SaaS アナリティクスワークショップ #8 - CLV（顧客生涯価値）の計算

by Ikuya Murasato

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1 EXPLORATORY SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #8 CLVʢސ٬ੜ֔Ձ஋ʣͷܭࢉ

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EXPLORATORY

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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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Vision ͢΂ͯͷਓ͕σʔλΛ࢖ͬͯ ΑΓΑ͍ҙࢥܾఆΛ͢Δ 4

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5 Mission σʔλαΠΤϯεͷຽओԽ

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6 ୈ̏ͷ೾ σʔλαΠΤϯεɺAIɺػցֶश͸౷ܭֶऀɺ։ൃऀͷͨΊ͚ͩͷ΋ͷͰ͸͋Γ·ͤΜɻ σʔλʹڵຯͷ͋ΔਓͳΒ୭΋͕ੈքͰ࠷ઌ୺ͷΞϧΰϦζϜΛ࢖ͬͯ ϏδωεσʔλΛ؆୯ʹ෼ੳͰ͖Δ΂͖Ͱ͢ɻ Exploratory͕ͦ͏ͨ͠ੈքΛՄೳʹ͠·͢ɻ

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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 ࣭໰ ఻͑Δ σʔλΞΫηε σʔλ ϥϯάϦϯά ՄࢹԽ ΞφϦςΟΫε ౷ܭ/ػցֶश σʔλαΠΤϯεɾϫʔΫϑϩʔ

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9 ࣭໰ ExploratoryɹϞμϯˍγϯϓϧ UI ఻͑Δ σʔλΞΫηε σʔλ ϥϯάϦϯά ՄࢹԽ ΞφϦςΟΫε ౷ܭ/ػցֶश

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10 EXPLORATORY SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #8 CLVʢސ٬ੜ֔Ձ஋ʣͷܭࢉ

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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 - ੜଘۂઢ • ୈ8ճɿCLVʢސ٬ੜ֔Ձ஋ʣͷܭࢉ • ୈ9ճɿ NPSʢωοτɾϓϩϞʔλʔɾείΞʣͷܭࢉͱࣗ༝هड़ͷςΩετ෼ੳ SaaS ΞφϦςΟΫε

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12 ΞδΣϯμ • CLVʢސ٬ੜ֔Ձ஋ʣ • CLVʢސ٬ੜ֔Ձ஋ʣΛܭࢉ͢Δ3ͭͷํ๏ • CLVʢސ٬ੜ֔Ձ஋ʣͷܭࢉ

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13 ΞδΣϯμ • CLVʢސ٬ੜ֔Ձ஋ʣ • CLVʢސ٬ੜ֔Ձ஋ʣΛܭࢉ͢Δ3ͭͷํ๏ • CLVʢސ٬ੜ֔Ձ஋ʣͷܭࢉ

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14 SaaSͷϏδωε͸ചΓ੾ΓͷϏδωεͱҟͳΔɻ

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15 ྫ͑͹10ສԁͷചΓ੾ΓͷϥΠηϯεɾϏδωεͱ ֹ݄1ສԁͷSaaSαʔϏεΛൺ΂Δɻ

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ചΓ੾ΓͷϏδωεͰ͸1ਓͷސ٬ʹϥΠηϯεΛൢചͨ͠Βɺཌ݄ ΋ͦͷސ٬͔Βऩӹ͕ݟࠐΊΔͱ͸ݶΒͳ͍ɻ 16 1݄ 10ສԁ … 12݄ 2݄ 3݄

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SaaSͷ৔߹ɺചΓ੾ΓϏδωεͱҟͳΓɺސ٬͕νϟʔϯʢղ໿ʣ ͢Δ·Ͱɺܧଓͯ͠ऩӹΛಘΔ͜ͱ͕Ͱ͖Δɻ 17 1ສԁ 1ສԁ 1ສԁ 1ສԁ 1݄ … 12݄ 2݄ 3݄

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ͭ·ΓSaaSͷ৔߹ɺചΓ੾ΓϏδωεͱҟͳΓɺސ٬͕νϟʔϯ͢ Δ·Ͱɺސ٬͔ΒಘΒΕΔऩӹ͕ྦྷੵ͍ͯ͘͜͠ͱʹͳΔɻ 18 1ສԁ 2ສԁ 3ສԁ 12ສԁ 1݄ … 12݄ 2݄ 3݄

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19 1݄ʹར༻Λ։࢝ͨ͠ސ٬͕ɺ 12݄ʹνϟʔϯͨ͠ͱ͢Δɻ

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ސ٬͕νϟʔϯͯ͠ॳΊͯɺͦͷސ٬1ਓͷੜ֔Λ௨ͯ͠ಘΒΕΔɺ ௨ࢉͷऩӹ͕ܾ·Δɻ 1݄ 1ສԁ 2݄ 3݄ ௨ࢉͷऩӹ … 12݄ 1ສԁ 1ສԁ 1ສԁ 12ສԁ

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͜ͷ௨ࢉͷऩӹΛCLVʢސ٬ੜ֔Ձ஋/Customer Lifetime Valueʣͱ ݺͼɺLTVʢLifetime Valueʣͱݺ͹ΕΔ͜ͱ΋͋Δɻ 21 1݄ 1ສԁ 2݄ 3݄ CLV … 12݄ 1ສԁ 1ສԁ 1ສԁ 12ສԁ

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ྫ͑͹ɺ͜ͷϢʔβʔ͸ֹ݄1ສԁͷαʔϏεΛ12ϲ݄ར༻ͨ͠ͷ ͰɺCLV͸12ສԁɻ 22 1݄ 1ສԁ 2݄ 3݄ CLV … 12݄ 1ສԁ 1ສԁ 1ສԁ 12ສԁ

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CLV CLV͕෼͔Ε͹৽نސ٬ͷ֫ಘ΍طଘސ٬ͷҡ࣋ʹɺͲΕ͘Β͍ͷඅ ༻Λ͔͚ΒΕ͔ΛܾΊΔ͜ͱ͕Ͱ͖Δɻ 23 ਓ݅අ ൢ؅අ རӹ 12ສԁ

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24 SaaS΋͘͠αϒεΫϦϓγϣϯɾϏδωεͰ͸ CLVΛਪఆ͢Δ͜ͱ͕ॏཁʹͳΔɻ

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25 ΞδΣϯμ • CLVʢސ٬ো֐Ձ஋ʣ • CLVʢސ٬ো֐Ձ஋ʣΛܭࢉ͢Δ3ͭͷํ๏ • CLVʢސ٬ো֐Ձ஋ʣͷܭࢉ

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26 • צͱܦݧͰCLVΛਪఆ͢Δ • νϟʔϯ཰͔ΒCLVΛਪఆ͢Δ • ੜଘ཰͔ΒCLVΛਪఆ͢Δ

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CLVʢސ٬ੜ֔Ձ஋ʣ͸ސ٬ͷฏۉܧଓظؒʹֹ݄අ༻Λ͔͚Δ͜ͱ ͰਪఆͰ͖Δɻ 27 CLVʢސ٬ੜ֔Ձ஋ʣ= ฏۉܧଓظؒʢ݄ʣ * ֹ݄අ༻

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SaaSͷ৔߹ɺސ٬͸ϓϥϯΛΞοϓάϨʔυͨ͠Γμ΢ϯάϨʔυ ͢Δ͜ͱ͕͋ΔͷͰɺͦͷͱ͖Ͳ͖Ͱֹ݄අ༻͸ҟͳͬͯ͘Δɻ 28 1݄ 1ສԁ 2݄ 3݄ 4݄ 2ສԁ 1ສԁ ϕʔγοΫ ϓϩ 2ສԁ

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ϓϥϯͷΞοϓάϨʔυ΍μ΢ϯάϨʔυ͸શͯͷސ٬Ͱൃੜ͠͏Δ ͷͰɺֹ݄අ༻͸ސ٬͋ͨΓͷฏۉऩӹͱͯ͠ܭࢉ͢Δඞཁ͕͋Δɻ 29 4݄ 1.5ສԁʢ9ສԁ/6ਓʣ

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͜ͷސ٬͋ͨΓͷฏۉऩӹΛARPUʢAverage Revenue Per Userʣ ͱݺͿɻ 30 4݄ 1.5ສԁʢ9ສԁ/6ਓʣ

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ARPUʢސ٬͋ͨΓͷฏۉऩӹʣ = MRRʢ݄ؒఆظऩӹʣ / ސ٬਺ 31 4݄ 1.5ສԁʢ9ສԁ/6ਓʣ

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CLVʢސ٬ੜ֔Ձ஋ʣ͸ސ٬ͷฏۉܧଓظؒʹ ARPUʢސ٬͋ͨΓͷฏۉऩӹʣΛ͔͚ͯܭࢉ͢Δ͜ͱʹͳΔɻ 32 CLVʢސ٬ੜ֔Ձ஋ʣ= ฏۉܧଓظؒʢ݄ʣ * ARPUʢސ٬͋ͨΓͷฏۉऩӹʣ

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33 ࠓճ͸࿩Λγϯϓϧʹ͢ΔͨΊʹɺ ΞοϓάϨʔυ΋μ΢ϯάϨʔυ΋ͳ͍΋ͷͱͯ͠ ARPUʢސ٬͋ͨΓͷฏۉऩӹʣ͕ ͍ͭ΋1ສԁͱͯ͠CLVΛܭࢉ͢Δɻ

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ྫ͑͹ฏۉܧଓظ͕ؒ12ϲ݄ͩͬͨ৔߹ɺARPUʢސ٬͋ͨΓͷฏۉ ऩӹʣͷ1ສԁΛ͔͚ͯɺCLVʢސ٬ੜ֔Ձ஋ʣ͸12ສԁͱͳΔɻ 34 12ϲ݄ * 1ສԁ = 12ສԁ

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35 ͨͩݱ࣮ੈքͰ͸ɺ 1ਓ1ਓͷސ٬ͷαʔϏεͷར༻ظ͔ؒΒɺ αʔϏεશମͷฏۉܧଓظؒΛܭࢉ͢Δ͜ͱ͸೉͍͠ɻ

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36 ސ٬͸ҟͳΔλΠϛϯάͰར༻Λ։࢝͢Δɻ 4݄ 3݄ 2݄ 1݄ ాத͞Μ ླ໦͞Μ ߴڮ͞Μ ࢁా͞Μ ࠤ౻͞Μ

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1ਓ1ਓͷܧଓظؒΛܭࢉ͢ΔͨΊʹɺશͯͷސ٬ΛԿϲ݄ؒαʔϏε Λ࢖͍ͬͯΔ͔Ͱἧ͑Δɻ 37 4ϲ݄໨ 3ϲ݄໨ 2ϲ݄໨ 1ϲ݄໨ ాத͞Μ ླ໦͞Μ ߴڮ͞Μ ࢁా͞Μ ࠤ౻͞Μ

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ྫ͑͹ాத͞Μ4ϲ݄αʔϏεΛܧଓ͍ͯ͠Δ͕ɺ5ϲ݄໨΋αʔϏε Λܧଓ͢Δ͔͸खݩͷσʔλ͔Β͸෼͔Βͳ͍ɻ 38 ాத͞Μ ླ໦͞Μ ߴڮ͞Μ ࢁా͞Μ ࠤ౻͞Μ 4݄ 3݄ 2݄ 1݄

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ࢁా͞Μ͕4ϲ݄໨ʹαʔϏεΛܧଓ͢Δ͔Ͳ͏͔͸खݩͷσʔλ͔ Β͸෼͔Βͳ͍ɻ 39 ాத͞Μ ླ໦͞Μ ߴڮ͞Μ ࢁా͞Μ ࠤ౻͞Μ 4݄ 3݄ 2݄ 1݄

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ಉ͡Α͏ʹߴڮ͞Μ͕2ϲ݄໨Ҏ߱ɺαʔϏεΛܧଓ͢Δ͔Ͳ͏͔͸ खݩͷσʔλ͔Β͸෼͔Βͳ͍ɻ 40 ాத͞Μ ླ໦͞Μ ߴڮ͞Μ ࢁా͞Μ ࠤ౻͞Μ 4݄ 3݄ 2݄ 1݄

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41 4ϲ݄໨ 3ϲ݄໨ 2ϲ݄໨ 1ϲ݄໨ ? ? ? ? ాத͞Μ ླ໦͞Μ ߴڮ͞Μ ࢁా͞Μ ࠤ౻͞Μ νϟʔϯ͍ͯ͠ͳ͍ސ٬͕͜ͷઌɺԿϲ݄ؒαʔϏεΛܧଓ͢Δ͔͸ ෼͔Βͳ͍ͷͰɺސ٬ͷฏۉܧଓظؒΛܭࢉ͢Δ͜ͱ͸೉͍͠ɻ 4ϲ݄໨ ? ? ?

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42 • צͱܦݧͰCLVΛਪఆ͢Δ • νϟʔϯ཰͔ΒCLVΛਪఆ͢Δ • ੜଘ཰͔ΒCLVΛਪఆ͢Δ

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43 ސ٬ͷฏۉܧଓظؒ͸ɺ νϟʔϯ཰ʹΑͬͯࠨӈ͞ΕΔɻ

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44 ྫ͑͹10ਓͷސ٬͕͍ͯຖ݄ͷνϟʔϯ཰͕Ұఆͩͱͯ͠ɺલ݄͔Βͷ νϟʔϯ཰50%ͩͬͨ৔߹ɺখ਺఺ҎԼΛ੾ΓࣺͯΔͱɺސ٬͸5ϲ݄໨ Ͱ͍ͳ͘ͳΔɻ 1ϲ݄໨ 2ϲ݄໨ 3ϲ݄໨ 4ϲ݄໨ 5ϲ݄໨ 6ϲ݄໨ 7ϲ݄໨ 8ϲ݄໨ 9ϲ݄໨ 10ϲ݄໨ 11ϲ݄໨

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લ݄͔Βͷνϟʔϯ཰10%ͩͬͨ৔߹ɺখ਺఺ҎԼΛ੾ΓࣺͯΔͱɺ ސ٬͸11ϲ݄໨Ͱ͍ͳ͘ͳΔɻ 45 1ϲ݄໨ 2ϲ݄໨ 3ϲ݄໨ 4ϲ݄໨ 5ϲ݄໨ 6ϲ݄໨ 7ϲ݄໨ 8ϲ݄໨ 9ϲ݄໨ 10ϲ݄໨ 11ϲ݄໨

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46 ࣮͸νϟʔϯ཰Λ΋ͱʹɺ ฏۉܧଓظؒ͸ܭࢉ͢Δ͜ͱ͕Ͱ͖Δɻ

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47 ฏۉܧଓظؒ͸ҎԼͷ਺ࣜͰܭࢉͰ͖Δɻ ฏۉܧଓظؒ = 1 / νϟʔϯ཰

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ྫ͑͹લ݄͔Βͷνϟʔϯ཰͕10ˋͩͬͨ৔߹ɺฏۉܧଓظؒ͸ 10ϲ݄ͱͳΔɻ 48 1 / 0.1 = 10ϲ݄

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ސ٬ͷฏۉܧଓظ͕ؒܭࢉͰ͖ͨΒɺ͋ͱ͸ARPUʢސ٬͋ͨΓͷฏ ۉऩӹʣͷ1ສԁΛ͔͚Ε͹CLVʢސ٬ੜ֔Ձ஋ʣ͸ܭࢉͰ͖Δɻ 49 10ϲ݄ * 1ສԁ = 10ສԁ

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50 ͜ͷܭࢉํ๏ʹ͸1ͭ໰୊͕͋Δɻ

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51 ࣮͸νϟʔϯ཰͸ސ٬ͷฏۉܧଓظؒΛٻΊΔ͏͑Ͱɺ ͋ͯʹͳΒͳ͍ࢦඪɻ

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52 ސ٬ͷܦա࣌ؒ͝ͱͷੜଘ཰Λදͨ͠ੜଘۂઢͱ͍͏΋ͷ͕͋ͬͨɻ 1ϲ݄ޙ 2ϲ݄ޙ 3ϲ݄ޙ 4ϲ݄ޙ 5ϲ݄ޙ ܦա࣌ؒ 100% 40% 32% 60% 48% 35%

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53 1ϲ݄ޙʹ͸60%ͷސ٬ʹͳΔɻͭ·Γ40%ͷސ٬͕νϟʔϯ͢Δɻ 1ϲ݄ޙ 100% 40% 32% 60% 48% 2ϲ݄ޙ 3ϲ݄ޙ 4ϲ݄ޙ 5ϲ݄ޙ 35% ܦա࣌ؒ

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54 2ϲ݄ޙʹ͸48%ͷސ٬ʹͳΔɻͭ·Γ52%ͷސ٬͕νϟʔϯ͢Δɻ 1ϲ݄ޙ 100% 40% 32% 60% 48% 2ϲ݄ޙ 3ϲ݄ޙ 4ϲ݄ޙ 5ϲ݄ޙ 35% ܦա࣌ؒ

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ҰൠతʹαʔϏεͷར༻։͔࢝Β೔͕ઙ͍ͱɺαʔϏεͷՁ஋Λ֬৴ͤ ͣʹར༻࢝͠ΊΔ͜ͱ΋ଟ͍ͨΊɺސ٬͸νϟʔϯ͠΍͍͢ɻ 55 1ϲ݄ޙ 2ϲ݄ޙ 3ϲ݄ޙ 4ϲ݄ޙ 5ϲ݄ޙ ܦա࣌ؒ

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56 ར༻ظ͕ؒ୹͍ސ٬ͷલ݄͔Βͷνϟʔϯ཰͸ߴ͘ͳΓ͕ͪͰ͋Δɻ 40% 32% 60% 48% 40% 20% 17% 100% 35% 1ϲ݄ޙ 2ϲ݄ޙ 3ϲ݄ޙ 4ϲ݄ޙ 5ϲ݄ޙ ܦա࣌ؒ

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ٯʹҰఆظؒαʔϏεͷར༻Λଓ͚ͨސ٬͸ɺαʔϏεʹՁ஋Λײͯ͡ ͍Δ͜ͱ΋ଟ͘ɺར༻ظ͕ؒઙ͍ͱ͖ͱൺ΂ͯɺνϟʔϯͮ͠Β͍ɻ 57 1ϲ݄ޙ 2ϲ݄ޙ 3ϲ݄ޙ 4ϲ݄ޙ 5ϲ݄ޙ ܦա࣌ؒ

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58 ར༻ظ͕ؒ௕͍ސ٬ͷલ݄͔Βͷνϟʔϯ཰͸௿͘ͳΓ͕ͪͰ͋Δɻ 40% 32% 60% 48% 35% 12% 9% 1ϲ݄ޙ 2ϲ݄ޙ 3ϲ݄ޙ 4ϲ݄ޙ 5ϲ݄ޙ ܦա࣌ؒ

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59 ܧଓظ͕ؒҟͳΔސ٬Λ·ͱΊͨ ฏۉతͳνϟʔϯ཰͸ ଟ਺೿ͷސ٬ͷνϟʔϯ཰ͷӨڹΛΑΓड͚Δɻ

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60 ࠷ۙೖ͖ͬͯͨސ٬͕ଟ਺೿ͷ৔߹Λߟ͑ͯΈΔɻ

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61 ͜Ε͸Ϗδωε͕ٸ੒௕͍ͯ͠Δͱ͖Ͱ͋Δɻ

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62 1ϲ݄ޙͷސ٬ͷνϟʔϯ཰͸40%ͳͷͰɺ͜ͷ৔߹ଟ͘ͷސ٬͕ νϟʔϯ͢Δ͜ͱʹͳΔɻ 40% 40%

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͜ͷΑ͏ʹٸ੒௕͍ͯ͠ΔϏδωεͷ৔߹ɺ࠷ۙͷސ٬ͷνϟʔϯ཰ ͕શମͷνϟʔϯ཰ʹ༩͑ΔӨڹ͕େ͖͘ͳΔɻ 63

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64 ଟ਺೿͕ܧଓظ͕ؒ௕͍ސ٬ͷ৔߹Λߟ͑ͯΈΔɻ

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65 ͜Ε͸Ϗδωεͷ੒௕͕ಷԽ͍ͯ͠Δͱ͖Ͱ͋Δɻ

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ଟ਺೿ͷސ٬Ͱ͋Δ6ϲ݄໨αʔϏεΛܧଓ͍ͯ͠Δސ٬ͷલ݄͔Β νϟʔϯ཰͸9%ͱͳΔͨΊνϟʔϯ͢Δސ٬͸গͳ͍ɻ 66 9% 9%

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੒௕͕ಷԽ͍ͯ͠ΔϏδωεͷ৔߹ɺܧଓظ͕ؒ௕͍ސ٬ͷνϟʔϯ ཰͕શମͷνϟʔϯ཰ʹ༩͑ΔӨڹ͕େ͖͘ͳΔɻ 67 9%

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Ϗδωε͕ٸ੒௕͍ͯ͠Δͱνϟʔϯ཰͸ѱ͘ͳΔ܏޲͕͋Γɺ ಷԽ͍ͯ͠Δͱ͖ʹνϟʔϯ཰͸ྑ͘ͳΔ܏޲ͱͳΔ͜ͱ͕͋Δɻ 68 Ϗδωε͕ٸܹʹ੒௕͍ͯͯ͠ɺνϟʔϯ ཰͕ߴ͍ɺ࠷ۙͷސ٬ͷׂ߹͕ߴ͍ͨΊશ ମͷνϟʔϯ཰͕ߴ͘ͳΔɻ Ϗδωεͷ੒௕͕ಷԽ͍ͯͯ͠ɺνϟʔϯ ཰͕௿͍ੲ͔Β͍Δސ٬ͷׂ߹͕ߴ͍ͨΊ શମͷνϟʔϯ཰͕௿͘ͳΔɻ

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69 ଟ਺೿ͷސ٬ͷνϟʔϯ཰͕ શମͷνϟʔϯ཰ʹ͓Α΅͢Өڹ͕ΑΓେ͖͘ͳΔɻ ͜ΕΛνϟʔϯ཰ͷ᠘ͱݺΜͩɻ

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70 νϟʔϯ཰͕͋ͯʹͳΒͳ͍ࢦඪͳͷͰ͋Ε͹ɺ νϟʔϯ཰͔ΒܧଓظؒΛਪఆͯ͠ CLVΛܭࢉ͢Δํ๏͸࠷ྑͱ͸ݴ͑ͳ͍ɻ

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ͱ͜ΖͰɺαʔϏεશମͷνϟʔϯΛత֬ʹཧղ͢ΔͨΊʹɺੜଘۂઢ Λ࢖͏͜ͱ͕Ͱ͖Δɻ 71

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72 ͜ͷੜଘۂઢΛ࢖͏͜ͱͰɺސ٬1ਓ͔Βظ଴Ͱ͖Δ ੜ֔ऩӹΛܭࢉͰ͖Δɻ ͜Ε͕CLVʢސ٬ੜ֔Ձ஋ʣͱͳΔɻ

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73 • צͱܦݧͰCLVΛਪఆ͢Δ • νϟʔϯ཰͔ΒCLVΛਪఆ͢Δ • ੜଘ཰͔ΒCLVΛਪఆ͢Δ

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74 Ͱ͸ੜଘۂઢ͔Βɺ ͲͷΑ͏ʹCLVʢސ٬ੜ֔Ձ஋ʣΛܭࢉ͢Δͷ͔ɻ

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ҎԼͷΑ͏ͳੜଘۂઢΛඳ͘ɺARPUʢސ٬͋ͨΓͷฏۉऩӹʣ͕1ສԁ ͷαʔϏεΛྫʹߟ͑ͯΈΔɻ 75

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76 ੜଘظؒͷʮ0ʯ͸ίϯόʔδϣϯ݄ͨ͠Ͱ͋Δɻ

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Ծʹސ٬͕100ਓ͍ͨͱ͖ɺॳ݄͸ސ٬ͷ100%͢ͳΘͪશһ͕՝ۚ ͢Δ͜ͱʹͳΔɻ 77

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ੜଘظؒͷʮ1ʯ͸ίϯόʔδϣϯ͔ͯ͠Β1ϲ݄ޙɺ͢ͳΘͪ2ճ໨ ͷ՝͕ۚೖ݄ͬͨͰ͋Δɻ 78

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Ծʹݩͷސ٬͕100ਓ͍ͨͱ͖ɺ1ϲ݄ޙʹ͸80%ɺ͢ͳΘͪ80ਓͷ ސ٬͕՝ۚ͢Δ͜ͱʹͳΔɻ 79

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80 2ϲ݄ޙʹ͸70%ɺ͢ͳΘͪ70ਓͷސ٬͕՝ۚ͢Δ͜ͱʹͳΔɻ

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81 ࣮ࡍ͜ͷϏδωεʹ͸100ਓͷސ٬͕͍Δɻ ͜ͷશސ٬͔ΒಘΒΕΔऩӹΛ΋ͱʹ ސ٬1ਓ͔Βظ଴Ͱ͖Δੜ֔ऩӹͰ͋Δ CLVʢސ٬ੜ֔Ձ஋ʣΛܭࢉͯ͠ΈΔɻ

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82 ॳ݄ͷੜଘ཰͸100%ͳͷͰɺ100ਓͷސ٬͕՝ۚͨ͠ɻ͜ͷαʔϏεͷARPU ʢސ٬͋ͨΓฏۉऩӹʣ͸1ສԁͳͷͰɺॳ݄ͷऩӹͷ߹ܭ஋͸100ສԁʹͳΔɻ 100ສԁʢ100ਓ * 1ສԁʣ

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83 ސ٬1ਓʹظ଴͞ΕΔऩӹ͸100ਓͰׂͬͨ1ສԁͱͳΔɻ 1ສԁʢ100ສԁ / 100ਓʣ

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ར༻։͔࢝Β1ϲ݄ޙͷੜଘ཰͸80%ͳͷͰɺ80ਓͷސ٬͕՝ۚ͠ ͨɻ1ϲ݄ޙͷऩӹͷ߹ܭ͸80ສԁʹͳΔɻ 84 80ສԁʢ80ਓ * 1ສԁʣ

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85 ސ٬1ਓʹظ଴͞ΕΔऩӹ͸ݩʑ͍ͨ100ਓͰׂͬͯ8,000ԁͱͳΔɻ 8,000ԁʢ80ສԁ / 100ਓʣ

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2ϲ݄ޙͷੜଘ཰͸70%ͳͷͰɺ70ਓͷސ٬͕՝ۚͨ͠ɻ2ϲ݄ޙͷऩ ӹͷ߹ܭ͸70ສԁʹͳΔɻ 86 70ສԁʢ70ਓ * 1ສԁʣ

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87 ސ٬1ਓʹظ଴͞ΕΔऩӹ͸ݩʑ͍ͨ100ਓͰׂͬͨ7,000ԁͱͳΔɻ 7,000ԁʢ70ສԁ / 100ਓ ʣ

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88 ͜ͷܭࢉΛ࠷ޙ·Ͱ܁Γฦ͢ɻ

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ܧଓظؒ͝ͱʹސ٬1ਓʹظ଴͞ΕΔऩӹɺ͢ͳΘͪظ଴ऩӹΛٻΊ Δ͜ͱ͕Ͱ͖Δɻ 89 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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90 ͜ΕΛશͯ଍্ͨ͛ͨ͠΋ͷ͕CLVͱͳΔɻ 1ສԁ 7,000ԁ 6,000ԁ 5,100ԁ 4,300ԁ 3,700ԁ 3,100ԁ 2,700ԁ 2,300ԁ 1,900ԁ 1,600ԁ 8,000ԁ

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91 CLVʢސ٬ੜ֔Ձ஋ʣ͸݄͝ͱͷظ଴ऩӹΛ଍্͛ͨ͠΋ͷɻ CLVʢސ٬ো֐Ձ஋ʣ = sum(݄͝ͱͷظ଴ऩӹ)

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CLVʢސ٬ো֐Ձ஋ʣͷܭࢉʹར༻ͨ͠ɺ݄͝ͱͷظ଴ऩӹ͸ҎԼͷ Α͏ʹܭࢉͨ͠ɻ 92 CLVʢސ٬ো֐Ձ஋ʣ = sum(݄͝ͱͷظ଴ऩӹ) ݄͝ͱͷظ଴ऩӹ = ݩʑ͍ͨސ٬਺ * ͦͷظؒ·Ͱͷੜଘ཰ * ARPU / ݩʑ͍ͨސ٬਺

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݄͝ͱͷظ଴ऩӹͷܭࢉͰ͸ɺݩʑ͍ͨސ٬਺Λ͔͚͔ͯΒɺׂͬ ͯɺଧͪফ͍ͯͨ͠ɻ 93 CLVʢސ٬ো֐Ձ஋ʣ = sum(݄͝ͱͷظ଴ऩӹ) ݄͝ͱͷظ଴ऩӹ = ݩʑ͍ͨސ٬਺ * ͦͷظؒ·Ͱͷੜଘ཰ * ARPU / ݩʑ͍ͨސ٬਺

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݄͝ͱͷظ଴ऩӹͷܭࢉʹ͋ͨͬͯɺސ٬਺Λ͔͚ͨΓɺׂͬͨΓ͢ Δඞཁ͸ͳ͍ɻ 94 CLVʢސ٬ো֐Ձ஋ʣ = sum(݄͝ͱͷظ଴ऩӹ) ݄͝ͱͷظ଴ऩӹ = ͦͷظؒ·Ͱͷੜଘ཰ * ARPU

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95 CLVʢސ٬ੜ֔Ձ஋ʣ͸ҎԼʹΑͬͯٻΊΒΕΔɻ CLVʢސ٬ੜ֔Ձ஋ʣ = sum(ͦͷظؒ·Ͱͷੜଘ཰ * ARPU)

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ॳ݄ͷੜଘ཰͕100%ͳͷͰɺARPUʢ1ސ٬͋ͨΓͷฏۉऩӹʣͷ1ສԁ Λ͔͚ͯɺॳ݄ʹظ଴͞ΕΔސ٬1ਓ͋ͨΓͷऩӹ͸1ສԁʹͳΔɻ 96 1ສԁʢ100% * 1ສԁ ʣ

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1ϲ݄ޙͷੜଘ཰͸80%ͳͷͰɺ1ສԁΛ͔͚Δͱɺ1ϲ݄ޙʹظ଴͞ ΕΔސ٬1ਓ͋ͨΓͷऩӹ͸8,000ԁʹͳΔɻ 97 8,000ԁʢ80% * 1ສԁ ʣ

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2ϲ݄ޙͷੜଘ཰͸70%ͳͷͰɺ1ສԁΛ͔͚Δͱɺ2ϲ݄ޙʹظ଴͞ ΕΔސ٬1ਓ͋ͨΓͷऩӹ͸7,000ԁʹͳΔɻ 98 7,000ԁʢ70% * 1ສԁ ʣ

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99 ͜ͷܭࢉΛ࠷ޙ·Ͱ܁Γฦ͢ɻ

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ઌఔͱಉ͡Α͏ʹ࠷ޙ·Ͱܭࢉ͢Δ͜ͱͰɺ݄͝ͱʹސ٬1ਓ͋ͨΓ ͷظ଴ऩӹΛٻΊΔ͜ͱ͕Ͱ͖Δɻ 100 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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101 ͜ΕΛશͯ଍্ͨ͛ͨ͠΋ͷ͕CLVͱͳΔɻ 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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102 ੜଘۂઢΛඳ͘ͷʹ࢖ΘΕΔ݄͝ͱͷੜଘ཰ͷσʔ λ͕͋Ε͹CLVʢސ٬ੜ֔Ձ஋ʣ͕ܭࢉͰ͖Δ͜ͱ͸ ෼͔ͬͨɻ Ͱ͸ͦͷσʔλ͸ͲͷΑ͏ʹ༻ҙ͢Ε͹͍͍͔ɻ

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103 ੜଘۂઢΛ࡞੒͢Δɻ

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ੜଘۂઢͷϞσϧΛ࡞੒͢ΔͱɺੜଘۂઢͷՄࢹԽʹར༻͞Εͨɺ ੜଘظؒ͝ͱͷੜଘ཰ͷσʔλ΋σʔλλϒʹੜ੒͞ΕΔɻ 104

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105 ͜ͷσʔλ͸৽نσʔλϑϨʔϜͱͯ͠อଘ͢Δ͜ͱ͕Ͱ͖Δɻ

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σʔλϑϨʔϜͱͯ͠อଘ͕Ͱ͖ͨΒɺੜଘظؒ͝ͱͷظ଴ऩӹΛܭ ࢉͯ͠଍্͛͠Ε͹ྑ͍ɻ 106

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107 Let’s try!

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108 ΞδΣϯμ • CLVʢސ٬ੜ֔Ձ஋ʣ • CLVʢސ٬ੜ֔Ձ஋ʣΛܭࢉ͢Δ3ͭͷํ๏ • CLVʢސ٬ੜ֔Ձ஋ʣͷܭࢉ

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109 ·ͣ͸ੜଘ෼ੳΛߦ͍ɺੜଘۂઢΛඳ͘ɻ

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• ؍࡯ର৅1ਓʹରͯ͠1ߦͷσʔλ • ؍࡯ର৅ͷੜଘظؒ(։࢝೔ɺऴྃ೔) • ؍࡯ର৅ͷΠϕϯτͷεςʔλε • νϟʔϯͳͲ • ଧͪ੾Γ 110 ੜଘ෼ੳ༻ͷσʔλ

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111 ࠓճ࢖͏αϯϓϧσʔλ ੜଘ෼ੳ༻σʔλ

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112 σʔλ͸͢Ͱʹੜଘ෼ੳ͕͙͢Ͱ͖ΔΑ͏ʹͳ͍ͬͯΔɻ ϢʔβʔID ࠷ޙͷࢧ෷͍೔ ࠃ ࠷ॳͷࢧ෷೔ ܖ໿εςʔλε ར༻σόΠε

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113 ੜଘ෼ੳ༻ͷσʔλͷ࡞੒ํ๏ʹ͍ͭͯ͸ɺ ϫʔΫγϣοϓ #7 -ίϗʔτ෼ੳ Part. 2 ੜଘ෼ੳ Λࢀরͯ͠Έ͍ͯͩ͘͞ʂ

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114

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115

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116 σʔλϑϨʔϜͷϓϥεϘλϯ( + )͔ΒσʔλɾΧλϩάΛબͿɻ

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αʔνϘοΫεʹSurvival CLVͱೖྗͯ͠ݕࡧ͢Δɻ 117

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σʔλͷ৘ใΛݟ͍ͨ৔߹͸։͘ϘλϯΛΫϦοΫ͢Δɻ 118

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ΠϯϙʔτϘλϯΛΫϦοΫͯ͠σʔλΛΠϯϙʔτ͢Δɻ 119

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อଘΛΫϦοΫ͢Δɻ 120

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121 σʔλΛΠϯϙʔτ͢Δ͜ͱ͕Ͱ͖ͨɻ

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122 CLVʢސ٬ੜ֔Ձ஋ʣͷܭࢉεςοϓ ੜଘ෼ੳ༻σʔλ ݄͝ͱͷظ଴ऩӹͷܭࢉ ੜଘ෼ੳͷ࣮ࢪͱ ݁Ռσʔλͷอଘ ݄͝ͱͷظ଴ऩӹͷूܭ

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123 CLVʢސ٬ੜ֔Ձ஋ʣͷܭࢉεςοϓ ੜଘ෼ੳ༻σʔλ ݄͝ͱͷظ଴ऩӹͷܭࢉ ੜଘ෼ੳͷ࣮ࢪͱ ݁Ռσʔλͷอଘ ݄͝ͱͷظ଴ऩӹͷूܭ

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124 ΞφϦςΟΫεϏϡʔʹҠಈͯ͠ λΠϓʹੜଘۂઢΛબ୒͢Δɻ

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125 • ։࢝࣌ظʹﬁrst_dateΛબ୒͢Δɻ • ऴྃ࣌ظʹlast_dateΛબ୒͢Δɻ

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126 • ظؒͷ୯Ґʹ݄Λબ୒͢Δɻ • ੜଘঢ়ଶ(Πϕϯτ)ʹcanceledΛબ୒͢Δɻ

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127 ݄͝ͱʹظ଴͞ΕΔऩӹΛܭࢉ͢ΔͨΊʹɺ ʮظؒͷ୯Ґʯʹ݄Λબ୒͢Δɻ

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128 ੜଘۂઢΛඳ͘͜ͱ͕Ͱ͖ͨɻ

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129 σʔλλϒʹҠಈ͢Δɻ

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σʔλλϒʹҠಈ͢Δͱɺ݄͝ͱͷੜଘظؒͱੜଘ཰͕දࣔ͞ΕΔɻ ͜ͷσʔλΛ࢖ͬͯCLVʢސ٬ੜ֔Ձ஋ʣΛܭࢉ͢Δɻ 130

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131 ͜ͷσʔλΛ࢖ͬͯɺCLVʢސ٬ੜ֔Ձ஋ʣΛܭࢉ͍ͨ͠ͷͰɺΤΫεϙʔτΞ Πίϯ͔ΒɺςʔϒϧɾσʔλΛ৽نσʔλϑϨʔϜͱͯ͠อଘΛબ୒͢Δɻ

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132 σʔλϑϨʔϜͷ໊শΛCLVʹมߋ͠ɺOKΛΫϦοΫ͢Δɻ

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σʔλλϒͰݟ͍͑ͯͨੜଘۂઢͷσʔλ͕σʔλϑϨʔϜͱͯ͠อ ଘ͞Εͨɻ 133

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134 CLVʢސ٬ੜ֔Ձ஋ʣͷܭࢉεςοϓ ੜଘ෼ੳ༻σʔλ ݄͝ͱͷظ଴ऩӹͷܭࢉ ੜଘ෼ੳͷ࣮ࢪͱ ݁Ռσʔλͷอଘ ݄͝ͱͷظ଴ऩӹͷूܭ

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135 ݄͝ͱͷظ଴ऩӹ͸ɺҎԼͰܭࢉͰ͖Δɻ ݄͝ͱͷظ଴ऩӹ = ͦͷظؒ·Ͱͷੜଘ཰ * ARPU

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͢Ͱʹੜଘ཰ͷྻ͸͋ΔͷͰɺARPUʢ1ސ٬͋ͨΓͷฏۉऩӹʣΛ ͔͚Ε͹ɺ݄͝ͱͷظ଴ऩӹ͸ܭࢉͰ͖Δɻ 136

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137 ࠓճ͸࿩Λγϯϓϧʹ͢ΔͨΊʹɺ ΞοϓάϨʔυ΋μ΢ϯάϨʔυ΋ͳ͍΋ͷͱͯ͠ ARPUʢސ٬͋ͨΓͷฏۉऩӹʣ͕ ͍ͭ΋1ສԁͱͯ͠CLVΛܭࢉ͢Δɻ

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138 ੜଘ཰ͷྻϔομʔϝχϡʔ͔ΒܭࢉΛ࡞੒(Mutate)Λબ୒͢Δɻ

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ܭࢉΤσΟλʹੜଘ཰ * 10000ͱλΠϓ͠ɺ݄͝ͱظ଴ऩӹͱͯ͠ɺ ৽͘͠ྻΛ࡞੒͢Δɻɹ 139

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140 ݄͝ͱͷظ଴ऩӹ͕ܭࢉͰ͖ͨɻ͋ͱ͸͜ͷ਺ࣈΛ଍্͛͠Ε͹ྑ͍ɻ

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141 CLVʢސ٬ੜ֔Ձ஋ʣͷܭࢉεςοϓ ੜଘ෼ੳ༻σʔλ ݄͝ͱͷظ଴ऩӹͷܭࢉ ੜଘ෼ੳͷ࣮ࢪͱ ݁Ռσʔλͷอଘ ݄͝ͱͷظ଴ऩӹͷूܭ

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νϟʔτϏϡʔʹҠಈ͠ɺλΠϓʹʮϐϘοτςʔϒϧʯΛબ୒͠ɺ ஋ʹ݄͝ͱͷظ଴ऩӹΛબ୒͢Δɻ 142

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CLVʢސ٬ੜ֔ऩӹʣ͕ूܭͰ͖ͨɻ ͜ͷαʔϏεͷCLVʢސ٬ੜ֔ऩӹʣ͸82,165ԁͱͳΔɻ 143

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144 ͱ͜ΖͰɺɺɺ

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ސ٬Λίϗʔτʹ෼͚ͯɺੜଘۂઢΛൺ΂Δ෼ੳΛίϗʔτ෼ੳͱ ݺΜͩɻ 145 σεΫτοϓϢʔβʔͷ ίϗʔτ ϞόΠϧϢʔβʔͷ ίϗʔτ

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146 ྆ऀͷੜଘ཰ʹҧ͍͕͋Ε͹ɺCLVʢސ٬ੜ֔Ձ஋ʣ͕ҟͳͬͯ͘Δɻ σεΫτοϓϢʔβʔͷ ίϗʔτ ϞόΠϧϢʔβʔͷ ίϗʔτ

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147 ίϗʔτ͝ͱʹCLVʢސ٬ੜ֔Ձ஋ʣ͕ܭࢉͰ͖Ε͹ɺ ΑΓސ٬֫ಘͳͲʹ͔͚ΒΕΔඅ༻Λ࠷దԽͰ͖Δɻ

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148 ίϗʔτ෼ੳΛߦ͏ͱɺσʔλλϒʹίϗʔτͷྻ͕௥Ճ͞ΕΔɻ

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149 ࠓճͷσʔλʹ͸ίϗʔτ෼ੳʹ࢖͑Δྻ͕͋Δɻ

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150 ίϗʔτ෼ੳΛߦ͍ɺ ίϗʔτ͝ͱʹܧଓظؒ͝ͱͷظ଴ऩӹΛܭࢉͯ͠ɺ ଍্͛͠Ε͹ίϗʔτ͝ͱͷCLVʢސ٬ੜ֔ऩӹʣͷ ܭࢉ͕Ͱ͖Δɻ

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ઌఔɺੜଘ෼ੳΛߦͬͨσʔλϑϨʔϜʹ໭Γɺࠓճ͸ʮ৭Ͱ෼ׂʯ ʹσόΠεʢdeviceʣΛબ୒͠ɺ࣮ߦ͢Δɻ 151

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σόΠε͝ͱͷੜଘۂઢΛඳ͘͜ͱ͕Ͱ͖ͨɻϞόΠϧϢʔβʔͱɺ σεΫτοϓϢʔβʔͷੜଘ཰ʹ͸ҧ͍͕͋ΔΑ͏ʹݟ͑Δɻ 152

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σʔλλϒʹҠಈ͠ɺ ςʔϒϧɾσʔλΛ৽نσʔλϑϨʔϜͱͯ͠อଘΛબ୒͢Δɻ 153 Doing with pivot table

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154 σʔλϑϨʔϜͷ໊শΛCLV_Cohortʹมߋ͠ɺOKΛΫϦοΫ͢Δɻ

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σʔλλϒͰݟ͍͑ͯͨੜଘۂઢͷσʔλ͕σʔλϑϨʔϜͱͯ͠อ ଘ͞Εͨɻ 155

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156 ίϗʔτ͝ͱͷੜଘظؒͱੜଘ཰ͷσʔλʹͳ͍ͬͯΔ͜ͱ͕෼͔Δɻ

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157 ੜଘ཰ͷྻϔομʔϝχϡʔ͔ΒܭࢉΛ࡞੒(Mutate)Λબ୒͢Δɻ

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ܭࢉΤσΟλʹੜଘ཰ * 10000ͱλΠϓ͠ɺ݄͝ͱظ଴ऩӹͱͯ͠ɺ ৽͘͠ྻΛ࡞੒͢Δɻɹ 158

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݄͝ͱͷظ଴ऩӹ͕ܭࢉͰ͖ͨɻ͋ͱ͸͜ͷ਺ࣈΛίϗʔτ͝ͱʹ଍ ্͛͠Ε͹ྑ͍ɻ 159

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160 • νϟʔτϏϡʔʹҠಈͯ͠λΠϓʹ ϐϘοτςʔϒϧΛબ୒͢Δɻ • ߦʹίϗʔτΛબ୒͢Δɻ • ஋ʹ݄͝ͱͷظ଴ऩӹΛબ୒͢Δɻ • ߹ܭʹͳ͠Λબ୒͢Δɻ

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161 CLVʢސ٬ੜ֔ऩӹʣ͕ूܭͰ͖ͨɻσεΫτοϓϢʔβʔ͸7,8611ԁɺ ϞόΠϧϢʔβʔ͸86,853ԁͱͳΔ͜ͱ͔ΒɺϞόΠϧϢʔβʔͷ֫ಘʹ͸σε ΫτοϓϢʔβʔΑΓଟ͘ͷඅ༻Λ͔͚ΒΕΔ͔΋͠Εͳ͍ɻ

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162 ·ͱΊ 1. SaaSͷϏδωεͰ͸ɺ1ਓͷސ٬͕νϟʔϯʢղ໿ʣ͢Δ·Ͱܧଓͯ͠ऩӹ ΛಘΔ͜ͱ͕Ͱ͖Δɻͦ͜ͰɺCLVʢސ٬ੜ֔Ձ஋ʣΛਪఆ͢Δ͜ͱͰ৽ن ސ٬ͷ֫ಘ΍طଘސ٬ͷҡ࣋ʹɺͲΕ͘Β͍ͷඅ༻Λ͔͚ΒΕΔ͔ΛܾΊΔ ͜ͱ͕Ͱ͖Δɻ 2. CLVʢސ٬ੜ֔Ձ஋ʣΛܭࢉ͢Δํ๏͸͍͔ͭ͋͘Δ͕ɺੜଘۂઢΛ࢖ͬͯ ܭࢉ͢Δ͜ͱ͕΋ͬͱ΋త֬Ͱ͋ΔɻCLVʢސ٬ੜ֔Ձ஋ʣ͸֤݄͝ͱʹظ ଴͞ΕΔऩӹΛ଍্͛ͨ͠΋ͷɻ 3. ͞Βʹίϗʔτʹ෼͚ͯCLVʢސ٬ੜ֔Ձ஋ʣΛܭࢉ͢Δ͜ͱͰɺηάϝϯ τ͝ͱʹΑΓਖ਼֬ͳCLVʢސ٬ੜ֔Ձ஋ʣΛٻΊΔ͜ͱ͕Ͱ͖Δɻ

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࣍ճηϛφʔ

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EXPLORATORY ΦϯϥΠϯɾηϛφʔ #35 Exploratoryͷ࢖͍ํ

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݄̕։࠵ʂ ฏ೔൛: 9݄29(Ր), 30೔(ਫ), 10݄1೔(໦)

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• ϏδωεͰ࢖͑Δࢥߟྗͷҭ੒ σʔλαΠΤϯεͷεΩϧशಘ͚ͩͰͳ͘ɺσʔλΛ࢖ͬͨΑΓΑ͍ҙࢥܾఆΛߦ͏ͨ Ίʹඞཁͳ౷ܭతɾ֬཰తࢥߟྗ΋शಘͰ͖Δɻ • ݱ৔Ͱ࢖͑ΔεΩϧͷशಘ ڭࣨͷத͚ͩͰ௨༻͢Δཧ࿦ΑΓ΋ɺ࣮ࡍͷϏδωεͷݱ৔Ͱͷ໰୊Λղܾ͢ΔͨΊʹ ࢖͑ΔεΩϧͷशಘʹॏ৺Λ͓͍ͨτϨʔχϯάɻ • ϓϩάϥϛϯάͳ͠ RݴޠͷUIͰ͋ΔExploratoryΛ෼ੳπʔϧͱͯ͠࢖༻͢ΔͨΊɺࢥߟྗͱσʔλαΠΤϯ εͷख๏ͷशಘʹ100ˋूதͰ͖Δɻ ಛ௃