エンジニアがプロダクトに向き合える組織づくり / Improve Product Development

by sasaki nobuya

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ΤϯδχΞ͕ϓϩμΫτʹ޲͖߹͏ͨΊͷ ૊৫ͮ͘Γ A1Aגࣜձࣾ ࠤʑ໦ Ԇ໵ @__mnc90 1

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Name ࠤʑ໦ Ԇ໵ Company A1Aגࣜձࣾ CTO Career ΧΧΫίϜ → Speee → A1AΛڞಉ૑ۀ URL twitter.com/__mnc90 manchose.hatenablog.jp About ϓϩμΫτઓུɺΠϯϑϥߏஙɺίʔϙϨ ʔτITɺ։ൃ૊৫ͮ͘ΓͳͲΛ୲౰ !2

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B2BͷऔҾΛϫϯϥϯΫ্ʹ Mission !3

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B2BͷऔҾΛϫϯϥϯΫ্ʹ Mission !4 A1A ʢ໊ࣾͷ༝དྷʣ

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ϓϨϛΞϦʔάͷڧ߽τοςφϜɾϗοτεύʔFCͷڳεϙϯαʔ !5

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ϓϨϛΞϦʔάͷڧ߽τοςφϜɾϗοτεύʔFCͷڳεϙϯαʔ ฐࣾ͡Ό͋Γ·ͤΜ !6

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A1A͸ΤΟϫϯψΤΟͰ͢ AIA τοςφϜͷڳεϙϯαʔΛ͍ͯ͠Δ߳ߓͷอݥձ ࣾɻΤΠΞΠΤΠ A1A B2BΛϫϯϥϯΫ্ʹ͋͛ΔA1Aɻ ΤΟϫϯψΤΟ !7

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!8 ੡଄ۀ ௐୡɾߪങ޲͚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 B2B SaaSͷཧ૝ͷϓϩμΫτ։ൃͱ͸ 2 B2B SaaSͷ೉͠͞ 3 ೉͠͞Λ৐Γӽ͑Δઓུͱ૊৫Λ࡞Δ 4 ·ͱΊ !13

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1. B2B SaaSͷཧ૝ͷϓϩμΫτ։ൃͱ͸ !14

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Ձ஋͋ΔϓϩμΫτͮ͘Γ͕ࣄۀ੒௕ʹ࠷ ଎Ͱߩݙ͢ΔΑ͏ͳঢ়ଶ ཧ૝ͷϓϩμΫτ։ൃ !15

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Ϗδωεͷ੒௕ઓུͱϓϩμΫτͷ ੒௕ઓུ͕Ұக͍ͯ͠Δঢ়ଶ ݴ͍׵͑Δͱ !16 CTOͱͯ͠ͷࣗ෼ͷ໾ׂ

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૊৫͸ઓུΛ࣮ߦ͢ΔͨΊͷखஈɻ ઓུ͔Β૊৫ͷࡏΔ΂͖࢟ΛܾΊΔ΂͖ͩ ͱ͢Δߟ͑ํɻ ʮ૊৫͸ઓུʹै͏ʯ͕جຊ !17

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૊৫จԽɾΧϧνϟʔͳͲʹΑཱͬͯҊ͞ ΕΔઓུ΋ܾ·ͬͯ͘Δͱ͍͏ߟ͑ํɻ ʮઓུ͸૊৫ʹै͏ʯ΋ݱ࣮ͱͯ͋͠Δ !18

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ઓུΛॴ༩ͷ৚݅ͱͯ͠։ൃͷ૊৫ͮ͘ΓΛ͠ͳ͍Α͏ʹ͢Δ !19

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ϏδωεͷઓུͱϓϩμΫτͷઓུ͕Ұக͠ͳ͍ͱͲ͏ͳΔ͔ʁ !20 1 ػೳͷ։ൃΛ໿ଋ͠ܖ໿ΛͱΔɺίϛοτ։ൃ͕සൃ͢Δ ͦͷ݁Ռɺػೳ௥Ճͷॱ൪͕ΞϯίϯτϩʔϥϒϧʹͳΔ 2 ·ͩղ૾౓͕ߴ͘ͳ͍ސ٬૾ʹରͯ͠ͷػೳ௥ՃʹΑΓٕज़ తෛ࠴ɾUXతෛ࠴͕ੵΈ্͕Δ 3 ܖ໿ͷͨΊʹػೳ։ൃ͕ඞཁʹͳΓɺϏδωεͷ੒௕εϐʔ υ͕஗͘ͳΔ

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A1A͸Ͱ͖͍ͯΔͷʁ !21 ঃʑʹվળ͖͍ͯͯ͠Δ͕ɺ͜Ε·Ͱ͸Ͱ͖ ͍ͯͳ͔ͬͨɻB2B SaaSʹಛ༗ͷ೉͕͠͞ ࠜຊͷݪҼͩͬͨɻ

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2. B2B SaaS։ൃͷ೉͠͞ !22

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B2B SaaS։ൃͷ೉͠͞ !23 1 MVP͔Βܖ໿·ͰͷػೳͷGAP͕େ͖͍ 2 ϓϩμΫτͷԾઆݕূ͕೉͍͠

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MVP͔Βܖ໿·ͰͷػೳͷGAP͕େ͖͍ !24

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૑ۀ͔Β൒೥΄ͲͰ։ൃͨ͠MVPͰଟ͘ͷ Ҿ͖߹͍Λಘͨ΋ͷͷɺ͔ͦ͜Βܖ໿·Ͱ͕ ԕ͘ɺଟ͘ͷػೳཁ๬͕ग़͖ͯͨɻ MVP͔Βܖ໿·ͰͷػೳͷGAP͕େ͖͍ !25

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ϓϩμΫτͷػೳΛ2ͭʹ෼ྨ͢Δ !26 Ձ஋ͷ૑଄ ϓϩμΫτͷίΞίϯηϓτʢఏڙՁ஋ʣͦͷ ΋ͷΛ࣮ݱ͢ΔͨΊͷػೳ  ʢྫʣݟੵ໌ࡉͷσʔλԽɺݟੵ໌ࡉͷ׆༻ Ձ஋ͷσϦόϦʔ ϓϩμΫτͷఏڙՁ஋Λ࣮ࡍʹಘΔͨΊʹۀ຿ ্ඞཁͱͳΔػೳ  ʢྫʣݖݶ؅ཧɺϫʔΫϑϩʔͳͲ

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B2B SaaS(ΤϯλʔϓϥΠζ޲͚)͸ར༻ਓ ਺ͷଟ͞΍ར༻ස౓ͷߴ͞ʹىҼ͢Δػೳཁ ๬΍ΨόφϯεɾηΩϡϦςΟͷͨΊͷػೳ ཁ๬ͳͲՁ஋ͷσϦόϦʔʹରͯ͠ͷػೳͷ ඞཁੑ͕ߴ͍ɻ ͳͥػೳͷGAP͕େ͖͍ͷ͔ʁ !27

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MVPͰ͸Ձ஋૑଄ʹूதͯ͠ػೳ։ൃ Λߦ͍ͬͯΔͨΊɺ঎ஊ͕ਐΈܖ໿ʹۙ ͘ͳΔͱҰؾʹػೳͷGAP͕ग़ͯ͘Δɻ ͳͥػೳͷGAP͕େ͖͍ͷ͔ʁ !28

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͜ͷػೳGAPΛػೳ௥ՃͰຒΊΔ͜ͱΛސ٬ ͱ໿ଋ͠ܖ໿ΛͱΔͱ͍͏खஈ͸ɺՁ஋͋Δ ϓϩμΫτ։ൃͱ͍͏఺ʹ͓͍ͯେ͖ͳ଍ᐫ ʹͳΔɻ ػೳGAP΁ͷޡͬͨରԠ !29

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ػೳίϛοτ͸ΞδϟΠϧͱඇৗʹ૬ੑ͕ѱ ͍ɻݶΒΕͨ࣌ؒ಺Ͱ࡞Δ΋ͷΛࣗࣾͰௐ੔ ͍ͨ͠ʹ΋ؔΘΒͣɺ࡞Δ΋ͷ͕ݻఆԽ͞Ε ͯ͠·͏ͨΊɻ ػೳίϛοτ͸ΞδϟΠϧͱ૬ੑ͕ѱ͍ !30

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ཧ૝Λݴ͏ͱɺސ٬ʹ͸ఏڙՁ஋Ͱίϛοτ ͠ɺػೳͷ࢓༷ͷϋϯυϦϯά͸ࣗࣾͰߦ͑ ͨΒେ͖ͳ໰୊͸ͳ͍ɻ͔͠͠ɺސ٬͕ϨΨ γʔ࢈ۀͷاۀͰ͋Δ৔߹͸ͦΕ͸ݬ૝ɻ݁ ہػೳͰίϛοτ͢Δ͜ͱʹͳͬͯ͠·͏ɻ ػೳίϛοτ͸ΞδϟΠϧͱ૬ੑ͕ѱ͍ !31

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ػೳΛ࡞Ε͹࣮֬ʹച্ͱ͍͏Ϧλʔϯ ͕ݟࠐΊΔͨΊɺ಄Ͱ͸ػೳίϛοτͷ ϦεΫΛཧղ͍ͯͯ͠΋ɺཁ݅Λۛຯͤ ͣʹ࡞Δͱ͍͏ྗֶ͕ಇ͖͕ͪʹͳΔɻ ػೳίϛοτͷ༠࿭͸ඇৗʹڧ͍ !32

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࡞Δ΋ͷ͕ܾ·ͬͯ͠·͏ͱ໨తʹର͠ ͯͷखஈ͕ݶఆ͞Εͯ͠·͏ͨΊɺϓϩ μΫτͰՁ஋Λఏڙ͢Δͱ͍͏఺ʹର͠ ͯ౰ࣄऀҙࣝΛ࣋ͪͮΒ͘ͳΔɻ ػೳίϛοτ͸ΤϯδχΞͷࣗ཯ੑΛ્֐͢Δ !33

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ຊདྷͰ͋Ε͹ผͷػೳΛ࡞ͬͨํ͕ΑΓࣄۀ ΠϯύΫτ͕େ͖͔ͬͨΓɺϓϩμΫτͷՁ ஋͕େ͖͍ͱ൑໌ͯ͠΋ɺ໿ଋͯ͠͠·ͬͨ ͕ͨΊʹ։ൃ͢Δ͜ͱ͕ඞਢʹͳΔ  ͭ·Γɺະདྷ͕ΞϯίϯτϩʔϥϒϧʹͳΔ ݁Ռ !34

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ϓϩμΫτͷԾઆݕূ͕೉͍͠ !35

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2CͱҟͳΓɺ঎ஊɾ᜛ٞɾঝೝͳͲΛܦͯॳ ΊͯఏڙՁ஋ͷݕূ͕Ͱ͖Δɻͭ·Γɺϓϩ μΫτͷԾઆݕূͷ໾ׂΛӦۀ͕୲͏ඞཁ͕ ͋ΓɺԾઆݕূͷαΠΫϧ͕௕͘ͳΔɻ Ծઆݕূͷ໾ׂΛӦۀ͕୲͏ඞཁ͕͋Δ !36

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Ӧۀͷ࢓ํ࣍ୈͰސ٬ͷ൓Ԡ͕มΘͬͯ͠· ͏ͨΊɺϓϩμΫτͷఏڙՁ஋ͱҟͳΔചΓ ํΛͯ͠͠·͏ͱԾઆݕূʹࣦഊ͠ɺऔΓࠐ Ή΂͖Ͱͳ͍ཁ๬͕ग़͖ͯͯ͠·͏ɻ ചΓํΛؒҧ͑ΔͱϓϩμΫτͷԾઆݕূʹࣦഊͯ͠͠·͏ !37

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ʮߪങۀ຿Λޮ཰Խ͢ΔʯϓϩμΫτͱ͍͏ ϝοηʔδϯάͷ৔߹ɺޮ཰ԽͷͨΊͷػೳ΍ ۀ຿ͷΧόʔൣғΛڧ͘ٻΊΒΕͯ͠·͏ɻ  ҰํͰʮݟੵ໌ࡉΛࢿ࢈ͱͯ͠σʔλԽ͢Δʯ ϓϩμΫτͱ͍͏ϝοηʔδϯάͷ৔߹ɺ͋͘ ·ͰσʔλԽͱͦͷ׆༻ํ๏ʹ͍ͭͯͷཁ๬͕ ڧ͘ͳΔɻ RFQCloudͷྫ !38

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ৗʹ○○ػೳ͕ͳ͍ͱܖ໿Ͱ͖ͳ͍ɺͱ͍͏੠ ͕ग़ଓ͚ɺͳʹΛղܾ͢Ε͹৐Γӽ͑ΒΕΔ͔ Θ͔Βͳ͘ͳΔɻ ݁Ռ !39

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ʮػೳ͕଍Γͳ͍͔ΒചΕͳ͍ʯͱෆຬΛײ͡ ΔSalesɺͱʮͲΕ͚ͩ࡞Ε͹ചΕΔΜͩʯͱෆ ຬΛײ͡ΔDeveloperͱ͍͏ߏਤʹͳΓ͕ͪɻ ݁Ռ !40

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3. ೉͠͞Λ৐Γӽ͑Δઓུͱ૊৫Λ࡞Δ !41

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ͳʹΛղܾ͢Ε͹ܖ໿ɾՔಇͰ͖Δͷ͔Λ෼ੳ ͢Δͷ͕೉͍͜͠ͱɻ ཧ૝ͷϓϩμΫτ։ൃ͕Ͱ͖ͳ͍ݪҼ !42

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PMM(CEO)͕ӦۀʹೖΓܖ໿͕ͱΕͳ͍ཧ༝Λ෼ੳ͢Δ !43 ֤୲౰ऀͷഽײ֮ΛཔΓʹܖ໿͕ͱΕͳ͍ཧ༝ Λߟ͑Δ͜ͱΛ΍ΊͨɻCEO͕PMM΋݉຿ ͠ɺܖ໿͕ͱΕͳ͍ཧ༝ΛʮՁ஋ͷ૑଄ͱՁ஋ ͷσϦόϦʔͷͲͪΒʹݪҼ͕͋Δͷ͔ʯ͔Β ෼ੳ͢ΔΑ͏ʹ͠ɺԾઆݕূͷ໾ׂΛ୲ͬͯ΋ Β͏Α͏ʹͨ͠ɻ

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Ձ஋ͷσϦόϦʔͷͨΊͷػೳཁ๬͸ᶃར༻ൣ ғᶄར༻ස౓ʹΑΔӨڹ͕େ͖͍ɻͦͷͨΊɺ ࠷ॳ͔ΒશࣾՔಇΛఏҊͤͣগਓ਺Ͱ੒ՌΛग़ ͯ͠΋Β͑ΔΑ͏ʹקΊΔ͜ͱΛݕ౼ɻ ͦͷޙΞοϓηϧʢશࣾల։ʣ͕Ͱ͖ΔΑ͏ͳ ఏҊ಺༰΍ػೳ֦ॆͷઓུΛඳ͘ɻ ϛχϚϜελʔτ͔ΒͷΞοϓηϧΛૂ͏ !44

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ࣄۀΛਐΊ͍ͯΔͱ৭Μͳʮͱ͸͍͑ʯ͕͋ ΔɻઓུͷװΛͭ͘ΓɺͦͷͨΊͷ૊৫Λ࡞ͬ ্ͨͰɺ͸͡Ίͯʮͱ͸͍͑ʯΛߟ͑ΔΑ͏ʹ ͢Δɻ৭Μͳʮͱ͸͍͑ʯΛ౎౓ߟྀ͠ɺ࠷ద ͳղΛಋ͖ग़ͤΔͱ͍͏ͷ͸ر๬త؍ଌͰ͔͠ ͳ͘ɺ࣮ࡍ͸Φʔόʔϔουͷํ͕େ͖͍ɻ ઓུͷװΛͭ͘Δ !45 ※ͱ͸͍͑…ʮཧ૝ͱ͸ҧ͏ͷ͸Θ͔Δɻͱ͸͍͑ɺ໨ઌͷച্΋΄ ͍͠ʯͱ͍͏γʔϯͰ࢖͍͕ͪͳݴ༿

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ͱ͸͍͑ɺԹ౓ײͷߴ͍ʮ௒େܕҊ݅ʯ͕ෆఆظ Ͱೖͬͯ͘Δɻخ͍͠൵໐͕ͩɺ͜Εʹରॲ͠ͳ ͕Β։ൃΛਐΊ͍͕ͨɺΊͪΌ೉͍͠Ͱ͢… ͱ͸͍͑… !46

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4. ·ͱΊ !47

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ϓϩμΫτͰͷՁ஋૑଄ʹ޲͖߹͏͜ͱ͕ձࣾ ʹͱͬͯՁ஋͋Δ΋ͷʹ͢ΔͨΊʹ͸ɺઓུɾ ૊৫શମΛҰக͍ͤͯ͘͞ඞཁ͕͋Δɻͦͷ্ ͰՁ஋૑଄ͷྗΛ࠷େԽ͍ͤͯ͘͞໾ׂΛΤϯ δχΞϦϯάϚωʔδϟʔʹٻΊ͍͖͍ͯͨɻ ϓϩμΫτʹ޲͖߹͏ͨΊʹ͸ઓུɾ૊৫શମΛม͍͑ͯ͘ඞཁ͕͋Δ !48

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We are hiring! A1A !49