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ハイタッチCSの実践ケース【BtoBxSaaSxCS #6】
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Kenki Inai
January 23, 2020
Business
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ハイタッチCSの実践ケース【BtoBxSaaSxCS #6】
Kenki Inai
January 23, 2020
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Transcript
ސ٬ͷಇ͖ํվֵʹΓࠐΉ ϋΠλον$4ͷ࣮ફέʔε #J[UF9גࣜձࣾ ΧελϚʔαΫηεҴҪݡر #UP#Y4BB4Y$4-JHIUOJOH5BMLT
ຊͷτϐοΫ 31"ͱ͍͏σδλϧैۀһΛఏڙ͢ΔαʔϏεͷ$4Λ ܦݧ࣮ͯ͠ફͨ͠ސ٬Λಈ͔͢ࢪࡦʹ͍͓ͭͯ͠·͢ ͜Μͳํ͚ w)PSJ[POUBM4BB4Λఏڙ͍ͯ͠Δํ wΦϯϘʔσΟϯάίετͷߴ͍αʔϏεΛఏڙ͍ͯ͠Δํ wεςʔΫϗϧμʔ͕ଟ͍αʔϏεΛఏڙ͍ͯ͠Δํ w30*ΛγϏΞʹݟΒΕΔߴ୯Ձ4BB4Λఏڙ͍ͯ͠Δܕ wސ٬ͷ৫ɾۀվֵʹΓࠐΉඞཁ͕͋Δํ
ҴҪݡرʢΠφΠέϯΩʣ ॴଐ #J[UF9גࣜձࣾʢdʣ ৬ ΧελϚʔαΫηε݉ใ݉ΤόϯδΣϦετ ܦྺ ݱ৬ˡ4*FSʢ31"8FC&OHJOFFSʣˡήʔϜΫϦΤΠλʔ ಛٕ ͓Λඒຯ͘͠ম͘͜ͱ
ͱ͋ΔΧʔυήʔϜͰੈքେձϕετ LFOLJʢਃ͚Δͱتͼ·͢ʣ ࣗݾհ
ʰςΫϊϩδʔͰ৽͍͠ϫʔΫελΠϧΛͭ͘ΔʱΛ ϛογϣϯʹܝ͛ΔΫϥυ31"ͷϦʔσΟϯάΧϯύχʔ ࠃॳΫϥυ31" ϫϯΫϦοΫٻਓཧ ʑͷఆܕۀΛ/P$PEFͰࣗಈԽ ࠷৽ͷٻਓใΛݟಀͣ͞ʹݕ #J[UF9ͷհ ˞Ϋϥυ31"ɺ#J[UF9גࣜձࣾͷొඪͰ͢
31"ʢ3PCPUJD1SPDFTT"VUPNBUJPOʣΛ ͝ଘ͡ͷํ ڍख͓ئ͍͠·͢ 31"
͜Ε·Ͱ܁Γฦ͠ߦ͍ͬͯͨΘ͍͠1$࡞ۀΛɺϩϘοτͰࣗಈԽ ೖྗ ݕࡧ ूܭ ొ ૹ৴ ܁Γฦ͠ߦ͏ ೖྗ ݕࡧ
ूܭ ొ ૹ৴ Automation ਓ͕ۀΛ࣮ߦ σδλϧϩϘοτ͕ۀΛߦ ௨ৗ RPAͳΒ ͔͠ɺ ϛεͳ͠ʂ ૣ͍ʂ 31"ͳΒʂ
8FCΛத৺ͱͨ͠ఆܕۀΛɺϓϩάϥϛϯάࣝͷͳ͍ਓͰ ײతʹࣗಈԽग़དྷΔΫϥυαʔϏεʢ4BB4ʣ ࠃॳΫϥυ31" ࣗಈԽۀͷҰྫ #J[UF9DPCJUͷಛ ʲۀքʳΠϯλʔωοτࠂ ʲରۀʳ࣍Ϩϙʔτͷ࡞ ʲۀքʳਓࡐհ ʲରۀʳεΧτϝʔϧͷૹ৴
ʲۀքʳ*5αʔϏε ʲରۀʳڝ߹ɾτϨϯυௐࠪ ʑͷఆܕۀΛ/P$PEFͰࣗಈԽ
ैۀһʢਓʣͱ31"ʢϩϘοτʣ͕ ڠಇ͢ΔϫʔΫελΠϧ ฐࣾʹ͓͚Δ31"׆༻ྫ ैۀһ໊ 31"dମ ܦӦ Ӧۀ ϚʔέςΟϯά ΧελϚʔαΫηε
ίʔϙϨʔτ Τΰα ڝ߹ௐࠪ ϨϙʔςΟϯά Ϧʔυొ FUD
αʔϏεಛੑͱ$4ʹٻΊΒΕΔ͜ͱ ৽ͨͳ࿑ಇྗͷ׆༻Λਁಁͤ͞ΔϑΣʔζ ڝ߹ଟذʹΘͨΔʢಛԽ4BB4 ΦϑγϣΞ ݣਓతϦιʔεؚ·ΕΔʣ wۀքº৬छºۀʹΑͬͯϢʔεέʔε༷ʑ w30*ΛඇৗʹγϏΞʹݟΒΕΔ wϩϘοτʹɺಘҙෆಘҙͳ͕͋ΓɺطଘۀϑϩʔʹϝεΛೖΕΔ ߹͋Δʢ৫ɾۀվֵʣ
wେنͳϓϩδΣΫτʹͳΔ߹ଟ͘ɺίϯαϧͷ༷ͳཱͪৼͰਐߦ͢ Δέʔεଟʑ
લͷঢ়گ wۀք৬छຖͷۀ͕ࣝɺ୲ʹΑͬͯόϥπΩ͕͋Γɺސ٬ͷۀ՝Λਂ͘ ཧղͰ͖͍ͯͳ͔ͬͨ wࣾձతʹʰ31"ʱʰಇ͖ํվֵʱ͕͞Ε͓ͯΓɺಋೖࣗମ͕తʹͳͬͯ ͍ͨϢʔβʔΛ্ख͘ޭʹಋ͚͍ͯͳ͔ͬͨ wΦϯϘʔσΟϯάޭ͕ͨ͠ɺશࣾల։ͳͲେ͖ͳޭʹ͚ͨऔΓΈ͕ߦ͑ ͍ͯͳ͔ͬͨ
݁Ռ $4୲ऀർฐͨ͠
ސ٬Λಈ͔͢ʢޭʹಋ͘ʣࢪࡦ ৫ΛΠϯμετϦʔΧοτʹ࠶ฤ Ӧۀº$4ʹΑΔஊϓϩηεͷ࠶ߏங ϘτϜΞοϓºτοϓμϯͷํઓज़
৫ΛΠϯμετϦʔΧοτʹ࠶ฤ લʢ৬छผʣ ۀքαϯϓϧ ࠶ฤ࣌ʢۀքผʣ
ސ٬Λಈ͔͢ʢޭʹಋ͘ʣࢪࡦ ৫ΛΠϯμετϦʔΧοτʹ࠶ฤ Ӧۀº$4ʹΑΔஊϓϩηεͷ࠶ߏங ϘτϜΞοϓºτοϓμϯͷํઓज़
Ӧۀº$4ʹΑΔஊϓϩηεͷ࠶ߏங
Ӧۀº$4ʹΑΔஊϓϩηεͷ࠶ߏங ΩοΫΦϑ༰ͷܕԽ ॳճଧͪ߹Θͤ࣌ʹɺઌํऀΛަ͑ͯ ϓϩδΣΫτͱ৫ઃܭΛߦ͏ ϓϩδΣΫτઃܭ ৫ઃܭ
ސ٬Λಈ͔͢ʢޭʹಋ͘ʣࢪࡦ ৫ΛΠϯμετϦʔΧοτʹ࠶ฤ Ӧۀº$4ʹΑΔஊϓϩηεͷ࠶ߏங ϘτϜΞοϓºτοϓμϯͷํઓज़
ϘτϜΞοϓºτοϓμϯͷํઓज़ ϘτϜΞοϓઓज़ λεΫϑΥʔενʔϜͷ݁ ֤෦ॺͷ୲ऀ͔ΒͳΔνʔϜΛ݁͠ ୲ऀ͕ओͰͷಇ͖ํվֵΛਪਐ wϓϩδΣΫτϚωʔδϟʔ wਪਐऀʢࣾΞϯόαμʔʣ w։ൃऀ wӡ༻ऀ
wFUD
ϘτϜΞοϓºτοϓμϯͷํઓज़ τοϓμϯઓज़ දজ੍ɾ৫ؒͷޭࣄྫڞ༗ wදজ੍ wධՁͷө wϚωʔδϟʔ͔Βͷਪਐࢧԉ wࣾใϙʔλϧαΠτͰͷࣄྫڞ༗ wϩϘοτίϯςετͷ࣮ࢪ w൚༻ੑͷߴ͍ϩϘοτͷԣల։
ຊͷ·ͱΊ ৫ΛΠϯμετϦʔΧοτʹ࠶ฤ Ӧۀº$4ʹΑΔஊϓϩηεͷ࠶ߏங ϘτϜΞοϓºτοϓμϯͷํઓज़ ࣌ʹ৫Λେ͖͘ม͑ͯɺސ٬ͷ՝ʹਂ͖͘߹͏ $4ͷΛ͑ͯɺؔ෦ॺΛר͖ࠐΉ εςʔΫϗϧμʔͱͷؔߏஙɺΒ͞Εײͷ১
͍͞͝ʹ ࠃॳΫϥυ31"ͷ#J[UF9DPCJU ʰখ͘͞ಋೖͯ͠ɺେ͖͘ҭͯΔʱࣄ͕Ͱ͖Δ4BB4Ͱ͢ɻ Ұॹʹಇ͘$4ϝϯόʔΛઈࢍืूதͰ͢ͷͰ ͓ؾܰʹֻ͓͚͍ͩ͘͞ Ϛείοτͷ ίϏοτͰ͢