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EXPLORATORY 1
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2 εϐʔΧʔ നށ ܟొ Customer Succes EXPLORATORY ུྺ େֶࡏֶதʹϑʔυϩεΛݮΒͨ͢ΊʹɺֶੜஂମΛ্ཱͪ͛දΛ ΊΔɻͦͷޙɺϏδωεΛΔͨΊʹԽֶϝʔΧʔͷσϡϙϯͱ ϑʔυςοΫܥελʔτΞοϓͰӦۀͱϚʔέςΟϯάΛܦݧɻ ΞϓϦͷͷͨΊʹσʔλαΠΤϯε͕ඞཁͩͱײ͡ɺΞϓϦʹ ಛԽͨ͠ϢʔβʔͷߦಈੳπʔϧΛ։ൃ͢ΔاۀʹͯɺΞϓϦۀք ͷKPIੳͳͲΛ୲͢Δɻ ݱࡏExploratory, Inc. ͰΧελϚʔαΫηεΛ୲͢ΔΒɺσʔ λͷՄࢹԽͱ୳ࡧతσʔλੳΛઐͱͯ͠σʔλαΠΤϯεͷීٴ ʹऔΓΉɻ @ShirotoTakato
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3 • ࣭͝zoomͷνϟοτʹ͝ߘ͍ͩ͘͞ɻ • ηϛφʔͷײʹཱͭใΛTwitterͰϋογϡλάΛ ͚ͭͯπΠʔτΛ͓ئ͍͠·͢ɻ #Exploratoryηϛφʔ Exploratory Hour
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Exploratory Hour
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ࠓिͷ࣭ • ಉ͡ͷෳͷจҰͭͷจͱ্ͨ͠ͰɺԿճͷจͳ ͷ͔ٻΊ͍ͨ • ಛఆͷ͔ΒͷʢมԽʣΛ݄͝ͱʹٻΊ͍ͨ 5
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ࠓिͷ࣭ • ಉ͡ͷෳͷจҰͭͷจͱ্ͨ͠ͰɺԿճͷจͳ ͷ͔ٻΊ͍ͨ • ಛఆͷ͔ΒͷʢมԽʣΛ݄͝ͱʹٻΊ͍ͨ 6
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7 ച্σʔλ (݄͝ͱʹച্ΛूܭࡁΈ)
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8 .POUI :FBS 4BMFT (SPXUI3BUF ݄ ݄ ݄ ݄ ݄ ݄ 2017͔Βͷച্ͷ(มԽ)Λ݄͝ͱʹٻΊ͍ͨɻ
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9 .POUI :FBS 4BMFT ݄ ݄ ݄ ݄ ݄ ݄ ച্σʔλ
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10 ݄ͰάϧʔϓԽ͢Δ .POUI :FBS 4BMFT ݄ ݄ ݄ ݄ ݄ ݄
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11 2017͔Βͷച্ͷʢมԽʣΛ݄͝ͱʹٻΊΔ .POUI :FBS 4BMFT ݄ ݄ ݄ ݄ ݄ ݄
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12 ݄͝ͱʹ2017ͷച্ͰׂΔ͜ͱͰ(มԽ)ΛٻΊΔ͜ͱ͕Ͱ͖Δ 1000 / 1200 = 0.83 .POUI :FBS 4BMFT ݄ ݄ ݄ ݄ ݄ ݄ 2016ͷച্ / 2017ͷച্
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13 1500 / 1200 = 1.25 .POUI :FBS 4BMFT ݄ ݄ ݄ ݄ ݄ ݄ 2018ͷച্ / 2017ͷച্ ݄͝ͱʹ2017ͷച্ͰׂΔ͜ͱͰ(มԽ)ΛٻΊΔ͜ͱ͕Ͱ͖Δ
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14 ݄͝ͱʹ2017ͷച্ͰׂΔ͜ͱͰ(มԽ)ΛٻΊΔ͜ͱ͕Ͱ͖Δ 1200 / 1500 = 0.8 .POUI :FBS 4BMFT ݄ ݄ ݄ ݄ ݄ ݄ 2016ͷച্ / 2017ͷച্
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15 1800 / 1500 = 1.2 2018ͷച্ / 2017ͷച্ ݄͝ͱʹ2017ͷച্ͰׂΔ͜ͱͰ(มԽ)ΛٻΊΔ͜ͱ͕Ͱ͖Δ .POUI :FBS 4BMFT ݄ ݄ ݄ ݄ ݄ ݄
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16 2017͔Βͷച্ͷ(มԽ)Λ݄͝ͱʹٻΊΔͨΊͷܭࢉࣜ Sales / 2017ͷSales
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17 ׅ֯ހ [ ] Λ༻͢Δ͜ͱͰ2017ͷച্ΛࢦఆͰ͖Δ Sales / 2017ͷSales Sales / Sales[Year == 2017]
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18 .POUI :FBS 4BMFT (SPXUI3BUF ݄ ݄ ݄ ݄ ݄ ݄ ԼهͷࣜͰɺ2017͔Βͷച্ͷΛ݄͝ͱʹٻΊΔ͜ͱ͕Ͱ͖Δʂ Sales / Sales[Year == 2017]
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ಛఆͷ͔ΒͷΛ݄͝ͱʹٻΊΔͨΊͷεςοϓ • ͷྻ͔Βͱ݄Λநग़͢Δ • ݄ͰάϧʔϓԽ͢Δ • ׅ֯ހ [ ]ΛͬͯಛఆͷΛࢦఆͯ͠ɺΛٻΊΔ 19
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ಛఆͷ͔ΒͷΛ݄͝ͱʹٻΊΔͨΊͷεςοϓ • ͷྻ͔Βͱ݄Λநग़͢Δ • ݄ͰάϧʔϓԽ͢Δ • ׅ֯ހ [ ]ΛͬͯಛఆͷΛࢦఆͯ͠ɺΛٻΊΔ 20
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21 ͷྻ͔Βநग़ͷΛબ͢Δɻ
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22 ܭࢉΛ࡞ͷμΠΞϩά͕දࣔ͞ΕΔͷͰྻ໊Λมߋ࣮ͯ͠ߦ͢Δɻ
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23 ͷσʔλ͔ΒͷใΛநग़ͯ͠৽͍͠ྻΛ࡞͢Δ͜ͱ͕Ͱ͖ͨɻ
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24 ͷྻ͔Βநग़ͷ݄ - ϩϯά(1݄ - 12݄)Λબ͢Δɻ
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25 ܭࢉΛ࡞ͷμΠΞϩά͕දࣔ͞ΕΔͷͰྻ໊Λมߋ࣮ͯ͠ߦ͢Δɻ
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26 ͷσʔλ͔Β݄ͷใΛநग़ͯ͠৽͍͠ྻΛ࡞͢Δ͜ͱ͕Ͱ͖ͨɻ
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ಛఆͷ͔ΒͷΛ݄͝ͱʹٻΊΔͨΊͷεςοϓ • ͷྻ͔Βͱ݄Λநग़͢Δ • ݄ͰάϧʔϓԽ͢Δ • ׅ֯ހ [ ]ΛͬͯಛఆͷΛࢦఆͯ͠ɺΛٻΊΔ 27
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28 ྻϔομϝχϡʔ͔ΒάϧʔϓԽΛબ͢Δɻ
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29 ݄͝ͱʹάϧʔϓԽ͢Δ͜ͱ͕Ͱ͖ͨɻ
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ಛఆͷ͔ΒͷΛ݄͝ͱʹٻΊΔͨΊͷεςοϓ • ͷྻ͔Βͱ݄Λநग़͢Δ • ݄ͰάϧʔϓԽ͢Δ • ׅ֯ހ [ ]ΛͬͯಛఆͷΛࢦఆͯ͠ɺΛٻΊΔ 30
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31 ྻϔομϝχϡʔ͔ΒܭࢉΛ࡞Λબ͢Δɻ
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32 ܭࢉΛ࡞ͷμΠΞϩά͕දࣔ͞ΕΔɻ
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33 ܭࢉΤσΟλʹࣜΛೖྗ͢Δɻ
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34 2017͔Βͷച্ͷΛ݄͝ͱʹٻΊΔ͜ͱ͕Ͱ͖ͨɻ
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࣍ճηϛφʔ
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36 EXPLORATORY SaaS ΞφϦςΟΫε ϫʔΫγϣοϓ #7 ίϗʔτੳ Part 2 - ੜଘੳ
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37 • ୈ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 - ϨΠϠʔɾέʔΩɾνϟʔτ • ୈ7ճɿίϗʔτੳ Part 2 - ੜଘੳ - 8/20() • ୈ8ճɿ NPSͷܭࢉͱࣗ༝هड़ͷςΩετੳ SaaS ΞφϦςΟΫεɾϫʔΫγϣοϓ
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݄̕։࠵ʂ ฏ൛: 9݄29(Ր), 30(ਫ), 10݄1() ि൛: 9݄26(), 27(), 10݄3()
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• ϏδωεͰ͑Δࢥߟྗͷҭ σʔλαΠΤϯεͷεΩϧशಘ͚ͩͰͳ͘ɺσʔλΛͬͨΑΓΑ͍ҙࢥܾఆΛߦ͏ͨ Ίʹඞཁͳ౷ܭతɾ֬తࢥߟྗशಘͰ͖Δɻ • ݱͰ͑ΔεΩϧͷशಘ ڭࣨͷத͚ͩͰ௨༻͢ΔཧΑΓɺ࣮ࡍͷϏδωεͷݱͰͷΛղܾ͢ΔͨΊʹ ͑ΔεΩϧͷशಘʹॏ৺Λ͓͍ͨτϨʔχϯάɻ • ϓϩάϥϛϯάͳ͠ RݴޠͷUIͰ͋ΔExploratoryΛੳπʔϧͱͯ͠༻͢ΔͨΊɺࢥߟྗͱσʔλαΠΤϯ εͷख๏ͷशಘʹ100ˋूதͰ͖Δɻ ಛ
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Q & A
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Contact Email takato@exploratory.io Twitter Hashtag #ExploratoryHour ͰπΠʔτʂ Twitter @ExploratoryJp Exploratory Hour https://bit.ly/30odd9q
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EXPLORATORY