スタートアップの失敗を減らす10のポイント

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ελʔτΞοϓͷࣦഊΛ ݮΒ͢ͷϙΠϯτ

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೔ຊͰ࢛ࣾɺγϦίϯόϨʔͰ̍ࣾىۀΛ͠࿈ଓىۀՈ ൃചҎ߱ि࿈ଓͰ"NB[POܦӦॻച্Ґʹͳͬͨʮى ۀͷՊֶʯͷஶऀ ೥͔Β೥·ͰγϦίϯόϨʔͷ7$ͷύʔτφʔ ͱͯ͠άϩʔόϧͷ౤ࢿΛߦ͏ɻ ݱࡏ͸ɺ೔ຊͷ࠷େڃͷ΢ΣϒϚʔέςΟϯάձࣾͷגࣜձ ࣾϕʔγοΫͷ$40Λ຿Ίͳ͕ΒɺελʔτΞοϓܦӦ΍େ اۀͷΠϊϕʔγϣϯΛࢧԉ͢Δ6OJDPSO'BSNͷ$&0Λ ຿ΊΔ ೥ؒͷߨԋճ਺͸ճʢ೥࣮੷ʣ ৽نࣄۀΞυόΠεϝϯλϦϯά͸ճʢ೥࣮ ੷ʣ ಺ֳ෎λεΫϑΥʔεʢՁ஋σβΠϯࣾձ৹ٞձʣϝϯόʔ ܦ࢈লओ࠵454 γʔυظͷݚڀ։ൃܕϕϯνϟʔʹର͢Δ ࣄۀԽࢧԉ ͷڠٞձϝϯόʔͳͲΛྺ೚ ؔ੢ֶӃେֶେֶܦӦઓུେֶӃ٬һڭत ాॴխ೭

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4UBSUVQ4DJFODFͷશεςοϓ ೔ຊޠສγΣΞ ӳޠສγΣΞ

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"NB[POܦӦઓུ෦໳ച্ϥϯΩϯά ि࿈ଓ̍Ґ

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ΧࠃޠͰൃച ʢ೥ʹϕτφϜޠӳޠͰൃച༧ఆʣ

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ࣾͷελʔτΞοϓ ධՁϝϯλϦϯάΞυόΠε

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ࣾͷελʔτΞοϓͷ ੒ޭͱࣦഊΛ෼ੳͨ͠ 4UBSUVQ(FOPNF3FQPSU Λࢀর

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Ұ൪େࣄͳϙΠϯτΛ ͓࿩͠·͢ʂ

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͜Ε·Ͱࣾ͘Β͍ͷ ϝϯλʔΞυόΠβʔΛ͖ͯ͠·͕ͨ͠ɺ ࠷ॳͷηογϣϯͰඞͣ࿩͢಺༰Ͱ͢

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̌̕ˋͷ ελʔτΞοϓ͕ Ͱ͖͍ͯͳ͍

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ֶशʹ ϑΥʔΧε͢Δʂ

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ֶशʹϑΥʔΧε͠ͳ͍ 4UBSUVQ͸ࣦഊ͢Δ

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ֶशʹϑΥʔΧεͨ͠ ελʔτΞοϓ͸ ̓ഒࢿۚௐୡ͕Ͱ͖Δ Մೳੑ͕ߴ͍ 4UBSUVQ(FOPNF3FQPSUΑΓ

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ֶशʹϑΥʔΧεͨ͠ ελʔτΞοϓ͸ ഒૣ͘੒௕Ͱ͖Δ 4UBSUVQ(FOPNF3FQPSUΑΓ

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ֶश͠ͳ͍ ελʔτΞοϓͷ ߦಈύλʔϯͱ͸ʁ

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ϓϩμΫτ Λ࡞Δ ݟ͍ͨ΋ͷ Λܭଌ zࢥ͍ࠐΈz Λ৴͡Δ

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ϓϩμΫτ Λ࡞Δ ݟ͍ͨ΋ͷ Λܭଌ zࢥ͍ࠐΈz Λ৴͡Δ

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zࣗ෼͕ೝ͍ࣝͯ͠Δ՝୊͸ ଞͷਓʹ΋ಉ༷ʹ ೝ͍ࣝͯ͠Δ՝୊Ͱ͋Δz ͱ͍͏ࢥ͍ࠐΈ Λ৴͡Δ $PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE 4UBSUVQ4DJFODF

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z͜͏͍͏ϓϩμΫτ͕ ͋ͬͨΒ͍͍ΑͶʁz

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zԶ΋ͦ͏ࢥ͏ʂ ࡞ͬͯΈ͍ͨz

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zͱΓ͋͑ͣ ࡞ͬͯΈͳ͍ʁz

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z৐ͬͨʂ ͪΐͬͱϓϩάϥϛϯάͰ ͖Δ͔Β೚ͤͯz

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z͡Ό͋ ձࣾ΋͍ͭͰʹ ࡞ͬͯΈͳ͍ʁz

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z͍͍Ͷʂ ελʔτΞοϓ ΍ͬͯΈΑ͏ʂz

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ϓϩμΫτ Λ࡞Δ ݟ͍ͨ΋ͷ Λܭଌ zࢥ͍ࠐΈz Λ৴͡Δ

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#VJME *EFBT 1SPEVDU .FB TVSF %BUB -FBSO $PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE 4UBSUVQ4DJFODF ͱΓ͋͑ͣ ࡞ͬͯΈΑ͏ʂ

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zͱΓ͋͑ͣ .71࡞Ζ͏ʂz

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1SPEVDUϩʔϯν

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ϓϩμΫτ ࡞Γ ݟ͍ͨ΋ͷ Λܭଌ zࢥ͍ࠐΈz Λ৴͡Δ

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'#ϑΝϯ਺ ৳ͼͯΔʂ UJNF 'BDFCPPL ϑΝϯ਺ $PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE

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8BOUFEMZ ϥϯΩϯά ্͕ͬͯΔʂ UJNF 8BOUFEMZ ϥϯΩϯά $PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE

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ϒϩάॻ͍ͨΒ 17৳ͼ͍ͯΔʂ UJNF 17 $PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE 17

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4P 8IBU $PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE

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ఆண཰͸ ௿͍·· UJNF $PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE ఆண཰

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ചΓ্͛͸ ΄΅θϩ UJNF $PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE ചΓ্͛

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z7BOJUZ.FUSJDTʢڏӫͷࢦඪʣ ͸͋ͳͨΛ҆৺ͤ͞Δ͕ ԿΛ͢Δ΂͖͔໌֬ͳ ΨΠμϯεΛఏڙ͠ͳ͍z - Eric Ries Lean Startup $PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE 4UBSUVQ4DJFODF

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ϖʔδϏϡʔɿϖʔδΛ౿Μͩ਺ɺΞυ޿ࠂ΍όφʔͳͲΛ ઃఆ͍ͯ͠ͳ͚Ε͹ҙຯ͕ແ͍ࢦඪͰ͋Δɻ ๚໰਺ɿ୭͕ͲΕ͘Β͍ͷස౓Ͱདྷ͍ͯΔͷ͔͕ Θ͔Βͳ͍ͷͰҙຯͷແ͍ࢦඪͰ͋Δ ϢχʔΫͳ๚໰ऀɿαΠτʹདྷͯԿΛ͔͕ͨ͠Θ͔Βͳ͍ ɹɹɹɹɹɹɹɹɹϖʔδʹͱͲ·ͬͨͷ͔ɺ཭Εͨͷ͔͕ݕূͰ͖ͳ͍ ϖʔδͷ଺ࡏ࣌ؒɿͲͷϖʔδʹ଺ࡏ͍͔ͯͨ͠Λܭଌ͠ͳ͍ͱҙຯ͕ແ͍ɺ αϙʔτϖʔδ΍'"2ʹ͍ͨΒɺΧελϚʔϏϦςΟʔ͕ ѱ͍͜ͱΛ͍ࣔࠦͯ͠Δ ϝʔϧαΠϯΞοϓ਺ɿϓϩϞϝʔϧΛଧͬͯΈ࣮ͯࡍʹ ͲΕ͘Β͍ͷ਺͕Φʔϓϯ͞Ε͔ͨ Θ͔Βͳ͍ͱҙຯ͕ͳ͍ɻ 'PMMPXFS 'BO -JLFɿ਺͚ͩͩͱҙຯ͕ͳ͍ɺ ॏཁͳ͜ͱ͸Կ͔ΛചΓࠐΜͩ࣌ʹɺ ͲΕ͘Β͍ͷਓ͕ΞΫγϣϯΛͯ͘͠ΕΔ͔ $PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE 4UBSUVQ4DJFODF

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ֶशʹϑΥʔΧε͠ͳ͍ͱ ࢥ͍ࠐΈ͕ڧԽ͞ΕΔ

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ϓϩμΫτ Λ࡞Δ ݟ͍ͨ΋ͷ Λܭଌ zࢥ͍ࠐΈz Λ৴͡Δ ࢥ͍ࠐΈ ͕ڧԽ͞ΕΔ

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lԿ͔΍ͬͯΔͭ΋Γz ঱ީ܈

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$PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE 4UBSUVQ4DJFODF zࣗ෼ͨͪ͸ελʔτΞοϓ ΍͍ͬͯΔͥz ঱ީ܈

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࣮ࡍʹԿ΋ ֶΜͰ͓Βͣɺ લʹਐΜͰ͍ͳ͍

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lӕͷ࢓ࣄ͸ɺ ΍Δ΂͖࢓ࣄʹൺ΂ͯɺ ؆୯Ͱָ͠ΊΔ΋ͷͩz 4BN"MUNBO :DPNCJOBUPS1SFTJEFOU $PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE 4UBSUVQ4DJFODF

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lਖ਼͍͠໰୊ʹऔΓ૊Ή΄͏͕ɺ Ұੜݒ໋औΓ૊Ή͜ͱΑΓ΋ ͸Δ͔ʹॏཁͰ͢z $BUFSJOB'BLF $PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE 4UBSUVQ4DJFODF

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lελʔτΞοϓʹͱͬͯ ΋ͬͱ΋وॏͳࢿݯ͸ ࣌ؒͰ͋Δɻ Ϧιʔε͕ແ͘ͳΔલʹɺ ࠷΋ଟֶ͘शͨ͠΋ͷ͕উͭz - Ash Maurya $PQZSJHIU.BTBZVLJ5BEPLPSP"MMSJHIUTSFTFSWFE 4UBSUVQ4DJFODF

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ֶशʹϑΥʔΧεͨ͠ ελʔτΞοϓ͸ ̓ഒࢿۚௐୡ͕Ͱ͖Δ Մೳੑ͕ߴ͍ 4UBSUVQ(FOPNF3FQPSUΑΓ

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ֶशʹϑΥʔΧεͨ͠ ελʔτΞοϓ͸ ഒૣ͘੒௕Ͱ͖Δ 4UBSUVQ(FOPNF3FQPSUΑΓ

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ࠓ೥ɺελʔτΞοϓͷ ϝϯλʔΛ೚͞Εͨ

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Ҩ࢈૬ଓ4BB4 ιϦϡʔγϣϯ

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೤͍ࢢ৔ʂ

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4BB4ͷڝ߹ͳ͠ʂ

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૑ۀऀࢁా͞ΜʢԾʣ

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૑ۀऀࢁా͞ΜʢԾʣ 'PVOEFS ܦྺόονϦʂ

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ాॴɿ lࣄۀʹ͍ͭͯ ڭ͍͑ͯͩ͘͞z

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૑ۀऀࢁా͞Μɿ lϓϩτλΠϓ Έ͍ͯͩ͘͞z

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ాॴɿ z୭zͷ zͲͷϓϩηεzʹ͓͚Δ zͲͷΑ͏ͳ՝୊zΛ ղܾ͢ΔΜͰ͔͢ʁ

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૑ۀऀࢁా͞ΜʢԾʣ ɾɾɾɾ

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ΧελϚʔ ΠϯαΠτͳ͠Ͱ ϓϩτΛߏங

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ϓϩμΫτ Λ࡞Δ ݟ͍ͨ΋ͷ Λܭଌ zࢥ͍ࠐΈz Λ৴͡Δ

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ాॴɿ lԿͰϓϩτ ࡞ͬͨΜͰ͔͢ʁz

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૑ۀऀࢁా͞Μɿ l౤ࢿՈʹ ૣ͘ΞΫγϣϯ͠Ζͱ ݴΘΕ·ͨ͠z

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ࢁా͞Μɿ lͰ͸Ͳ͏͢Ε͹ ͍͍Ͱ͔͢ʁz

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ֶशʹϑΥʔΧε͢Δʂ

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Ծઆߏங ώΞϦϯά ʢҰ࣍৘ใʣ Ծઆݕূ

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Ծઆ͕ͳ͍৔߹ َ଎1%$"ΑΓ ΰʔϧ ݱࡏ஍ ΰʔϧ·Ͱͷಓے͕ Θ͔Βͣʹແବ͕ ଟ͘ͳΔ