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エンジニアがプロダクトに向き合える組織づくり / Improve Product D...
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sasaki nobuya
January 30, 2020
Technology
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エンジニアがプロダクトに向き合える組織づくり / Improve Product Development
ALL STAR SAAS FUND主催の勉強会(
https://saas-engineering-manager.peatix.com/
)の登壇資料です。
sasaki nobuya
January 30, 2020
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Transcript
ΤϯδχΞ͕ϓϩμΫτʹ͖߹͏ͨΊͷ ৫ͮ͘Γ A1Aגࣜձࣾ ࠤʑ Ԇ @__mnc90 1
Name ࠤʑ Ԇ Company A1Aגࣜձࣾ CTO Career ΧΧΫίϜ → Speee
→ A1AΛڞಉۀ URL twitter.com/__mnc90 manchose.hatenablog.jp About ϓϩμΫτઓུɺΠϯϑϥߏஙɺίʔϙϨ ʔτITɺ։ൃ৫ͮ͘ΓͳͲΛ୲ !2
B2BͷऔҾΛϫϯϥϯΫ্ʹ Mission !3
B2BͷऔҾΛϫϯϥϯΫ্ʹ Mission !4 A1A ʢ໊ࣾͷ༝དྷʣ
ϓϨϛΞϦʔάͷڧ߽τοςφϜɾϗοτεύʔFCͷڳεϙϯαʔ !5
ϓϨϛΞϦʔάͷڧ߽τοςφϜɾϗοτεύʔFCͷڳεϙϯαʔ ฐࣾ͡Ό͋Γ·ͤΜ !6
A1AΤΟϫϯψΤΟͰ͢ AIA τοςφϜͷڳεϙϯαʔΛ͍ͯ͠Δ߳ߓͷอݥձ ࣾɻΤΠΞΠΤΠ A1A B2BΛϫϯϥϯΫ্ʹ͋͛ΔA1Aɻ ΤΟϫϯψΤΟ !7
!8 ۀ ௐୡɾߪങ͚ݟੵࠪఆSaaS RFQ Cloud Product ※ίετݮͷͨΊͷݟੵ໌ࡉ൛ͷSansanΈ͍ͨͳΠϝʔδ
!9 ϓϩμΫτ֓ཁ
ࠓͷτʔΫͷલఏ !10 1 ฐࣾΤϯλʔϓϥΠζ͚ͷB2B SaaSΛ։ൃ͍ͯ͠Δ 2 ฐࣾͷސ٬ۀͷௐୡ෦Ͱ͋ΓɺϨΨγʔ࢈ۀ ※ࠓճͷτʔΫ༰എܠͱ্ͯ͠ه2ͷӨڹ͕େ͖͍Ͱ͢
։ൃ৫ͷࡏΓํϏδωεͷઓུʹै͏ɻ Ձ͋ΔϓϩμΫτΛ࡞Γଓ͚ΔͨΊʹɺઓ ུ͔Βม͍͑ͯ͘ඞཁ͕͋Δɻ ࠓ͓͢Δ͜ͱ !11
Agenda !12
1 B2B SaaSͷཧͷϓϩμΫτ։ൃͱ 2 B2B SaaSͷ͠͞ 3 ͠͞ΛΓӽ͑Δઓུͱ৫Λ࡞Δ 4 ·ͱΊ
!13
1. B2B SaaSͷཧͷϓϩμΫτ։ൃͱ !14
Ձ͋ΔϓϩμΫτͮ͘Γ͕ࣄۀʹ࠷ Ͱߩݙ͢ΔΑ͏ͳঢ়ଶ ཧͷϓϩμΫτ։ൃ !15
ϏδωεͷઓུͱϓϩμΫτͷ ઓུ͕Ұக͍ͯ͠Δঢ়ଶ ݴ͍͑Δͱ !16 CTOͱͯ͠ͷࣗͷׂ
৫ઓུΛ࣮ߦ͢ΔͨΊͷखஈɻ ઓུ͔Β৫ͷࡏΔ͖࢟ΛܾΊΔ͖ͩ ͱ͢Δߟ͑ํɻ ʮ৫ઓུʹै͏ʯ͕جຊ !17
৫จԽɾΧϧνϟʔͳͲʹΑཱͬͯҊ͞ ΕΔઓུܾ·ͬͯ͘Δͱ͍͏ߟ͑ํɻ ʮઓུ৫ʹै͏ʯݱ࣮ͱͯ͋͠Δ !18
ઓུΛॴ༩ͷ݅ͱͯ͠։ൃͷ৫ͮ͘ΓΛ͠ͳ͍Α͏ʹ͢Δ !19
ϏδωεͷઓུͱϓϩμΫτͷઓུ͕Ұக͠ͳ͍ͱͲ͏ͳΔ͔ʁ !20 1 ػೳͷ։ൃΛଋ͠ܖΛͱΔɺίϛοτ։ൃ͕සൃ͢Δ ͦͷ݁ՌɺػೳՃͷॱ൪͕ΞϯίϯτϩʔϥϒϧʹͳΔ 2 ·ͩղ૾͕ߴ͘ͳ͍ސ٬૾ʹରͯ͠ͷػೳՃʹΑΓٕज़ తෛ࠴ɾUXతෛ࠴͕ੵΈ্͕Δ 3 ܖͷͨΊʹػೳ։ൃ͕ඞཁʹͳΓɺϏδωεͷεϐʔ
υ͕͘ͳΔ
A1AͰ͖͍ͯΔͷʁ !21 ঃʑʹվળ͖͍ͯͯ͠Δ͕ɺ͜Ε·ͰͰ͖ ͍ͯͳ͔ͬͨɻB2B SaaSʹಛ༗ͷ͕͠͞ ࠜຊͷݪҼͩͬͨɻ
2. B2B SaaS։ൃͷ͠͞ !22
B2B SaaS։ൃͷ͠͞ !23 1 MVP͔Βܖ·ͰͷػೳͷGAP͕େ͖͍ 2 ϓϩμΫτͷԾઆݕূ͕͍͠
MVP͔Βܖ·ͰͷػೳͷGAP͕େ͖͍ !24
ۀ͔Β΄ͲͰ։ൃͨ͠MVPͰଟ͘ͷ Ҿ͖߹͍Λಘͨͷͷɺ͔ͦ͜Βܖ·Ͱ͕ ԕ͘ɺଟ͘ͷػೳཁ͕ग़͖ͯͨɻ MVP͔Βܖ·ͰͷػೳͷGAP͕େ͖͍ !25
ϓϩμΫτͷػೳΛ2ͭʹྨ͢Δ !26 Ձͷ ϓϩμΫτͷίΞίϯηϓτʢఏڙՁʣͦͷ ͷΛ࣮ݱ͢ΔͨΊͷػೳ ʢྫʣݟੵ໌ࡉͷσʔλԽɺݟੵ໌ࡉͷ׆༻ ՁͷσϦόϦʔ ϓϩμΫτͷఏڙՁΛ࣮ࡍʹಘΔͨΊʹۀ ্ඞཁͱͳΔػೳ ʢྫʣݖݶཧɺϫʔΫϑϩʔͳͲ
B2B SaaS(ΤϯλʔϓϥΠζ͚)ར༻ਓ ͷଟ͞ར༻සͷߴ͞ʹىҼ͢Δػೳཁ ΨόφϯεɾηΩϡϦςΟͷͨΊͷػೳ ཁͳͲՁͷσϦόϦʔʹରͯ͠ͷػೳͷ ඞཁੑ͕ߴ͍ɻ ͳͥػೳͷGAP͕େ͖͍ͷ͔ʁ !27
MVPͰՁʹूதͯ͠ػೳ։ൃ Λߦ͍ͬͯΔͨΊɺஊ͕ਐΈܖʹۙ ͘ͳΔͱҰؾʹػೳͷGAP͕ग़ͯ͘Δɻ ͳͥػೳͷGAP͕େ͖͍ͷ͔ʁ !28
͜ͷػೳGAPΛػೳՃͰຒΊΔ͜ͱΛސ٬ ͱଋ͠ܖΛͱΔͱ͍͏खஈɺՁ͋Δ ϓϩμΫτ։ൃͱ͍͏ʹ͓͍ͯେ͖ͳᐫ ʹͳΔɻ ػೳGAPͷޡͬͨରԠ !29
ػೳίϛοτΞδϟΠϧͱඇৗʹ૬ੑ͕ѱ ͍ɻݶΒΕͨ࣌ؒͰ࡞ΔͷΛࣗࣾͰௐ ͍ͨ͠ʹؔΘΒͣɺ࡞Δͷ͕ݻఆԽ͞Ε ͯ͠·͏ͨΊɻ ػೳίϛοτΞδϟΠϧͱ૬ੑ͕ѱ͍ !30
ཧΛݴ͏ͱɺސ٬ʹఏڙՁͰίϛοτ ͠ɺػೳͷ༷ͷϋϯυϦϯάࣗࣾͰߦ͑ ͨΒେ͖ͳͳ͍ɻ͔͠͠ɺސ٬͕ϨΨ γʔ࢈ۀͷاۀͰ͋Δ߹ͦΕݬɻ݁ ہػೳͰίϛοτ͢Δ͜ͱʹͳͬͯ͠·͏ɻ ػೳίϛοτΞδϟΠϧͱ૬ੑ͕ѱ͍ !31
ػೳΛ࡞Ε࣮֬ʹച্ͱ͍͏Ϧλʔϯ ͕ݟࠐΊΔͨΊɺ಄Ͱػೳίϛοτͷ ϦεΫΛཧղ͍ͯͯ͠ɺཁ݅Λۛຯͤ ͣʹ࡞Δͱ͍͏ྗֶ͕ಇ͖͕ͪʹͳΔɻ ػೳίϛοτͷ༠ඇৗʹڧ͍ !32
࡞Δͷ͕ܾ·ͬͯ͠·͏ͱతʹର͠ ͯͷखஈ͕ݶఆ͞Εͯ͠·͏ͨΊɺϓϩ μΫτͰՁΛఏڙ͢Δͱ͍͏ʹର͠ ͯࣄऀҙࣝΛ࣋ͪͮΒ͘ͳΔɻ ػೳίϛοτΤϯδχΞͷࣗੑΛ્͢Δ !33
ຊདྷͰ͋ΕผͷػೳΛ࡞ͬͨํ͕ΑΓࣄۀ ΠϯύΫτ͕େ͖͔ͬͨΓɺϓϩμΫτͷՁ ͕େ͖͍ͱ໌ͯ͠ɺଋͯ͠͠·ͬͨ ͕ͨΊʹ։ൃ͢Δ͜ͱ͕ඞਢʹͳΔ ͭ·Γɺະདྷ͕ΞϯίϯτϩʔϥϒϧʹͳΔ ݁Ռ !34
ϓϩμΫτͷԾઆݕূ͕͍͠ !35
2CͱҟͳΓɺஊɾٞɾঝೝͳͲΛܦͯॳ ΊͯఏڙՁͷݕূ͕Ͱ͖Δɻͭ·Γɺϓϩ μΫτͷԾઆݕূͷׂΛӦۀ͕୲͏ඞཁ͕ ͋ΓɺԾઆݕূͷαΠΫϧ͕͘ͳΔɻ ԾઆݕূͷׂΛӦۀ͕୲͏ඞཁ͕͋Δ !36
Ӧۀͷํ࣍ୈͰސ٬ͷԠ͕มΘͬͯ͠· ͏ͨΊɺϓϩμΫτͷఏڙՁͱҟͳΔചΓ ํΛͯ͠͠·͏ͱԾઆݕূʹࣦഊ͠ɺऔΓࠐ Ή͖Ͱͳ͍ཁ͕ग़͖ͯͯ͠·͏ɻ ചΓํΛؒҧ͑ΔͱϓϩμΫτͷԾઆݕূʹࣦഊͯ͠͠·͏ !37
ʮߪങۀΛޮԽ͢ΔʯϓϩμΫτͱ͍͏ ϝοηʔδϯάͷ߹ɺޮԽͷͨΊͷػೳ ۀͷΧόʔൣғΛڧ͘ٻΊΒΕͯ͠·͏ɻ ҰํͰʮݟੵ໌ࡉΛࢿ࢈ͱͯ͠σʔλԽ͢Δʯ ϓϩμΫτͱ͍͏ϝοηʔδϯάͷ߹ɺ͋͘ ·ͰσʔλԽͱͦͷ׆༻ํ๏ʹ͍ͭͯͷཁ͕ ڧ͘ͳΔɻ RFQCloudͷྫ !38
ৗʹ◦◦ػೳ͕ͳ͍ͱܖͰ͖ͳ͍ɺͱ͍͏ ͕ग़ଓ͚ɺͳʹΛղܾ͢ΕΓӽ͑ΒΕΔ͔ Θ͔Βͳ͘ͳΔɻ ݁Ռ !39
ʮػೳ͕Γͳ͍͔ΒചΕͳ͍ʯͱෆຬΛײ͡ ΔSalesɺͱʮͲΕ͚ͩ࡞ΕചΕΔΜͩʯͱෆ ຬΛײ͡ΔDeveloperͱ͍͏ߏਤʹͳΓ͕ͪɻ ݁Ռ !40
3. ͠͞ΛΓӽ͑Δઓུͱ৫Λ࡞Δ !41
ͳʹΛղܾ͢ΕܖɾՔಇͰ͖Δͷ͔Λੳ ͢Δͷ͕͍͜͠ͱɻ ཧͷϓϩμΫτ։ൃ͕Ͱ͖ͳ͍ݪҼ !42
PMM(CEO)͕ӦۀʹೖΓܖ͕ͱΕͳ͍ཧ༝Λੳ͢Δ !43 ֤୲ऀͷഽײ֮ΛཔΓʹܖ͕ͱΕͳ͍ཧ༝ Λߟ͑Δ͜ͱΛΊͨɻCEO͕PMM݉ ͠ɺܖ͕ͱΕͳ͍ཧ༝ΛʮՁͷͱՁ ͷσϦόϦʔͷͲͪΒʹݪҼ͕͋Δͷ͔ʯ͔Β ੳ͢ΔΑ͏ʹ͠ɺԾઆݕূͷׂΛ୲ͬͯ Β͏Α͏ʹͨ͠ɻ
ՁͷσϦόϦʔͷͨΊͷػೳཁᶃར༻ൣ ғᶄར༻සʹΑΔӨڹ͕େ͖͍ɻͦͷͨΊɺ ࠷ॳ͔ΒશࣾՔಇΛఏҊͤͣগਓͰՌΛग़ ͯ͠Β͑ΔΑ͏ʹקΊΔ͜ͱΛݕ౼ɻ ͦͷޙΞοϓηϧʢશࣾల։ʣ͕Ͱ͖ΔΑ͏ͳ ఏҊ༰ػೳ֦ॆͷઓུΛඳ͘ɻ ϛχϚϜελʔτ͔ΒͷΞοϓηϧΛૂ͏ !44
ࣄۀΛਐΊ͍ͯΔͱ৭Μͳʮͱ͍͑ʯ͕͋ ΔɻઓུͷװΛͭ͘ΓɺͦͷͨΊͷ৫Λ࡞ͬ ্ͨͰɺ͡Ίͯʮͱ͍͑ʯΛߟ͑ΔΑ͏ʹ ͢Δɻ৭Μͳʮͱ͍͑ʯΛߟྀ͠ɺ࠷ద ͳղΛಋ͖ग़ͤΔͱ͍͏ͷرత؍ଌͰ͔͠ ͳ͘ɺ࣮ࡍΦʔόʔϔουͷํ͕େ͖͍ɻ ઓུͷװΛͭ͘Δ !45 ※ͱ͍͑…ʮཧͱҧ͏ͷΘ͔Δɻͱ͍͑ɺઌͷച্΄ ͍͠ʯͱ͍͏γʔϯͰ͍͕ͪͳݴ༿
ͱ͍͑ɺԹײͷߴ͍ʮେܕҊ݅ʯ͕ෆఆظ Ͱೖͬͯ͘Δɻخ͍͠൵໐͕ͩɺ͜Εʹରॲ͠ͳ ͕Β։ൃΛਐΊ͍͕ͨɺΊͪΌ͍͠Ͱ͢… ͱ͍͑… !46
4. ·ͱΊ !47
ϓϩμΫτͰͷՁʹ͖߹͏͜ͱ͕ձࣾ ʹͱͬͯՁ͋Δͷʹ͢ΔͨΊʹɺઓུɾ ৫શମΛҰக͍ͤͯ͘͞ඞཁ͕͋Δɻͦͷ্ ͰՁͷྗΛ࠷େԽׂ͍ͤͯ͘͞ΛΤϯ δχΞϦϯάϚωʔδϟʔʹٻΊ͍͖͍ͯͨɻ ϓϩμΫτʹ͖߹͏ͨΊʹઓུɾ৫શମΛม͍͑ͯ͘ඞཁ͕͋Δ !48
We are hiring! A1A !49