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EXPLORATORY
SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #6
ίϗʔτੳ Part 1 - ϨΠϠʔέʔΩɾνϟʔτ
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EXPLORATORY
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ུྺ
HP(Hewlett Packard)Ͱ100ਓΛ͑ΔӦۀνʔϜΛ͍ɺ
eCommerceɺςϨηʔϧεɺϑΟʔϧυηʔϧεͳͲଟذʹΘͨΔϏ
δωεͷϚωδϝϯτɺϓϥϯχϯάΛܦݧɻ
ࣾ֎Ͱੵ͞ΕͨେͳσʔλΛ׆༻ͯ͠ϏδωεΛͤ͞Δͨ
ΊʹσʔλαΠΤϯεʹཪଧͪ͞Εͨҙࢥܾఆ͕ॏཁͩͱΛ࣋ͬ
ͯΔɻ
ݱࡏExploratory, incͰϏδωε։ൃʹΊΔ͔ͨΘΒσʔλαΠΤ
ϯεษڧձͳͲͷΛ௨ͯ͠ɺص্ͷۭͰऴΘΒͳ͍ຊͷҙຯ
Ͱ׆༻Ͱ͖ΔσʔλαΠΤϯεͷීٴʹऔΓΉɻ
εϐʔΧʔ
ଜཬ Ү࠸
Business Development
EXPLORATORY
@Ikuyamm
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Vision
ͯ͢ͷਓ͕σʔλΛͬͯ
ΑΓΑ͍ҙࢥܾఆΛ͢Δ
4
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Mission
σʔλαΠΤϯεͷຽओԽ
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ୈ̏ͷ
σʔλαΠΤϯεɺAIɺػցֶश౷ܭֶऀɺ։ൃऀͷͨΊ͚ͩͷͷͰ͋Γ·ͤΜɻ
σʔλʹڵຯͷ͋ΔਓͳΒ୭͕ੈքͰ࠷ઌͷΞϧΰϦζϜΛͬͯ
ϏδωεσʔλΛ؆୯ʹੳͰ͖Δ͖Ͱ͢ɻ
Exploratory͕ͦ͏ͨ͠ੈքΛՄೳʹ͠·͢ɻ
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ୈ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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࣭ ͑Δ
σʔλΞΫηε
σʔλ
ϥϯάϦϯά
ՄࢹԽ
ΞφϦςΟΫε
౷ܭ/ػցֶश
σʔλαΠΤϯεɾϫʔΫϑϩʔ
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࣭
ExploratoryɹϞμϯˍγϯϓϧ UI
͑Δ
σʔλΞΫηε
σʔλ
ϥϯάϦϯά
ՄࢹԽ
ΞφϦςΟΫε
౷ܭ/ػցֶश
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EXPLORATORY
SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #6
ίϗʔτੳ Part 1 - ϨΠϠʔέʔΩɾνϟʔτ
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• ୈ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 -RFVੳ
• ୈ6ճɿίϗʔτੳ Part 1 - ϨΠϠʔέʔΩɾνϟʔτ
• ୈ7ճɿ ίϗʔτੳ Part 2
• ୈ8ճɿ NPSͷܭࢉͱࣗ༝هड़ͷςΩετੳ
SaaS ΞφϦςΟΫε
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ΞδΣϯμ
• ৽نސ٬ɺطଘސ٬ʹ͚ͨMRRͷՄࢹԽ
• ίϗʔτʹ͚ͨMRRͷՄࢹԽɿϨΠϠʔέʔΩͷհ
• ϨΠϠʔέʔΩͷ࡞Γํ
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SaaSͷجຊࢦඪͱͯ͠MRRʢ݄ؒఆظऩӹʣͱ͍͏ࢦඪ͕͋ͬͨɻ
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ࠓMRRΛਂ۷Γ͢Δํ๏Λհ͢Δɻ
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DAU/MAUͱ͍ͬͨࢦඪΛՄࢹԽ͢Δࡍɺ
ύϫʔϢʔβʔɾΧʔϒͰͷՄࢹԽ͢Δࡍʹɺ
ϢʔβʔͷΤϯήʔδϝϯτΛਂງΓ͢ΔͨΊʹɺ
άϧʔϓʹ͚ͯൺͨɻ
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ࠃ͝ͱʹΤϯήʔδϝϯτࢦඪͷDAU/MAUΛൺֱ͢Δɻ
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ࢹௌίϯςπͰάϧʔϓʹ͚ͯɺύϫʔϢʔβʔɾΧʔϒΛൺֱ͢Δɻ
ώϡʔϚϯɾυϥϚΛࢹௌ͢Δηάϝϯτ
ίϝσΟΛࢹௌ͢Δηάϝϯτ
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MRRάϧʔϓʹ͚ͯՄࢹԽ͢Δ͜ͱͰ
ਂງΓ͕Ͱ͖Δɻ
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5݄ 6݄ 7݄ 8݄ 9݄
ΞϝϦΧ
ຊ
ࠃ͝ͱʹMRRΛൺֱ͢Δɻ
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5݄ 6݄ 7݄ 8݄ 9݄
Ϗδωεϓϥϯ
ϓϩμΫταʔϏε͝ͱʹMRRΛൺֱ͢Δɻ
ύʔιφϧϓϥϯ
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͜ͷΑ͏ʹɺࢦඪΛਂງΓ͢Δͱ͖ʹ͚ͨάϧʔϓͷ͜ͱΛ
ίϗʔτͱݺͼɺڵຯ͕͋ΔࢦඪΛίϗʔτʹ͚ͯൺΔ͜ͱΛ
ίϗʔτੳͱݺͿɻ
5݄ 6݄ 7݄ 8݄ 9݄
Ϗδωεϓϥϯ
ύʔιφϧϓϥϯ
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Ϗδωε͕ޮతʹ͍ͯ͠Δ͔Λཧղ͢ΔͨΊʹ
৽نސ٬ͱطଘސ٬ͷίϗʔτʹ͚ͯɺ
MRRΛϞχλʔ͢Δํ๏͕͋Δɻ
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ྫ͑ҎԼͷΑ͏ʹMRR͕૿Ճ͍ͯ͠ΔϏδωε͕͋ͬͨͱ͢Δɻ
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MRRΛ৽نސ٬ͱطଘސ٬ͷίϗʔτʹ͚Δɻ
طଘސ٬
৽نސ٬
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طଘސ٬͔ΒͷMRRલ݄ͷ৽نސ٬ͱطଘސ٬ͷ͏ͪɺཌ݄
αʔϏεΛܧଓͨ͠ސ٬͔ΒಘΒΕΔMRRͱͳΔɻ
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طଘސ٬
৽نސ٬
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ͨͱ͑Ϗδωε͕͍ͯͯ͠ɺνϟʔϯ͕ଟ͘ސ٬͕ఆண͍ͯ͠
ͳ͍͜ͱ͕͋Δɻ
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طଘސ٬
৽نސ٬
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৽نސ٬ͷ
֫ಘίετ
طଘސ٬ͷ
ҡ࣋ίετ
>
• ࠂɾϚʔέςΟϯάඅ༻
• Ӧۀඅ༻
• ΧελϚʔɾαϙʔτ/αΫηεඅ༻
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ސ٬ʹͱͬͯྑ͍ϓϩμΫταʔϏε͕ఏڙͰ͖͍ͯΕɺސ٬
αʔϏεΛܧଓ͢ΔͷͰɺطଘސ٬͔ΒͷMRRͷׂ߹ߴ͘ͳΓɺಉ͡
MRRΛಘΔͨΊʹඞཁͳίετΛ͑Δ͜ͱ͕Ͱ͖Δɻ
طଘސ٬
৽نސ٬
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ͨͩ৽نͱطଘͷίϗʔτʹ͚Δ͚ͩͰ
Ϣʔβʔ͕ͲΕ͙Β͍ͷظؒɺ
طଘސ٬Ͱ͋Δ͔͕͔Βͳ͍ɻ
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͜ΕαϒεΫϦϓγϣϯܕϏδωεͰ
େ͖ͳɻ
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අ༻ʢສԁʣ
ྫ͑1ਓͷސ٬ͷίϯόʔτʹ3ສԁͷඅ༻͕͔͔Δֹ݄1ສԁͷϏ
δωε͕͋ͬͨͱ͢Δɻ
31
ऩӹʢສԁʣ 1
3
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ίϯόʔτ݄ͨ͠ʢ1ϲ݄ʣͷऩӹͱίϯόʔτʹ͔͔ͬͨඅ༻ͷ
ࠩ−2ສԁͱͳΓɺ͜ͷϢʔβʔ͔ΒṶ͚͕ग़ͳ͍͜ͱʹͳΔɻ
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1
3
རӹʢສԁʣ -2
1ϲ݄
අ༻ʢສԁʣ
ऩӹʢສԁʣ
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ސ٬͕ཌ݄αʔϏεΛܧଓ͢Εɺཌ݄ಉ͡Α͏ʹ1ສԁͷऩӹ
͕ಘΒΕΔͷͰɺ͜ͷϢʔβʔͷੜ֔ʢ௨ࢉʣऩӹ૿͑Δɻ
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1
3
-2
1ϲ݄ 2ϲ݄
2
3
-1
རӹʢສԁʣ
අ༻ʢສԁʣ
ੜ֔ऩӹʢສԁʣ
ऩӹʢສԁʣ 1 1
+
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͜ͷϢʔβʔ͕3ϲ݄ؒαʔϏεΛܧଓͯ͠ར༻͢Εɺ͜ͷϢʔβʔΛ
֫ಘ͢ΔͨΊʹ͔͔ͬͨඅ༻ʢࢿʣճऩͰ͖Δ͜ͱʹͳΔɻ
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1
3
-2
1ϲ݄ 2ϲ݄ 3ϲ݄
2
3
-1
3
3
0
རӹʢສԁʣ
අ༻ʢສԁʣ
ੜ֔ऩӹʢສԁʣ
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͜ͷϢʔβʔ͕4ϲ݄Ҏ্αʔϏεΛܧଓ͢Εɺ
͜ͷϢʔβʔ͔Βརӹ͕ಘΒΕΔΑ͏ʹͳΔɻ
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1
3
-2
1ϲ݄ 2ϲ݄ 3ϲ݄ 4ϲ݄
2
3
-1
3
3
0
4
3
1
རӹʢສԁʣ
අ༻ʢສԁʣ
ੜ֔ऩӹʢສԁʣ
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ܧଓظ͕͍ؒސ٬͔ΒɺΑΓଟ͘ͷརӹ͕ಘΒΕΔɻ
1
3
-2
1ϲ݄ 2ϲ݄ 3ϲ݄ 4ϲ݄ 5ϲ݄ 6ϲ݄ 12ϲ݄
2
3
-1
3
3
0
4
3
1
5
3
2
6
3
3
12
3
9
…
རӹʢສԁʣ
අ༻ʢສԁʣ
ੜ֔ऩӹʢສԁʣ
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طଘސ٬ͷதͰɺظ͕͍ؒηάϝϯτʹͳΕͳΔ΄Ͳ
ऩӹʢੜ֔ऩӹʣେ͖͘ͳΔɻ
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1ϲ݄ 3ϲ݄ 6ϲ݄ 9ϲ݄
ੜ֔ऩӹɿ3ສԁ ੜ֔ऩӹɿ6ສԁ ੜ֔ऩӹɿ9ສԁ
ੜ֔ऩӹɿ1ສԁ
طଘϢʔβʔ
৽نϢʔβʔ
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৽ن͔طଘ͔Ͱͳ͘ɺ
ܧଓظؒͰސ٬Λίϗʔτʹ͚ͨํ͕
ΑΓMRRΛਂງΓͰ͖Δɻ
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ྫ͑ҎԼͷΑ͏ͳMRRͷϏδωε͕͋ͬͨͱ͢Δɻ
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ར༻͍ͯ͠ΔظؒͰϢʔβʔΛίϗʔτʹ͚ͯMRRΛՄࢹԽ͢Δͱ
ҎԼͷΑ͏ͳνϟʔτʹͳΔɻ
40
9Χ݄લ
8Χ݄લ
7Χ݄લ
6Χ݄લ
5Χ݄લ
4Χ݄લ
3Χ݄લ
2Χ݄લ
1Χ݄લ
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݄ۙͷMRRʹ͢Δɻ
9Χ݄લ
8Χ݄લ
7Χ݄લ
6Χ݄લ
5Χ݄લ
4Χ݄લ
3Χ݄લ
2Χ݄લ
1Χ݄લ
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9Χ݄લ
8Χ݄લ
7Χ݄લ
6Χ݄લ
5Χ݄લ
4Χ݄લ
3Χ݄લ
2Χ݄લ
1Χ݄લ
͜ͷϏδωεར༻ظؒͷ͍Ϣʔβʔ͔Βͷऩӹʹཔ͍ͬͯΔͷ
ͰɺMRRΛޮతʹ૿͢͜ͱ͕Ͱ͖͍ͯͳ͍ɻ
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ܧଓظ͕͍ؒ
Ϣʔβ͔Βͷऩӹ
ܧଓظ͕͍ؒ
Ϣʔβ͔Βͷऩӹ
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͠Ϣʔβʔͷଟ͕͘αʔϏεΛ͍ظ͍ؒଓ͚͍ͯΔ߹
ͦΕͧΕͷظؒͷϢʔβʔͷൺಉ༷͡ʹͳΔɻ
43
ܧଓظ͕͍ؒ
Ϣʔβ͔Βͷऩӹ
ܧଓظ͕͍ؒ
Ϣʔβ͔Βͷऩӹ
9Χ݄લ
8Χ݄લ
7Χ݄લ
6Χ݄લ
5Χ݄લ
4Χ݄લ
3Χ݄લ
2Χ݄લ
1Χ݄લ
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ͦͷ߹ɺͦΕͧΕͷظ͔ؒΒͷऩӹ͕ੵΈॏͳ͍ͬͯ͘ͷͰMRRΛ
ޮతʹ૿͍ͯ͘͜͠ͱ͕Ͱ͖Δɻ
44
9Χ݄લ
8Χ݄લ
7Χ݄લ
6Χ݄લ
5Χ݄લ
4Χ݄લ
3Χ݄લ
2Χ݄લ
1Χ݄લ
΄ΜͱͲͷސ٬͕νϟʔϯ͠ͳ͍ͨΊ
ར༻ظ͕͍ؒϢʔβʔͷׂ߹͕͍
৽نސ٬͕ܧଓͯ͠νϟʔϯ͢ΔͨΊ
ར༻ظ͕͍ؒϢʔβʔͷׂ߹͕ߴ͍
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9Χ݄લ
8Χ݄લ
7Χ݄લ
6Χ݄લ
5Χ݄લ
4Χ݄લ
3Χ݄લ
2Χ݄લ
1Χ݄લ
MRRΛސ٬ͷظؒ͝ͱͷίϗʔτʹ͚ͯՄࢹԽ͢Δ͜ͱͰɺMRR
͕ޮతʹ͍͍ͯͬͯ͠Δ͔Λཧղ͢Δ͜ͱ͕Ͱ͖Δɻ
45
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όʔνϟʔτΑΓɺΤϦΞνϟʔτͷํ͕࣌ؒͷܦաʹΑΔ֤ί
ϗʔτͷมԽΛଊ͍͑͢ɻ
46
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͜ͷνϟʔτΛϨΠϠʔɾέʔΩνϟʔτͱݺͿɻ
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ϨΠϠʔέʔΩɾνϟʔτͷίϗʔτʹαʔϏεͷར༻։࢝࣌ظ͕
ར༻͞ΕΔ͜ͱ͕Ұൠతɻ
48
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ී௨ɺސ٬νϟʔϯ͢ΔͷͰɺ࣌ظʹΑΔࠩ͋ΕͲɺ֤ίϗʔτ
͔ΒಘΒΕΔऩӹݮ͍ͬͯ͘ɻ
49
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ΦϯϘʔσΟϯάϓϩμΫτͷվળʹΑͬͯɺސ٬͕͙͢ʹՁΛମݧͰ͖
ΔΑ͏ʹͳ͍ͬͯΕɺ͍࢝Ίͨ࣌ظ͕࠷ۙͷίϗʔτͷνϟʔϯݮগ
͢ΔͣͳͷͰɺMRRͷݮগ෯খ͘͞ͳΔɻ
࠷ۙͷίϗʔτ
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ظʹΓސ٬ΛϦςϯγϣϯͰ͖͍ͯΔαʔϏεͰ͋Εɺ৽ن
Ϣʔβʔ͔Βͷऩӹ͕ͦͷ··ϏδωεͷͱͳΔɻ
51
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͔͠͠ɺ͜Ε͕࠷ߴͷϨΠϠʔέʔΩͰͳ͍ɻ
͞Βʹ࠷্ͷϨΠϠʔέʔΩ͕͋Δɻ
52
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ୈ1ճͷϫʔΫγϣοϓͰΤΫεύϯγϣϯͱ͍͏ίϯηϓτΛհͨ͠ɻ
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ελϯμʔυϓϥϯʢ1ສԁ/݄ʣ
ϓϨϛΞϜϓϥϯʢ2ສԁ/݄ʣ
2ͭͷϓϥϯΛఏڙ͢ΔαʔϏε͕͋ͬͨͱ͢Δɻ
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1݄ 2݄ 3݄ 4݄
ސ٬͕νϟʔϯ͢Εطଘސ٬͔ΒͷMRRݮΔɻ
৽نސ٬ طଘސ٬
1ສԁ
1ສԁ
1ສԁ
1ສԁ
1ສԁ
1ສԁ
1ສԁ
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1݄ 2݄ 3݄ 4݄
ͨͩ͠ސ٬͕ϓϥϯΛΞοϓάϨʔυ͢Εɺͦͷސ٬͔ΒಘΒΕΔ
MRRલ݄ΑΓ૿͑Δɻ͜ͷ૿ऩΛΤΫεύϯγϣϯͱݺΜͩɻ
1ສԁ
1ສԁ
2ສԁ
2ສԁ
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ΤΫεύϯγϣϯ͕͋Δͱɺطଘސ٬͔ΒͷMRR૿͑Δɻ͜ͷΑ͏
ʹલ݄ͷطଘސ٬ͷMRRʹൺͯཌ݄ͷMRR͕૿͑Δ͜ͱΛ
ωΨςΟϒνϟʔϯͱݺͿɻ
1݄ 2݄ 3݄ 4݄
4ສԁ
5ສԁ
1ສԁ
1ສԁ
1ສԁ
1ສԁ
2ສԁ
2ສԁ
1ສԁ
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ωΨςΟϒνϟʔϯ͕ى͖͍ͯΔͱ֤ίϗʔτ͔ΒಘΒΕΔMRR
ͲΜͲΜͱେ͖͘ͳ͍ͬͯ͘ɻ
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͜Ε͕࠷ߴͷϨΠϠʔέʔΩɻ
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ޮྑ͘ϏδωεΛ͍ͤͯ͞Δ
ࠃͷSaaSαʔϏεͷྫ
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ExploratoryΛͬͯ
ϨΠϠʔέʔΩɾνϟʔτͰՄࢹԽͯ͠ΈΔʂ
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ࠓճ͏αϯϓϧσʔλ
ࢧ͍σʔλ
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1ߦϢʔβʔ͝ͱͷࢧ͍ͱࢧֹ͍ۚͷใΛද͢ɻ
ࢧ ϢʔβʔID ࢧֹ͍ۚ Ϣʔβʔηάϝϯτ
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σʔλΛΠϯϙʔτ͢Δɻ
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σʔλϑϨʔϜͷϓϥεϘλϯ( + )͔ΒσʔλɾΧλϩάΛબͿɻ
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αʔνϘοΫεʹSaaS Layer Cakeͱೖྗͯ͠ݕࡧ͢Δɻ
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σʔλͷใΛݟ͍ͨ߹։͘ϘλϯΛΫϦοΫ͢Δɻ
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ΠϯϙʔτϘλϯΛΫϦοΫͯ͠σʔλΛΠϯϙʔτ͢Δɻ
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อଘΛΫϦοΫ͢Δɻ
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σʔλΛΠϯϙʔτ͢Δ͜ͱ͕Ͱ͖ͨɻ
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ϨΠϠʔέʔΩɾνϟʔτΛඳ͘ͷʹඞཁͳσʔλ
1ߦ͕Ϣʔβʔͷ݄͝ͱͷࢧ͍ͷσʔλ Ϣʔβʔͷ͝ͱ࠷ॳͷࢧ͍
ࢧֹ͍ۚ
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σʔλ͕͑͋ͱՄࢹԽ͢Δ͚ͩɻ
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Ϣʔβʔͷߪಡ։࢝͝ͱͷίϗʔτʹ͚ͯMRRΛूܭ͍͕ͨ͠ɺ
ݩͷσʔλʹߪಡ։࢝͝ͱͷίϗʔτͷใ͕ͳ͍ɻ
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ʁ
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Ϣʔβʔ͝ͱʹ࠷ॳͷࢧ͍͕ܭࢉͰ͖Εɺߪಡ։݄࢝͝ͱͷ
ίϗʔτʹ͚ͯMRRΛूܭ͢Δ͜ͱ͕Ͱ͖Δɻ
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ϨΠϠʔέʔΩɾνϟʔτͷՄࢹԽεςοϓ
ࢧ͍σʔλ
ΤϦΞνϟʔτͰՄࢹԽ
Ϣʔβʔ͝ͱͷ࠷ॳͷ
ߪಡΛܭࢉ
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ϨΠϠʔέʔΩɾνϟʔτͷՄࢹԽεςοϓ
ࢧ͍σʔλ
ΤϦΞνϟʔτͰՄࢹԽ
Ϣʔβʔ͝ͱͷ࠷ॳͷ
ߪಡΛܭࢉ
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ސ٬͝ͱͷ࠷ॳͷࢧ͍͕͔Εɺސ٬͕ߪಡΛ։࢝ͨ͠λΠϛϯ
άͰάϧʔϓʹ͚Δ͜ͱ͕Ͱ͖Δɻ
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ࢧ͍ ސ٬ID
2019-01-17 A
2019-02-01 B
2019-02-17 A
2019-02-22 C
2019-03-01 B
2019-03-17 A
2019-03-22 C
2019-04-01 B
2019-04-17 A
ࢧ͍ ސ٬ID ࠷ॳͷࢧ͍
2019-01-17 A 2019-01-17
2019-02-01 B 2019-02-01
2019-02-17 A 2019-01-17
2019-02-22 C 2019-02-22
2019-03-01 B 2019-02-01
2019-03-17 A 2019-01-17
2019-03-22 C 2019-02-22
2019-04-01 B 2019-02-01
2019-04-17 A 2019-01-17
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ސ٬͝ͱͷࢧͷ࠷খΛܭࢉ͢ΔͨΊʹάϧʔϓԽΛͯ͠ސ٬Λ
άϧʔϓʹ͚Δɻ
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ࢧ͍ ސ٬ID
2019-01-17 A
2019-02-01 B
2019-02-17 A
2019-02-22 C
2019-03-01 B
2019-03-17 A
2019-03-22 C
2019-04-01 B
2019-04-17 A
ࢧ͍ ސ٬ID
2019-01-17 A
2019-02-17 A
2019-03-17 A
2019-04-17 A
2019-02-01 B
2019-03-01 B
2019-04-01 B
2019-02-22 C
2019-03-22 C
άϧʔϓԽ
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άϧʔϓԽΛͯ͠ސ٬Λάϧʔϓʹ͚ͨΒminؔΛར༻ͯ͠ɺސ٬
͝ͱͷࢧ͍ͷ࠷খΛܭࢉ͢Δɻ
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ࢧ͍ ސ٬ID
2019-01-17 A
2019-02-17 A
2019-03-17 A
2019-04-17 A
2019-02-01 B
2019-03-01 B
2019-04-01 B
2019-02-22 C
2019-03-22 C
ࢧ͍ ސ٬ID ࠷ॳͷࢧ͍
2019-01-17 A 2019-01-17
2019-02-17 A 2019-01-17
2019-03-17 A 2019-01-17
2019-04-17 A 2019-01-17
2019-02-01 B 2019-02-01
2019-03-01 B 2019-02-01
2019-04-01 B 2019-02-01
2019-02-22 C 2019-02-22
2019-03-22 C 2019-02-22
min(ࢧ͍)
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ސ٬͝ͱʹ࠷ॳͷࢧΛܭࢉ͍ͨ͠ͷͰɺuseridͷ
ྻϔομʔϝχϡʔ͔ΒάϧʔϓԽΛબ͢Δɻ
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ސ٬͝ͱʹάϧʔϓʹ͚ΒΕͨɻ
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ސ٬͝ͱͷ࠷ॳͷࢧ͍Λܭࢉ͍ͨ͠ͷͰɺpayment_dayͷྻ
ϔομʔϝχϡʔ͔ΒܭࢉΛ࡞ʢMutateʣΛબ͢Δɻ
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ܭࢉΤσΟλʹmin(payment_date)Λͱೖྗ࣮͠ߦ͢Δɻ
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ސ٬͝ͱͷ࠷ॳͷࢧ͍͕ܭࢉͰ͖ͨɻ
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άϧʔϓΛղআ͢Δɻ
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άϧʔϓ͕ղআͰ͖ͨɻ
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ϨΠϠʔέʔΩɾνϟʔτͷՄࢹԽεςοϓ
ࢧ͍σʔλ
ΤϦΞνϟʔτͰՄࢹԽ
Ϣʔβʔ͝ͱͷ࠷ॳͷ
ߪಡΛܭࢉ
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• νϟʔτͷλΠϓʹΤϦΞΛબ͢Δɻ
• X࣠ʹpayment_dateΛબ͠ɺεέʔϧʹɹɹ
݄ͰؙΊॲཧΛબ͢Δɻ
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Y࣠ʹpriceʹɺूܭؔʹ߹ܭʢSUMʣΛબ͢Δɻ
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• νϟʔτͷλΠϓʹΤϦΞΛબ͢Δɻ
• X࣠ʹpayment_dateΛબ͠ɺεέʔϧʹɹɹ
݄ͰؙΊॲཧΛબ͢Δɻ
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৭ʢάϧʔϓԽʣʹfirst_payment_dateΛબ͠ɺ
εέʔϧʹ݄ͰؙΊॲཧΛબ͢Δɻ
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MRRΛߪಡ։࢝࣌ظͷίϗʔτʹ͚ΒΕ͕ͨɺܧଓظ͕͍ؒސ٬͔
ΒॱʹMRR͕ੵΈॏͳ͍ͬͯͯɺΑΓੲ͔Β͍Δطଘސ٬ͷऩӹʹ࠷ۙ
ͷސ٬ͷऩӹ͕ੵΈॏͳ͍͍ͬͯͬͯΔ͜ͱ͕ײతʹ͔ΓͮΒ͍ɻ
ܧଓظ͕ؒ࠷͍ίϗʔτ
ܧଓظ͕ؒ
࠷͍
ίϗʔτ
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ϨΠϠʔέʔΩνϟʔτͰܧଓظ͕͍ؒίϗʔτ͔ΒॱʹMRRΛ
ੵΈ্͍͖͍͛ͯͨɻ
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ܧଓظ͕ؒ࠷͍ίϗʔτ
ܧଓظ͕ؒ
࠷͍
ίϗʔτ
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৭ʢάϧʔϓԽʣϝχϡʔ͔Β৭ͷฒͼॱΛબ͢Δɻ
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৭ͷฒͼॱʹԼ͔Β্Λબ͠ɺద༻͢Δɻ
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ϨΠϠʔέʔΩɾνϟʔτ͕࡞͢Δ͜ͱͰɺMRRΛޮతʹ૿ͤ
͍ͯΔ͔͕ਂງΓͰ͖ͨɻ
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·ͱΊɿϨΠϠʔέʔΩɾνϟʔτ
1. طଘސ٬ͷҡ࣋ίετΑΓɺ৽نސ٬ͷ֫ಘίετͷํ͕ߴ͍ͨΊɺMRRΛ৽نސ
٬ͱطଘސ٬ͷίϗʔτʹ͚ͨͱ͖ʹɺطଘސ٬͔ΒMRRͷׂ߹͕ߴ͍ํ͕ɺ
MRRΛΑΓޮతʹ৳͍ͤͯΔϏδωεͱݴ͑Δɻ
2. ͨͩ͠طଘސ٬ͷதͰαʔϏεͷར༻ظؒόϥόϥɻސ٬1ਓ͔ΒಘΒΕΔੜ֔
ऩӹαʔϏεͷܧଓظ͕͍ؒ΄Ͳେ͖͘ͳΔͷͰɺܧଓظؒͷ͍ސ٬͔Βͷ
MRRͷׂ߹͕ߴ͘ͳΔํ͕ΑΓMRRΛޮతʹ৳͢͜ͱ͕Ͱ͖͍ͯΔͱݴ͑Δɻ
3. ͦ͜ͰαʔϏεͷར༻ظؒΛද͢ɺར༻։࢝λΠϛϯά͝ͱͷίϗʔτʹMRRΛ
͚ΔϨΠϠʔέʔΩɾνϟʔτΛར༻͢Δ͜ͱͰɺMRRΛޮతʹ૿͍ͤͯΔ͔
͕ਂງΓͰ͖Δɻ
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ͱ͜ΖͰɻɻɻ
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ͦΕͧΕͷίϗʔτͰMRRͷ૿ݮʹҧ͍͕͋Δɻྫ͑ɺ9݄ͷ
ίϗʔτݮগ͕5݄ͷίϗʔτʹൺͯେ͖͍ɻ
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͜Εɺ9݄ͷίϗʔτͷސ٬ͷϦςϯγϣϯ͕ѱ͍͔ΒͩΖ͏ɻ
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ΧελϚʔɾϦςϯγϣϯʹ͠ɺ
ͦΕ͕ྑ͘ͳ͖͍ͬͯͯΔͷ͔ɺ
ѱ͘ͳ͖͍ͬͯͯΔͷ͔Λཧղ͍ͨ͠ɻ
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ίϗʔτ͝ͱͷސ٬ϦςϯγϣϯͷਪҠΛαʔϏεΛར༻࢝͠Ίͨ
λΠϛϯάͰἧ͑ͯɺར༻ظؒ͝ͱʹϦςϯγϣϯ͕ൺΒΕΔΑ
͏ʹՄࢹԽ͍ͨ͠ɻ
2ϲ݄ 4ϲ݄ 6ϲ݄ 8ϲ݄
ίϯόʔτ
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ੜଘʢαόΠόϧʣੳͷख๏ͷҰͭͰ͋ΔɺੜଘۂઢΛ͏ͱ؆୯
ʹߦ͏͜ͱ͕Ͱ͖Δɻ
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2ϲ݄ 4ϲ݄ 6ϲ݄ 8ϲ݄
ίϯόʔτ
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ੜଘੳΛ͢Δ͜ͱͰҎԼͷΑ͏ͳ࣭ʹ͍͑ͯ͘͜ͱ͕Ͱ͖Δɻ
• ϓϩμΫτͷվળ͕ސ٬ͷϦςϯγϣϯʹཱ͍ͬͯΔͷ͔ʁ
• ʮదͨ͠ʯސ٬͕ೖ͖͍ͬͯͯΔͷ͔ʁ
• ΦϯϘʔσΟϯά͕͏·͘ߦ͍ͬͯΔͷ͔ʁ
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࣍ճηϛφʔ
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EXPLORATORY
SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #7
ίϗʔτੳ Part 2 - ੜଘੳ
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• ୈ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
• ୈ6ճɿίϗʔτੳ Part 1
• ୈ7ճɿ ίϗʔτੳ Part 2 ੜଘੳ - 7/16
• ୈ8ճɿ NPSͷܭࢉͱࣗ༝هड़ͷςΩετੳ
SaaS ΞφϦςΟΫε
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ੜଘʢαόΠόϧʣੳ
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ৄࡉ࣍ճͷηϛφʔͰʂ
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7݄ͷ։࠵
ฏ൛ɿ 20207݄28(Ր), 29(ਫ), 30()
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• ϓϩάϥϛϯάͳ͠
RݴޠͷUIͰ͋ΔExploratoryΛੳπʔϧͱͯ͠༻͢ΔͨΊडߨதɺϏδωεͷ
Λղܾ͢ΔͨΊʹඞཁͳσʔλαΠΤϯεͷख๏ͷशಘʹ100ˋूதͰ͖Δ
• ੳπʔϧͷϕϯμʔϩοΫΠϯͳ͠
ExploratoryͰͷ࡞ۀશͯಠཱͨ͠ΦʔϓϯιʔεͷRڥͰ࠶ݱ͕Մೳ
• ϏδωεͰ͑ΔࢥߟྗͱεΩϧͷशಘ
σʔλαΠΤϯεͷεΩϧशಘ͚ͩͰͳ͘ɺσʔλੳʹඞཁͳࢥߟྗशಘͰ͖Δ
ಛ
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EDA Salon
୳ࡧతσʔλੳΛΈΜͳͰֶͿ
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Kickstarter
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ΫϥυɾϑΝϯσΟϯά
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αϯϓϧͷ࣭
• ޭ͍ͯ͠ΔϓϩδΣΫτʹͲΜͳಛ͕͋Δ͔ʁ
• ௐୡֹۚΧςΰϦʔࠃ͝ͱʹҧ͍͋Δ͔ʁ
• ࣦഊ͢ΔϓϩδΣΫτͷݪҼԿ͔ʁ
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࿈བྷઌ
ϝʔϧ
[email protected]
ΣϒαΠτ
https://ja.exploratory.io
ϒʔτΩϟϯϓɾτϨʔχϯά
https://ja.exploratory.io/training-jp
Twitter
@Ikuyamm
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Q & A
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EXPLORATORY