【SaaS × 営業】Carelyはなぜ、どのように売れるのか
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Yusuke Nakano
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J4UVEZ ʙ$BSFMZͳͥɺͲͷΑ͏ʹചΕΔͷ͔ʙ 7JDF1SFTJEFOU PG $BSFMZ த ༤հ
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J$"3& $P -UE ᴹ ຊࢿྉΛಡΜͰ͍ͨͩ͘حಛͳํ ຊࢿྉɺJ$"3&ͷࣾษڧձʮJ4UVEZʯͰͬͨࢿྉͰɺ ݈߁ཧ)35FDIαʔϏεʮ$BSFMZʯͷେͷϢʔβʔΛ֫ಘ͖ͯͨ͠ த༤հͷηʔϧεϊϋΛ௲͓ͬͯΓ·͢ɻ ʮ4BB4ˍӦۀʯΛཧղ͢ΔͨΊͷংϊޱ͘Β͍ʹͳΔͱࢥ͍·͕͢ɺ ࢀߟʹͳΕ͘͢͝خ͍͠Ͱ͢ɻ .. .0 .. /. :
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J$"3& $P -UE ᴹ ࠓ͢͜ͱ ɾʮ4BB4ͷӦۀʯͱʁ ɾ$BSFMZͳͥചΕΔͷ͔ʁ ɾ$BSFMZͲͷΑ͏ʹചΕΔͷ͔ʁ
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ʮ4BB4ͷӦۀʯͱʁ
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J$"3& $P -UE ᴹ ʮ4BB4ͷӦۀʯͱ 4BB4 ✕ Ӧۀ ϏδωεϞσϧ ৬छ
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J$"3& $P -UE ᴹ 4BB4ͱ͍͏ϏδωεϞσϧ 4BB4ʹ4PGUXBSFBTB4FSWJDF αʔϏεͱͯ͠ͷιϑτΣΞ ΦϯϓϨϛε Ϋϥυ
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J$"3& $P -UE ᴹ 4BB4Ͱ؊ͱͳΔϢχοτΤίϊϛΫε ଛӹ ࣌ؒ ϢχοτΤίϊϛΫεɿαϒεΫϦϓγϣϯܕαʔϏεʹ͓͚Δ̍ͭ͋ͨΓͷܦࡁੑ $"$ ԁ ड 1BZCBDL1FSJPE ϲ݄ ϲ݄ "33 ԁ ˞"$7 -57 ԁ $IVSO 6QTFMM .33 ԁ 3FWFOVF $IVSO ˎJ$"3&ͷ߹ 4BMFT.BSLFUJOHɿ.33ɾ"$7্ $VTUPNFS4VDDFTTɿ-57্ɺνϟʔϯϨʔτԼ දαʔϏε
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J$"3& $P -UE ᴹ Ӧۀͱ͍͏৬छ ओͳϓϩϑΟʔϧ ͓͓ΉͶ͜Μͳਓ ɿࣾަతɺ͢ͷ͖ ͍͖ͩ͢ ɿۚ ΩϥΠʹఔ͕͋Δ ɿඪະୡ ෆྑʹͳΓ͕ͪ ɿਭͱۈଵ ʹ͔ͭ͘ ɿ͕ΜΔྗ Γ͖Δྗ ૬खͷφϠϛΛฉ͘ྗ ٧ΊΒΕͯ͑Ϳྗ
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J$"3& $P -UE ᴹ ൢചͱͳʹ͕ҧ͏ͷʁ ʮސ٬ͷ՝Λฉ͍ͯɺҰॹʹղܾ͍ͯ͘͠ʯ ͜ͷ͕࢟͋Δ͔ͳ͍͔ɻ ൢച Ӧۀ
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J$"3& $P -UE ᴹ 4BB4ͷӦۀͰେͳ͜ͱ ͓ɿԡ͞ͳ͍ ˠԡ͠ചΓνϟʔϯͷͱͳͷ ͨɿਖ਼͘͠ചΔ ˠͰ͖ͳ͍͜ͱͰ͖ͳ͍ͬͯݴ͏ͷ ;ɿϑΟʔυόοΫΛಘΔ ˠαʔϏεɾϓϩμΫτͷվળ͋ͳͨͷࣄͳͷ ͘ɿۤ࿑͠ͳ͍ ˠड͕ͦ͠͏ͳΒͬ͞͞ͱఘΊͯ࣍ͷސ٬Λ୳͢ͷ
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$BSFMZͳͥചΕΔͷ͔ʁ
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J$"3& $P -UE ᴹ $BSFMZͱ͍͏αʔϏε Ͱ͖Δ͜ͱ ᶃ݈߁σʔλΛҰݩཧ ᶄෆௐऀΛநग़ ᶅվળࢦಋ·Ͱ݁ Ձ ɾਓࣄͷۀޮԽ ɾैۀһͷະવ༧ #UP#UP&αʔϏε ݈߁ཧ)35FDIαʔϏε
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J$"3& $P -UE ᴹ ಋೖاۀ $BSFMZଟ͘ͷاۀͰಋೖ͞Ε͍ͯ·͢ νʔϜϥϘגࣜձࣾ ༷ ετϨενΣοΫ࣮ࢪͦ͏Ͱ͕͢ɺ$BSFMZͷதͰ݈߁ͷઐՈͱͭͳ͕Δ͜ͱ͕ Ͱ͖Δνϟοτͷଘࡏ͕Ұ൪ͷܾΊखͰͨ͠ɻ ࢈ۀҩ໘ஊ௨Ӄͱ͍͏ͷ͍͠ϏδωεϚϯʹͳ͔ͳ͔͍͠Ͱ͢͠ɺ ݈߁ʹ͍ͭͯͷ૬ஊ͕Ͱ͖Δ૬ख͕νϟοτͷ͜͏ଆʹډΔͱ͍͏ͷ ਓࣄ࿑ͷ୲ऀͱͯ͠৺ڧ͍Ͱ͢ɻ ಋೖࣄྫ
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J$"3& $P -UE ᴹ ࠾༻ ΦϑΣϯε σΟϑΣϯε ධՁ ஔ ڭҭ ར ްੜ ૯ ಇ͖ํ اۀʹͱͬͯɺʹ݈߁ཧͱʁ ༧ࢉͷೋ܉άϥϯυʢςʔϚɿίετݮʣ ݈߁ཧاۀ༧ࢉͷதͰ༏ઌॱҐ͕͔ͳΓ͍ ಜ ʢاۀʣ ࿑ ݈߁ཧ ˞Ұ܉άϥϯυͷςʔϚ ʮച্Λ৳͢ʯ͜ͱɻ &9ɿϚʔέςΟϯάඅ༻ͳͲ
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J$"3& $P -UE ᴹ ͦΕͰ$BSFMZ͕ചΕΔҰ൪ͷཧ༝ ڞײͯ͠Β͑Δ αʔϏεͷੈք؍͕ ͋Δ͔Β
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J$"3& $P -UE ᴹ ͦͦʮചΕΔʯͱͲ͏͍͏͜ͱ͔ ݱঢ় ՝ ཧ ސ٬ʹݱঢ়ͱཧ͕͋Γɺ ͦͷؒʹ՝͕ଘࡏ͍ͯ͠Δɻ ͜Ε͕େ͖͘ͳΕͳΔ΄Ͳ ͦͷ՝ΛຒΊΔαʔϏε ചΕ͘͢ͳΔɻ
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J$"3& $P -UE ᴹ ଟ͘ͷاۀͷ݈߁ཧ͜Μͳײ͡ ݱঢ় ՝ ཧ ͦͦཧ͕ͳ͍͜ͱ͕ଟ͘ɺ ՝͕ᐆດͳاۀɾਓࣄ͕ଟ͍ɻ ͜ͷঢ়ଶͰͲΜͳʹྑ͍ αʔϏε͞Γʹ͘͘ͳΔɻ
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J$"3& $P -UE ᴹ αʔϏεͷੈք؍͕ɺސ٬ͷཧʹͳΔ ʮ݈߁ʹؔ͢Δ͕Կى͖ͳ͍৫ΛΔʯͱ͍͏ $BSFMZ͕࣮ݱ͢Δੈք؍͕ɺاۀɾਓࣄͷࢦ͖͢ཧʹ ϐλϦͱͯ·ΓɺڞײΛݺͼࠐΉ͜ͱ͕Ͱ͖Δɻ ࣗࣾͷཧ͕ݟ͔ͭͬͯɺͦΕΛՄೳʹͯ͘͠ΕΔαʔϏε͕ ͷલʹݱΕͨͱ͖ɺސ٬ڞײ͠ײಈ͕ੜ·ΕΔɻ ͔ͩΒ$BSFMZചΕΔɻͱ͍͏Θ͚Ͱ͢ɻ ͢Δاۀ͕.77ͷڞײͰ༏लͳϝϯόʔΛूΊ͍ͯΔΑ͏ʹɺ αʔϏεͷ.77ʹڞײͯ͠Β͑Δސ٬ΛूΊΔΑ͏ͳӦۀΛ͠Α͏ɻ ͦͷސ٬ಋೖࣄྫʹग़ͯ͘ΕͨΓɺϓϩμΫτվળʹڠྗͯ͘͠ΕͨΓɺ -57Λ্ͤͯ͘͞ΕͨΓɺ4BB4اۀʹͱͬͯوॏͳຯํʹͳͬͯ͘ΕΔͣɻ ˞.77ɿϛογϣϯɾϏδϣϯɾόϦϡʔ
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$BSFMZͲͷΑ͏ʹചΕΔͷ͔ʁ
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J$"3& $P -UE ᴹ $BSFMZΛड͢Δ·Ͱͷશମ૾ ϚʔέςΟϯά ,1*ɿ߹ͤɺΞϙ ηʔϧε ,1*ɿडࣾɺϢʔβʔ ड 0,3ͱڞʹ,1*ʢओཁۀධՁࢦඪʣΛ͍ͬͯΔɻ ΠϯαΠυ ηʔϧε ηʔϧε φʔνϟϦϯά
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J$"3& $P -UE ᴹ ओͳஊ༰ͱ࣌ؒͷ͍ํ ϦϨʔγϣϯߏங ձࣾհ ώΞϦϯά αʔϏεઆ໌ σϞը໘આ໌ #"/5ใ֬ೝ ΞΫγϣϯܾΊ
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J$"3& $P -UE ᴹ ஊ࣌ʹ৺͕͚͍ͯΔ͜ͱᶃ ϦϨʔγϣϯฤ ɾ͍͔ʹਓͱͯ͠هԱʹΔ͔ ˠهԱʹΔΠϯύΫτ໋͕ɻδϟέοτʹ͓Ֆͷϒϩʔν͚Δͱ͔ ɾ͔Ε͍ͨͳΒɺ·͔ͣࣗΒ͍ͯΈΔ ˠ͕͖ࣗʹͳΕΔاۀ୲ऀͷใΛฉ͘Α͏ʹձΛ͠Α͏ ώΞϦϯάฤ ɾ૬ख͕ͮ͠Β͍͜ͱଞࣾࣄྫΛͬͯҾ͖ग़͢ ˠʮಉۀքͰ˔˔͕ଟ͍ʯͱൺֱରΛग़͚ͩ͢Ͱ૬ख͘͢͠ͳΔ ɾʔʂͱͳΔχονͳࣄྫΛݸਂ͓ͬͯ͘͘ ˠ ͦͷॠؒʹ zϓϩͷҖݫz͕ग़ΔɻώΞϦϯά৴པΛಘΔ࣌ؒͰ͋Δɻ
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J$"3& $P -UE ᴹ ஊ࣌ʹ৺͕͚͍ͯΔ͜ͱᶄ αʔϏεઆ໌ฤ ɾαʔϏεͱϓϩμΫτΛѪ͢Δ ˠѪ͢Δؾ࣋ͪݴྶͱͳͬͯฉ͖खʹಧ͘Μͩͥ ɾࣗͰαʔϏεઆ໌Λͯ͠ɺࣗͰײಈ͢Δ ˠ͕ࣗൃͨ͠ݴ༿ΛɺࣗͷࣖͰฉ͍ͯɺ͍ͭͰௗഽཱ͕ͭΛอͱ͏ ɾσϞը໘ͷ࿅शΊͪΌͪ͘Όେࣄ ˠαʔϏεͷੈք؍͕ຊʹ࣮ݱ͢Δຐ๏Λݟͤͯ͋͛Α͏
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J$"3& $P -UE ᴹ ηʔϧεφʔνϟϦϯάͱ ஊޙʹ ୲ऀ0,ˠܾࡁऀ0,ʹड ͱܨ͛ΔͨΊͷαϙʔτɻ ˞୲ऀ0,ޙத͔ΒܾࡁऀʹఏҊ͍ͨ͠ͱ͜Ζ͕ͩɺ ݈߁ཧܾࡁऀͷதͰͷϓϥΠΦϦςΟ͕େମ͍ͷͰɺ ܾࡁऀʹձ͑ͣʹɺ୲ऀ͔ΒܾࡁऀʹٞΛڼ͙ έʔε͕΄ͱΜͲɻ ˢதͷηʔϧεφʔνϟϦϯά
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J$"3& $P -UE ᴹ ηʔϧεφʔνϟϦϯάͷϙΠϯτ ୲ऀ0,·Ͱ ɾ৴པΛੜΉͨΊʹҰ൪؆୯ͳ͜ͱεϐʔυରԠ ˠ༗ޮϦʔυʹରͯ͠΄΅ॠؒతʹϝʔϧฦ৴ͯ͠Δ ɾಋೖޙͷӡ༻͕ޭ͢ΔΠϝʔδΛΒ·ͤͯ͋͛Δ ˠओཁػೳͷ:PV5VCFνϟϯωϧɺಋೖޙΦϯϘʔσΟϯάհͳͲ ܾࡁऀ0,·Ͱ ɾ୲ऀͱܾࡁऀΛ͢࿈߹܉ͷʹͳΔ ˠʮൿີΛڞ༗͋͠͏ͱਓີʹͳΕΔʯͱ͍͏ͷ͕؊ ɾٞఏҊΛ͢Δ୲ऀͷఏҊྗΛڧԽ ˠٞࢿྉൃදͷํͪ͜ΒͰ༻ҙ͢Δ
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J$"3& $P -UE ᴹ ࡞ऀͷΘͨ͠ɺத༤հͰ͢ɻ ୈҰ߸ࣾһͱ݄ͯ͠ʹגࣜձࣾJ$"3&ʹδϣΠ ϯɻҎདྷɺ4BMFT.BSLFUJOH୲ͱͯࣾ͠ͷӴੜҕһ ձ্ཱͪ͛ετϨενΣοΫ࣮ࢪɺϝϯλϧෆௐऀରԠ ͳͲͷ݈߁ཧʹܞΘΔɻ த ༤հ ʗ :VTVLF/BLBOP גࣜձࣾJ$"3& 7JDF1SFTJEFOUPG$BSFMZ ݈߁ܦӦΞυόΠβʔ IUUQTOBLBOPZVTVLFLBJOBLBOPZVTVLFGVO 4BB44BMF4 4DSVN ʮத༤հʯձ IUUQTXXXGBDFCPPLDPNHSPVQT 4BB4ۀքΛΓ্͛Δ ͘ɺ4BB4ͷηʔϧε ަྲྀձΛͬͯ·͢ʂ ಉಉ໊ͷ த༤հ͕ େ͍·͢ʂ / 0 .
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ಇ͘ͻͱͱ ৫ ͷ ݈߁ΛΔ EA C R