Wantedly Visit_インサイドセールスの仕組みと直面している課題

2018/08/27
株式会社ベーシックさんで開催されたインサイドセールス勉強会の登壇資料

Transcript

1. ©2018 Wantedly, Inc. Wantedly Visit ΠϯαΠυηʔϧεͷ࢓૊Έͱ ௚໘͍ͯ͠Δ՝୊ 27.Aug.2018 - Takuma Hashimoto @ϕʔγοΫɹΠϯαΠυηʔϧεษڧձ
2. ©2018 Wantedly, Inc. Agenda ▪ɹࣗݾ঺հɹ1෼ ▪ɹձࣾ֓ཁɹ2෼ - WHYɹϛογϣϯ - WHATɹ۩ମతʹԿΛ΍͍ͬͯΔͷ͔ - HOWɹͲͷΑ͏ʹ׆༻͢Δͷ͔ ▪ɹΠϯαΠυηʔϧε֓ཁɹ5෼͘Β͍ - WHYɹͦ΋ͦ΋ͳͥΠϯαΠυηʔϧε͕ඞཁͳͷ͔ - WHATɹ૊৫ߏ଄ͱKPI͕Ͳ͏ͳͬͯΔ͔ - HOWɹ໾ׂͱ؅ཧํ๏͸Ͳ͏ͳͬͯΔͷ͔ ▪ɹ௚໘͍ͯ͠Δ՝୊ɹ2෼͘Β͍ - WHATͱHOWͷ෦෼ͷมߋݕ౼த
3. ©2018 Wantedly, Inc. ࣗݾ঺հ
4. ©2018 Wantedly, Inc. ਆಸ઒ݝԣ඿ࢢग़਎ ܚጯٛक़େֶଔ 2013೥ʹ৽ଔͰָఱגࣜձࣾʹೖࣾɻ ໿2೥ָؒఱࢢ৔ࣄۀʹͯηʔϧεΛܦݧͷޙɺ৽ଔࣾһͷݚम ୲౰ɺ৽نࣄۀ෦಺ͷڭҭࣄۀͰͷΞϓϦσΟϨΫλʔʹैࣄɻ 2017೥7݄ΑΓ΢ΥϯςουϦʔגࣜձࣾೖࣾɻ ΠϯαΠυηʔϧενʔϜͷϚωʔδϟʔɻ γΰτͰίίϩΦυϧਓ͕૿͑ΔੈքΛ໨ࢦ͢ɻ ߴߍੜɾେֶੜ΁ͷΩϟϦΞڭҭ׆ಈʹ΋टΛͭͬ͜Ήɻ ޷͖ͳ΋ͷ͸αοΧʔͱंͷӡసͱଜ্य़थɻ Ϗʔϧ͸ΩϦϯҰ൪ࡡΓɻ ҰਓͬࢠABܕɻ ڮຊ ୓ਅ
5. ©2018 Wantedly, Inc. ձࣾ֓ཁ
6. ©2018 Wantedly, Inc. WHY γΰτͰίίϩΦυϧਓΛ;΍͢
7. ©2018 Wantedly, Inc. ࠾༻޿ใϓϥοτϑΥʔϜ Կͳͷ͔ ✔ɹʮڅྉʯ΍ʮ৬ྺʯͳͲͷ৚݅Ͱ͸ͳ͘ɺɹ ʮ΍Γ͕͍ʯ΍ʮ؀ڥʯͰٻਓऀͱٻ৬ऀΛ Ϛονϯά ✔ɹ”࠾༻ͷͨΊͷαʔϏε”Ͱ͸ͳ͘ɺ ɹັྗతͳ஥ؒͱͷग़ձ͍Λ࡞ΔαʔϏε ✔ɹֹ݄3.5ສ͔Βར༻ՄೳͳSaasϞσϧͰ ɹ੒Ռใुͳ͠ WHAT
8. ©2018 Wantedly, Inc. ओͳ׆༻ํ๏ Ͳ͏΍Δͷ͔ ✔ɹืूهࣄͰձࣾɾࣄۀɾΧϧνϟʔ ͷັྗΛൃ৴ ✔ɹμΠϨΫτεΧ΢τͰ௚઀͓੠ֻ͚ HOW
9. ©2018 Wantedly, Inc. ΠϯαΠυηʔϧε֓ཁ
10. ©2018 Wantedly, Inc. ΠϯαΠυηʔϧεͷඞཁੑ ϏδωεϞσϧͱϛογϣϯ ✔ɹ”࠾༻αʔϏε”Ͱ͸ͳ͘ɺϏδωεSNS ✔ɹαϒεΫϦϓγϣϯϞσϧ ✔ɹ୯Ձ͕͍҆ WHY
11. ©2018 Wantedly, Inc. ૊৫ߏ଄ͱKPI ͲΜͳମ੍Ͱ΍͍ͬͯΔͷ͔ WHAT
12. ©2018 Wantedly, Inc. ໾ׂͱ؅ཧํ๏ ͲͷΑ͏ʹՔಇ͍ͯ͠Δͷ͔ HOW ✔ɹφʔνϟϦϯάɾӦۀ୅ߦ →ɹϝʔϧ or ి࿩ ✔ɹΫϩʔδϯά →ɹདྷ๚ or Appear.in ( or ԟ๚) ఆظ
    ઀৮
13. ©2018 Wantedly, Inc. ໾ׂͱ؅ཧํ๏ ͲͷΑ͏ʹՔಇ͍ͯ͠Δͷ͔ HOW ✔ɹνϟωϧ͝ͱͷΞϙ֫ಘ਺ΛKGIʹ ✔ɹ঎ஊԽ཰͔Βٯࢉͯ͠ݸਓͷDaily Activity·ͰߦಈKPIΛઃఆ
14. ©2018 Wantedly, Inc. ໾ׂͱ؅ཧํ๏ ͲͷΑ͏ʹՔಇ͍ͯ͠Δͷ͔ HOW ✔ɹ৽ن༗ྉԽاۀ਺ΛKGIʹ ✔ɹ঎ஊ࣮ࢪʹڞ௨ͷ”ΩʔΫΤενϣϯ”Λ౤͔͚͛ɺ঎ஊͷ ϑΣʔζͷԹ౓ײΛ౷Ұ
15. ©2018 Wantedly, Inc. ௚໘͍ͯ͠Δ՝୊
16. ©2018 Wantedly, Inc. ”Ξϙ”਺ˠ”঎ஊ”਺΁ ମ੍΍KPIɺߋʹ͸໾ׂࣗମΛม͍͑ͯ͘ ✔ɹਓһෆ଍ɹˠɹଞͷηʔϧενʔϜ΁ͷਓࡐഐग़ ✔ɹͨͩͷΞϙऔΓ͔Βຊདྷతͳ”φʔνϟϦϯά”΁ ✔ɹKPIͷมߋ ՝୊ Ξϙ Over50 IS φʔνϟϦϯά Ϋϩʔδϯά Ϛʔέ ηʔϧε φʔνϟϦϯά Ϋϩʔδϯά <ɹKPIɹ> <ɹνʔϜମ੍ɹ>
17. ©2018 Wantedly, Inc. ࠷ޙʹ
18. ©2018 Wantedly, Inc. ΢ΥϯςουϦʔגࣜձࣾͰ͸ɺ Ұॹʹ”γΰτͰίίϩΦυϧਓΛ;΍͢஥ؒ”Λ WantedதͰ͢ʂ ࠷ޙʹ
19. ©2018 Wantedly, Inc. ࠷ޙʹ ຖ݄”5”ͷ෇͘೔ʹ ࣾ಺֎ͷํΛࣗ༝ʹট଴ͨ͠Bar Λ ΦϑΟεͰ։͍͍ͯΔͷͰɺ ੋඇ͓ؾܰʹ༡ͼʹ͖͍ͯͩ͘͞ʂ ΋ͪΖΜ࢓ࣄͷ৘ใަ׵͚ͩͰ΋ શવ΢ΣϧΧϜͰ͢ʂ