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ෆ࣮֬͞ͱ͏·͘෇͖߹͏ αʔϏε։ൃ ެཱ͸ͩͯ͜ະདྷେֶ αʔϏεϚωδϝϯτಛ࿦ 2017.01.06

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ग़ޱو໵ גࣜձࣾϏοτδϟʔχʔΫοΫύουגࣜձࣾ 69ΤϯδχΞ 8FCαʔϏεͷϓϩμΫτϚωδϝϯτ΍αʔϏεઃܭ͕ओ ͳ໾ׂɻඞཁʹԠͯ͡ɺϑϩϯτΤϯυ΍όοΫΤϯυ։ൃɺ ΧελϚʔαϙʔτ·ͰαʔϏε࡞Γ͸ͳΜͰ΋୲౰ɻ )$%/FUೝఆਓؒத৺ઃܭεϖγϟϦετɻ Takaya Deguchi @dex1t

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⿣ αʔϏεͱ͸8FCαΠτ΍ϞόΠϧΞϓϦͷ͜ͱ ⿣ $PPLQBE *OTUBHSBN -*/& "JSCOC 6CFS 'BDFCPPLFUD ⿣ ࣗࣾαʔϏεͷ։ൃӡӦΛϏδωεͱ͢Δࣄۀձࣾͷ࿩͕த৺ ⿣ ੍࡞ձࣾ΍4*FSͷΑ͏ͳ੥ෛ͍ܕϏδωε͸ࣅͯඇͳΔੈք ࠓ೔ͷ࿩ͷจ຺

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lαʔϏε։ൃzͬͯͳʹʁ

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lਓ͕ཉ͕͠ΔϞϊΛ࡞Εz Paul Graham Y Combinator Founder Lisp Hacker

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ਓ͕ཉ͕͠ΔϞϊͱ͸ʜ

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ྡͷ੮ͷਓʹ஀ੜ೔ϓϨθϯτΛ͋͛Δ ͳΒԿΛ͋͛·͔͢ʁͦΕ͸Կނʁ ࣭໰

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lαʔϏε։ൃzͱ͸੺ͷଞਓ΁ͷϓϨθϯτબͼ ⿣ ϓϨθϯτΛ౉ͯ͠ɺଞਓΛت͹ͤΔͷ͸೉͍͠ ⿣ ༑ୡͰ΋೰ΉɺՈ଒Ͱ͢Β೰Ή ⿣ ੺ͷଞਓ͕ͳʹ͕ཉ͍͔͠ͳΜͯ෼͔Βͳ͍ʂ

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Θ͔Βͳ͍ͳΒຊਓʹฉ͚͹͍͍ʁ ⿣ ࣗ෼ͷཉ͍͠΋ͷΛݴޠԽ͢Δͷ͸೉͍͠ ⿣ ฼ʮࠓ೔ͷ༦൧͕৯΂͍ͨʁʯࢠʮ͏ʔΜʜͳΜͰ΋͍͍ʂʯ ⿣ ϔϯϦʔɾϑΥʔυʮ΋͠ސ٬ʹɺ൴Βͷ๬Ή΋ͷΛฉ͍͍ͯͨ Βɺ൴Β͸ʰ΋ͬͱ଎͍അ͕ཉ͍͠ʱͱ౴͍͑ͯͨͩΖ͏ɻʯ

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୭΋ਖ਼ղ͕Θ͔Βͳ͍ αʔϏε։ൃʹ͓͚Δେલఏ IUUQTP[BJLBUTVNBUW

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ਖ਼ղ͕෼͔Βͳ͍͜ͱʹΑΔෆ࣮֬͞ ⿣ ԿΛ࡞Δ΂͖ͳͷ͔͸୭΋෼͔Βͳ͍ ⿣ ࣾ௕΋্࢘΋ސ٬ࣗ਎΋୭΋෼͔Βͳ͍ ⿣ ൑அ͕มΘΓ΍͍͢

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୭΋ਖ਼ղ͕Θ͔Βͳ͍ͳ͔Ͱ ਓ͕ཉ͕͠Δ΋ͷΛͭ͘Δ͜ͱ αʔϏε։ൃͱ͸ IUUQTP[BJLBUTVNBUW

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Ͳ͏͢Ε͹ʜ

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Ͳ͏͢Δͷ͕߹ཧత͔ ⿣ ஀ੜ೔ϓϨθϯτΛ͋͛ͯتͿ͔͸͋͛ͯΈͳ͍ͱ෼͔Βͳ͍ ⿣ ೥ʹճͷ஀ੜ೔ϓϨθϯτҎ֎ͷํ๏Ͱ޷ΈΛ஌Δ͜ͱ΋Ͱ͖Δ ⿣ Կؾͳ͍ձ࿩͔Βਪ࡯͢Δ ⿣ ෰૷΍࣋ͪ෺ɺߦಈΛ؍࡯ͯ͠ΈΔ ⿣ ·ͣ͸खܰʹίϯϏχͰങ͓ͬͨ՛ࢠΛຖ೔͋͛ͯΈΔ

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ਖ਼ղ͕ͳ͍ͳ͔Ͱਓ͕ཉ͕͠Δ΋ͷΛͭ͘Δʹ͸ ߟ͑ͯ ͔֬ΊΔ Ծઆ ݕূ Ͱ͖Δ͚ͩૣ͘܁Γฦ͢

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The Lean Startup Series

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αʔϏε։ൃͷ೉͠͞

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࡞Δ΂͖΋ͷΛܾΊΔ ܾΊͨ΋ͷΛਖ਼͘͠࡞Γ্͛Δ Inspired ސ٬ͷ৺Λଊ͑Δ੡඼ͷ૑Γํ αʔϏε։ൃͷεςοϓ

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ܾΊΔஈ֊Ͱͷ೉͠͞ Ϣʔβʔࣗ਎΋ཉ͍͠ϞϊΛ౴͑ΒΕͳ͍ ཉͦ͠͏ͳ΋ͷΛ։ൃऀ͕૝૾ͯ͠ɺ࡞Δ΋ͷΛܾΊΔ Ꟛ涪罏 ِ٦ؠ٦

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ͭ͘Δஈ֊Ͱͷ೉͠͞ ܾΊͨ͜ͱ͔ΒϒϨͯ͠·͏ ࢓༷ จݴ ৭ʜαʔϏε։ൃ͸ࡉ͔ͳҙࢥܾఆͷ࿈ଓ ⟰歗 Ꟛ涪ث٦ي ؟٦ؽأ ؝ٖآٍش؎ IN OUT

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ސ٬ͷཉͦ͠͏ͳϞϊΛ૝૾ܾ͠ΊΔ ܾΊͨϞϊΛϒϨͣʹ࡞Γ͋͛Δ ͜ͷਫ਼౓Λ͍͔ʹ͋͛Δ͔ αʔϏε։ൃͷצॴ

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αʔϏε։ൃΛͲ͏࣮ફ͍ͯ͠Δ͔

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ϢʔβʔΛ஌Δ νʔϜͰൃ૝͢Δ ͭ͘Δ΋ͷΛݴ༿ʹ͢Δ ͔֬Ίͳ͕Βܗʹ͢Δ ʜ

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ϢʔβʔΛ஌Δ

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Ϣʔβʔཧղͷਂ͕͞αʔϏε։ൃͷཁ ⿣ ϢʔβʔͷߦಈͱՁ஋؍ɺจ຺Λཧղ͢Δ ⿣ ։ൃऀࣗ਎͕ϢʔβʔʹͳΓ͖ͬͯࢥߟͰ͖ΔΑ͏ʹ ⿣ Ϣʔβʔࣗ਎ʹʮཉ͍͠΋ͷฉ͘ʯͷ͸ࢥߟఀࢭ ⿣ ཧղͷର৅͸ࣗࣾ੡඼ͷϢʔβʔͱ͸ݶΒͳ͍ ⿣ ڝ߹੡඼ͷϢʔβʔ΋ཧղ͢Δ

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ϢʔβʔཧղͷͨΊͷख๏ͷྫ ⿣ ΠϯλϏϡʔ ⿣ Ξϯέʔτ ⿣ ΤεϊάϥϑΟ ⿣ υοάϑʔσΟϯά ⿣ ϩά෼ੳ ⿣ Τΰαʔν ʜ

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ΠϯλϏϡʔ ⿣ ϢʔβʔΛཧղ͢ΔͨΊͷجૅͰ͋Γɺ΋ͬ ͱ΋൚༻తͳٕज़ ⿣ $POUFYUVBM*ORVJSZ จ຺తௐࠪ ⿣ ϢʔβʔΛࢣঊͱΈͨͯͯɺ։ൃऀ͕ఋ ࢠೖΓ͠ڭ͑Λ੥͏ ⿣ ΫοΫύουϢʔβʔʹىচ͔Βब৸ ·ͰҰ೔ͷੜ׆ͷྲྀΕΛڭ͑ͯ΋Β͏

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ΠϯλϏϡʔͷػձ͸͋ΒΏΔͱ͜Ζʹ͋Δ ⿣ ܗࣜுͬͨΠϯλϏϡʔʹ߆Βͳ͍ ⿣ ΧελϚʔαϙʔτ ͓໰͍߹ΘͤରԠ ⿣ ར༻จ຺ͱߦಈΛਂ۷Γ͢Δ ⿣ ೔ৗͰͷԿؾͳ͍ࡶஊ ⿣ ؾʹͳΔ͜ͱ͸ʮͳΜͰʁʯͱਂງ͢Δ ⿣ ΍Γ͗͢Δͱ΢β͕ΒΕΔͷͰ஫ҙ ,JCFMBͷνϟοταϙʔτͷྫ

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υοάϑʔσΟϯά ⿣ ࣗ෼͕ϢʔβʔʹͳͬͯΈΔ ⿣ ͨͩ࢖͏ͷͰ͸ͳ͘ɺ࣮ࡍͷར༻จ຺ͱҰகͤ͞Δ͜ͱ͕େ੾ ⿣ Ϗοτδϟʔχʔ༻,JCFMB ΫοΫύουͷΩονϯ ⿣ ࣗ෼͕ͨͪ։ൃऀͷ৔߹ɺόΠΞε͕͋ΔͷͰ໡৴͠ͳ͍ ⿣ ڝ߹੡඼΋ଞਓʹϓϨθϯͰ͖Δ͙Β͍࢖͍ࠐΉ

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Τΰαʔν ⿣ 5XJUUFS΍*OTUBHSBN΁ͷ౤ߘ ⿣ ։ൃऀʹ௚઀ݴͬͨΘ͚Ͱ͸ͳ͍ɺԿؾͳ͍Ұݴ͔ΒϢʔβʔͷ Ձ஋؍͕ݟ͑Δ ⿣ ڝ߹੡඼ʹ͍ͭͯ΋Τΰαʔν ⿣ ڝ߹੡඼ͷϢʔβʔ͸ɺࣗ෼ͨͪͷ૝ఆϢʔβʔͰ΋͋Δ ⿣ ৽ن্ཱͪ͛࣌͸ɺࣗࣾ੡඼ͷϢʔβʔ͸গͳ͍ͷͰɺର৅Λ޿ ͛ͯΠϯϓοτΛ૿΍͢

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νʔϜͰൃ૝͢Δ

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ΞΠσΞൃ૝ͷͨΊͷνʔϜ࡞Γ ⿣ ΞΠσΞൃ૝ʹۜͷ஄ؙ͸ແ͍ ⿣ lෆ࣮֬͞zΛड͚ೖΕͨνʔϜ࡞Γ͕ൃ૝ͷ౔৕ʹͳΔ ⿣ ԿΛ΍Δ͔ΑΓɺ୭ͱ΍Δ͔

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αʔϏε͸νʔϜͰͭ͘Δ ⿣ ϏδωεYσβΠϯYΤϯδχΞϦϯά ⿣ ࣋ଓՄೳੑͷ͋ΔαʔϏε͸͜ͷཁૉ͕ඞཁ ⿣ ਖ਼ղΛ஌͍ͬͯΔਓ͸ډͳ͍ ⿣ ଟ༷ͳࢹ఺ͰཱମతʹࢹΔ ⿣ ৬छͰ͸ͳ͘໾ׂ ⿣ ৬छʹറΒΕͳ͍ ⿣ νʔϜ಺ʹडൃ஫ͷؔ܎Λͭ͘Βͳ͍ https://productlogic.org/2014/06/22/the-product-management-triangle/

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ࣦഊΛڪΕͳ͍ۭؾͱ཰௚ͳίϛϡχέʔγϣϯ ⿣ ࣦഊΛڪΕͳ͍ɺ੹Ίͳ͍ ⿣ ৗʹϒϨετͱಉ͡ϊϦ ⿣ ಥഥࢠ΋ͳ͍ΞΠσΞΛԕྀͤͣʹݴ͑Δۭؾ ⿣ ৬Ҭ΍೥͔࣍Βੜ·ΕΔԕྀ͸αʔϏεʹͱͬͯѱ ⿣ ʮ͜ͷػೳɺඞཁʁͰ΋ΤϯδχΞ͕اըʹޱग़͢ͷ΋ͳʜʯ ⿣ ʮ͜ͷσβΠϯɺҧ࿨ײ͋Δ͚Ͳઌഐ͕ܾΊͨ͜ͱͩ͠ͳʜʯ ⿣ ʮͦΕݴͬͯͳ͔͚ͬͨͲɺ࣮͸લ͔Βҧ࿨ײ͋Γ·ͨ͠ʯ

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࠷ॳ͔Β׬ᘳΛ໨ࢦ͞ͳ͍ ⿣ ෆ࣮֬ͳঢ়گԼͰ͸ࠓݟ͑ͯΔΰʔϧ͕ਖ਼ղͰ͋Δอূ͸ແ͍ ⿣ ׬ᘳΛ໨ࢦͨ͢Ίʹɺ͔͚͕ͨ࣌ؒແବʹͳΔՄೳੑ͕ߴ͍ ⿣ ͔͚ͨ࣌ؒ΋ίετ ⿣ ϦϦʔεޙׂ͕ ⿣ αʔϏεͷϦϦʔε͸ελʔτʹ͗͢ͳ͍

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ϐΫαʔྲྀ૑଄͢Δ͔ͪΒ ΈΜͳͰ͸͡ΊΔσβΠϯ൷ධ

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ͭ͘Δ΋ͷΛݴ༿ʹ͢Δ

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൑அͷ໎͍ΛίϯύεͰ๷͙ ⿣ αʔϏε։ൃ͸νʔϜઓ ⿣ ໎ͬͨͱ͖ͷ൑அ͸ਓͦΕͧΕ ⿣ ΈΜͳ͕໨ࢦ͢΂͖ํ֯Λઃఆ͢Δ ⿣ ઃఆ͠ͳ͍ͱ࡞ͬͯΔ࠷தʹಓʹ໎͏ ⿣ ͦͷͨΊͷίϯύεΛ࣋ͭ

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ίϯύεͱͯ͠཈͑Δ΂͖఺ ར༻ऀͦͷαʔϏε͸୭͕࢖͏ʁ Ձ஋ͦͷαʔϏεΛ࢖͏ͱԿ͕خ͍͠ͷʁ ମݧͦͷՁ஋͸ͲΜͳମݧ͔ΒಘΒΕΔʁ ػೳͦͷମݧ͸ͲΜͳػೳ͕͋Ε͹࣮ݱͰ͖Δʁ

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ར༻ऀڞಇ͖ͷ݉ۀओ් Ձ஋ຖ೔ͷྉཧָ͕͘͠ͳΔ ମݧࠓ൩ͷݙཱ͕͙͢ʹܾ·Δ ػೳϨγϐΛਓؾॱͰݕࡧͰ͖Δػೳ ྫ͑͹ΫοΫύουͳΒʁ

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ίϯύεͷදݱख๏͸͍Ζ͍Ζ ΫοΫύουಠࣗ ⿣ Ձ஋Ծઆγʔτ ⿣ &0(4 ⿣ ΞϓϦέʔγϣϯఆٛεςʔτϝϯτ Ұൠతͳ69σβΠϯख๏ ⿣ ϖϧιφ ⿣ γφϦΦ ⿣ δϟʔχʔϚοϓ ⿣ ετʔϦʔϘʔυ ঢ়گʹ߹Θͤͯ࢖͍΍͍͢΋ͷΛબͼ૊Έ߹ΘͤΔ ʜ

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Ձ஋Ծઆγʔτ ך⣣⦼⟎铡ء٦ز 醡ㅷך暴䗙 ➂孡갫嗚稊 ٖءؾ׾䱱ِׅ٦ؠ٦ ➙傈ךًصُ٦׾傍ֻ寸׭׋ְ 㢳ֻךٖءؾַ׵寸׭׵׸זְ ➂孡ٖءؾ׾嗚稊דֹ׷ֿה 铬겗 妜実 ِ٦ؠ٦ כծ ָծ ךדծ ח⣣⦼ָ֮׷կ

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&NPUJPO0SJFOUFE(PBM4FUUJOH

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ΞϓϦέʔγϣϯఆٛεςʔτϝϯτ ؟٦ؽأせ獥 ؟٦ؽأ⣣⦼ ؗٓ٦銲稆 ة٦؜حزِ٦ؠ٦ ⵃ欽أز٦ٔ٦ ؝،堣腉 ؟ـ堣腉 镘׭׷ֿה ⟎ד׮ְְךד剑ⴱח寸׭׷ ؟٦ؽأך嚊銲׾♧鎉ד ⣣⦼׾䧭甧ׇׁ׷ꅾ銲ז銲稆 ِ٦ؠ٦ך㾩䚍װ暴䗙 ⵃ欽⡤꿀ךءشٔؔ 搀ְה⣣⦼ָ㢌׻׏ג׃תֲ堣腉 ֮׷ה⣣⦼ָ䓼ֻז׷堣腉 ➙㔐ךꟚ涪דכװ׵זְֿה

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ྉཧίϛϡχςΟΞϓϦͷྫ ؟٦ؽأ⣣⦼ Ⱏ䠬דֹ׷鑧겗ָꟚְ׋׌ֽד鋅אַ׷ ؗٓ٦銲稆 䫎珲ثؑحؙזוך麊㌀ח״׷هآذ؍ـז㜥⡲׶ ⵃ欽أز٦ٔ٦ 㹺✲ךさ꟦חק׏ה♧䜁կ剑鵚ך孡חז׷չ؝أز؝պך أٖ׾铣׿ד儗꟦׾惓׉ֲկչפ٦ֿ׿ז㉀ㅷ֮׷׿׌պ ֿךأٖծת׋֮הדׄ׏ֻ׶铣׮ֲ׏הկ ،فٔ׾Ꟛְ׋湫䖓ך⡤꿀׾㹀纏 ؝ىُصذ؍麊㌀倯ꆙ׮鎉⿹ ِ٦ؠ٦ך妜実הⵃ欽俑腞 ך僇俑⻉

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γφϦΦ ΞΫςΟϏςΟγφϦΦ ΠϯλϥΫγϣϯγφϦΦ ࢓ࣄؼΓʹ ࠓ೔ͷ൩͝͸ΜͲ͏͠Α͏ɻ ͔ͨ͠ྫྷଂݿʹ՘ࢠ͕͔͋ͬͨΒফඅͨ͠ ͍ͳɻ΁ʔ՘ࢠͷνʔζম͖͔ɻ؆୯ͦ͏ ͩ͠ඒຯͦ͠͏ʂؼͬͨΒ࡞ͬͯΈΑ͏ɻ ΫοΫύουJ04Λ։͘ɺݕࡧϘοΫεΛλοϓ ɻ ՘ࢠͱೖྗ͠ݕࡧ͢ΔɻਓؾॱݕࡧͷҐʹͳͬ ͍ͯͨ՘ࢠͷνʔζম͖ͷϨγϐΛλοϓɻࡐ ྉཝͱखॱཝΛεΫϩʔϧͯ֬͠ೝ͠ɺ.:ϑΥ ϧμʹอଘɻ ʮࠓ൩ͷݙཱ͕͙͢ʹܾ·ΔʯମݧΛݴޠԽ

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͔֬Ίͳ͕Βܗʹ͢Δ

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lෆ࣮֬zΛ͔֬Ίͳ͕Βܗ࡞Δ Ծઆ ۩ମԽ ݕূ

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ݴޠԽͨ͠اըΛ͔֬ΊΔ ܦӦऀ ΤϯδχΞ ΤϯδχΞ σβΠφʔ اըऀ

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νϥγͰՁ஋Λ͔֬ΊΔ

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࣮૷ͤͣʹ͔֬ΊΔ εΫγϣΛ੾ΓషΓ͔ͯ֬͠ΊΔ ϗϫΠτϘʔυͰεέον͔ͯ֬͠ΊΔ

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࣮૷͔ͯ͠Β͔֬ΊΔ

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ந৅ͱ۩৅Λߦ͖དྷ͢Δ ⿣ αʔϏεΛܗʹ͢Δϓϩηε͸࡞ͬͯ͸յ͠ͷ܁Γฦ͠ ⿣ ͍͔ʹ܁Γฦ͠ͷεϐʔυΛૣ͘͢Δ͔͕ॏཁ ⿣ αʔϏεΛઃܭ͠ɺ6*ΛσβΠϯ͠ɺ࣮૷͢Δ ⿣ গਓ਺Ͱ׬݁Ͱ͖Δͱࢼߦճ਺͕֨ஈʹ૿͑Δ ⿣ ͻͱΓͰ׬݁Ͱ͖ͨΒ࠷ڧ ⿣ σβΠϯͰ͋ΕϓϩάϥϛϯάͰ͋Ε۩ݱԽ͢ΔྗΛຏ͘ Takram Design Engineering σβΠϯɾΠϊϕʔγϣϯͷৼΓࢠ

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·ͱΊ

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ෆ࣮֬͞ͱαʔϏε։ൃ ⿣ αʔϏε։ൃΛ੒ޭͤ͞Δʹ͸ෆ࣮֬͞ͱ͏·͘෇͖߹͏ ⿣ ෆ࣮֬͞ͷԼͰɺϢʔβʔཧղɺνʔϜϏϧσΟϯάɺݴޠ ԽɺϓϩτλΠϐϯάͷ࣮ફ͕ඞཁʹͳΔ ⿣ ࣋ଓతͳαʔϏεΛ࡞Δʹ͸ɺϏδωεYΤϯδχΞϦϯ άYσβΠϯͷֻ͚߹Θ͕ͤඞཁ