹҧ͍͕͋Δɻྫ͑͹ɺ9݄ͷ
     ίϗʔτ͸ݮগ཰͕5݄ͷίϗʔτʹൺ΂ͯେ͖͍ɻ
     102
     

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103. 103
     ͜Ε͸ɺ9݄ͷίϗʔτͷސ٬ͷϦςϯγϣϯ཰͕ѱ͍͔ΒͩΖ͏ɻ
     

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104. 104
     ΧελϚʔɾϦςϯγϣϯ཰ʹ஫໨͠ɺ
     ͦΕ͕ྑ͘ͳ͖͍ͬͯͯΔͷ͔ɺ
     ѱ͘ͳ͖͍ͬͯͯΔͷ͔Λཧղ͍ͨ͠ɻ
     

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105. 105
     ίϗʔτ͝ͱͷސ٬Ϧςϯγϣϯ཰ͷਪҠΛαʔϏεΛར༻࢝͠Ίͨ
     λΠϛϯάͰἧ͑ͯɺར༻ظؒ͝ͱʹϦςϯγϣϯ཰͕ൺ΂ΒΕΔΑ
     ͏ʹՄࢹԽ͍ͨ͠ɻ
     2ϲ݄໨ 4ϲ݄໨ 6ϲ݄໨ 8ϲ݄໨
     ίϯόʔτ
     

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106. ੜଘʢαόΠόϧʣ෼ੳͷख๏ͷҰͭͰ͋ΔɺੜଘۂઢΛ࢖͏ͱ؆୯
     ʹߦ͏͜ͱ͕Ͱ͖Δɻ
     106
     2ϲ݄໨ 4ϲ݄໨ 6ϲ݄໨ 8ϲ݄໨
     ίϯόʔτ
     

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107. 107
     ੜଘ෼ੳΛ͢Δ͜ͱͰҎԼͷΑ͏ͳ࣭໰ʹ౴͍͑ͯ͘͜ͱ͕Ͱ͖Δɻ
     • ϓϩμΫτͷվળ͕ސ٬ͷϦςϯγϣϯʹ໾ཱ͍ͬͯΔͷ͔ʁ
     • ʮదͨ͠ʯސ٬͕ೖ͖͍ͬͯͯΔͷ͔ʁ
     • ΦϯϘʔσΟϯά͕͏·͘ߦ͍ͬͯΔͷ͔ʁ
     

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108. ࣍ճηϛφʔ
     

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109. 109
     EXPLORATORY
     SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #7
     ίϗʔτ෼ੳ Part 2 - ੜଘ෼ੳ
     

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110. 110
     • ୈ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 ੜଘ෼ੳ - 7/16
     • ୈ8ճɿ NPSͷܭࢉͱࣗ༝هड़ͷςΩετ෼ੳ
     SaaS ΞφϦςΟΫε
     

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111. 111
     ੜଘʢαόΠόϧʣ෼ੳ
     

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112. 112
     ৄࡉ͸࣍ճͷηϛφʔͰʂ
     

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113. View Slide

114. View Slide

115. View Slide

116. View Slide

117. 117
     7݄ͷ։࠵
     ฏ೔൛ɿ 2020೥7݄28೔(Ր), 29೔(ਫ), 30೔(໦)
     

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118. • ϓϩάϥϛϯάͳ͠
     RݴޠͷUIͰ͋ΔExploratoryΛ෼ੳπʔϧͱͯ͠࢖༻͢ΔͨΊडߨத͸ɺϏδωεͷ
     ໰୊Λղܾ͢ΔͨΊʹඞཁͳσʔλαΠΤϯεͷख๏ͷशಘʹ100ˋूதͰ͖Δ
     
     • ෼ੳπʔϧͷϕϯμʔϩοΫΠϯͳ͠
     ExploratoryͰͷ࡞ۀ͸શͯಠཱͨ͠ΦʔϓϯιʔεͷR؀ڥͰ࠶ݱ͕Մೳ
     
     • ϏδωεͰ࢖͑ΔࢥߟྗͱεΩϧͷशಘ
     σʔλαΠΤϯεͷεΩϧशಘ͚ͩͰͳ͘ɺσʔλ෼ੳʹඞཁͳࢥߟྗ΋शಘͰ͖Δ
     ಛ௃
     118
     

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119. EDA Salon
     ୳ࡧతσʔλ෼ੳΛΈΜͳͰֶͿ৔
     

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120. 120
     Kickstarter
     

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121. Ϋϥ΢υɾϑΝϯσΟϯά
     

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122. αϯϓϧͷ࣭໰
     • ੒ޭ͍ͯ͠ΔϓϩδΣΫτʹ͸ͲΜͳಛ௃͕͋Δ͔ʁ
     • ௐୡֹۚ͸ΧςΰϦʔ΍ࠃ͝ͱʹҧ͍͸͋Δ͔ʁ
     • ࣦഊ͢ΔϓϩδΣΫτͷݪҼ͸Կ͔ʁ
     122
     

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123. View Slide

124. View Slide

125. 125
     ࿈བྷઌ
     ϝʔϧ
     ikuya@exploratory.io
     ΢ΣϒαΠτ
     https://ja.exploratory.io
     ϒʔτΩϟϯϓɾτϨʔχϯά
     https://ja.exploratory.io/training-jp
     Twitter
     @Ikuyamm
     

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126. Q & A
     

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127. EXPLORATORY
     

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