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ΤϯδχΞ͕ϓϩμΫτʹ޲͖߹͏ͨΊͷҙࢥܾఆΧΠθϯ ʙ SaaS Scrum Meetup #3 ʙ A1Aגࣜձࣾ ࠤʑ໦ Ԇ໵ @__mnc90 1

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Name ࠤʑ໦ Ԇ໵ Company A1Aגࣜձࣾ Career ৯΂ϩά → Speee → A1AΛڞಉ૑ۀ URL twitter.com/__mnc90 manchose.hatenablog.jp About CTOͱͯ͠ϓϩμΫτઓུɺΠϯϑϥߏ ஙɺίʔϙϨʔτITɺ։ൃ૊৫ͮ͘ΓͳͲ Λ୲౰ 2

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B2BͷऔҾΛϫϯϥϯΫ্ʹ Mission 3

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B2BͷऔҾΛϫϯϥϯΫ্ʹ Mission A1A ʢ໊ࣾͷ༝དྷʣ 4

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ϓϨϛΞϦʔάͷڧ߽τοςφϜɾϗοτεύʔFCͷڳεϙϯαʔ 5

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ϓϨϛΞϦʔάͷڧ߽τοςφϜɾϗοτεύʔFCͷڳεϙϯαʔ ฐࣾ͡Ό͋Γ·ͤΜ 6

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A1A͸ΤΟϫϯψΤΟͰ͢ AIA τοςφϜͷڳεϙϯαʔΛ͍ͯ͠Δ߳ߓͷอݥձࣾɻ ΤΠΞΠΤΠ A1A B2BΛϫϯϥϯΫ্ʹ͋͛ΔA1Aɻ ΤΟϫϯψΤΟ 7

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8 ੡଄ۀͷௐୡɾߪങ޲͚ݟੵࠪఆSaaS RFQ Cloud Product ※ίετ࡟ݮͷͨΊͷݟੵ໌ࡉ൛ͷSansanΈ͍ͨͳΠϝʔδ

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9 ϓϩμΫτ֓ཁ

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ࠓ೔ͷτʔΫͷલఏ 10 1 ฐࣾ͸ΤϯλʔϓϥΠζ޲͚ͷB2B SaaSΛ։ൃ͍ͯ͠Δ 2 ฐࣾͷސ٬͸੡଄ۀͷௐୡ෦໳Ͱ͋ΓɺϨΨγʔ࢈ۀ ※ࠓճͷτʔΫ಺༰͸എܠͱ্ͯ͠ه2఺ͷӨڹ͕େ͖͍Ͱ͢

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։ൃ૊৫ͷࡏΓํ͸Ϗδωεͷઓུʹै͏ɻ Ձ஋͋ΔϓϩμΫτΛ࡞Γଓ͚ΔͨΊʹ͸ɺઓ ུ͔Βม͍͑ͯ͘ඞཁ͕͋Δɻ ࠓ೔͓࿩͢Δ͜ͱ 11

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Agenda 12

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1 CTOͱͯ͠ͷࣗ෼ͷ໾ׂ 2 B2B SaaSͰΞδϟΠϧΛ࣮ફ͢Δ೉͠͞ 3 B2B SaaSͰΞδϟΠϧΛ࣮ફ͢ΔͨΊʹߦͬͨҙࢥ ܾఆͷΧΠθϯ 4 ·ͱΊ 13

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1. CTOͱͯ͠ͷࣗ෼ͷ໾ׂ 14

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Ձ஋͋ΔϓϩμΫτͮ͘Γ͕ࣄۀ੒௕ʹ࠷଎Ͱ ߩݙ͢ΔΑ͏ͳઓཱུҊͱ૊৫ͮ͘Γ CTOͱͯ͠ͷࣗ෼ͷ໾ׂ 15

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૊৫͸ઓུΛ࣮ߦ͢ΔͨΊͷखஈɻ ઓུ͔Β૊৫ͷࡏΔ΂͖࢟ΛܾΊΔ΂͖ͩͱ͢ Δߟ͑ํɻ ʮ૊৫͸ઓུʹै͏ʯ͕جຊ 16

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૊৫จԽɾΧϧνϟʔͳͲʹΑཱͬͯҊ͞ΕΔ ઓུ΋ܾ·ͬͯ͘Δͱ͍͏ߟ͑ํɻ ʮઓུ͸૊৫ʹै͏ʯ΋ݱ࣮ͱͯ͋͠Δ 17

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ͭ·Γɺઓུͱ૊৫͸ηοτͰߟ͑Δ΂͖ ૊৫ͷΧΠθϯ΋ઓུͷΧΠθϯ΋ີ઀ʹؔΘΔ 18

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ઓུΛॴ༩ͷ৚݅ͱͯ͠։ൃ૊৫ͷΧΠθϯΛ͠ͳ͍Α͏ʹ͢Δ 19

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20 ઓུͷΧΠθϯ ૊৫ͷΧΠθϯ ࣄۀ੒௕ ઓུͱ૊৫͕Ұக͍ͯ͠ͳ͍৔߹

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21 ઓུͷΧΠθϯ ૊৫ͷΧΠθϯ ࣄۀ੒௕ ઓུͱ૊৫͕Ұக͍ͯ͠Δ৔߹

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Ձ஋͋ΔϓϩμΫτ։ൃ = ࣄۀ੒௕ A1AͰͷཧ૝ͷҙࢥܾఆ 22

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Ձ஋͋ΔϓϩμΫτͮ͘ΓΛߦ͏͜ͱΛॏཁࢹͯ͠ ͍ͨͨΊɺΞδϟΠϧΛ࣮ફ͠Α͏ͱ͖ͯͨ͠ɻ ͔͠͠ɺԿ౓΋ࣦഊ͠ଓ͚͖ͯͨɻ ΞδϟΠϧͷ࣮ફͱࣦഊ 23

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2. B2B SaaSͰΞδϟΠϧΛ࣮ફ͢Δ೉͠͞ 24

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ΞδϟΠϧΛ࣮ફ͢Δ೉͠͞ 25 1 2Cͱൺ΂2B͸ސ٬ͷϑΟʔυόοΫΛड͚ͮΒ͍ 2 MVP͔Βܖ໿ͯ͠΋Β͏·ͰͷػೳGap͕େ͖͍

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ຊؾͰݕ౼ͯ͘͠ΕΔސ٬ʹձ͏ͷ͕೉͠ ͘ɺ͞Βʹݕ౼·Ͱʹ͕͔͔࣌ؒΔͨΊɺΞ δϟΠϧͰ։ൃͯ͠খ͘͞ϓϩμΫτΛ࡞Γ ࢝Ίͯ΋ɺͦΕ͕MVPͱͯ͠ͲΕ͘Β͍ͷਫ ४ͳͷ͔൑அ͢Δͷ͕೉͍͠ɻ 1. 2CͱҟͳΓ2B͸ސ٬ͷϑΟʔυόοΫΛड͚ͮΒ͍ 26

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࣮ࡍɺ૑ۀ౰࣌ʹ1ϲ݄൒΄ͲͰ։ൃͨ͠α൛ ͸MVPͱͯ͠ػೳ͕গͳ͗ͨͨ͢Ίɺސ٬ʹ ͋ͨͬͯ΋ʮػೳ͕଍Γͳ͍͔ΒԹ౓ײ͕ྑ͘ ͳ͍ʯͷ͔ʮͦ΋ͦ΋ղܾ͠Α͏ͱ͍ͯ͠Δ՝ ୊͕ؒҧ͍ͬͯΔʯͷ͔൑அ͕Ͱ͖ͳ͔ͬͨɻ ͭ·Γɺݕূࣗମʹࣦഊͨ͠ɻ α൛։ൃʹΑΔՁ஋ݕূࣗମʹࣦഊ 27

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ٯʹɺα൛ͰͷݕূࣦഊͷܦݧΛجʹʮ΋ͬ ͱ࡞ΓࠐΉ͜ͱ͕ඞཁͩʯͱ൑அ͠ɺβ൛ͷ ։ൃΛ։͕࢝ͨ͠ɺࠓ౓͸͍͖ͳΓސ٬͕Ք ಇͰ͖ΔϨϕϧΛ໨ࢦ͠։ൃΛ͸͡Ίͯ͠ ·ͬͨͨΊɺ͍ͭ·Ͱܦͬͯ΋ΰʔϧͷݟ͑ ͳ͍εΫϥϜ։ൃ͕ൃੜͯ͠͠·ͬͨɻ ΰʔϧͷݟ͑ͳ͍εΫϥϜ։ൃ 28

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ސ٬ͷϑΟʔυόοΫΛಘʹ͍ͨ͘Ίɺ਺ϲ ݄ʹ౉Δ։ൃΛߦ͏ͱ్தͰΰʔϧΛݟࣦͬ ͯ͠·͍͕ͪɻ ·ͱΊ 29

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ސ٬୲౰ऀʹັྗΛײͯ͡΋Βͬͨͱͯ͠ ΋ɺ࣮ࡍʹܖ໿ΛউͪऔΔ·Ͱʹཁٻ͞ΕΔ ػೳϨϕϧ͕ߴ͘ͳΓ͕ͪɻ 2. MVP͔Βܖ໿ͯ͠΋Β͏·ͰͷػೳGap͕େ͖͍ 30

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B2BϓϩμΫτͷ৔߹͸୲౰ऀҎ֎ͷεςʔΫ ϗϧμʔ͕ଟ͍͔Βɻྫ͑͹අ༻ରޮՌ໘Ͱͷ ҙࢥܾఆऀ͸෦໳௕ɺ৘ใηΩϡϦςΟ໘Ͱ͸ ৘γεͳͲ Why? 31

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͜ͷػೳGapΛػೳ௥ՃͰຒΊΔ͜ͱΛސ٬ ͱ໿ଋ͠ܖ໿ΛͱΔͱ͍͏खஈ͸ɺՁ஋͋Δ ϓϩμΫτ։ൃͱ͍͏఺ʹ͓͍ͯେ͖ͳ଍ᐫ ʹͳΔɻ ػೳGapΛػೳίϛοτͰຒΊΔ 32

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ػೳίϛοτ͸ΞδϟΠϧͱඇৗʹ૬ੑ͕ѱ ͍ɻݶΒΕͨ࣌ؒ಺Ͱ࡞Δ΋ͷΛࣗࣾͰௐ੔ ͍ͨ͠ʹ΋ؔΘΒͣɺ࡞Δ΋ͷ͕ݻఆԽ͞Ε ͯ͠·͏ͨΊɻ ػೳίϛοτ͸ΞδϟΠϧͱ૬ੑ͕ѱ͍ 33

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ཧ૝Λݴ͏ͱɺސ٬ʹ͸ఏڙՁ஋Ͱίϛοτ ͠ɺ࡞Δ΋ͷͷϋϯυϦϯά͸ࣗࣾͰߦ͑ͨ Βେ͖ͳ໰୊͸ͳ͍ɻ͔͠͠ɺސ٬͕ϨΨ γʔ࢈ۀͷاۀͰ͋Δ৔߹͸ͦΕ͸ݬ૝ɻ݁ ہػೳͰίϛοτ͢Δ͜ͱʹͳͬͯ͠·͏ɻ ػೳίϛοτ͸ΞδϟΠϧͱ૬ੑ͕ѱ͍ 34

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ຊདྷͰ͋Ε͹ผͷػೳΛ࡞ͬͨํ͕ΑΓࣄۀ ্ͷΠϯύΫτ͕େ͖͔ͬͨΓɺϓϩμΫτ ͷՁ஋͕େ͖͍ͱ൑໌ͯ͠΋ɺ໿ଋͯ͠͠ ·͕ͬͨͨΊʹ։ൃ͢Δ͜ͱ͕ඞਢʹͳͬͯ ͠·ͬͨɻ ݁Ռ 35

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3. B2B SaaSͰΞδϟΠϧΛ࣮ફ͢ΔͨΊʹߦͬͨҙࢥܾఆͷΧΠθϯ 36

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ҙࢥܾఆΧΠθϯ 37 1 ϓϩμΫτͷΰʔϧΛϑΣʔζ෼͚ͯ͠ɺͦΕͧΕͷ΄ ͍݁͠ՌΛ໌֬ʹͨ͠ 2 ސ٬΁ͷࢗ͠ํͱϓϩμΫτͷݱঢ়ͷఏڙՁ஋ΛҰக͞ ͤΔΑ͏ʹͨ͠

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1. ϓϩμΫτͷΰʔϧΛϑΣʔζ෼͚ͯ͠ɺͦΕͧΕͷ΄͍݁͠ՌΛ໌֬ʹͨ͠ 38

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ϓϩμΫτͷϑΣʔζ෼͚ 39 1. Ձ஋ݕূϑΣʔζ ސ٬͕՝୊Λײ͍ͯ͡Δ͔ɻղܾࡦʹ͓ۚΛ ෷ͬͯ͘ΕΔ͔͕ݕূ͞Ε͍ͯΔɻ 2. ސ٬୲౰ऀΛޱઆ͘ϑΣʔζ ސ٬୲౰ऀ͕ಋೖ͍ͨ͠ͱࢥ͍ɺಋೖϓϩδ ΣΫτΛࣾ಺Ͱൃ଍ͯ͘͠ΕΔɻ 3. ސ٬ͷτϥΠΞϧ੒ޭϑΣʔζ ಋೖϓϩδΣΫτʹ͓͍ͯࣾ಺τϥΠΞϧΛ ࣮ࢪ͠ɺಋೖޮՌΛײͯ͡΋Β͍ͬͯΔɻ 4. ܖ໿ϑΣʔζ ܖ໿͢Δͷʹػೳ໘ͰͷωοΫ͕ͳ͍ঢ়ଶɻ ※࣮ࡍͷϑΣʔζ෼͚͸΋ͬͱࡉ͔͍Ͱ͢

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ϑΣʔζ෼͚Λߦͬͨ͜ͱͰϓϩμΫτ ͷݱঢ়ೝ͕ࣝҰக͠ɺϓϩμΫτ։ൃͷ ΰʔϧ͕໌֬ʹͳͬͨɻ ·ͨɺ΄͍݁͠Ռ͕໌֬ʹͳͬͨ͜ͱ Ͱɺୡ੒Ͱ͖͔ͨͷৼΓฦΓ͕࣮ݱͰ ͖ΔΑ͏ʹͳͬͨɻ Ӧۀͱ։ൃͰϓϩμΫτͷݱঢ়ͷೝ͕ࣝҰக͢Δ 40

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2. ސ٬΁ͷࢗ͠ํͱϓϩμΫτͷݱঢ়ͷఏڙՁ஋ΛҰகͤ͞ΔΑ͏ʹͨ͠ 41

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Ӧۀͷ࢓ํ࣍ୈͰސ٬ͷ൓Ԡ͕มΘͬͯ͠· ͏ͨΊɺചΓํ͕ϓϩμΫτͷఏڙՁ஋ͱҰ க͍ͯ͠ͳ͍৔߹͸ɺϓϩμΫτʹऔΓࠐΉ ΂͖Ͱͳ͍ཁ๬͕ग़͖ͯͯ͠·͏ɻ 2CͱҟͳΓϢʔβʔͷ൓Ԡ͸Ӧۀͷ࢓ํ࣍ୈͰมΘΓ͏Δ 42

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4. ·ͱΊ 43

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։ൃ૊৫ͷࡏΓํ͸Ϗδωεͷઓུʹै͏ɻ ։ൃ૊৫ɾ։ൃख๏ͷΧΠθϯʢ=Ձ஋͋Δϓϩμ ΫτΛ։ൃ͢ΔͨΊͷ׆ಈʣΛձࣾʹͱͬͯҙຯ͋ Δ΋ͷʹ͢ΔͨΊʹɺઓུ໘ͰͷҙࢥܾఆΛΧΠθ ϯ͢Δඞཁ͕͋Δɻ ·ͱΊ 44

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We are hiring! A1A 45