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EXPLORATORY ΦϯϥΠϯɾηϛφʔ #48 SaaS ΞφϦςΟΫε #12 SaaSϏδωε࠷ॏཁKPI τοϓ5
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ུྺ HP(Hewlett Packard)ͰeCommerceɺςϨηʔϧεɺϑΟʔϧυηʔϧε ͳͲଟذʹΘͨΔϏδωεͷϚωδϝϯτɺϓϥϯχϯάΛܦݧɻ ࣾ֎Ͱੵ͞ΕͨେͳσʔλΛ׆༻ͯ͠ϏδωεΛͤ͞ΔͨΊʹ σʔλαΠΤϯεʹཪଧͪ͞Εͨҙࢥܾఆ͕ॏཁͩͱΛ࣋ͬͯΔɻ ݱࡏϏδωε։ൃͱͯ͠ɺExploratoryͷಋೖࢧԉɺΦϯϥΠϯηϛφʔ ษڧձͷاըɾӡӦΛ௨ͯ͠ɺص্ͷۭͰऴΘΒͳ͍ຊͷҙຯͰ ׆༻Ͱ͖ΔσʔλαΠΤϯεͷීٴʹऔΓΉɻ 2 εϐʔΧʔ ଜཬ Ү࠸ Business Development EXPLORATORY @Ikuyamm
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Vision ͯ͢ͷਓ͕σʔλΛͬͯ ΑΓΑ͍ҙࢥܾఆΛ͢Δ 3
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4 Mission σʔλαΠΤϯεͷຽओԽ
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5 ୈ̏ͷ σʔλαΠΤϯεɺAIɺػցֶश౷ܭֶऀɺ։ൃऀͷͨΊ͚ͩͷͷͰ͋Γ·ͤΜɻ σʔλʹڵຯͷ͋ΔਓͳΒ୭͕ੈքͰ࠷ઌͷΞϧΰϦζϜΛͬͯ ϏδωεσʔλΛ؆୯ʹੳͰ͖Δ͖Ͱ͢ɻ Exploratory͕ͦ͏ͨ͠ੈքΛՄೳʹ͠·͢ɻ
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6 ୈ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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7 ࣭ ͑Δ σʔλΞΫηε σʔλ ϥϯάϦϯά ՄࢹԽ ΞφϦςΟΫε ౷ܭ/ػցֶश σʔλαΠΤϯεɾϫʔΫϑϩʔ
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8 ࣭ ExploratoryɹϞμϯˍγϯϓϧ UI ͑Δ σʔλΞΫηε σʔλ ϥϯάϦϯά ՄࢹԽ ΞφϦςΟΫε ౷ܭ/ػցֶश
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EXPLORATORY ΦϯϥΠϯɾηϛφʔ #48 SaaS ΞφϦςΟΫε #12 SaaSϏδωε࠷ॏཁKPI τοϓ5
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10 • ୈ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 -RFVੳ • ୈ6ճɿίϗʔτੳ Part 1 - ϨΠϠʔέʔΩɾνϟʔτ • ୈ7ճɿ ίϗʔτੳ Part 2 - ੜଘۂઢ • ୈ8ճɿCLVʢސ٬ੜ֔Ձʣͷܭࢉ • ୈ9ճɿ NPSʢωοτɾϓϩϞʔλʔɾείΞʣͷܭࢉ • ୈ10ճɿΞϯέʔτσʔλͷςΩετੳ • ୈ11ճɿCESʢސ٬ྗࢦඪʣͷܭࢉ
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11 SaaS Software as a ServiceͷུশɻιϑτΤΞΛαʔϏεͱ ͯ͠ఏڙ͠ɺ݄͝ͱʹސ٬͔ΒऩӹΛಘΔϏδωεͷ Έɻ
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12
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SaaSاۀ
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14 SaaSͱଞͷϏδωεʹ༷ʑͳҧ͍͕͋Δ͕ɺ 1൪େ͖ͳҧ͍ɺSaaSϏδωεചΓΓܕͰͳ͘ɺ αϒεΫϦϓγϣϯʢߪಡʣܕͱ͍͏͜ͱʹ͋Δɻ
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15 SaaSͷϏδωεαϒεΫϦϓγϣϯܕ͕Ώ͑ʹɺ ചΓΓܕͷϏδωεͱҟͳΔࢦඪΛϞχλʔ͢Δɻ
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1. MRR 2. ίϯόʔδϣϯ 3. νϟʔϯ/Ϧςϯγϣϯ 4. ωοτɾϨϕχϡʔɾϦςϯγϣϯ 5. CLVʢސ٬ੜ֔Ձʣ ΞδΣϯμ
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1. MRR 2. ίϯόʔδϣϯ 3. νϟʔϯ/Ϧςϯγϣϯ 4. ωοτɾϨϕχϡʔɾϦςϯγϣϯ 5. CLVʢސ٬ੜ֔Ձʣ ΞδΣϯμ
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18 10ສԁͷചΓΓͷϥΠηϯεɾϏδωεͱɺ ֹ݄1ສԁͷSaaSϏδωεΛൺΔɻ
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19 1݄ 10ສԁ … 12݄ 2݄ 3݄ ചΓΓͷϏδωεͰ1ਓͷސ٬ʹϥΠηϯεΛൢചͨ͠Βɺཌ݄ ͦͷސ٬͔Βऩӹ͕ݟࠐΊΔͱݶΒͳ͍ɻ
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20 1ສԁ 1݄ … 12݄ 2݄ 3݄ SaaSͷ߹ɺຖ݄͋Δ͍ຖऩӹ͕͕͋ΔϞσϧͷͨΊɺ1ճͰಘΒ ΕΔऩӹɺചΓΓϏδωεͱൺΔͱগͳ͍ɻ
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21 1ສԁ 1ສԁ 1ສԁ 1ສԁ 1݄ … 12݄ 2݄ 3݄ ྦྷܭ 12ສԁ ސ٬͕αʔϏεΛܧଓ͢Εɺ܁Γฦ͠ऩӹΛಘΔ͜ͱ͕Ͱ͖ɺ௨ࢉ ͷऩӹചΓΓϏδωεΑΓ૿͑Δ͜ͱ͋Δɻ
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22 1ສԁ 1ສԁ 1ສԁ 1ສԁ 1݄ … 12݄ 2݄ 3݄ ܁Γฦ͞ΕΔΑ͏ͳঢ়ଶΛRecurringʢϦΧʔϦϯάʣͱݺͿ͜ͱ͔Βɺఆظతʹ ಘΒΕΔऩӹΛϦΧʔϦϯάɾϨϕχϡʔʢRecurring RevenueʣͱݺͿɻ
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23 1ສԁ 1݄ 2݄ 3݄ 4݄ 3ສԁ 4ສԁ 6ສԁ SaaSϏδωεͰސ٬͝ͱͷϦΧʔϦϯάɾϨϕχϡʔͷੵΈ্͕͛ ֤݄ͷऩӹͱͳΔɻ
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24 1ສԁ 1݄ 2݄ 3݄ 4݄ 3ສԁ 4ສԁ 6ສԁ ͜ͷ݄͝ͱʹಘΒΕΔऩӹΛMRRʢMonthly Recurring Revenue / ݄ؒఆظऩӹʣͱݺͼɺSaaSͷ࠷جຊతͳࢦඪͱͳΔɻ
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1. MRR 2. ίϯόʔδϣϯ 3. νϟʔϯ/Ϧςϯγϣϯ 4. ωοτɾϨϕχϡʔɾϦςϯγϣϯ 5. CLVʢސ٬ੜ֔Ձʣ ΞδΣϯμ
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MRR͕૿͑ɺ͍ͯ͠ΔSaaSϏδωεɻ 26 1݄ 2݄ 3݄ 4݄ 1ສԁ 3ສԁ 4ສԁ 6ສԁ
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طଘސ٬͔Βͷऩӹ͕ܧଓ͢ΔͷͰɺ৽نސ٬ͷ͚ͩMRR૿͑Δɻ 27 1݄ 2݄ 3݄ 4݄ 2ສԁ 1ສԁ 2ສԁ ৽نސ٬ طଘސ٬
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28 1݄ 2݄ 3݄ 4݄ MRRΛ૿͢ʹɺ৽نސ٬Λ֫ಘ͢Εྑ͍ɻ৽نސ٬Λ֫ಘ͢Δ ͜ͱΛίϯόʔδϣϯͱݺͿɻ
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29 ݟࠐΈ٬ ৽نސ٬ ίϯόʔδϣϯɺτϥΠΞϧதͰ͋ͬͨΓɺαʔϏεͷར༻Λݕ౼͠ ͍ͯΔݟࠐΈ٬͔Βൃੜ͢Δɻ
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30 ݟࠐΈ٬ ৽نސ٬ ݟࠐΈ٬͕૿͑Ε૿͑Δ΄Ͳɺίϯόʔδϣϯ͕૿͑ͯ͠·͏ͷ Ͱɺίϯόʔδϣϯ͚ͩͰɺળ͠ѱ͠அ͕Ͱ͖ͳ͍ɻ
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31 ݟࠐΈ٬ʢ12ਓʣ ৽نސ٬ʢ3ਓʣ 3/12 ݟࠐΈ٬͔Β৽نސ٬ͱͳͬͨਓͷׂ߹Λܭࢉ͢Δ͜ͱͰɺݟࠐΈ٬ͷʹࠨӈ͞ ΕͣɺͲΕ͚ͩޮతʹίϯόʔδϣϯΛൃੜͤ͞ΒΕ͍ͯΔ͔ΛཧղͰ͖Δɻ
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͜ͷׂ߹ΛίϯόʔδϣϯͱݺͿɻ 32 ݟࠐΈ٬ʢ12ਓʣ ৽نސ٬ʢ3ਓʣ 25%
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33 1݄ 2݄ 3݄ 4݄ 5݄ ίϯόʔδϣϯ࣌ܥྻ͝ͱʹϞχλʔ͢Δ͜ͱͰɺސ٬ͷ֫ಘޮ ΛվળͰ͖͍ͯΔ͔Λ֬ೝ͢Δ͜ͱ͕Ͱ͖Δɻ
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1. MRR 2. ίϯόʔδϣϯ 3. νϟʔϯ/Ϧςϯγϣϯ 4. ωοτɾϨϕχϡʔɾϦςϯγϣϯ 5. CLVʢސ٬ੜ֔Ձʣ ΞδΣϯμ
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35 1݄ 2݄ 3݄ 4݄ 1ສԁ 3ສԁ 4ສԁ 6ສԁ SaaSͷϏδωεͰܧଓతʹऩӹ͕ಘΒΕΔͷͰɺίϯόʔδϣϯ͕ ൃੜ͢ΔͨͼʹɺϏδωε͕͍ͯ͘͠ɻ
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ͨͩ͠ɺސ٬αʔϏεΛղ͢Δɻ 36 1݄ 2݄ 3݄ 4݄ ղ ղ
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ސ٬͕αʔϏεΛղ͢Δ͜ͱΛνϟʔϯͱݺͿɻ 37 1݄ 2݄ 3݄ 4݄ νϟʔϯ νϟʔϯ
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νϟʔϯ͕ൃੜ͢ΔͱऩӹݮΔɻίϯόʔδϣϯ͚ͩͰͳ͘ɺ νϟʔϯϏδωεͷࠨӈ͢Δɻ 38 38 1݄ 2݄ 3݄ 4݄ 1ສԁ 3ສԁ 3ສԁ 4ສԁ
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39 ίϯόʔδϣϯ = νϟʔϯ ྫ͑ɺ3݄ίϯόʔδϣϯʹΑͬͯ֫ಘͨ͠ऩӹͱνϟʔϯʹΑͬ ࣦͯͬͨऩӹ͕Ұॹͩͬͨɻ
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Ϗδωεఀͨ͠ɻ 40
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41 ίϯόʔ δϣϯ ίϯόʔ δϣϯ ίϯόʔ δϣϯ ίϯόʔ δϣϯ ίϯόʔ δϣϯ 1݄ 2݄ 3݄ 4݄ νϟʔϯ ίϯόʔ δϣϯ νϟʔϯ 1ສԁ 2ສԁ 0ԁ 1ສԁ SaaSϏδωεͷɺίϯόʔδϣϯͰಘͨऩӹͱνϟʔϯͰࣦ͏ऩӹͷࠩͰ ܾ·ΔͨΊɺίϯόʔδϣϯΛ૿͚ͩ͢Ͱͳ͘ɺνϟʔϯΛݮΒ͢͜ͱॏཁ ͱͳΔɻ
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42 ίϯόʔδϣϯͷΑ͏ʹɺطଘސ٬͔ΒͲΕ͚ͩͷ ސ٬͕νϟʔϯ͍ͯ͠Δ͔Λද͢νϟʔϯͱ͍͏ࢦඪ ͕͋Δɻ
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ྫֹ݄͑1ສԁͷҎԼͷΑ͏ͳϏδωε͕͋ͬͨͱ͢Δɻ 43 1݄ 2݄ 3݄ 4݄ ৽نސ٬ طଘސ٬
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2݄ʹ4ਓͷސ٬͕͍ͯɺ3݄ʹ1ਓͷސ٬͕νϟʔϯ͍ͯ͠Δɻ 44 νϟʔϯ 1݄ 2݄ 3݄ 4݄ 4ਓ 1ਓ
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45 νϟʔϯ 1݄ 2݄ 3݄ 4݄ 25% લ݄ͷ૯ސ٬͔ΒɺͲΕ͚ͩͷސ٬͕νϟʔϯ͍ͯ͠Δ͔ͷׂ߹Λܭࢉ͢Δ͜ͱ Ͱɺ૯ސ٬ʹࠨӈ͞Εͣʹɺސ٬ΛͲͷఔࣦ͍ͬͯΔ͔Λཧղ͢Δ͜ͱ͕Ͱ ͖Δɻ
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46 νϟʔϯ 1݄ 2݄ 3݄ 4݄ 25% νϟʔϯͨ͠ސ٬ લ݄ͷ૯ސ٬ ͜ͷࢦඪͷ͜ͱΛνϟʔϯͱݺͿɻ
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47 ҰํͰɺͲΕ͚ͩͷސ٬͕αʔϏεΛܧଓ͍ͯ͠Δ͔Λ Γ͍ͨ͜ͱ͋Δɻ
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48 1݄ 2݄ 3݄ 4݄ 4ਓ 3ਓ 2݄ʹ4ਓͷސ٬͕͍ͯɺ3݄ʹ3ਓͷސ٬͕αʔϏεΛܧଓͨ͜͠ ͱʹͳΓɺސ٬͕αʔϏεΛܧଓ͢Δ͜ͱΛϦςϯγϣϯͱݺͿɻ
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49 1݄ 2݄ 3݄ 4݄ 4ਓ 75% 3ਓ લ݄͔Βͷܧଓސ٬ લ݄ͷ૯ސ٬ νϟʔϯͨ͠ސ٬ͷׂ߹Ͱͳ͘ɺސ٬ͷϦςϯγϣϯͷׂ߹Λܭࢉ ͨ͠ࢦඪΛϦςϯγϣϯͱݺͿɻ
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50 1݄ 2݄ 3݄ 4݄ 100% ސ٬͕1ਓνϟʔϯ͠ͳ͚ΕɺϦςϯγϣϯ100%ͱͳΓɺίϯόʔδϣ ϯؙ͕͝ͱϏδωεͷͱͳΔͨΊɺϦςϯγϣϯ͕ߴ͍΄ͲɺϏδωε͕ ͍͢͠ɻ
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51 1݄ 2݄ 3݄ 4݄ 100% ଟ͘ͷސ٬͕αʔϏεΛܧଓ͢Δͱ͍͏͜ͱɺސ٬͕ࣗୡͷαʔϏεʹՁ Λݟग़ͯ͘͠Ε͍ͯͯɺࢢʹड͚ೖΕΒΕ͍ͯΔͱߟ͑Δ͜ͱ͕Ͱ͖Δɻ
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52 νϟʔϯ Ϧςϯγϣϯ Ϧςϯγϣϯͱνϟʔϯ͍ͯ͠Δର͕ҧ͏͚ͩͰɺ ྆ऀΛ͢ͱඞͣ100%ʹͳΔɻ
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νϟʔϯϦςϯγϣϯ࣌ܥྻ͝ͱʹϞχλʔ͍ͯ͘͠ɻ 53 1݄ 2݄ 3݄ 4݄ 5݄
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1. MRR 2. ίϯόʔδϣϯ 3. νϟʔϯ/Ϧςϯγϣϯ 4. ωοτɾϨϕχϡʔɾϦςϯγϣϯ 5. CLVʢސ٬ੜ֔Ձʣ ΞδΣϯμ
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55 ϦςϯγϣϯνϟʔϯΛϞχλʔ͍ͯͯ͠ɺ Ϗδωε͕ͲΕ͚ͩޮతʹ͍ͯ͠Δ͔͔Βͳ͍ɻ
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ଟ͘ͷSaaSαʔϏεෳͷྉۚϓϥϯΛ༻ҙ͍ͯͯ͠ɺސ٬1ਓ͕ ͏ֹۚͦͷͱ͖Ͳ͖ʹߪಡ͍ͯ͠ΔϓϥϯʹΑͬͯมΘΔɻ 57
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58 1݄ 2݄ 3݄ 4݄ 75% 4ਓ 3ਓ ސ٬ͷϦςϯγϣϯΛϞχλʔ͍ͯ͠Δ͚ͩͰɺϓϥϯͷมߋʹ ΑΔऩӹͷ૿ݮΛଊ͑Δ͜ͱ͕Ͱ͖ͳ͍ɻ
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59 1݄ 2݄ 3݄ 4݄ Ξοϓ άϨʔυ ސ٬͕ϓϥϯΛΞοϓάϨʔυ͢Εɺಉ͡ސ٬Ͱ͋ͬͯɺͦͷސ ٬͔ΒಘΒΕΔऩӹલ݄ΑΓ૿͑ΔɻʢΤΫεύϯγϣϯʣ
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60 ސ٬ͷϦςϯγϣϯ ऩӹͷϦςϯγϣϯ ސ٬ͷϦςϯγϣϯ75%͕ͩɺऩӹͷϦςϯγϣϯ100%ʹͳΔɻ
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61 1݄ 2݄ 3݄ 4݄ μϯ άϨʔυ ٯʹμϯάϨʔυ͕ൃੜͯ͠ɺऩӹ͕ݮΔ͜ͱ͋Δɻ ʢίϯτϥΫγϣϯʣ
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62 ސ٬ͷϦςϯγϣϯ ऩӹͷϦςϯγϣϯ ސ٬ͷϦςϯγϣϯ75%͕ͩɺऩӹͷϦςϯγϣϯ60%ʹͳΔɻ
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63 ސ٬ͷϦςϯγϣϯ ऩӹͷϦςϯγϣϯ ސ٬ͷϦςϯγϣϯ͚ͩΛϞχλʔ͍ͯ͠Δͱɺऩӹͷʹؔ͢ΔޮੑΛ ݟམͱͯ͠͠·͏ͷͰɺऩӹͷϦςϯγϣϯΛϞχλʔ͢Δ͖ɻ
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64 1݄ 2݄ 3݄ 4݄ ܧଓސ٬͔ΒͷMRR લ݄ͷMRR ސ٬ͷͰͳ͘ɺऩӹʹͨ͠Ϧςϯγϣϯͷ͜ͱΛ ωοτɾϨϕχϡʔɾϦςϯγϣϯͱݺͿɻ
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65 ސ٬ͷϦςϯγϣϯ100ˋΛ͑ͳ͍͕ɺطଘͷސ٬͔ΒͷΞοϓ άϨʔυʢΤΫεύϯγϣϯʣ͕ൃੜ͢ΔͱɺωοτɾϨϕχϡʔɾϦ ςϯγϣϯ100%Λ͑͏Δɻ ސ٬ͷϦςϯγϣϯ ωοτɾϨϕχϡʔɾϦςϯγϣϯ
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66 1݄ 2݄ 3݄ 4݄ 125% Ξοϓ άϨʔυ Ξοϓ άϨʔυ ωοτɾϨϕχϡʔɾϦςϯγϣϯ͕100%Ҏ্ͱͳΔͱ͍͏͜ͱɺνϟʔϯ ͕ϚΠφεʹͳΔͱ͍͏͜ͱͳͷͰɺωΨςΟϒɾνϟʔϯͱݺΜͩΓ͢Δɻ
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67 125% 1݄ 2݄ 3݄ 4݄ Ξοϓ άϨʔυ Ξοϓ άϨʔυ ωΨςΟϒɾνϟʔϯ͕ൃੜ͍ͯ͠Δͱ͍͏͜ͱ৽نސ٬͕θϩͰ Ϗδωε͕͍ͯ͠Δͱ͍͏͜ͱɻ
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68 175% 1݄ 2݄ 3݄ 4݄ Ξοϓ άϨʔυ Ξοϓ άϨʔυ ͪΖΜɺͦ͜ʹ৽نސ٬͕ՃΘΕɺϏδωεΑΓ͍εϐʔυ Ͱ͍ͯ͘͜͠ͱʹͳΔɻ
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69 1݄ 2݄ 3݄ 4݄ ܧଓސ٬͔ΒͷMRR લ݄ͷMRR ސ٬ͷͰͳ͘ऩӹ͕ͲΕ͚ͩޮతʹ͍ͯ͠Δ͔ΛϞχλʔ͢ ΔͨΊͷࢦඪ͕ωοτɾϨϕχϡʔɾϦςϯγϣϯɻ
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1. MRR 2. ίϯόʔδϣϯ 3. νϟʔϯ/Ϧςϯγϣϯ 4. ωοτɾϨϕχϡʔɾϦςϯγϣϯ 5. CLVʢސ٬ੜ֔Ձʣ ΞδΣϯμ
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71 1݄ 10ສԁ … 12݄ 2݄ 3݄ ചΓΓͷϏδωεͰ1ਓͷސ٬ʹϥΠηϯεΛൢചͨ͠Βɺཌ݄ ͦͷސ٬͔Βऩӹ͕ݟࠐΊΔͱݶΒͳ͍ɻ
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1݄ 1ສԁ 2݄ 11݄ ௨ࢉͷऩӹ … 12݄ 1ສԁ 1ສԁ νϟʔϯ 11ສԁ SaaSͷ߹ɺސ٬͕νϟʔϯͯ͠ॳΊͯɺͦͷސ٬1ਓͷੜ֔Λ௨ͯ͠ ಘΒΕΔɺ௨ࢉͷऩӹ͕ܾ·Δɻ
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73 1݄ 1ສԁ 2݄ 3݄ CLV … 12݄ 1ສԁ 1ສԁ 1ສԁ 11ສԁ ͜ͷ௨ࢉͷऩӹΛCLVʢCustomer Lifetime Value / ސ٬ੜ֔Ձʣͱ ݺͼɺLTVʢLifetime ValueʣͱݺΕΔ͜ͱ͋Δɻ
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74 CLV ਓ݅අ ൢඅ རӹ 11ສԁ CLV͕͔Ε৽نސ٬ͷ֫ಘطଘސ٬ͷҡ࣋ʹɺͲΕ͘Β͍ͷඅ༻Λ͔ ͚ΒΕΔ͔ΛܾΊΔ͜ͱ͕Ͱ͖ΔͷͰɺCLVΛਪఆ͢Δ͜ͱ͕ॏཁʹͳΔɻ
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75 • צͱܦݧͰCLVΛਪఆ͢Δ • νϟʔϯ͔ΒCLVΛਪఆ͢Δ • ੜଘ͔ΒCLVΛਪఆ͢Δ CLVΛܭࢉ͢Δ3ͭͷํ๏
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76 • צͱܦݧͰCLVΛਪఆ͢Δ • νϟʔϯ͔ΒCLVΛਪఆ͢Δ • ੜଘ͔ΒCLVΛਪఆ͢Δ CLVΛܭࢉ͢Δ3ͭͷํ๏
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77 CLVʢސ٬ੜ֔Ձʣ= ฏۉܧଓظؒʢ݄ʣ * ֹ݄අ༻ CLVʢސ٬ੜ֔Ձʣސ٬ͷฏۉܧଓظؒʹֹ݄අ༻Λ͔͚Δ͜ͱͰ ਪఆͰ͖Δͱݴ͑Δɻ
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78 12ϲ݄ * 1ສԁ = 12ສԁ צͱܦݧ͔Βฏۉܧଓظ͕ؒେମ12ϲ݄͙Β͍ͱఆͯ͠ɺֹ݄අ༻ ͕1ສԁͷͱ͖ɺCLV12ສԁͱͳΔɻ
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79 12ϲ݄ * 1ສԁ = 12ສԁ ͨͩɺ͜ͷ12ϲ݄ͱ͍͏ࣈʹԿͷࠜڌͳ͍ͷͰɺਖ਼֬ʹɺCLVΛ ਪఆͰ͖͍ͯΔͱߟ͑ͮΒ͍ɻ
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80 • צͱܦݧͰCLVΛਪఆ͢Δ • νϟʔϯ͔ΒCLVΛਪఆ͢Δ • ੜଘ͔ΒCLVΛਪఆ͢Δ CLVΛܭࢉ͢Δ3ͭͷํ๏
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81 ฏۉܧଓظؒɺνϟʔϯΛͱʹܭࢉ͢Δ͜ͱ ͕Ͱ͖Δɻ
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ฏۉܧଓظؒҎԼͷࣜͰܭࢉͰ͖Δɻ 82 ฏۉܧଓظؒ = 1 / νϟʔϯ
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83 1 / 0.1 = 10ϲ݄ ྫ͑લ݄͔Βͷνϟʔϯ͕10ˋͩͬͨ߹ɺฏۉܧଓظؒ 10ϲ݄ͱͳΔɻ
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84 10ϲ݄ * 1ສԁ = 10ສԁ ސ٬ͷฏۉܧଓظ͕ؒܭࢉͰ͖ͨΒɺ͋ͱֹ݄අ༻Λ͔͚Ε CLVʢސ٬ੜ֔ՁʣܭࢉͰ͖Δɻ
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85 ͜ͷܭࢉํ๏ʹ1͕ͭ͋Δɻ
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86 ࣮νϟʔϯΛͬͯܭࢉͨ͠ސ٬ͷฏۉܧଓظؒ ͋·Γɺ͋ͯʹͳΒͳ͍ɻ ͜ͷ͜ͱΛઆ໌͢ΔͨΊʹɺސ٬ͷߪಡ։࢝λΠϛϯά ͔ΒͷϦςϯγϣϯͷνϟʔτΛར༻͢Δɻ
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87 1ϲ݄ޙ 2ϲ݄ޙ 3ϲ݄ޙ 4ϲ݄ޙ 5ϲ݄ޙ ܦա࣌ؒ 100% 40% 32% 60% 48% 35% Ϧςϯγϣϯ X࣠αʔϏεΛར༻͔ͯ͠Βͷܦա࣌ؒɻ Y࣠αʔϏεͷར༻Λ։࢝ͨ͠ͱ͖͔ΒͷϦςϯγϣϯɻ
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88 1ϲ݄ޙ 2ϲ݄ޙ 3ϲ݄ޙ 4ϲ݄ޙ 5ϲ݄ޙ ܦա࣌ؒ 100% 40% 32% 60% 48% 35% ੜଘ αʔϏεͷར༻Λ։࢝ͨ͠ͱ͖͔ΒͷϦςϯγϣϯͷ͜ͱΛੜଘ ͱݺͼɺ͜ͷΑ͏ͳۂઢͷ͜ͱΛੜଘۂઢͱݺͿɻ
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89 40% 32% 60% 48% 40% 20% 35% 1ϲ݄ޙ 2ϲ݄ޙ 3ϲ݄ޙ 4ϲ݄ޙ 5ϲ݄ޙ ܦա࣌ؒ 17% ҰൠతʹαʔϏεͷར༻։͔࢝Β͕ઙ͍ͱɺαʔϏεͷՁΛ֬৴ͤͣʹར༻ɹ ࢝͠ΊΔ͜ͱଟ͍ͨΊɺར༻ظ͕͍ؒސ٬ͷνϟʔϯߴ͘ͳΓ͕ͪͰ͋Δɻ
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ٯʹɺҰఆظؒαʔϏεͷར༻Λଓ͚ͨސ٬αʔϏεʹՁΛײ͍ͯ͡Δ͜ͱ ଟ͘ɺར༻ظ͕͍ؒސ٬ͷνϟʔϯ͘ͳΓ͕ͪͰ͋Δɻ 90 40% 32% 60% 48% 35% 12% 9% 1ϲ݄ޙ 2ϲ݄ޙ 3ϲ݄ޙ 4ϲ݄ޙ 5ϲ݄ޙ ܦա࣌ؒ
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91 40% 32% 60% 48% 40% 20% 35% 1ϲ݄ޙ 2ϲ݄ޙ 3ϲ݄ޙ 4ϲ݄ޙ 5ϲ݄ޙ ܦա࣌ؒ 12% 9% 17% ܦա࣌ؒ͝ͱͷνϟʔϯ
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ܧଓظ͕͍ؒސ٬ͷׂ߹͕ߴ͍Ϗδωεͱ͍Ϗδωεɻ 92 5ϲ݄ 11% 7% 18% ܧଓظ͕͍ؒސ٬͕ଟ͍Ϗδωε ܧଓظ͕͍ؒސ٬͕ଟ͍Ϗδωε 35% 29% 14% 6% 33% 27% 21% ̍ϲ݄ ܧଓظؒ 3ϲ݄ 4ϲ݄ ̎ϲ݄ ֤ܧଓظؒͷ ސ٬ͷׂ߹ ֤ܧଓظؒͷ ސ٬ͷׂ߹
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Ͳͷܧଓظؒͷސ٬͕ଟ͍͔ʹΑͬͯશମͷνϟʔϯมΘͬͯ͘Δɻ 93 9% 11% 7% 18% ܧଓظ͕͍ؒސ٬͕ଟ͍Ϗδωε ܧଓظ͕͍ؒސ٬͕ଟ͍Ϗδωε 35% 29% 14% 6% 33% 27% 21% 40% ܧଓظؒ͝ͱͷνϟʔϯ 17% 12% 20% શମͷνϟʔϯ 25% શମͷνϟʔϯ 15%
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94 νϟʔϯ͕͋ͯʹͳΒͳ͍ࢦඪͳͷͰ͋Εɺ νϟʔϯ͔ΒܧଓظؒΛਪఆͯ͠ CLVΛܭࢉ͢Δํ๏࠷ྑͱݴ͑ͳ͍ɻ
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95 ࣮͜ͷੜଘۂઢʢੜଘʣΛར༻͢Δ͜ͱͰɺCLVΛΑΓదʹਪఆ ͢Δ͜ͱͰ͖Δɻ
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96 • צͱܦݧͰCLVΛਪఆ͢Δ • νϟʔϯ͔ΒCLVΛਪఆ͢Δ • ੜଘ͔ΒCLVΛਪఆ͢Δ CLVΛܭࢉ͢Δ3ͭͷํ๏
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97 ҎԼͷΑ͏ͳੜଘۂઢΛඳ͘ɺֹ݄අ༻͕1ສԁͷαʔϏεΛྫʹߟ͑ ͯΈΔɻ
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ސ٬͕100ਓ͍ͨͱ͖ɺίϯόʔδϣϯ݄ͨ͠ސ٬ͷ100%Λ ϦςϯγϣϯͰ͖͍ͯΔͷͰɺશһ͕՝ۚ͢Δɻ 98
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99 1ϲ݄ޙʹ80%ɺ͢ͳΘͪ80ਓͷސ٬͕՝ۚ͢Δ͜ͱΛਪఆͰ͖Δɻ
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100 ސ٬͕1ਓ͔͍͠ͳ͍ͱ͖ɺ1ϲ݄ޙͷੜଘͷ80%ɺ1ϲ݄ޙʹɺ ͜ͷސ٬͕ϦςϯγϣϯͰ͖͍ͯΔ֬ͱͳΔɻ
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ੜଘͷۂઢͷ֤ظؒʹ͓͚Δੜଘ1ਓͷސ٬Λɺͦͷظؒ·Ͱɺ ϦςϯγϣϯͰ͖͍ͯΔ֬ͱͳΔɻ 101
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֤ظؒ·ͰͷੜଘʢϦςϯγϣϯͰ͖͍ͯΔ֬ʣʹɺֹ݄අ༻Λ ͔͚Δ͜ͱͰɺͦͷظؒͷظऩӹΛܭࢉͰ͖Δɻ 102 ֹ݄අ༻
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1ਓͷސ٬͕͍ͨͱ͖ʹɺॳ݄ʹϦςϯγϣϯͰ͖͍ͯΔ֬100%ͳ ͷͰɺֹ݄අ༻ͷ1ສԁͷͱ͖ɺظ͞ΕΔऩӹ1ສԁͱਪఆͰ͖Δɻ 103 1ສԁʢ100% * 1ສԁ ʣ
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104 8,000ԁʢ80% * 1ສԁ ʣ 1ϲ݄ޙʹϦςϯγϣϯͰ͖͍ͯΔ֬80%ͳͷͰɺ1ϲ݄ޙʹظ ͞ΕΔސ٬1ਓ͋ͨΓͷऩӹ8,000ԁͱਪఆͰ͖Δɻ
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͜ͷܭࢉΛ࠷ޙ·Ͱ܁Γฦ͢ɻ 105
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106 8,000ԁ 1ສԁ 7,000ԁ 6,000ԁ 5,100ԁ 4,300ԁ 3,700ԁ 3,100ԁ 2,700ԁ 2,300ԁ 1,900ԁ 1,600ԁ ސ٬1ਓ͋ͨΓͷظऩӹΛ݄͝ͱʹٻΊΔ͜ͱ͕Ͱ͖Δɻ
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͜ΕΛશ্ͯͨ͛ͨ͠ͷ͕CLVͱͳΔɻ 107 8,000ԁ 1ສԁ 7,000ԁ 6,000ԁ 5,100ԁ 4,300ԁ 3,700ԁ 3,100ԁ 2,700ԁ 2,300ԁ 1,900ԁ 1,600ԁ
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1. MRR 2. ίϯόʔδϣϯ 3. νϟʔϯ / Ϧςϯγϣϯ 4. ωοτɾϨϕχϡʔɾϦςϯγϣϯ 5. CLVʢސ٬ੜ֔Ձʣ Let’s try!
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109 ࡞ͨ͠ॏཁࢦඪͷνϟʔτ μογϡϘʔυʹ·ͱΊͯϞχλʔ͍ͨ͠ɻ
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110 ExploratoryͰ࡞ͨ͠νϟʔτΛͬͯɺμογϡϘʔυΛ࡞͢Δ ͜ͱ͕Ͱ͖Δɻ
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111 σʔλ͕ߋ৽͞Εͨࡍσʔλͷ࠶ΠϯϙʔτϘλϯΛΫϦοΫ͢Ε ɺμογϡϘʔυͷத͕ࣗಈతʹߋ৽͞ΕΔɻ
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112 ࡞ͨ͠μογϡϘʔυExploratoryͷΫϥυɾαʔόʔʹύϒϦο γϡ͕Ͱ͖Δɻ
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113 ExploratoryͷΫϥυɾαʔόʔ͔ΒύϒϦογϡͨ͠μογϡϘʔυ ͷڞ༗͕Մೳɻ
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114 ͞ΒʹαʔόʔʹύϒϦογϡͨ͠μογϡϘʔυεέδϡʔϧ͢Δ ͜ͱ͕Ͱ͖Δɻ
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1. MRR 2. ίϯόʔδϣϯ 3. νϟʔϯ/Ϧςϯγϣϯ 4. ωοτɾϨϕχϡʔɾϦςϯγϣϯ 5. CLVʢސ٬ੜ֔Ձʣ SaaSϏδωε࠷ॏཁKPI τοϓ5
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116
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118 • ୈ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 -RFVੳ • ୈ6ճɿίϗʔτੳ Part 1 - ϨΠϠʔέʔΩɾνϟʔτ • ୈ7ճɿ ίϗʔτੳ Part 2 - ੜଘۂઢ • ୈ8ճɿCLVʢސ٬ੜ֔Ձʣͷܭࢉ • ୈ9ճɿ NPSʢωοτɾϓϩϞʔλʔɾείΞʣͷܭࢉ • ୈ10ճɿΞϯέʔτσʔλͷςΩετੳ • ୈ11ճɿCESʢސ٬ྗࢦඪʣͷܭࢉ
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119 • ୈ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 -RFVੳ • ୈ6ճɿίϗʔτੳ Part 1 - ϨΠϠʔέʔΩɾνϟʔτ • ୈ7ճɿ ίϗʔτੳ Part 2 - ੜଘۂઢ • ୈ8ճɿCLVʢސ٬ੜ֔Ձʣͷܭࢉ • ୈ9ճɿ NPSʢωοτɾϓϩϞʔλʔɾείΞʣͷܭࢉ • ୈ10ճɿΞϯέʔτσʔλͷςΩετੳ • ୈ11ճɿCESʢސ٬ྗࢦඪʣͷܭࢉ
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࣍ճηϛφʔ
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EXPLORATORY ΦϯϥΠϯɾηϛφʔ #49 Ξϯέʔτੳ
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σʔλαΠΤϯεɾϒʔτΩϟϯϓ #21 EXPLORATORY 20214݄։࠵ σʔλαΠΤϯεͷख๏Λϓϩάϥϛϯάͳ͠ʹجૅ͔Βମܥతʹֶͼɺ ͞Βʹ࣮ࡍͷۀͰ͏ͨΊͷεΩϧΛʹ͚͍͖ͭͯͨͩ·͢ɻ
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4݄ΦϯϥΠϯ։࠵ʂ ఔɿ4݄13(Ր), 14(ਫ), 15()
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• ϏδωεͰ͑Δࢥߟྗͷҭ σʔλαΠΤϯεͷεΩϧशಘ͚ͩͰͳ͘ɺσʔλΛͬͨΑΓΑ͍ҙࢥܾఆΛߦ͏ͨ Ίʹඞཁͳ౷ܭతɾ֬తࢥߟྗशಘͰ͖Δɻ • ݱͰ͑ΔεΩϧͷशಘ ڭࣨͷத͚ͩͰ௨༻͢ΔཧΑΓɺ࣮ࡍͷϏδωεͷݱͰͷΛղܾ͢ΔͨΊʹ ͑ΔεΩϧͷशಘʹॏ৺Λ͓͍ͨτϨʔχϯάɻ • ϓϩάϥϛϯάͳ͠ RݴޠͷUIͰ͋ΔExploratoryΛੳπʔϧͱͯ͠༻͢ΔͨΊɺࢥߟྗͱσʔλαΠΤϯ εͷख๏ͷशಘʹ100ˋूதͰ͖Δɻ ಛ
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σʔλϥϯάϦϯάɾτϨʔχϯά 5݄։࠵ʂ EXPLORATORY
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5݄ΦϯϥΠϯ։࠵ʂ ఔ: 5݄13(),14(ۚ) ૣظׂҾɿ3݄31(ਫ) ·Ͱ
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Q & A
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130 ࿈བྷઌ ϝʔϧ
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SaaS ΞφϦςΟΫε https://exploratory.io/saas-analytics ϒʔτΩϟϯϓɾτϨʔχϯά https://ja.exploratory.io/training-jp Twitter @Ikuyamm
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EXPLORATORY