ヌーラボが取り組む RevOpsのこれまでとこれから

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1. Copyright Nulab Inc. All Rights Reserved. ψʔϥϘ͕औΓ૊Ή RevOpsͷ͜Ε·Ͱͱ͜Ε͔Β 2025೥7݄10೔ גࣜձࣾψʔϥϘ RevOps෦ Տ಺ɹҰ߂ #p_UG x #JP_Stripes
2. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. Տ಺ Ұ߂ Kazuhiro Kawachi גࣜձࣾψʔϥϘ RevOps෦ ෦௕ ԬࢁݝԬࢁࢢࡏॅɻ SIerͰͷडୗ։ൃ΍ۀ຿վળਪਐΛܦͯɺ 2021೥ʹψʔϥϘʹೖࣾɻ σʔλϚωδϝϯτɾۀ຿ϋοΫνʔϜͰͷ։ൃ΍ ϚωδϝϯτΛ୲౰ͨ͠ͷͪɺ 2024೥10݄͔ΒRevOps෦Ϛωʔδϟʔ झຯ͸ࣸਅࡱӨɺϕʔεԋ૗ɺখઆࣥච X: @tamagawaconan
3. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved.
4. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. Agenda 1. RevOpsΛ஌ΔͨΊͷऔΓ૊Έ 2. σʔλج൫ͷڧԽ - SnowflakeͱTROCCO 3. σʔλΠϯαΠτͷఏڙͱޮՌ 4. Stripe׆༻ʹ޲͚ͯ 5. ͜Ε͔ΒͷऔΓ૊Έ / ·ͱΊ
5. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. 2024೥10݄ɺRevOps෦͕ൃ଍ Ϛʔέ ηʔϧε CS ίϛϡχςΟ Ϛʔέ RevOps Ϗδωε άϩʔε෦ σʔλ ج൫ MOps SalesOps ൢച ؅ཧ Ϗδωεάϩʔε෦ RevOps෦ • Ϩϕχϡʔ૊৫͔Βಠཱͨ͠૊৫΁ • σʔλج൫ɺxOpsɺൢച؅ཧΛ౷߹ CRO CRO WebαΠτ ΧελϚʔ αϙʔτ ࣄۀ޿ใ
6. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. RevOpsΛ஌Δ - ಡॻձ • ʮRevOpsͷڭՊॻʯΛνʔϜ಺Ͱྠಡ • ײ૝ɾٙ໰఺ͷڞ༗ͱσΟεΧογϣϯ • ஶऀͷ઒্ΤϦΧ͞ΜΛ͓ট͖ͯ͠ͷ࣭໰ձΛ։࠵ 👈 CacooͰײ૝Λڞ༗
7. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. RevOpsΛ஌Δ - GTMઓུϫʔΫγϣοϓ • GTMઓུΛࡦఆ͢Δ ϫʔΫγϣοϓΛ։࠵ • ࣮ࡍͷձࣾͷࣄྫΛݩʹݕ౼ • ਓࣄͱڠྗͯ͠اը • ΤϯδχΞ΋ଟ਺ࢀՃ ʲϫʔΫγϣοϓͷͶΒ͍ʳ αʔϏε΍ϓϩμΫτΛઓུతʹࣾձʹಧ͚ΔͨΊ ͷશମߏ଄ɾ؊Λߟ͑ͳ͕Βಇ͘͜ͱ͕Ͱ͖Δɻ ϚʔέοτͷมԽɾސ٬ظ଴ʹ߹ΘͤͯɺࣗΒԿΛ ม͑Δ΂͖͔Λߟ͑ɺదԠ͢Δྗ͕޲্͢Δɻ
8. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. σʔλج൫ͷڧԽ - Snowflakeಋೖ େ༰ྔσʔλͷ෼ੳ͕Մೳʹ • MAU / DAU ͷ෼ੳ • ϓϩμΫτར༻ঢ়گͷ෼ੳ ౳ σʔλ෼ੳͷຽओԽ • ݱ৔Ͱͷηϧϑ෼ੳ • σʔλϚεΩϯά͞Εͨ؀ڥ • ࠓޙ࢖͑ΔਓΛ૿΍͍ͨ͠
9. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. TROCCOϢʔεέʔε ETL ɾలࣔձϦʔυऔΓࠐΈ ɾBacklogಋೖࢧԉͷܖ໿εϖʔε৘ใ Reverse ETL ɾSalesforce΁ͷܖ໿৘ใ࿈ܞ ɾBacklog ΫϥγοΫϓϥϯҠߦঢ়گूܭ
10. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. σʔλج൫ͱCRM / MAπʔϧͷ࿈ܞ • Ϧʔυ৘ใͱܖ໿ऀ৘ใΛ࿈ܞ ◦ SalesforceɿϦʔυ৘ใ ◦ σʔλج൫ɿτϥΠΞϧҎ߱ͷܖ໿σʔλ • TROCCOͷAthenaίωΫλ ◦ Amazon S3ʹ֨ೲ͞Εͨܖ໿σʔλΛSalesforceʹసૹ
11. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. ܦӦϝϯόʔ΁σʔλΠϯαΠτఏڙ ຖ݄ͷܦӦձٞͰɺܦӦσʔλʹؔ͢ΔΠϯαΠτΛใࠂ • ͜Ε·Ͱ΋ച্΍ܖ໿݅਺Λใࠂ͍͕ͯͨ͠ɺԹ౓͕ࠩ͋ͬͨ • RevOps෦ൃ଍ޙɺʮσʔλ͔Βͷؾ͖ͮʯΛใࠂ͢ΔΑ͏ʹ • σʔλͷఏ͕ࣔϑοΫͱͳΓɺٞ࿦͕׆ൃʹ • ຊ೥౓͔Β͸ϑΥʔΩϟετΛ௥Ճ͠ɺண஍༧૝Λຖճใࠂ ◦ ແྉτϥΠΞϧ਺ɺաڈͷίϯόʔδϣϯϨʔτɺ޿ࠂએ఻අͳͲΛݩʹ༧ଌ • ண஍༧૝͕ݟ͑Δ͜ͱͰɺ͞Βʹ౿ΈࠐΜͩσΟεΧογϣϯ͕ߦΘΕΔΑ͏ʹ ◦ ܦӦձٞͷ͕࣌ؒ௕͘ͳͬͯେมʹͳΓ·͕ͨ͠…
12. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. Stripe׆༻ʹ޲͚ͯ αʔϏεਃࠐड෇ Χʔυ৘ใऔಘ 12 ܾࡁ αϒεΫϦϓ γϣϯ ߋ৽ظݶ౸དྷ ܾࡁ ੒ޭ αϒεΫϦϓ γϣϯߋ৽ ࣦഊ αʔϏεఀࢭ ՝୊ ऩӹ੒௕Λݟӽͨ͠StripeμογϡϘʔυͷ༗ޮ׆༻ ྫʣܾࡁࣦഊͷཁҼ෼ੳΛ΋ͱʹϢʔβʔ΁ͷ஫ҙשىΛߦ͍ɺ νϟʔϯͷ௿ݮ΍ࣄ຿޻਺ͷ࡟ݮʹܨ͛Δ • ψʔϥϘͰ͸ैདྷΑΓαʔϏεར༻ྉۚͷΧʔυܾࡁʹStripe PaymentsΛར༻͖ͯͨ͠ νϟʔϯ ໰߹ͤ͋Γ ໰߹ͤͳ͠ Χʔυ৘ใ ߋ৽
13. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. KPI Tree Tracking KPIπϦʔͷμογϡϘʔυԽΛ࣮ߦத • ച্ʢτοϓϥΠϯʣͷঢ়گ೺Ѳ ◦ PlanͱActualͷΪϟοϓ ◦ ೥ؒΰʔϧʹ޲͚ͯͷਐḿͱϑΥʔΩϟετ ◦ Ϛωδϝϯτ૚΁ͷϨϙʔςΟϯά • Ϩϕχϡʔ෦໳ͷ׆ಈঢ়گՄࢹԽ ◦ ֤νʔϜͷPlan ͱ Actual ͷΪϟοϓ ◦ ΪϟοϓͷཁҼ෼ੳͱΞΫγϣϯ • φϨοδͷ஝ੵ ◦ ࢪࡦͷঢ়گ΍݁ՌΛՄࢹԽ͠ࠓޙͷࢀߟʹ ◦ ૣظͷमਖ਼൑அΛՄೳʹ͢Δ
14. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. ϚʔέςΟϯάσʔλ ঎ஊσʔλ DWH RevOpsμογϡϘʔυ ɾKPI Tracking ɾForecast ϓϩμΫτσʔλ ܾࡁج൫ ETL Reverse ETL ܖ໿σʔλɾൢചσʔλ ɾΧʔυܾࡁ ɾۜߦৼࠐ ɾར༻ঢ়گ ɾϢʔβʔ৘ใ কདྷΠϝʔδ
15. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. ൒೥ؒͷ·ͱΊ औΓ૊ΜͰ͖ͨ͜ͱ • RevOpsΛ஌Δ͜ͱ • ج൫੔උ ◦ Snowflake / Tableau ͳͲͷ σʔλج൫ڧԽ ◦ σʔλج൫ͱCRM / MAπʔϧ ͷσʔλ࿈ܞ • ΠϯαΠτఏڙ ͜Ε͔ΒऔΓ૊Ή͜ͱ • σʔλ׆༻͠΍͍͢؀ڥΛ࡞Γɺ ૊৫ͷΞδϦςΟΛ্͛Δ • Ϩϕχϡʔ૊৫ͷࢪࡦঢ়گΛ ՄࢹԽ͠ɺϑΟʔυόοΫΛճ͢ • ऩӹ੒௕ʹ଱͑ΒΕΔγεςϜ΍ ૊৫ͮ͘Γ
16. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. ֶΜͩ͜ͱ • ༐ؾΛ࣋ͬͯϑΝΫτΛ఻͑Δ ◦ RevOpsνʔϜ͸ࣾ಺ͰҰ൪ૣ͘਺ࣈΛ஌Δଘࡏ ◦ φϏήʔλʔ΍Ϩʔμʔ࢜Έ͍ͨͳ΋ͷ ◦ ωΨςΟϒͳ΋ͷ΄Ͳେࣄ • ඞཁͳ΋ͷΛૉૣ͘ఏڙ͢Δ ◦ ࠷దͳਫ਼౓ΛݟۃΊΔʢࡒ຿ձܭor؅ཧձܭʣ ◦ νʔϜϫʔΫ͍ͩ͡ʢϨϕχϡʔνʔϜͱRevOpsνʔϜͷ߹ಉPRJ૊੒ͳͲʣ • ଞࣾͷऔΓ૊Έ΋஌Γ͍ͨ ◦ ؾΛ͚ͭͳ͍ͱࣗࣾͷৗ͚ࣝͩʹनΘΕ͕ͪ ◦ RevOpsʹऔΓ૊ΜͰ͍Δଞࣾ͞Μͷ͓࿩΋ฉ͍ͯΈ͍ͨ
17. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved.
18. Copyright Nulab Inc. All Rights Reserved. Copyright Nulab Inc. All Rights Reserved. ࢀՃਃ͠ࠐΈड෇த
19. Copyright Nulab Inc. All Rights Reserved. END