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Startup MBA~Customer Successの極意
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masa tadokoro
April 21, 2020
Business
1
150
Startup MBA~Customer Successの極意
Startup MBA~Customer Successの極意
masa tadokoro
April 21, 2020
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Transcript
$VTUPNFS4VDDFTTͷۃҙ 4UBSUVQ.#"γϦʔζ
S .BSLFUJOH 'JFME 4BMFT $VTUPNFS 4VDDFTT *OTJEF 4BMFT )3৫ઓུਓࡐͷ $VTUPNFS3FMBUJPOTIJQ&OHBHFNFOU
.JTTJPO7JTJPO7BMVF 'JOBODJBM $VTUPNFS *OUFSOBM 1SPDFTT )3 0SHBOJ[BUJPO .77 4USBUFHZ ίʔϙϨʔτϓϩηεʢࡒɾ๏ɾΨόφϯεFUDʣ 4UBLFIPMEFS3FMBUJPOT 69ઃܭ ϓϩμΫτ։ൃϓϩηε ඪ ४ Խ σ δ λ ϧ Խ σ M λ ׆ ༻ 'JOBODF7BMVBUJPO ઓུʢ1.''FBTJCJMJUZ4DBMBCJMJUZ%FGFOTJCJMJUZʣ
اۀ Ձ #4 1- Ձ ɾݱࡏͷऩӹੑ ɾ#4ͷ݈શੑʢݱ༬ۚɺआۚʣ ɾݻఆࢿ࢈ͷՁ γεςϜɺઃඋͳͲʣ ελʔτΞοϓͷՁʢόϦϡΤʔγϣϯʣΛܾΊΔཁૉ
%FGFOTJCJMJUZ "TTFU ڝ߹༏Ґੑ ࢿ࢈ʣ ɾࣗࣾอ༗ςΫϊϩδʔͷलҳ͞ ɾࡒʢಛڐʣ ɾΤϯδχΞϝϯόʔͷೳྗٕज़ྗ ɾ1SPEVDUͷलҳੑ 5FDIOPMPHZ*1&OHJOFFSJOH ɾ.BSLFU*OTJHIU ɾ%BUBྔ%BUBϞσϧ ɾ%BUB%SJWFOܦӦͷϊϋγεςϜ %BUB*OTJHIU ɾىۀՈͷۀքݖҖੑ$BQBCJMJUZ4LJMM ɾܦӦೳྗ ɾ.77ͷਁಁ ɾ5FBNϝϯόʔͷ$BQBCJMJUZ ɾϝϯόʔͷΤϯήʔδϝϯτϞνϕʔγϣϯ $VMUVSF5FBN$90 /FUXPSLF⒎FDU #VTJOFTTSFMBUJPOTIJQ"TTFU #SBOE"XBSFOFTT.BSLFUJOH"TTFU 0QFSBUJPOBM&YDFMMFODF ɾόϦϡʔνΣʔϯͷख़ΧελϚʔରԠଆϊϋ ʢϕετϓϥΫςΟεɺࣄྫɺϚχϡΞϧͳͲʣ ɾόϦϡʔνΣʔϯͷख़ίʔϙϨʔταΠυϊϋ ʢҙࢥܾఆਝԽͷΈɺΨόφϯεɺίϯϓϥΠΞϯεͳͲʣ ɾωοτϫʔΫޮՌ ɾϦϨʔγϣϯγοϓΞηοτ ʢސ٬ɺϝσΟΞɺΨόϝϯτɺࢿՈɺ ϝϯλʔΞυόΠβʔɺαϓϥΠϠʔͳͲʣ ɾࠂҎ֎ͷސ٬֫ಘνϟωϧ ʢϝσΟΞϦϨʔγϣϯίϛϡχςΟʔ ΠϯϑϧΤϯαʔͳͲʣ ɾࠂʹΑΔ֫ಘνϟωϧ ɾϒϥϯυೝ ɾઓུͷ໌֬͞ ɾઓུͷಠࣗੑ ɾΠϊϕʔγϣϯϞσϧ 4USBUFHZ
1SF4FFE 4FFE 4FSJFT" 4FSJFT#d ʢεέʔϧΛࢦ͢ʣ 1SF*10 *10Λࢦ͢ʣ $1'14'Λࢦ͢ ʢ1.ୡΛࢦ͢ʣ ʢ6OJUFDPOPNJDT݈શԽʣ
1PTU*10 *10ޙͷʣ $4ͷ $4' ࣄྫ ܦӦਞ͕$4Λཧղ͍ͯ͠Δ $4͕શࣾͰཧղ͞Ε͍ͯΔ σʔλɾυϦϒϯͳ$4͕࣮Ͱ͖͍ͯΔ 1SPBDUJWFͳ$4͕Ͱ͖͍ͯΔ 1SFEJDUJWFͳ$4͕Ͱ͖͍ͯΔ $4νʔϜ্ཱ͕͕͍ͪͬͯΔ $4ͷػೳ͕࣮͞Ε͍ͯΔ $4͕ձࣾͷϋϒʹͳ͍ͬͯΔ
*EFBUJPO $1' 14' 1.' 554 4DBMF *10 1PTU *10 1SPEVDU
.BSLFU 'PVOEFS 5FBN 'JOBODF $1' 3JTL 'PVOEFS*TTVF'JU 3JTL *OJUJBM$BQJUBMJ[BUJPO 3JTL 'PVOEFS3FBEJOFTT3JTL 5FDI 'FBTJCJMJUZ 3JTL 1SPEVDU -BVODI 3JTL #VSO3JTL 1JWPU5PMFSBUJPO3JTL 1.' 3JTL 'PVOEJOH5FBN #VJMEJOH3JTL $PGPVOEFS4IBSF"MMPDBUJPO 3JTL 6OJU &DPOPNJDT 3JTL (SPXUI 3JTL )JSJOHSJTL *10 3JTL *10४උ 3JTL 4UPDL%JMVUJPO3JTL $POHMPNFSBUF %JTDPVOU3JTL 1PTU*10(SPXUI 3JTL %FGFOTJCJMJUZ#VJMEJOH3JTL 'PVOEFSUP$&0 5SBOTGPSN3JTL 1PTU*10)3 SJTL 4VDDFTT4UBUVT 2VP3JTL 0QFSBUJPOCMBDLCPY3JTL 4VDDFTTPS3JTL 1SFTFFE 4FFE 4FSJFT" 4FSJFT#d 1SF*10 $&01VCMJD'JHVSF 5SBOTGPSN3JTL 5BMFOU3FUFOUJPO3JTL 'VOESBJTJOH3JTL $VMUVSF#SFBL3JTL
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ڝ૪ ݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε
ମݧՁʴ࣌ؒՁ دΓఴ͍ސ٬ͷޭ
ڝ૪ ݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε
ମݧՁʴ࣌ؒՁ دΓఴ͍ސ٬ͷޭ ίετʹΑΔ ࠩผԽ
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ڝ૪ ݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε
ମݧՁʴ࣌ؒՁ دΓఴ͍ސ٬ͷޭ ػೳʹΑΔ ࠩผԽ
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IUUQTKQXTKDPNBSUJDMFT4#
IUUQTXXXOJLLFJDPNBSUJDMF%(9/"4',2@5$"
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ڝ૪ ݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε
ମݧՁʴ࣌ؒՁ دΓఴ͍ސ٬ͷޭ ײརศੑ ʹΑΔ ࠩผԽ
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ڝ૪ ݅ Ձ֨-57 ࠩผԽେ ࠩผԽখ ͍ ߴ͍ ίϞσΟςΟʔ ػೳ αʔϏε
ମݧՁʴ࣌ؒՁ دΓఴ͍ސ٬ͷޭ دΓఴ͍ʴ ސ٬ͷޭ
TUBSFYQFSJFODF Λߟ͑Δ͜ͱ͕Ͱ͖Δ͔ʁ
;[[[[[[[[[[[ "JS#/#$&0 ϒϥΠΞϯνΣεΩʔ TUBS&YQFSJFODF ·Ͱఆͨ͠
zސ٬ͷཧͷঢ়ଶz Λߟ͑Δ
$VTUPNFS )FBMUI 4DPSF ࣌ؒ ߴ ސ٬ͷϥΠϑαΠΫϧ DIVSO DIVSO DIVSO
Ձݮ Ձݮ Ձݮ 4UBSU 'JSTU 7BMVF 'JSTU 4VDDFTT DIVSO Ձݮ 3FQFBU 4VDDFTT ΞυϘΧγʔ
ฏ҆อݥͷࣄྫ
ݱͷࢦʢόϦϡʔʣ ݱͷ୲ऀ ސ٬ମݧͷ্ͱ ۀඪ͕Ұக͍ͯ͠Δ߹ͷΈ ݱͰࢪࡦΛ࣮ࢪ͢Δ
γφϦΦ ฏ҆άϧʔϓͷ 69ϚωδϝϯτͰ ސ٬ͷϥΠϑαΠΫϧʹ͓͍ͯ ମݧ͕ൃੜ͢ΔγφϦΦͷ શͯΛཏ͠ͳ͚ΕͳΒͳ͍
ϓϩδΣΫτɿ શͯͷγφϦΦશͯͷνϟωϧ શͯͷ݁ՌΛཏ ʮΞϑλʔσδλϧʯΑΓ
಄ຬͯ͠ ৺ຬͨ͠ ঢ়ଶΛ࡞ΕΔ͔ ಄ʢϩδοΫػೳʣ ͚ͩͰຬ͍ͯ͠Δͱ Ձ֨ڝ૪ʹؕΔ
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IUUQTXXXBNB[PODPKQC JF65'OPEF
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ࢀরɿIUUQTJOGPDVTEFMMFNDDPNXJMMJBN@TDINBS[PUIFOFXOPSNBMCJHEBUBCVTJOFTTNPEFMEJTJOUFSNFEJBUJPOBOEEJTSVQUJPO
IUUQTXXXBNFSJDBCVDPNTPGUXBSF
͝Ζʹ ΧελϚʔαΫηε͕ *5͚ͩͰͳ͘ඇ*595FDIʹ ͕͖ͬͯͨ
IUUQTBOEIJMMDPNBSUJDMFTPGUXBSFPOUIFSPBEUPUSJMMJPO
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IUUQTXXXTMJEFTIBSFOFU#BUUFSZ@7FOUVSFTTPGUXBSF
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ςΫϊϩδʔΠϯϑϥ ͷਐԽ
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ғ͍ࠐΈڝ૪Ϟσϧ͔Β ϢʔβʔαΠυΠϊϕʔγϣϯڞϞσϧ
ैདྷܕͷYYϞσϧ ʢैདྷܕͷόϦϡʔνΣʔϯϞσϧʣ ސ٬ ސ٬ ސ٬ ࣗࣾ αϓ ϥΠϠʔ αϓ ϥΠϠʔ
αϓ ϥΠϠʔ 74 74 ਨ౷߹࿈߹ ਨ౷߹࿈߹ ਨ౷߹࿈߹ ɾࣗલओٛ ɾғ͍ࠐΈ ɾαϓϥΠαΠυ Τίϊϛʔ ɾചΓΓܕϞσϧ ࣗࣾ ࣗࣾ
ങ͍खͷ ަবྗ ചΓखͷަবྗ ସͷڴҖ ৽نࢀೖͷڴҖ ۀքͷڝ૪ঢ়گ ϚΠέϧϙʔλʔͷڝ૪ઓུ' ϑΝΠϒϑΥʔεʣϞσϧ
ސ٬ ސ٬ ސ٬ αϓ ϥΠϠʔ αϓ ϥΠϠʔ αϓ ϥΠϠʔ ΤίγεςϜ
ɾ/YY/ ɾ͕ࣗࣾਅΜதʹཱͪ ϓϩσϡʔε ʢΦʔέετϨʔτ"1*׆ ༻ʣ ɾސ٬ͷޭΛߟ͑ͯ ॊೈʹΈ߹ΘͤΛม͑ -57Λ࠷େԽ͢Δ //ͰΤίγεςϜΛ࡞ΓओಋݖΛѲΔ ʢΞϑλʔσδλϧͷΤίγεςϜϞσϧʣ ࣗࣾ
ΧελϚʔͱͷ $PDSFBUJPO ΧελϚʔαΠυ Πϊϕʔγϣϯ αϓϥΠαΠυͱͷ $PDSFBUJPO "1*࿈ܞ ସͷڴҖ ࣗΒସΛ ࡞Δνϟϯε
৽نࢀೖͷڴҖ ࣗΒ৽نࢀೖΛ ࡞Δνϟϯε ۀքͷڝ૪ঢ়گ ۀքͷڞঢ়گ "1*࿈ܞ ڞઓུ $$ $P$SFBUJPO Ϟσϧ
IUUQTKQUFDIDSVODIDPNVCFSpMFTGPSJQP
IUUQTXXXESFBNJODVCBUPSDPKQCQKDPMVNO@
IUUQTDPSQNPOFZGPSXBSEDPNOFXTSFMFBTFTFSWJDFNGQSFTT
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ചΔํ๏ Ϗδωε Ϟσϧ
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ސ٬ܾ·ͬͨײ֮Ͱ ಉ͕͡ ܁Γฦ͠ૹΒΕͯ͘Δ͚ͩͷఆֹൢചʹ ϢʔβʔϝϦοτΛײ͡ͳ͘ͳͬͨ αϒεΫϦϓγϣϯ ·͞ʹͦΜͳײͩͬͨ͡
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ʮΧελϚʔαΫηεͱԿ͔ʯΑΓ
σδλϧ࣌Λੜ͖ൈͨ͘Ίʹ ΧελϚʔαΫηεඞਢʹͳͬͨ
ΧελϚʔαΫηε ΛڥʹඇιϑτΣΞʹ ͕ͬͨ
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IUUQTLJOUPDPKQ
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ιχʔ ಋೖ
ϦςϯγϣϯϞσϧɺ ࠷৽Խ࠷దԽ͞Εଓ͚Δ
ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ
ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ
ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ
ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ
ʮ.BB4ϞϏϦςΟֵ໋ʯΑΓ
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IUUQTOPSFMKQ
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ϦςϯγϣϯϞσϧ αϒεΫϦϓγϣϯΛಋ ೖͨ͠اۀฏۉͯ͠ ഒۀΛ৳͍ͯ͠Δ IUUQTKQ[VPSBDPNSFTPVSDFTVCTDSJQUJPOFDPOPNZJOEFY
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IUUQTDEOBLGTUIBUFOBDPNJNBHFTGPUPMJGFNNJDLFZLL QOH $SFBUJWF $MPVE ͷൃද
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αϒεΫϦϓγϣϯ ͱސ٬͕͍ͨ͘ͳΔ ؾ࣋ͪΛ࡞Δ͜ͱ
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Ϟσϧͷൺֱ
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