エンジニアチームで実践する組織エンゲージメント活用 / engineer engagement

by 株式会社アトラエ

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ΤϯδχΞνʔϜͰ࣮ફ͢Δ૊৫Τϯήʔδϝϯτ׆༻ ~ 3,000ສ݅ͷσʔλ͔Β෼͔ͬͨ͜ͱ ~ 2021/2/18 @ Developer Summit 2021

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2 © 2 0 2 1 A t r a e , I n c . ࣰ۾ ਔࢤʢΫʔϚʣ Infra Engineer Hitoshi Shinokuma ೥dύΠΦχΞגࣜձࣾ ೥dגࣜձࣾΞτϥΤ ϓϩϨε೔ຊञத్࠾༻ © 2 0 2 1 A t r a e , I n c .

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3 © 2 0 2 1 A t r a e , I n c . ࠓ೔࿩͢͜ͱɺ࿩͞ͳ͍͜ͱ

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4 © 2 0 2 1 A t r a e , I n c . ࠓ೔࿩͢͜ͱɺ࿩͞ͳ͍͜ͱ ओ୊ Τϯήʔδϝϯτͷ ߴ͍૊৫ͱ͸Կ͔ʁ Ͳ͏࡞Δͷ͔ʁ

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5 © 2 0 2 1 A t r a e , I n c . ࠓ೔࿩͢͜ͱɺ࿩͞ͳ͍͜ͱ ओ୊ ࿩͢͜ͱ Τϯήʔδϝϯτͷ ߴ͍૊৫ͱ͸Կ͔ʁ Ͳ͏࡞Δͷ͔ʁ ந৅౓͕ߴΊͳ࿩ ৭ʑͳλΠϓͷ૊৫ɺ νʔϜʹద༻Ͱ͖Δ ࿩ʹ͢ΔͨΊ

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6 © 2 0 2 1 A t r a e , I n c . ࠓ೔࿩͢͜ͱɺ࿩͞ͳ͍͜ͱ ओ୊ ࿩͢͜ͱ ࿩͞ͳ͍͜ͱ Τϯήʔδϝϯτͷ ߴ͍૊৫ͱ͸Կ͔ʁ Ͳ͏࡞Δͷ͔ʁ ந৅౓͕ߴΊͳ࿩ ৭ʑͳλΠϓͷ૊৫ɺ νʔϜʹద༻Ͱ͖Δ ࿩ʹ͢ΔͨΊ ۩ମతͳํ๏࿦ ૊৫ʹΑͬͯɺϝϯόʔͷੑ࣭ʹ Αͬͯํ๏࿦͸ҟͳΔͨΊ ํ๏࿦Λߟ͑Δ͜ͱͦͷ΋ͷʹ΋ େ͖ͳҙຯ͕͋ΔͨΊɻ

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7 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτͱ͸ʁ © 2 0 2 1 A t r a e , I n c .

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8 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτͱ͸ʁ Τϯήʔδϝϯτ ೤ҙ ׆ྗ ຅಄ ࢓ࣄ΍૊৫ʹ೤ҙΛ͍࣋ͬͯΔ ތΓΛײ͍ͯ͡Δ ೔ʑͷ࢓ࣄΛ௨ͯ͡ ׆ྗ͕Έͳ͍͗ͬͯΔ ࢓ࣄΛ͍ͯ͠Δͱ ͍ͭເதʹͳ͍ͬͯΔ

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9 © 2 0 2 1 A t r a e , I n c . “ࣗ཯తʹ” ΠΩΠΩಇ͍͍ͯΔঢ়ଶ पғ͔Β༩͑ΒΕΔ΋ͷͰ͸ͳ͘ɺࣗΒͷҙࢤͰߟ͑ɺߦಈͰ͖Δঢ়ଶ

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10 © 2 0 2 1 A t r a e , I n c . ͳͥΞτϥΤ͕࿩͢ͷ͔ʁ © 2 0 2 1 A t r a e , I n c .

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11 © 2 0 2 1 A t r a e , I n c . VisionɿੈքதͷਓʑΛັྃ͢ΔձࣾΛ૑Δ ূ݊ίʔυɿ6194 (౦ূҰ෦্৔) ैۀһ਺ɿ64໊ (2020೥12݄຤࣌఺) ࣄۀྖҬɿPeople Tech ઃཱ೥݄೔ɿ2003೥10݄24೔ ച্ɿ34ԯԁ (FY20) גࣜձࣾΞτϥΤ

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12 © 2 0 2 1 A t r a e , I n c . People Tech Company ςΫϊϩδʔʹΑͬͯਓͷՄೳੑΛ֦͛ΔࣄۀΛ૑଄͢Δ

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13 © 2 0 2 1 A t r a e , I n c . ਓࡐΛྲྀಈԽ͠࠷ద഑ஔΛ ࣮ݱ͢Δ͜ͱͰܦࡁΛଅਐ͢Δ ϓϥοτϑΥʔϜ 7,500ࣾҎ্ͷٻਓاۀ 82ສਓҎ্ٻ৬ऀΛαϙʔτ ࣾһ͕ΠΩΠΩͱ׆༂͢Δ ૊৫࡞ΓΛࢧԉ͢ΔSaaSπʔϧ 1,800Ҏ্ͷاۀ΍૊৫͕ར༻ ճ౴σʔλ͸4,500ສ݅௒͑ ਓࡐྲྀಈԽ࣌୅ʹ͓͍ͯՁ஋͋Δ ਓ຺Λ૑଄͢Δ ϏδωεϚονϯάΞϓϦ 300ສ݅Ҏ্ͷϚονϯά࣮ݱ ΠϯυʹϦϦʔε͠ ւ֎ਐग़ΛՌͨ͢ © 2 0 2 1 A t r a e , I n c .

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14 © 2 0 2 1 A t r a e , I n c . 2019೥൛ʮಇ͖͕͍ͷ͋Δձࣾʯ ࠃ಺ϥϯΩϯά 1ҐɺΞδΞ 5Ґ ※Great Place to Work® Institute Japan ࣮ࢪ (ैۀһ25ʙ99໊ͷ෦) No.1 γϯΨϙʔϧࠃཱେֶMBA έʔεελσΟ࠾༻ ೥ฏۉ཭৬ऀ਺ 5% ※௚ۙ5೥ฏۉ ΤϯήʔδϝϯτείΞ ্Ґ1% © 2 0 2 1 A t r a e , I n c .

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15 © 2 0 2 1 A t r a e , I n c . 1,750 3,500 FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18 FY19 FY20 375 750 FY11 FY12 FY13 FY14 FY15 FY16 FY17 FY18 FY19 FY20 10ظ࿈ଓ૿ऩத ച্ߴ Ӧۀརӹ ʢඦສԁʣ ʢඦສԁʣ

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16 © 2 0 2 1 A t r a e , I n c . ࣾһҰਓͻͱΓ͕ ΠΩΠΩͱಇ͘ ੜ࢈ੑ΋্͕͍ͬͯ͘ ͜ΕΒͷཱ྆Λ࣮ݱͰ͖͍ͯΔྫͱͯ͠ ͓࿩͠·͢ʂ

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17 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτͷ܏޲ © 2 0 2 1 A t r a e , I n c .

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18 © 2 0 2 1 A t r a e , I n c . ࢓ࣄ΁ͷ೤ҙ౓ϥϯΩϯά 139Χࠃத132Ґ ग़యɿ("--614UBUFPGUIF(MPCBM8PSLQMBDF ೔ຊͷʮಇ͖͕͍ʯ͸ ۃΊͯ௿͍ঢ়گɻ ೔ຊ͸ ʮಇ͖͕͍͕ͳ͍ࠃʯ ʮಇ͘͜ͱʹରͯ͠೤ҙͷͳ͍ࠃʯ ͱ͍͏Α͏ͳݴΘΕํΛ ͞ΕΔΑ͏ʹ·Ͱͳ͍ͬͯΔɻ

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19 © 2 0 2 1 A t r a e , I n c . ৽ೖࣾһͷಇ͖͕͍͸ݮগ͠ଓ͚Δ ग़యɿגࣜձࣾΞτϥΤXFWPYͷશར༻اۀʹ͓͚Δ৽ೖࣾһͷΤϯήʔδϝϯτείΞͷมԽ ر๬Λ࣋ͬͯೖ͍ࣾͯ͠Δ͕ɺ ݱ࣮Λ஌Γಇ͖͕͍Λࣦ͍ͬͯΔɻ ࣾձશମ͕ಇ͖͕͍Λ࣋ͯͳ͘ͳ͍ͬͯ Δɻ एऀ͕ࣾձʹཪ੾ΒΕ͍ͯΔঢ়ଶͰɺ ͜ΕͰ͸೔ຊ͕ྑ͍ࠃʹͳ͍ͬͯ͘͸ͣ ͕ͳ͍ɻ

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20 © 2 0 2 1 A t r a e , I n c . ৬छʹΑͬͯΤϯήʔδϝϯτʹ͕ࠩ͋Δ ҰൠʹओମੑΛ࣋ͪ΍͍͢৬छͷ΄͏্͕Ґʹདྷ͕ͪ ఆܕۀ຿͕ଟ͍ͱԼҐʹདྷ͕ͪ ↓ Τϯήʔδϝϯτ͸؀ڥʹࠨӈ͞Εɺ ݸਓ೚ͤͰͷվળ͸೉͍͠ ↓ ͜Ε·ͰͷৗࣝʹͱΒΘΕͣɺ೗Կʹ֤৬छʹͯ ओମੑͷ࣋ͯΔ؀ڥΛ࡞͍͚ͬͯΔ͔΋ॏཁ ৬छ είΞ ϓϩδΣΫτϚωʔδϟʔ 73.5 ਓࣄɾ࠾༻ 72.9 ίϯαϧλϯτ 71.2 σʔλΞφϦετ 70.5 ΤϯδχΞ 70.2 ࣄۀاը 69.9 ޿ใ 69.9 ϓϩσϡʔαʔ 69.5 ϚʔέςΟϯά 68.1 σβΠφʔ 67.6 ϓϩμΫτϚωʔδϟʔ 67.5 ޿ࠂӡ༻ 67.4 ίʔμʔ 67.1 σΟϨΫλʔ 67.0 Ӧۀ 66.7 ؅ཧ 63.6 ܦཧɾࡒ຿ 62.6

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21 © 2 0 2 1 A t r a e , I n c . ITܥاۀ͸Τϯήʔδϝϯτ͕ߴ͍ Τϯήʔδϝϯτ্͕͕Γͦ͏ͳཁૉ͕ଟ͍ ɾΫϦ Τ Π ς Οϒ ͳ͜ͱ͕Ͱ͖ͨΓ ɾ৽͍ٕ͠ज़ɺख๏ʹ৮ΕΒΕͨΓ ɾ୹ظؒͰࣾձʹߩݙͰ͖ͨΓ ɾॊೈͳಇ͖ํ͕͠΍͔ͬͨ͢Γ ۀք είΞ ITɾ௨৴ɾΠϯλʔωοτܥ 69.9 αʔϏεܥ 69.7 ίϯαϧςΟϯάܥ 67.4 ϚείϛɾΤϯλʔςΠϝϯτܥ 67.0 ෆಈ࢈ɾݐஙܥ 66.3 ঎ࣾɾྲྀ௨ɾখചܥ 66.1 ϝʔΧʔܥ 64.9 ͦͷଞ 66.9 զʑ͸Τϯήʔδϝϯτͷߴ͍νʔϜΛ ࡞͍ͬͯ͘ͱ͍͏্ͰࣾձͷضखʹͳΕΔ

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22 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτ͕ߴ͍ͱ Կ͕خ͍͠ͷ͔ʁ © 2 0 2 1 A t r a e , I n c .

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23 © 2 0 2 1 A t r a e , I n c . ҰൠʹͲ͏͍͏ϝϦοτ͕͋Δʁ ࣾһ͕ʮಇ͘ʯͱ͍͏͜ͱ ࣗମΛ޾ͤʹײ͡ΒΕΔ ੜ࢈ੑͷ޲্ʹ ҼՌؔ܎͕͋Δ ࠣ຤ͳ؅ཧ͕ඞཁͳ͘ͳΔ ཭৬཰͕Լ͕Δ ͳͲͳͲ…

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24 © 2 0 2 1 A t r a e , I n c . ࣮ࡍɺੜ࢈ੑΛߴΊΔ͚ͩͳΒ ۤ࿑ͯ͠ΤϯήʔδϝϯτΛߴΊΔඞཁ͸ͳ͍Μ͚ͩͲ… ଞͷํ๏΋͋Δ͠…

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25 © 2 0 2 1 A t r a e , I n c . ࣮ࡍɺੜ࢈ੑΛߴΊΔ͚ͩͳΒ ۤ࿑ͯ͠ΤϯήʔδϝϯτΛߴΊΔඞཁ͸ͳ͍Μ͚ͩͲ… ଞͷํ๏΋͋Δ͠… ͦΕɺຊ౰ʹ௕ظతʹੜ࢈ੑ্͕͕Δ࢓૊Έʹͳ͍ͬͯ·͔͢ʁ ૊৫ͱͯ࣋͠ଓՄೳͳํ๏ͱݴ͑·͔͢ʁ 25 © 2 0 2 1 A t r a e , I n c .

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26 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࡍʹى͍ͬͯ͜Δ͜ͱ ։ൃϓϩηεͷݟ௚͠΍վળ͕ ݱ৔ϨϕϧͰউखʹߦΘΕΔ

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27 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࡍʹى͍ͬͯ͜Δ͜ͱ ։ൃϓϩηεͷݟ௚͠΍վળ͕ݱ৔ϨϕϧͰউखʹߦΘΕΔ ςϯγϣϯ͕Լ͕͍ͬͯΔϝϯόʔͷαϙʔτ͕ উखʹߦΘΕΔ

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28 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࡍʹى͍ͬͯ͜Δ͜ͱ ։ൃϓϩηεͷݟ௚͠΍վળ͕ݱ৔ϨϕϧͰউखʹߦΘΕΔ ςϯγϣϯ͕Լ͕͍ͬͯΔϝϯόʔͷαϙʔτ͕উखʹߦΘΕΔ ςετͷ֦ॆɺσόοάͳͲͷؾͷ৐Βͳ͍ܥλεΫ͕ উखʹߦΘΕΔ

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29 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࡍʹى͍ͬͯ͜Δ͜ͱ ։ൃϓϩηεͷݟ௚͠΍վળ͕ݱ৔ϨϕϧͰউखʹߦΘΕΔ ςϯγϣϯ͕Լ͕͍ͬͯΔϝϯόʔͷαϙʔτ͕উखʹߦΘΕΔ ςετͷ֦ॆɺσόοάͳͲͷؾͷ৐Βͳ͍ܥλεΫ͕উखʹߦΘΕΔ ͓٬༷αϙʔτରԠͷΤϯδχΞ͕ ϙδςΟϒʹରԠΛߦͳ͍ͬͯΔ

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30 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࡍʹى͍ͬͯ͜Δ͜ͱ ։ൃϓϩηεͷݟ௚͠΍վળ͕ݱ৔ϨϕϧͰউखʹߦΘΕΔ ςϯγϣϯ͕Լ͕͍ͬͯΔϝϯόʔͷαϙʔτ͕উखʹߦΘΕΔ ςετͷ֦ॆɺσόοάͳͲͷؾͷ৐Βͳ͍ܥλεΫ͕উखʹߦΘΕΔ ͓٬༷αϙʔτରԠͷΤϯδχΞ͕ɺϙδςΟϒʹରԠΛߦͳ͍ͬͯΔ ΤϯδχΞ࠾༻ͷͨΊͷٕज़ϒϥϯσΟϯάͷ औΓ૊Έ͕উखʹߦΘΕΔ

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31 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࡍʹى͍ͬͯ͜Δ͜ͱ ։ൃϓϩηεͷݟ௚͠΍վળ͕ݱ৔ϨϕϧͰউखʹߦΘΕΔ ςϯγϣϯ͕Լ͕͍ͬͯΔϝϯόʔͷαϙʔτ͕উखʹߦΘΕΔ ςετͷ֦ॆɺσόοάͳͲͷؾͷ৐Βͳ͍ܥλεΫ͕উखʹߦΘΕΔ ͓٬༷αϙʔτରԠͷΤϯδχΞ͕ɺϙδςΟϒʹରԠΛߦͳ͍ͬͯΔ ΤϯδχΞ࠾༻ͷͨΊͷٕज़ϒϥϯσΟϯάͷऔΓ૊Έ͕উखʹߦΘΕΔ ࣾձͷͨΊɺձࣾͷͨΊͷߦಈ͕ɺউखʹੜ·Ε উखʹվળ͞ΕΔ

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32 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτͬͯ ߴΊΒΕΔͷʁ © 2 0 2 1 A t r a e , I n c .

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33 © 2 0 2 1 A t r a e , I n c . ϥʔϝϯ԰Ͱߟ͑ͯΈΔ

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34 © 2 0 2 1 A t r a e , I n c . ੈքதશͯͷਓʹඒຯ͍͠ͱ ࢥͬͯ΋Β͑Δϥʔϝϯ԰Λ࡞Ζ͏ʂ ϥʔϝϯ԰Ͱߟ͑ͯΈΔ

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35 © 2 0 2 1 A t r a e , I n c . ೤͍ͷۤख… ౶੍࣭ݶͯͯ͠… ࢷ͍ͬ͜ͷແཧͳΜͰ͢… ͲΜͳϥʔϝϯ͕޷͖͔ ࣗ෼Ͱ΋Θ͔Γ·ͤΜ… ϥʔϝϯ԰Ͱߟ͑ͯΈΔ

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36 © 2 0 2 1 A t r a e , I n c . ྫྷ੡ϥʔϝϯΛ ༻ҙ͠Α͏… ౶࣭0໙Λ ։ൃ͠ͳ͍ͱ… ͬ͞ͺΓϥʔϝϯ΋ ඞਢ͔… ৯΂ൺ΂ηοτ΋४උ… ϥʔϝϯ԰Ͱߟ͑ͯΈΔ

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37 © 2 0 2 1 A t r a e , I n c . ͦΜͳ։ൃඅ͸͔͚ΒΕΜʂ ίετʹݟ߹ͬͯͳ͍ʂ ϥʔϝϯ԰Ͱߟ͑ͯΈΔ

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38 © 2 0 2 1 A t r a e , I n c . ޷͖ʹͳͬͯ͘ΕΔਓΛ ߜΔ͔͠ͳ͍

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39 © 2 0 2 1 A t r a e , I n c . ͦΕ͸ձࣾ΋ಉ͜͡ͱ

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40 © 2 0 2 1 A t r a e , I n c . ձࣾ΋ಉ͡ શһͷڅ༩Λ্͛ΒΕΔ Θ͚Ͱ͸ͳ͍ ָ͍͠࢓ࣄ͚ͩΛ ༩͑ΒΕΔΘ͚Ͱ΋ͳ͍ ΈΜͳʹ޷͖ʹݴޠɾٕज़બఆ ͤͨ͞Γ޷͖উखʹઃܭɾ࣮૷ ͤ͞ΒΕΔΘ͚Ͱ΋ͳ͍ɻ

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41 © 2 0 2 1 A t r a e , I n c . Ͳ͏͢Ε͹ ΤϯήʔδϝϯτΛߴΊΒΕΔʁ © 2 0 2 1 A t r a e , I n c .

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42 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτ޲্ͷେલఏ

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43 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτ޲্ͷେલఏ ͲΜͳਓ͕ೖࣾͯ͠΋Τϯήʔδϝϯτ͕ߴ͘ͳΔ૊৫͸ଘࡏ͠ͳ͍

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44 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτ޲্ͷେલఏ ͲΜͳਓ͕ೖࣾͯ͠΋Τϯήʔδϝϯτ͕ߴ͘ͳΔ૊৫͸ଘࡏ͠ͳ͍ Τϯήʔδϝϯτ ܦӦઓུɾϏδϣϯ νʔϜɾΧϧνϟʔ ૊৫ਤɾ࢓૊Έ ਓࡐ ࣄΛ੒͢ ਓ Λ ׆ ͔ ͢ ࢀߟʣφυϥʔʗλογϡϚϯ (Nadler/Tushman) ɹɹɹίϯάϧʔΤϯεɾϞσϧ (Congruence Model)

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45 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτ޲্ͷେલఏ ͲΜͳਓ͕ೖࣾͯ͠΋Τϯήʔδϝϯτ͕ߴ͘ͳΔ૊৫͸ଘࡏ͠ͳ͍ Τϯήʔδϝϯτ ܦӦઓུɾϏδϣϯ νʔϜɾΧϧνϟʔ ૊৫ਤɾ࢓૊Έ ਓࡐ ૊৫ͱͯ͠ԿΛ΍Βͳ͍ͱ͍͚ͳ͍ͷ͔ʁ Ͳ͏͍ͬͨ࿈ܞ͕ඞཁͳͷ͔ʁ ࣄΛ੒͢ ਓ Λ ׆ ͔ ͢ ࢀߟʣφυϥʔʗλογϡϚϯ (Nadler/Tushman) ɹɹɹίϯάϧʔΤϯεɾϞσϧ (Congruence Model)

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46 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτ޲্ͷେલఏ ͲΜͳਓ͕ೖࣾͯ͠΋Τϯήʔδϝϯτ͕ߴ͘ͳΔ૊৫͸ଘࡏ͠ͳ͍ Τϯήʔδϝϯτ ܦӦઓུɾϏδϣϯ νʔϜɾΧϧνϟʔ ૊৫ਤɾ࢓૊Έ ਓࡐ ૊৫ͱͯ͠ԿΛ΍Βͳ͍ͱ͍͚ͳ͍ͷ͔ʁ Ͳ͏͍ͬͨ࿈ܞ͕ඞཁͳͷ͔ʁ ͲΜͳ૊৫ߏ଄΍ӡӦ͕ඞཁͳͷ͔ʁ ࣄΛ੒͢ ਓ Λ ׆ ͔ ͢ ࢀߟʣφυϥʔʗλογϡϚϯ (Nadler/Tushman) ɹɹɹίϯάϧʔΤϯεɾϞσϧ (Congruence Model)

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47 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτ޲্ͷେલఏ ͲΜͳਓ͕ೖࣾͯ͠΋Τϯήʔδϝϯτ͕ߴ͘ͳΔ૊৫͸ଘࡏ͠ͳ͍ Τϯήʔδϝϯτ ܦӦઓུɾϏδϣϯ νʔϜɾΧϧνϟʔ ૊৫ਤɾ࢓૊Έ ਓࡐ ૊৫ͱͯ͠ԿΛ΍Βͳ͍ͱ͍͚ͳ͍ͷ͔ʁ Ͳ͏͍ͬͨ࿈ܞ͕ඞཁͳͷ͔ʁ Ͳ͏͍ͬͨߦಈنൣ΍ϓϩηεɺ จԽ͕ඞཁͳͷ͔ʁ ͲΜͳ૊৫ߏ଄΍ӡӦ͕ඞཁͳͷ͔ʁ ࣄΛ੒͢ ਓ Λ ׆ ͔ ͢ ࢀߟʣφυϥʔʗλογϡϚϯ (Nadler/Tushman) ɹɹɹίϯάϧʔΤϯεɾϞσϧ (Congruence Model)

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48 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτ޲্ͷେલఏ ͲΜͳਓ͕ೖࣾͯ͠΋Τϯήʔδϝϯτ͕ߴ͘ͳΔ૊৫͸ଘࡏ͠ͳ͍ Τϯήʔδϝϯτ ܦӦઓུɾϏδϣϯ νʔϜɾΧϧνϟʔ ૊৫ਤɾ࢓૊Έ ਓࡐ ૊৫ͱͯ͠ԿΛ΍Βͳ͍ͱ͍͚ͳ͍ͷ͔ʁ Ͳ͏͍ͬͨ࿈ܞ͕ඞཁͳͷ͔ʁ ਓࡐʹඞཁͳ ίϯϐςϯγʔͱ͸Կ͔ʁ Ͳ͏͍ͬͨߦಈنൣ΍ϓϩηεɺ จԽ͕ඞཁͳͷ͔ʁ ͲΜͳ૊৫ߏ଄΍ӡӦ͕ඞཁͳͷ͔ʁ ࣄΛ੒͢ ਓ Λ ׆ ͔ ͢ ࢀߟʣφυϥʔʗλογϡϚϯ (Nadler/Tushman) ɹɹɹίϯάϧʔΤϯεɾϞσϧ (Congruence Model)

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49 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτ޲্ͷେલఏ ͲΜͳਓ͕ೖࣾͯ͠΋Τϯήʔδϝϯτ͕ߴ͘ͳΔ૊৫͸ଘࡏ͠ͳ͍ Τϯήʔδϝϯτ ܦӦઓུɾϏδϣϯ νʔϜɾΧϧνϟʔ ૊৫ਤɾ࢓૊Έ ਓࡐ ૊৫ͱͯ͠ԿΛ΍Βͳ͍ͱ͍͚ͳ͍ͷ͔ʁ Ͳ͏͍ͬͨ࿈ܞ͕ඞཁͳͷ͔ʁ ਓࡐʹඞཁͳ ίϯϐςϯγʔͱ͸Կ͔ʁ Ͳ͏͍ͬͨߦಈنൣ΍ϓϩηεɺ จԽ͕ඞཁͳͷ͔ʁ ͲΜͳ૊৫ߏ଄΍ӡӦ͕ඞཁͳͷ͔ʁ ࣄΛ੒͢ ਓ Λ ׆ ͔ ͢ ࢀߟʣφυϥʔʗλογϡϚϯ (Nadler/Tushman) ɹɹɹίϯάϧʔΤϯεɾϞσϧ (Congruence Model) ۃΊͯ೉͘͠ গͳ͘ͱ΋ݸਓϨϕϧͰͲ͏ʹ͔Ͱ͖Δ࿩Ͱ͸ͳ͍ 49 © 2 0 2 1 A t r a e , I n c .

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50 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτ޲্ͷେલఏ ॏཁͳ͜ͱ͸ɺγϯϓϧʹ2ͭ

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51 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτ޲্ͷେલఏ ॏཁͳ͜ͱ͸ɺγϯϓϧʹ2ͭ ҙࢥ ؀ڥ

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52 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτ޲্ͷେલఏ ॏཁͳ͜ͱ͸ɺγϯϓϧʹ2ͭ ҙࢥ ؀ڥ ݸਓ͕ൃشͰ͖Δʮҙࢤʯͷ࠷େ஋ ʮ؀ڥʯʹΑͬͯҾ͖ग़͞ΕΔྔ

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53 © 2 0 2 1 A t r a e , I n c . ڧ͍ҙࢤΛൃشͰ͖ͯͦ͜ͷΤϯήʔδϝϯτ ҙࢤ͕ڧ͘ɺͦΕΛҾ͖ग़ͤΔ؀ڥˠΤϯήʔδϝϯτ͕ߴ͍ ݸਓ͕ൃشͰ͖Δʮҙࢤʯͷ࠷େ஋ ʮ؀ڥʯʹΑͬͯҾ͖ग़͞ΕΔྔ

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54 © 2 0 2 1 A t r a e , I n c . ڧ͍ҙࢤΛൃشͰ͖ͯͦ͜ͷΤϯήʔδϝϯτ ҙࢤ͕ڧ͘ɺͦΕΛҾ͖ग़ͤΔ؀ڥˠΤϯήʔδϝϯτ͕ߴ͍ ҙࢤ͸ڧ͍͕ɺͦΕΛҾ͖ग़ͤͳ͍؀ڥˠΤϯήʔδϝϯτ͕௿͘ɺ཭৬͕ଟ͍ ݸਓ͕ൃشͰ͖Δʮҙࢤʯͷ࠷େ஋ ʮ؀ڥʯʹΑͬͯҾ͖ग़͞ΕΔྔ

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55 © 2 0 2 1 A t r a e , I n c . ڧ͍ҙࢤΛൃشͰ͖ͯͦ͜ͷΤϯήʔδϝϯτ ҙࢤ͕ڧ͘ɺͦΕΛҾ͖ग़ͤΔ؀ڥˠΤϯήʔδϝϯτ͕ߴ͍ ҙࢤ͸ڧ͍͕ɺͦΕΛҾ͖ग़ͤͳ͍؀ڥˠΤϯήʔδϝϯτ͕௿͘ɺ཭৬͕ଟ͍ ҙࢤ͸ऑ͍͕ɺҾ͖ग़ͤͯ͸͍Δ؀ڥˠ௿ௐͳ੒Ռ͸ܧଓతʹग़Δ ݸਓ͕ൃشͰ͖Δʮҙࢤʯͷ࠷େ஋ ʮ؀ڥʯʹΑͬͯҾ͖ग़͞ΕΔྔ

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56 © 2 0 2 1 A t r a e , I n c . ݱ৔Ͱ͸ԿΛ͢Ε͹͍͍ʁ © 2 0 2 1 A t r a e , I n c .

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57 © 2 0 2 1 A t r a e , I n c . ݸਓͱ޲͖߹͏ ݱ৔Ͱ͸ԿΛ͢Ε͹͍͍ʁ ૊৫ͱ޲͖߹͏ ώτʹ΋ίτʹ΋ ޲͖߹͏ νʔϜશମͰ ޲͔͍߹͏

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58 © 2 0 2 1 A t r a e , I n c . ݸਓͱ޲͖߹͏ ݱ৔Ͱ͸ԿΛ͢Ε͹͍͍ʁ ૊৫ͱ޲͖߹͏ ώτʹ΋ίτʹ΋ ޲͖߹͏ νʔϜશମͰ ޲͔͍߹͏

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59 © 2 0 2 1 A t r a e , I n c . ϝϯόʔͷࣗݾཧղΛਂΊΔ

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60 © 2 0 2 1 A t r a e , I n c . ϝϯόʔͷࣗݾཧղΛਂΊΔ ࣗ෼ࣗ਎͕Ͳ͏͋Γ͍͔ͨʁ Ͳ͏͋ΔͱΠΩΠΩͱͰ͖Δͷ͔ʁ Λࣗ෼ͰཧղͰ͖Δඞཁ͕͋Δ ࣗ෼͕ϥʔϝϯΛ޷͖ͩͱ͍͏͜ͱΛཧղͰ͖͍ͯͳ͍ͷʹ ࣗ཯తʹಈ͍ͯඒຯ͍͠ϥʔϝϯ԰Λ୳͠ɺ ϥʔϝϯΛָ͠Ή͜ͱ͸೉͍͠ɺతͳ ࣗݾཧղ͕ͦ͜ɺҙࢥͷݯઘͱͳΔ

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61 © 2 0 2 1 A t r a e , I n c . ϝϯόʔͷࣗݾཧղΛਂΊΔ ࣗ෼ࣗ਎͕Ͳ͏͋Γ͍͔ͨʁ Ͳ͏͋ΔͱΠΩΠΩͱͰ͖Δͷ͔ʁ Λࣗ෼ͰཧղͰ͖Δඞཁ͕͋Δ ࣗ෼͕ϥʔϝϯΛ޷͖ͩͱ͍͏͜ͱΛཧղͰ͖͍ͯͳ͍ͷʹ ࣗ཯తʹಈ͍ͯඒຯ͍͠ϥʔϝϯ԰Λ୳͠ɺ ϥʔϝϯΛָ͠Ή͜ͱ͸೉͍͠ɺతͳ ࣗݾཧղ͕ͦ͜ɺҙࢥͷݯઘͱͳΔ ࣗݾཧղ͸ۃΊͯ೉͍͠ ࢥ͍ࠐΈͱࣗݾཧղ͸ҟͳΔ ܦݧͨ͜͠ͱ͕͋Δൣғ಺͔Β͔ࣗ͠ݾ͸ཧղͰ͖ͳ͍

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62 © 2 0 2 1 A t r a e , I n c . ϝϯόʔͷࣗݾཧղΛਂΊΔ ܦݧ ײ৘ ೝࣝ ࣗݾཧղʹॏཁͳ͜ͱ ԿΛܦݧͨ͠ͱ͖ʹɺͲΜͳײ৘͕ੜ·Εͨʁ ͳͥͦΜͳײ৘͕ੜ·Εͨͷ͔ʁΛטΈࡅ͖ೝࣝ͢Δ ΑΓେ͖ͳܦݧɺײ৘ΛੜΉͨΊʹɺ  ڵຯɾؔ৺͕͋Γͦ͏ͳ͜ͱʹରͯ͠ɺνϟϨϯδͤ͞Δ ͜ͷαΠΫϧΛ܁Γฦ͢͜ͱͰਂ·Δ

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63 © 2 0 2 1 A t r a e , I n c . ಉ࣌ʹ૬ޓཧղ΋ਂΊΔ

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64 © 2 0 2 1 A t r a e , I n c . ಉ࣌ʹ૬ޓཧղ΋ਂΊΔ ݸʑਓ͕Ͳ͏͋Γ͍͔ͨʁ Ͳ͏͋ΔͱΠΩΠΩͰ͖Δͷ͔ʁ Λཧղͯ͋͛͠Δඞཁ͕͋Δ पғͷཧղ͕ͳ͍ͱɺҙࢤΛൃشͰ͖Δ؀ڥΛ༩͑߹͏͜ͱ ͕ग़དྷͳ͍

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65 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࢪ͞Ε͍ͯΔ͜ͱ ࣗݾཧղͱ૬ޓཧղΛಉ࣌ʹਂΊΔ৔Λɺߴස౓ʹ࡞͍ͬͯΔ

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66 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࢪ͞Ε͍ͯΔ͜ͱ 1on1 ࣗݾཧղͱ૬ޓཧղΛಉ࣌ʹਂΊΔ৔Λɺߴස౓ʹ࡞͍ͬͯΔ

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67 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࢪ͞Ε͍ͯΔ͜ͱ 1on1 ҿΈχέʔγϣϯ ࣗݾཧղͱ૬ޓཧղΛಉ࣌ʹਂΊΔ৔Λɺߴස౓ʹ࡞͍ͬͯΔ

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68 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࢪ͞Ε͍ͯΔ͜ͱ 1on1 ҿΈχέʔγϣϯ ੑ֨਍அ ࣗݾཧղͱ૬ޓཧղΛಉ࣌ʹਂΊΔ৔Λɺߴස౓ʹ࡞͍ͬͯΔ

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69 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࢪ͞Ε͍ͯΔ͜ͱ 1on1 ҿΈχέʔγϣϯ wevox values card ੑ֨਍அ ࣗݾཧղͱ૬ޓཧղΛಉ࣌ʹਂΊΔ৔Λɺߴස౓ʹ࡞͍ͬͯΔ

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70 © 2 0 2 1 A t r a e , I n c . ݸਓͱ޲͖߹͏ ݱ৔Ͱ͸ԿΛ͢Ε͹͍͍ʁ ૊৫ͱ޲͖߹͏ ώτʹ΋ίτʹ΋ ޲͖߹͏ νʔϜશମͰ ޲͔͍߹͏

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71 © 2 0 2 1 A t r a e , I n c . τοϓμ΢ϯͱϘτϜΞοϓͲͪΒ΋௥͍͔͚Δ

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72 © 2 0 2 1 A t r a e , I n c . τοϓμ΢ϯͱϘτϜΞοϓͲͪΒ΋௥͍͔͚Δ ϘτϜΞοϓͷཁૉ͸ඞཁ Τϯήʔδϝϯτ͕ߴ͍ঢ়ଶ = ݱ৔͕ࣗ཯తʹಈ͘ ׬શτοϓμ΢ϯͰݱ৔ʹશ͘༨ന͕ͳ͍ঢ়ଶͰ͸ͦ΋ͦ΋೉͍͠

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73 © 2 0 2 1 A t r a e , I n c . τοϓμ΢ϯͱϘτϜΞοϓͲͪΒ΋௥͍͔͚Δ ϘτϜΞοϓͷཁૉ͸ඞཁ Τϯήʔδϝϯτ͕ߴ͍ঢ়ଶ = ݱ৔͕ࣗ཯తʹಈ͘ ׬શτοϓμ΢ϯͰݱ৔ʹશ͘༨ന͕ͳ͍ঢ়ଶͰ͸ͦ΋ͦ΋೉͍͠ τοϓμ΢ϯͷཁૉ΋ಉ࣌ʹඞཁ ݱ৔͕ࣗ཯తʹಈͨ͘Ίʹ͸ ɾϛογϣϯɺ໨ඪΛҰఆࣗ෼ͨͪͰܾΊΒΕΔ༨ന ɾͦͷͨΊͷखஈΛࣗ෼ͨͪͰܾΊΒΕΔ༨ന ͕ඞཁͰɺͦͷͨΊʹ͸ඞཁͳ৘ใͱ༨നΛؚΊͨํ޲ੑΛ τοϓμ΢ϯͰఏڙ͢Δඞཁ͕͋Δ

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74 © 2 0 2 1 A t r a e , I n c . ࣗνʔϜͱ޲͖߹͏

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75 © 2 0 2 1 A t r a e , I n c . ݱ࣌఺ͰࣗνʔϜʹଘࡏ͢Δ༨നɺ औΕΔखஈΛ஌Δ ɾࠓͷࣗ෼ୡʹऔΕΔखஈͷબ୒ࢶΛ஌Δ͜ͱ ɾͲΜͳํ๏࿦ͰΠΩΠΩͱಇ͚ΔΑ͏ͳख͕ଧͯΔͷ͔Λ஌Δ͜ͱ ࣗνʔϜͱ޲͖߹͏

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76 © 2 0 2 1 A t r a e , I n c . ݱ࣌఺ͰࣗνʔϜʹଘࡏ͢Δ༨നɺ औΕΔखஈΛ஌Δ ɾࠓͷࣗ෼ୡʹऔΕΔखஈͷબ୒ࢶΛ஌Δ͜ͱ ɾͲΜͳํ๏࿦ͰΠΩΠΩͱಇ͚ΔΑ͏ͳख͕ଧͯΔͷ͔Λ஌Δ͜ͱ νʔϜϝϯόʔʹ΋ཧղͯ͠΋Β͏ ɾແ͍෺ͶͩΓʹͳΒͳ͍Α͏ݱࡏ஍ΛΈΜͳͰཧղ͢Δ ɾ଍Γͳ͍ཁૉ͕Կͳͷ͔΋໌Β͔ʹͳͬͯ͘Δ ࣗνʔϜͱ޲͖߹͏

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77 © 2 0 2 1 A t r a e , I n c . ձࣾͱ޲͖߹͏

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78 © 2 0 2 1 A t r a e , I n c . ࣗνʔϜ͕औΕΔखஈ΍༨നΛউͪऔ͍ͬͯ͘ ɾձࣾ໨ઢͰࣗ෼͕ͨͪԿΛ੒͢΂͖ͳͷ͔Λߟ͑ཧղ͢Δ ɾϒϨΠΫμ΢ϯͯࣗ͠νʔϜʹඞཁͳཁૉʹ෼ղ͢Δ ɾ্Ґͷ෦໳΍ܦӦਞͱ͢Γ߹Θͤɺ গͣͭ͠ൣғΛ޿͍͛ͯ͘ ɾ͜Ε·ͰҎ্ʹ݁ՌΛग़͍ͯ͘͠ ձࣾͱ޲͖߹͏

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79 © 2 0 2 1 A t r a e , I n c . ࣗνʔϜ͕औΕΔखஈ΍༨നΛউͪऔ͍ͬͯ͘ ɾձࣾ໨ઢͰࣗ෼͕ͨͪԿΛ੒͢΂͖ͳͷ͔Λߟ͑ཧղ͢Δ ɾϒϨΠΫμ΢ϯͯࣗ͠νʔϜʹඞཁͳཁૉʹ෼ղ͢Δ ɾ্Ґͷ෦໳΍ܦӦਞͱ͢Γ߹Θͤɺ গͣͭ͠ൣғΛ޿͍͛ͯ͘ ɾ͜Ε·ͰҎ্ʹ݁ՌΛग़͍ͯ͘͠ ձࣾͱ޲͖߹͏ ೉қ౓͸ߴ͍͕ɺ ݱ৔ͷ͜ͱ͸ݱ৔ʹ͔͠Θ͔Βͳ͍ͨΊ Τϯήʔδϝϯτͷߴ͍૊৫Λ࡞Δʹ͸ ඞཁͳཁૉ

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80 © 2 0 2 1 A t r a e , I n c . ࠾༻ͱ޲͖߹͏

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81 © 2 0 2 1 A t r a e , I n c . ͜ͷνʔϜͰً͘Ͱ͋Ζ͏ਓΛ࠾༻͢Δ͜ͱ΋ॏཁ લఏʮͲΜͳՁ஋؍ͷਓ͕͖ؒͯ΋ɺͲΜͳೳྗͷਓ͕͖ؒͯ΋ ΤϯήʔδϝϯτΛߴΊΒΕΔνʔϜʯͱ͍͏ͷ͸ଘࡏ͠ͳ͍ ΄΅ؒҧ͍ͳ͘ਓࣄͷ࠾༻୲౰ऀ͕ਖ਼֬ʹ ࣗ෼ͷνʔϜͷ͜ͱΛཧղͯ͠࠾༻ΛਐΊͯ͘ΕΔ͜ͱ͸ແ͍ ࠾༻ͱ޲͖߹͏

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82 © 2 0 2 1 A t r a e , I n c . ͜ͷνʔϜͰً͘Ͱ͋Ζ͏ਓΛ࠾༻͢Δ͜ͱ΋ॏཁ લఏʮͲΜͳՁ஋؍ͷਓ͕͖ؒͯ΋ɺͲΜͳೳྗͷਓ͕͖ؒͯ΋ ΤϯήʔδϝϯτΛߴΊΒΕΔνʔϜʯͱ͍͏ͷ͸ଘࡏ͠ͳ͍ ΄΅ؒҧ͍ͳ͘ਓࣄͷ࠾༻୲౰ऀ͕ਖ਼֬ʹ ࣗ෼ͷνʔϜͷ͜ͱΛཧղͯ͠࠾༻ΛਐΊͯ͘ΕΔ͜ͱ͸ແ͍ ࠾༻ͱ޲͖߹͏ ֤νʔϜͷਓ͕ؒ ࠾༻Λॏཁͳ΋ͷͱͯ͠ଊ͑ ࠾༻ʹੵۃతʹؔΘ͍ͬͯ͘͜ͱ͕େࣄ

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83 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࢪ͞Ε͍ͯΔ͜ͱ

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84 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࢪ͞Ε͍ͯΔ͜ͱ ৘ใ ৘ใ͕શͯΦʔϓϯʹͳ͍ͬͯΔ ͲΜͳ৘ใʹ΋ΞΫηεͰ͖Δ ͜ͱͰɺਖ਼͍͠ೝࣝͱ൑அ͕ Ͱ͖ΔΑ͏ʹͳ͍ͬͯΔɻ

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85 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࢪ͞Ε͍ͯΔ͜ͱ ৘ใ จԽ ৘ใ͕શͯΦʔϓϯʹͳ͍ͬͯΔ ͲΜͳ৘ใʹ΋ΞΫηεͰ͖Δ ͜ͱͰɺਖ਼͍͠ೝࣝͱ൑அ͕ Ͱ͖ΔΑ͏ʹͳ͍ͬͯΔɻ ձ͔ࣾΒԿΛͯ͠΋Β͑Δͷ͔Ͱ͸ͳ͘ ɾࣗ෼͕ձࣾΛͲ͏͍͔ͨ͠ ɾࣾձΛͲ͏͍͔ͨ͠ ͱ͍͏໨ઢͰߟ͑Δɻ ͦΕ͕Ͱ͖ΔɺͦΕΛָ͠ΊΔਓΛ ࠾༻͍ͯ͠Δɻ

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86 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࢪ͞Ε͍ͯΔ͜ͱ ৘ใ จԽ ݱ৔࠾༻ ࠾༻ʹ͸ݱ৔͕ڧؔ͘Θ͍ͬͯΔɻ ͦΕͧΕͷ৬छ͝ͱʹɺ ֤ݱ৔ͷਓ͕ؒΞϓϩʔνɺ ໘઀౳Λ୲౰͍ͯ͠Δɻ ৘ใ͕શͯΦʔϓϯʹͳ͍ͬͯΔ ͲΜͳ৘ใʹ΋ΞΫηεͰ͖Δ ͜ͱͰɺਖ਼͍͠ೝࣝͱ൑அ͕ Ͱ͖ΔΑ͏ʹͳ͍ͬͯΔɻ ձ͔ࣾΒԿΛͯ͠΋Β͑Δͷ͔Ͱ͸ͳ͘ ɾࣗ෼͕ձࣾΛͲ͏͍͔ͨ͠ ɾࣾձΛͲ͏͍͔ͨ͠ ͱ͍͏໨ઢͰߟ͑Δɻ ͦΕ͕Ͱ͖ΔɺͦΕΛָ͠ΊΔਓΛ ࠾༻͍ͯ͠Δɻ

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87 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτ͕ߴ͍૊৫ ਓʹ΍͘͞͠͵Δ͍૊৫ ≠ © 2 0 2 1 A t r a e , I n c .

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88 © 2 0 2 1 A t r a e , I n c . ݸਓͱ޲͖߹͏ ݱ৔Ͱ͸ԿΛ͢Ε͹͍͍ʁ ૊৫ͱ޲͖߹͏ ώτʹ΋ίτʹ΋ ޲͖߹͏ νʔϜશମͰ ޲͔͍߹͏

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89 © 2 0 2 1 A t r a e , I n c . ·ͣ͸ώτʹ޲͖߹͏

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90 © 2 0 2 1 A t r a e , I n c . ·ͣ͸ώτʹ޲͖߹͏ ͍͖ͳΓʮώτʹ޲͔Θͣʹίτʹ޲͔͏ʯͷ͸೉͍͠ ίτʹ޲͔͏ͷ͸͋͘·Ͱώτ ͦͷώτҰਓҰਓ͕ίτʹ޲͔͏ҙࢤΛ࣋ͬͯ࢝Ίͯ੒ཱ͢Δ ·ͣ͸ɺίτʹ޲͔͏ελʔτϥΠϯʹશһཱ͕͍ͬͯΔ͜ͱ͕ॏཁ

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91 © 2 0 2 1 A t r a e , I n c . ·ͣ͸ώτʹ޲͖߹͏ νʔϜશମͰ ޲͔͍߹͏ ίτΛ࡞Δͷ΋ ίτʹ޲͔͏ͷ΋ ώτͰ͋ΓɺҙࢤͰ͋Δ ͍͖ͳΓʮώτʹ޲͔Θͣʹίτʹ޲͔͏ʯͷ͸೉͍͠ ίτʹ޲͔͏ͷ͸͋͘·Ͱώτ ͦͷώτҰਓҰਓ͕ίτʹ޲͔͏ҙࢤΛ࣋ͬͯ࢝Ίͯ੒ཱ͢Δ ·ͣ͸ɺίτʹ޲͔͏ελʔτϥΠϯʹશһཱ͕͍ͬͯΔ͜ͱ͕ॏཁ

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93 © 2 0 2 1 A t r a e , I n c . ඞͣίτʹ΋޲͖߹͏ ઈରʹ΍ͬͯ͸͍͚ͳ͍ͷ͸ɺώτʹ͚ͩ޲͖߹͏͜ͱ ༩͑ͯ΋Β͏؀ڥͩͱຬ଍౓͸্͕Δ͕Τϯήʔδϝϯτ͸্͕Βͳ͍ νʔϜ͕͵Δ·౬ʹͳͬͯ੒Ռʹͭͳ͕Βͣɺੜ࢈ੑɾۀ੷΋্͕Βͳ͍

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94 © 2 0 2 1 A t r a e , I n c . ඞͣίτʹ΋޲͖߹͏ ίτʹ΋޲͖߹͏͜ͱͰݸʑਓ͕ ʮͲ͏ߩݙ͍͔ͨ͠ʯʮߩݙͰ͖Δ͔ʯ ͱ͍͏͜ͱΛߟ͑ࣗ཯తͳಈ͖͕औΕΔ ɹɹˣ Τϯήʔδϝϯτ্͕͕Δ ɹɹˣ ੜ࢈ੑɾۀ੷΋্͕Δ ઈରʹ΍ͬͯ͸͍͚ͳ͍ͷ͸ɺώτʹ͚ͩ޲͖߹͏͜ͱ ༩͑ͯ΋Β͏؀ڥͩͱຬ଍౓͸্͕Δ͕Τϯήʔδϝϯτ͸্͕Βͳ͍ νʔϜ͕͵Δ·౬ʹͳͬͯ੒Ռʹͭͳ͕Βͣɺੜ࢈ੑɾۀ੷΋্͕Βͳ͍

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97 © 2 0 2 1 A t r a e , I n c . ΞτϥΤͰ࣮ࢪ͞Ε͍ͯΔ͜ͱ ग़ੈŋݞॻ͖Λఫഇ શһ͕ܦӦऀ໨ઢ શһ͕ܦӦऀ໨ઢͰࣄۀ΍ձࣾͱ޲͖߹͍ߦಈ͢Δ ·ͨͦΕ͕ग़དྷΔਓ͕ධՁ͞ΕΔΑ͏ʹͳ͍ͬͯΔ ҰਓҰਓ͕ϓϨΠϠʔͰ͋Γ Ϛωʔδϟʔͱͯ͠ Ұॹʹಇ͘ϝϯόʔͱ޲͖߹͍ͬͯΔ

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99 © 2 0 2 1 A t r a e , I n c . νʔϜࣗମ͕ؤுΔཧ༝ʹͳΓಘΔ Τϯήʔδϝϯτ͕ߴ·Δཧ༝͸ҰͭͰ͋Δඞཁ͸ͳ͍ ࣗ෼͕ԿΛҝ͍͔ͨ͠ʁ ࣗ෼͕ԿΛಘΒΕΔ͔ʁ νʔϜͱͯ͠ԿΛҝ͍͔ͨ͠ʁ ୭ͱҰॹʹ࢓ࣄΛ͍͔ͨ͠ʁ

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102 © 2 0 2 1 A t r a e , I n c . νʔϜࣗମ͕ؤுΔཧ༝ʹͳΓಘΔ ࠷ॳ͸୭͔Ұਓ͕ΤϯήʔδϝϯτΛߴΊ࢝ΊΔ ↓ ͦͷਓͷଘࡏͦͷ΋ͷ͕ɺΤϯήʔδϝϯτ͕ߴ·Δཧ༝ʹͳΓಘΔ ↓ ͦͷਓͷډΔνʔϜͷͨΊʹ ϓϥεͷߦಈ͕औΕΔΑ͏ʹͳΔ

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103 © 2 0 2 1 A t r a e , I n c . νʔϜࣗମ͕ؤுΔཧ༝ʹͳΓಘΔ ࠷ॳ͸୭͔Ұਓ͕ΤϯήʔδϝϯτΛߴΊ࢝ΊΔ ↓ ͦͷਓͷଘࡏͦͷ΋ͷ͕ɺΤϯήʔδϝϯτ͕ߴ·Δཧ༝ʹͳΓಘΔ ↓ ͦͷਓͷډΔνʔϜͷͨΊʹɺϓϥεͷߦಈ͕औΕΔΑ͏ʹͳΔ ↓ શһ͕νʔϜͷΤϯήʔδϝϯτΛ ߴΊΔଘࡏʹͳΓಘΔ

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106 © 2 0 2 1 A t r a e , I n c . νʔϜࣗମ͕ؤுΔཧ༝ʹͳΓಘΔ Τϯήʔδϝϯτͷߴ͍૊৫࡞Γ͸ɺ࠷ॳ͸͠ΜͲ͍ ↓ ఘΊͳ͚Ε͹ɺඞͣ஥͕ؒͰ͖Δ ↓ ͲΜͲΜ఻೻͠ ࠷ޙʹ͸ࣗ෼ͷΤϯήʔδϝϯτ΋ߴ·Δ

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109 © 2 0 2 1 A t r a e , I n c . ΤϯδχΞͷ૊৫͸ର࿩ͷબ୒ࢶ͕ଟ͍ ଞͷ৬छͱൺ΂ͯ΋૬ޓཧղ͕͠΍͍͢৬छ ΤϯδχΞ૊৫Ͱ͸ɺڞ௨ݴޠͱͯ͠ ɾ೔ຊޠ౳ͷݴޠ ɾઃܭਤɺυΩϡϝϯτ ɾιʔείʔυ ౳͕͋Γɺҙࢥૄ௨ͷબ୒ࢶɺػձ͕ଟ͍

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111 © 2 0 2 1 A t r a e , I n c . ΤϯδχΞͷ૊৫͸࢓ࣄͷ෯͕޿͍ ΤϯδχΞ૊৫ʹ͸ଟ͘ͷछྨͷ࢓ࣄ͕͋Δ ΫϦΤΠςΟϒͳ࢓ࣄ νʔϜͰͷ։ൃྗΛߴΊΔ࢓ࣄ νʔϜͷίϛϡχέʔγϣϯΛԁ׈ʹ͢Δ࢓ࣄ ݸਓͰ΍Δ࢓ࣄ ͻͨ͢Β࣮૷͢Δ࢓ࣄ ৽͍ٕ͠ज़ͷݕূΛ͢Δ࢓ࣄ ݚڀʹ͍ۙ࢓ࣄ ਓʹڭ͑Δ࢓ࣄ

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112 © 2 0 2 1 A t r a e , I n c . ΤϯδχΞͷ૊৫͸࢓ࣄͷ෯͕޿͍ νʔϜͱͯ͠ଟ͘ͷબ୒ࢶΛ͍࣋ͯͯΔͱ͍͏͜ͱͰ͋Γ ݸਓͷ΍Γ͍ͨ͜ͱͱϚον͢Δ࢓ࣄΛݟ͚ͭ΍͍͢ ↓ Τϯήʔδϝϯτ޲্ʹνϟϨϯδ͠΍͍͢৬छ ΤϯδχΞ૊৫ʹ͸ଟ͘ͷछྨͷ࢓ࣄ͕͋Δ ΫϦΤΠςΟϒͳ࢓ࣄ νʔϜͰͷ։ൃྗΛߴΊΔ࢓ࣄ νʔϜͷίϛϡχέʔγϣϯΛԁ׈ʹ͢Δ࢓ࣄ ݸਓͰ΍Δ࢓ࣄ ͻͨ͢Β࣮૷͢Δ࢓ࣄ ৽͍ٕ͠ज़ͷݕূΛ͢Δ࢓ࣄ ݚڀʹ͍ۙ࢓ࣄ ਓʹڭ͑Δ࢓ࣄ

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115 © 2 0 2 1 A t r a e , I n c . ΤϯδχΞͷ૊৫͸ίτʹ޲͔͍ͮΒ͍ ίτ·Ͱ͕ԕ͍ ηʔϧεɺαϙʔτɺϚʔέλʔɺϓϥϯφʔ౳ʑ…ͱൺ΂ Ϣʔβʔͱࣗ෼ͱͷؒʹϓϩμΫτͱ͍͏น͕ଘࡏ͍ͯ͠Δ ਓʹΑͬͯ޲͖߹͍ͬͯΔ΋ͷ͕มΘΓ͕ͪ ސ٬ͷՁ஋ͱ޲͖߹͏ਓ ϓϩμΫτͱ޲͖߹͏ਓ ٕज़ͱ޲͖߹͏ਓ ։ൃޮ཰ͱ޲͖߹͏ਓ

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116 © 2 0 2 1 A t r a e , I n c . ΤϯδχΞͷ૊৫͸ίτʹ޲͔͍ͮΒ͍ ίτ·Ͱ͕ԕ͍ ηʔϧεɺαϙʔτɺϚʔέλʔɺϓϥϯφʔ౳ʑ…ͱൺ΂ Ϣʔβʔͱࣗ෼ͱͷؒʹϓϩμΫτͱ͍͏น͕ଘࡏ͍ͯ͠Δ ਓʹΑͬͯ޲͖߹͍ͬͯΔ΋ͷ͕มΘΓ͕ͪ ސ٬ͷՁ஋ͱ޲͖߹͏ਓ ϓϩμΫτͱ޲͖߹͏ਓ ٕज़ͱ޲͖߹͏ਓ ։ൃޮ཰ͱ޲͖߹͏ਓ νʔϜͱͯ͠ͷ໨ࢦ͢ઌΛ͸͖ͬΓͤ͞ͳ͍ͱ ʮҰຕؠʹͳΕͳ͍ʯʮෆ࿨͕ੜ·ΕΔʯ ͳͲ͕ى͜Δةݥੑ͕͋Δ

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119 © 2 0 2 1 A t r a e , I n c . ΤϯδχΞͷ૊৫͸཭৬͠΍͍͢ ຬ଍౓ͷߴ͍૊৫͸؆୯ʹ࡞Δ͜ͱ͕Ͱ͖Δ ݸʑਓͷ΍Γ͍ͨ͜ͱΛଞͷ৬छͱൺ΂ͯఏڙ͠΍͍͢ ͜Ε͸ࣗ૊৫͚ͩͰͳ͘ɺଞͷ૊৫΋ಉ͡Ͱ͋Δ Ծʹຬ଍౓ͷߴ͍૊৫Λ࡞Δ͜ͱ͕Ͱ͖ͯ΋… →Ұఆظؒɺڗड͢ΔͨΊʹࡏ੶͢Δ →ࡍݶͳ͘ٻΊΔΑ͏ʹͳΔ →͜ͷ૊৫ͰಘΒΕΔ΋ͷ͸શͯಘͨͱࢥ͍ɺ཭৬͢Δ

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120 © 2 0 2 1 A t r a e , I n c . ΤϯδχΞͷ૊৫͸཭৬͠΍͍͢ ຬ଍౓ͷߴ͍૊৫͸؆୯ʹ࡞Δ͜ͱ͕Ͱ͖Δ ݸʑਓͷ΍Γ͍ͨ͜ͱΛଞͷ৬छͱൺ΂ͯఏڙ͠΍͍͢ ͜Ε͸ࣗ૊৫͚ͩͰͳ͘ɺଞͷ૊৫΋ಉ͡Ͱ͋Δ Ծʹຬ଍౓ͷߴ͍૊৫Λ࡞Δ͜ͱ͕Ͱ͖ͯ΋… →Ұఆظؒɺڗड͢ΔͨΊʹࡏ੶͢Δ →ࡍݶͳ͘ٻΊΔΑ͏ʹͳΔ →͜ͷ૊৫ͰಘΒΕΔ΋ͷ͸શͯಘͨͱࢥ͍ɺ཭৬͢Δ Τϯήʔδϝϯτ͕ߴ͍ͱ… →໨ࢦ͢ͱ͜Ζʹ޲͔ͬͯɺࣗ཯తʹಈ͍͍ͯΔঢ়ଶ →ͦͷ؀ڥͰͳ͍ͱͨͲΓண͚ͳ͍ɺಘΒΕͳ͍ঢ়ଶ →཭৬ʹܨ͕Γʹ͍͘

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121 © 2 0 2 1 A t r a e , I n c . ΤϯδχΞͷ૊৫͸཭৬͠΍͍͢ ຬ଍౓ͷߴ͍૊৫͸؆୯ʹ࡞Δ͜ͱ͕Ͱ͖Δ ݸʑਓͷ΍Γ͍ͨ͜ͱΛଞͷ৬छͱൺ΂ͯఏڙ͠΍͍͢ ͜Ε͸ࣗ૊৫͚ͩͰͳ͘ɺଞͷ૊৫΋ಉ͡Ͱ͋Δ Ծʹຬ଍౓ͷߴ͍૊৫Λ࡞Δ͜ͱ͕Ͱ͖ͯ΋… →Ұఆظؒɺڗड͢ΔͨΊʹࡏ੶͢Δ →ࡍݶͳ͘ٻΊΔΑ͏ʹͳΔ →͜ͷ૊৫ͰಘΒΕΔ΋ͷ͸શͯಘͨͱࢥ͍ɺ཭৬͢Δ Τϯήʔδϝϯτ͕ߴ͍ͱ… →໨ࢦ͢ͱ͜Ζʹ޲͔ͬͯɺࣗ཯తʹಈ͍͍ͯΔঢ়ଶ →ͦͷ؀ڥͰͳ͍ͱͨͲΓண͚ͳ͍ɺಘΒΕͳ͍ঢ়ଶ →཭৬ʹܨ͕Γʹ͍͘ ຬ଍౓Ͱ͸ͳ͘ Τϯήʔδϝϯτ͕ߴ͍૊৫Λ࡞Δ͜ͱΛ ΑΓڧ͘ҙࣝ͠ͳ͚Ε͹ͳΒͳ͍ 121 © 2 0 2 1 A t r a e , I n c .

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125 © 2 0 2 1 A t r a e , I n c . ͳͥɺ۩ମతͳ࿩͕গͳ͔͔ͬͨ ΤϯήʔδϝϯτΛߴΊΔͨΊʹඞཁͳ͜ͱ 🙆 🙅 ҋӢʹ ํ๏࿦Λ௥͍͔͚Δ ʮ͜Μͳํ๏࿦͕ྑ͍Ͱ͢Αʂʯͱ͍͏࿩΋͔͕ͨͬͨ͠ ࠓ೔͜ͷ৔Ͱͦ͏͍ͬͨ࿩Λ͢Δ͜ͱʹ͋·Γҙຯ͕ͳ͍ ↓ ʮࣗ෼ͷνʔϜ͸Ͳ͏ͩΖ͏ɺࣗ෼ͷपΓͷϝϯόʔ͸Ͳ͏ͩΖ͏ʯͱߟ͑ΔΩοΧέʹ ໨ͷલͷ ݸਓɺνʔϜɺ໨ࢦ͢ίτͱ ޲͖߹͏

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129 © 2 0 2 1 A t r a e , I n c . Τϯήʔδϝϯτͷߴ͍ঢ়ଶ͸ALL WINΛ࡞ΕΔ ݸਓ ૊৫ ࣾձ ݸਓ͕ΠΩΠΩͱಇ͚͓ͯΓ ޾ͤʹͳΔ ੜ࢈ੑ͕ߴ͘ ձࣾͱͯ͠΋ۀ੷্͕͕Δ ΑΓଟ͘ͷՁ஋͕ ΑΓߴස౓ʹੜ·ΕΔɺ ᷓΕΔΑ͏ʹͳΔ