10X Topic #1 パートナーと共にユーザー価値を追求するProduct&Growth

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD ຊ೔ͷྲྀΕ εϥΠυσβΠϯ࣌ͷجຊϧʔϧ ςϯϓϨʔτͱࣄྫू νϟʔτࣄྫू ͦͷଞͷࣄྫू 8JUIίϩφͷਙେɾάϩʔόϧɾෆՄٯͳӨڹ *:/4ʹ͓͚Δݱঢ়ͷΠγϡʔ ௕ظϚΠϧετϯ 9͔Βͷ͝ఏҊ Φʔϓχϯά ϝϯόʔ-5 9ʹ͓͚ΔϓϩμΫτ։ൃͱάϩʔε!໼ຊ ύʔτφʔاۀͱೋਓࡾ٭Ͱͷάϩʔεͷίπ!൧ࢁ ʮސ٬ͷ੠Λฉ͘ʯ/ΠϯλϏϡʔͷ࣮ફ!ᖛࡔ ٳܜ 5BML4FTTJPO Ϋϩʔδϯά

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD ͝Ҋ಺ εϥΠυσβΠϯ࣌ͷجຊϧʔϧ ςϯϓϨʔτͱࣄྫू νϟʔτࣄྫू ͦͷଞͷࣄྫू 8JUIίϩφͷਙେɾάϩʔόϧɾෆՄٯͳӨڹ *:/4ʹ͓͚Δݱঢ়ͷΠγϡʔ ௕ظϚΠϧετϯ 9͔Βͷ͝ఏҊ w ϋογϡλάʮ9@UPQJDTʯͰײ૝͓ئ͍͠·͢ʂ w ࣭໰͸ਵ࣌2"ʹ౤ߘ͓ئ͍͠·͢ʂ w ऴྃޙʹΞϯέʔτΛ͓ૹΓ͠·͢

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD ຊ೔ͷࢀՃϝϯόʔ ᖛࡔѪԻ $VTUPNFS4VDDFTT ҭٳதɺλϕϦʔ͕޷͖͗ͯ͢ ਖ਼໘ಥഁͰ9ͷ໳Λୟ͍ͨɻ ֤छ͓ञ͕େ޷͖ɻ ൧ࢁलਓ (SPXUI ࠷ۙ࠺ࢯͱຖ೔ʮ͍͍͜ͱൃ දձʯΛͯ͠20-͕޲্ɻ ϤʔΧυʔωοτεʔύʔͷ ࢗ͠਎͕ΠνΦγɻ ໼ຊਅৎ $&0 ࣇͷ෕ɻ ՈఉͰ͸ଉࢠͨͪͷαϯυ όοΫͱͯ͠׆༂ɻ࠷ۙࢠڙ ͷऽΓͰΞβ͕Ͱ͖ͨ

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD 9ͷϛογϣϯ ʮYΛ૑Δʯ ҎԼΛຬͨ͢ަ఺ʹϓϩμΫτΛ૑Γɺಧ͚Δ͜ͱͰYඇ࿈ଓͳՁ஋Λࣾձ࣮૷͢Δ͜ͱΛ໨ࢦ͠·͢ w ੜ׆Λ؍࡯͠ɺਓ͕࣮ࡍʹ๊͍͑ͯΔ՝୊Λݟ͚ͭग़͢͜ͱ w ࠓ͋Δٕज़ͷ૊Έ߹ΘͤͰղܾͰ͖Δ͜ͱ w ڊେͳϚʔέοτʹΤϯτϦʔͰ͖Δ͜ͱ

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE ϓϩμΫτɾࣄۀ։ൃʹόϥϯεͷऔΕͨগ਺ਫ਼Ӷͷߏ੒ $&0໼ຊਅৎ $50ੴ઒༸ࢿ &Y 1SPEVDU.BOBHFS 'JOBODFࢁా૱ &Y 1SJODJQBM&OHJOFFS &Y 4FOJPS"TTPDJBUF ܦӦνʔϜ ϝϯόʔߏ੒ ࣄۀ։ൃ ໊ άϩʔε ໊ σβΠφʔ ໊ ιϑτ΢ΣΞΤϯδχΞ ໊ ϑϧλΠϜ ໊ ϝϯόʔग़਎اۀϝϧΧϦɺ4BOTBOɺτϨλɺ-*5"-*$0ɺ-*/&ɺΤ΢ϨΧɺ#JUqZFSɺ(.0ϖύϘɺࡾඛ঎ࣄɺ.POFZ'PSXBSE

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE ϝϯόʔ-5

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9ʹ͓͚ΔϓϩμΫτ։ൃͱάϩʔε!໼ຊਅৎ

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD 9ͷಛ௃తͳ։ൃϑϩʔ ɾϘτϜΞοϓ΋τοϓμ΢ϯ΋༗Γͳ͕Βʮ8FFLMZϦϦʔεʯɺૣ͍ͷ͸౰ͨΓલ ɾύʔτφʔΛಈ͔ͯ͠Y͢Δͷ͕ϏοάνϟϨϯδ ৄࡉ͸ެ։Ͱ͖ͳ͍ͷͰ͕͢ɺ9ͷΤϯδχΞ͕Jͱ௚઀ ίϛϡχέʔγϣϯͯ͠໰୊Λղܾ͍ͯ͠Δਤ େ͖ͳϘʔϧ͸τοϓμ΢ϯɺվળ͸ϘτϜΞοϓ͕ଟ͍ ຖि୔ࢁϦϦʔε͍ͯ͠·͢ʂ

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD 1.ͱάϩʔεͷ؁͍ؔ܎ άϩʔε͕ʮσʔλʯͱʮ/ΠϯαΠτʯΛۦ࢖ͯ͠ ࣄ࣮Λ૿΍͠ɺ੒௕͍ͤͯ͘͞ ࠓ͸ 1.͸ʮະདྷʹඞཁͳσΧΠۄΛఆٛ͠ɺ࢓༷ʹ͠ɺԿͱ͔ܗʹ͢Δʯɺάϩʔε͕ʮͰ͖ͨ ΋ͷΛࣄۀͱͯ͠ͳΜͱ͔੒ཱ͍ͤͯ͘͞ʯΈ͍ͨͳؔ܎ɻ ະདྷҧ͍

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE ύʔτφʔاۀͱೋਓࡾ٭Ͱͷάϩʔεͷίπ!൧ࢁलਓ

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD ࣄۀͷมભ͝ͱͷ͜Ε·Ͱͷ࢓ࣄ಺༰ͷ঺հ 9ͷࣄۀঢ়گ ࢲͷ໾ׂ λϕϦʔ/4࿈ܞظ λϕΫϧظ 4UBJMFSಋೖظ 4UBJMFSӡ༻ظ 6TFS"DRVJTJUJPO #J[ (SPXUI ೥݄ ೖࣾ ෭ۀ։࢝ ೥݄ ೥݄ ෭ۀऴྃ ೥݄ ೥݄ 4MBDLΈ͍ͯΔ͚ͩ ޿ࠂӡ༻ μογϡϘʔυ࡞੒ :PV5VCFSاըɺνϥγ޿ࠂ ίϯαϧςΟϯά Ϧαʔ νɺ8FC෼ੳ ΞϓϦͷΠϕϯτϩάઃܭ ίϯαϧςΟϯά ސ٬։ൃ ΞϓϦσʔλ෼ੳ ޿ࠂӡ༻ɾೝ஌ࢪࡦ ओͳ࢓ࣄ ˞9ͷࣄۀঢ়گͷৄࡉ͸໼ຊͷϒϩάهࣄzλϕϦʔ͔Β4UBJMFS΁zΛࢀরɿIUUQTZBNPUUZUPLZPQPTU

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD ΞδϦςΟΛߴΊΔύʔτφʔͱͷऔΓ૊Έ ίϛϡχέʔγϣϯ w جຊతʹ΍ΓऔΓ͸4MBDLͱి࿩ w ҰॹʹܭըΛͭ͘ΔɺܭըͷϩʔϦϯάΛͯ͠ɺ໨ࢦ͢ΰʔϧͷೝࣝΛͭ͘Δ ݟ͑ΔԽ w 3FEBTIͰΞϓϦ΍޿ࠂӡ༻ͷ੒ՌΛϨϙʔςΟϯά w ։ൃλεΫͷਐḿ֬ೝΛ5SFMMPͰ؅ཧ w 4MBDL#PUͰ$4໰͍߹Θͤ௨஌΍νϟʔτͷૹ৴ ϨϙʔςΟϯά w OPUJPOͷϦϯΫɺ1%'ͰΞ΢τϓοτΛڞ༗

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD ೖࣾϲ݄Ͱײͨ͡9ͷಛ௃ɾັྗ ΑΓେ͖ͳΠγϡʔΛ ղܾ͢ΔͨΊʹมԽ UP#Ͱ΋Ϣʔβʔͷ ΠγϡʔΛҰ؏ͯ͠ղܾ ϝϯόʔͷઐ໳ੑͷߴ͞ ͱέΠύϏϦςΟͷ޿͞ ύϫϑϧ͔ͭ৻ॏͳܦӦͷҙࢥܾఆͱมԽʹ଱͑͏Δݱ৔ͷڧ͞

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE ʮސ٬ͷ੠Λฉ͘ʯ/ΠϯλϏϡʔͷ࣮ફ!ᖛࡔѪԻ

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD ࣗݾ঺հ ᖛࡔѪԻʢ͸·͔͍͋͞Ͷʣ ɾࡀɺ๺ւಓੜ·Ε ɾϦΫϧʔτΩϟϦΞˠ4BOTBO ɾ9Ͱ͸ΧελϚʔαΫηε ɹ/ΠϯλϏϡʔΛ୲౰ ʢ਺͑ͨΒࠓ೔ਓ໨Λ΍Γ·ͨ͠ʣ ೖࣾͷ͖͔͚ͬ ҭٳதʹ5XJUUFSͰλϕϦʔΛ஌Γɺ·ͩਓͷձ͕ࣾ͜ΕΛ࡞͍ͬͯΔͳΜͯ ͱײಈ͠Ξϓϩʔνɻ ڞ௨ͷ஌ਓͷ164)Λಘͯ໘ஊͷػձΛಘΔɻ ΞϧόΠτͰೖͬͨϲ݄ޙɺࣾһʹͳΔɻ ౔೔͸ࡀΠϠΠϠ່ͷԼ๻ͱԽ͠·͢

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD ʮ/ΠϯλϏϡʔʯ͕ग़དྷΔ͜ͱ ɾαʔϏεΛߟ͑Δ্Ͱղܾ͢΂͖l࠷΋ਂ͍zϢʔβϖΠϯ΍ l࠷΋ࢗ͞ΓಘΔzϢʔεέʔεΛ໌֬Խ͢Δ͜ͱ ɾσʔλ΍ߦಈϩά͔Βग़ͨ͠Ծઆͷ࣮ূ΍ ҼՌؔ܎Λ໌Β͔ʹ͢Δ͜ͱ

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD ࣮ફʂ/ΠϯλϏϡʔ ࣭໰Λ۷ΓԼ͛ɺ۩ମతʹҾ͖ग़͢ ߦಈΛ؍࡯͢Δ ૬खͷܯռ৺Λͱ͘

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD 9ͳΒͰ͸ͷັྗ ɾ/ͷେ੾͕͞৬छΛ௒͑ͯਁಁ͍ͯ͠Δ ɾΠϯαΠτ͕൓ө͞ΕΔεϐʔυ͕ҟৗ ˡ$&0 ˡ$PSQPSBUF ˡ4PGUXBSF&OHJOFFS

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 5BML4FTTJPO

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD 5BML4FTTJPOɿ1SPEVDU։ൃʹ͍ͭͯ ɾStailerʹ͍ͭͯҰͭͷϓϩμΫτΛෳ਺ύʔτφʔʹར༻ͯ͠΋Β͏΋ͷͱ૝ఆͯ͠ҎԼ࣭໰͍͖ͤͯͨͩ͞·͢ɻ ֤ύʔτφʔ͝ͱʹϑΣʔζ΍ཁ͕݅ҟͳΔͳ͔ɺϓϩμΫτͷ։ൃ༏ઌॱҐΛͲͷΑ͏ʹ૊Έཱ͍ͯͯΔͷ͔Λͥͻ ࢕ͬͯΈ͍ͨͰ͢ɻ ɾݱࡏ৽نࣄۀΛ্ཱͪ͛தͰɺͻͨ͢Βࣗ෼͕ͨͪ޲͖߹͏΂͖ϖΠϯ΍ΠγϡʔΛ໛ࡧ͍ͯ͠ΔͷͰ͕͢(·ͩΞ ΠσΞ΋ࢀೖࢢ৔΋ະఆͰ͢)ɺେ͖ͳ͜ͱ͔Βখ͍͜͞ͱ·ͰɺͲͷΑ͏ʹΠγϡʔΛऔࣺબ୒͠ɺҙࢥܾఆ͍ͯ͠ Δͷ͔Λ஌Γ͍ͨ ɾCSɾάϩʔε͔ΒϓϩμΫτνʔϜ΁ͷػೳཁ݅ͷཁ๬ͷ্͛ํͱػೳཁ݅ͷϩδοΫͷ࡞Γํɻ

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD 5BML4FTTJPOɿάϩʔεʹ͍ͭͯ ɾ࠷ۙ͸۩ମతʹͲ͏͍ͬͨάϩʔε՝୊ʹऔΓ૊ΜͰ͍·͔͢ʁ ɾҎલɺ10XࣾͷهࣄͰʮ10Xࣾͷάϩʔε͸ث༻ශ๡ͷํ͕޲͍͍ͯΔ͔΋ʯͱ͓࿩͞Ε͍ͯΒͬ͠Ό͍·͕ͨ͠ɺ ࣗ͝਎΋ث༻ශ๡ͱࢥΘΕ͍ͯΒͬ͠Ό͍·͢Ͱ͠ΐ͏͔ʁ·ͨͦ͏Ͱ͋Ε͹ઐ໳ੑΛ࣋ͭਓࡐͱͷࢢ৔Ձ஋ͷࠩผԽ ͳͲ͸ͲͷΑ͏ʹߟ͍͑ͯΒͬ͠Ό͍·͢Ͱ͠ΐ͏͔ʁ

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD 5BML4FTTJPOɿ/ΠϯλϏϡʔʹ͍ͭͯ ɾʮϢʔβʔཧղ͕ਂ͍ʯͱ͍͏ঢ়ଶͷΠϝʔδ͕༙͍͓ͯΒͣɺʮϢʔβʔཧղʯΛਂΊΔࡍͷΰʔϧײΛ࢕͍͍ͨ Ͱ͢ɻΰʔϧײ࣍ୈͰɺώΞϦϯάͷख๏΍಺༰͕มΘΔͱࢥ͏ͨΊͰ͢ ɾN1ΠϯλϏϡʔͷΞ΢τϓοτΛଞਓ(PdM,ҙࢥܾఆऀ)ʹ఻͑Δ࣌ʹɺҰ൪ॏཁͳ͜ͱ͸ԿͰ͠ΐ͏ʁ ɾN1ΠϯλϏϡʔΛ࣠ʹϓϩμΫτվળΛਐΊΔ৔߹ɺλʔήοτ΍ΠϯλϏϡʔର৅ͷઃఆ͕೉͍͠ͱײ͡ΔͷͰ ͕͢ɺಛʹϓϩμΫτ։ൃͷॳظͷஈ֊ͰͲͷΑ͏ʹܾΊ͍͔͓ͯͨฉ͖͍ͨ͠Ͱ͢ɻ ɾN1ΠϯλϏϡʔʹ͓͍ͯɺΠϯλϏϡΞʔͱ੔ཧ͢Δϝϯόʔ͸ͲͷΑ͏ͳ͢Γ߹ΘͤΛߦ͏ͷͰ͠ΐ͏͔ʁώΞϦ ϯά಺༰͔ΒόΠΞεΛऔΓআ͍ͨΓɺΠϯαΠτΛಘΔ্Ͱඞཁͳ৘ใΛऔΓग़͢࡞ۀ͸͔ͳΓણࡉͰ೉͍͠ͱײ͡ ΔͷͰ͕͢

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD 5BML4FTTJPOɿύʔτφʔʹ͍ͭͯ ɾྲྀ௨اۀ༷ͱͷ൐૸ΛਐΊΔʹ͋ͨΓɺۤ͝࿑͞ΕΔ఺΋ଟ͍ͱߟ͍͑ͯ·͢ʢຊࣾͱݱ৔ͷԹ౓ࠩɺݸਓͷσδλ ϧϦςϥγʔ΍૊৫ͷߏ଄͕ੜΈग़͢ΞδϦςΟͷ௿͞ͳͲʣɻاۀ༷ͱͷંিʹ͋ͨΓɺͲ͏͍ͬͨ఺ʹؾΛ͚ͭΒ Ε͍ͯΔͷ͔ɺ౿·͑ͲͷΑ͏ͳ۩ମతͳऔΓ૊ΈΛߦ͍ͬͯΔͷ͔ɺࠩࢧ͑ͷͳ͍ൣғͰ͝ڭ͍͚ࣔͨͩ·͢ͱ޾͍ Ͱ͢ɻ ɾൺֱతݹ͍ମ࣭ͷۀքʹର͠ɺઌਐతͳITελʔτΞοϓ͸ɺͲͷΑ͏ʹ௅ΜͰ͍Δͷ͔ʢͦͷۤ࿑΍޻෉ʹ͍ͭ ͯɺՄೳͳൣғͰΤϐιʔυͳͲ͓ฉ͖ͯ͠Έ͍ͨͰ͢ʣ

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD 5BML4FTTJPOɿ4UBJMFSࣄۀʹ͍ͭͯ ɾ͍·ωοτεʔύʔࣄۀΛߦ͏ͳ͔Ͱ1൪ͷ՝୊͸ͳΜͰ͔͢ʁࣾ಺ͱࣾ֎(=ࣾձશൠ)2ͭͷࢹ఺Ͱڭ͍͖͑ͯͨͩͨ ͍Ͱ͢ɻ ɾ໊ࣾͰ͋Δ10xΛମݱ͢Δҝʹɺࠓޙʮ৯ʯҎ֎ͷྖҬͰࣄۀΛ্ཱͪ͛Δ͜ͱͳͲ΋͋ΔͷͰ͠ΐ͏͔ʁ

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD 5BML4FTTJPOɿ࠾༻ɾΧϧνϟʔʹ͍ͭͯ ɾ1೥ޙͷ10X͸Ͳ͏ͳ͍ͬͯΔΠϝʔδͰ͔͢ʁ·ͨͦ͜Ͱ׆༂͢Δਓ͸ͲΜͳਓͰ͠ΐ͏͔ʁ ɾ10XͷProduct&Growthʹ͓͚Δʮ10XΛମݱ͢Δํʯ͸ɺମݱͰ͖͍ͯͳ͍ํͱൺ΂ͯɺͲΜͳ఺͕ҟͳΔͱײͯ͡ ͓Γ·͔͢ʁʢࢹ఺ɺߦಈɺࢥߟಛੑͳͲʣ

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE $MPTJOH

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD $MPTJOH εϥΠυσβΠϯ࣌ͷجຊϧʔϧ ςϯϓϨʔτͱࣄྫू νϟʔτࣄྫू ͦͷଞͷࣄྫू 8JUIίϩφͷਙେɾάϩʔόϧɾෆՄٯͳӨڹ *:/4ʹ͓͚Δݱঢ়ͷΠγϡʔ ௕ظϚΠϧετϯ 9͔Βͷ͝ఏҊ w ͝ొ࿥͍͍ͨͩͨϝʔϧΞυϨεʹΞϯέʔτΛ͓ૹΓ͠· ͢ͷͰɺ͝ճ౴͓ئ͍͍ͨ͠·͢ʂ

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$PQZSJHIU9 *OD"MMSJHIUSFTFSWFE 9UPQJD ͓ྱ ͝ࢹௌ͋Γ͕ͱ͏͍͟͝·ͨ͠ʂ