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92\u80b2\u6210\u3057\u3066\u3044\u304f\u3053\u3068\u3067\u3001\u8cfc\u8cb7\u610f\u6b32\u3092\u9ad8\u3081\u5546\u8ac7\u306e\u6210\u529f\u7387\u3092\u5411\u4e0a\u3055\u305b\u308b\u3053\u3068\u304c\u3067\u304d\u307e\u3059\u3002<\/p>\n<h3>\u30b9\u30c6\u30c3\u30d73\u301c4\uff1a\u30ea\u30fc\u30c9\u30af\u30aa\u30ea\u30d5\u30a3\u30b1\u30fc\u30b7\u30e7\u30f3\uff08\u898b\u8fbc\u307f\u9867\u5ba2\u9078\u5225\uff09\u3068\u5546\u8ac7\u30fb\u53d7\u6ce8<\/h3>\n<p>\u30ea\u30fc\u30c9\u30af\u30aa\u30ea\u30d5\u30a3\u30b1\u30fc\u30b7\u30e7\u30f3\u306f\u3001\u80b2\u6210\u3057\u305f\u30ea\u30fc\u30c9\u306e\u4e2d\u304b\u3089\u5546\u8ac7\u5316\u3059\u3079\u304d\u512a\u5148\u5ea6\u306e\u9ad8\u3044\u898b\u8fbc\u307f\u9867\u5ba2\u3092\u9078\u5225\u3059\u308b\u30d7\u30ed\u30bb\u30b9\u3067\u3059\u3002\u30aa\u30ea\u30d5\u30a3\u30b1\u30fc\u30b7\u30e7\u30f3\u3067\u306f\u3001\u30ea\u30fc\u30c9\u306e\u5c5e\u6027\u60c5\u5831\u3084\u884c\u52d5\u5c65\u6b74\u3092\u3082\u3068\u306b\u30b9\u30b3\u30a2\u30ea\u30f3\u30b0\u3092\u884c\u3044\u3001\u8cfc\u8cb7\u6e96\u5099\u5ea6\u3092\u6570\u5024\u5316\u3057\u307e\u3059\u3002\u5177\u4f53\u7684\u306b\u306f\u3001\u4f01\u696d\u898f\u6a21\u3001\u696d\u7a2e\u3001\u5f79\u8077\u3068\u3044\u3063\u305f\u5c5e\u6027\u3068\u3001\u8cc7\u6599\u30c0\u30a6\u30f3\u30ed\u30fc\u30c9\u56de\u6570\u3001\u30e1\u30fc\u30eb\u958b\u5c01\u7387\u3001Web\u30b5\u30a4\u30c8\u8a2a\u554f\u983b\u5ea6\u306a\u3069\u306e\u884c\u52d5\u30c7\u30fc\u30bf\u3092\u7d44\u307f\u5408\u308f\u305b\u3066\u8a55\u4fa1\u3057\u3066\u3044\u304d\u307e\u3059\u3002\u4e00\u5b9a\u306e\u57fa\u6e96\u3092\u8d85\u3048\u305f\u30ea\u30fc\u30c9\u3092MQL\uff08\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0 qualified \u30ea\u30fc\u30c9\uff09\u3068\u3057\u3066\u55b6\u696d\u90e8\u9580\u306b\u5f15\u304d\u6e21\u3057\u3001\u55b6\u696d\u62c5\u5f53\u8005\u304c\u3055\u3089\u306b\u7cbe\u67fb\u3057\u3066SQL\uff08\u30bb\u30fc\u30eb\u30b9 qualified \u30ea\u30fc\u30c9\uff09\u3078\u3068\u9032\u3081\u307e\u3059\u3002\u30af\u30aa\u30ea\u30d5\u30a3\u30b1\u30fc\u30b7\u30e7\u30f3\u304c\u9069\u5207\u306b\u6a5f\u80fd\u3059\u308c\u3070\u3001\u55b6\u696d\u62c5\u5f53\u8005\u306f\u78ba\u5ea6\u306e\u9ad8\u3044\u898b\u8fbc\u307f\u9867\u5ba2\u306b\u6ce8\u529b\u3067\u304d\u3001\u5546\u8ac7\u304b\u3089\u53d7\u6ce8\u307e\u3067\u306e\u52b9\u7387\u304c\u5927\u5e45\u306b\u5411\u4e0a\u3057\u307e\u3059\u3002<\/p>\n<h3>\u30b9\u30c6\u30c3\u30d75\uff1a\u9867\u5ba2\u7dad\u6301\u3068\u30ab\u30b9\u30bf\u30de\u30fc\u30b5\u30af\u30bb\u30b9<\/h3>\n<p>BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306f\u53d7\u6ce8\u3057\u3066\u7d42\u308f\u308a\u3067\u306f\u306a\u304f\u3001\u65e2\u5b58\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u3092\u7dad\u6301\u3057\u3001\u3055\u3089\u306a\u308b\u4fa1\u5024\u3092\u63d0\u4f9b\u3057\u3066\u3044\u304f\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002\u9867\u5ba2\u306e\u6210\u529f\u3092\u652f\u63f4\u3059\u308b\u30ab\u30b9\u30bf\u30de\u30fc\u30b5\u30af\u30bb\u30b9\u306e\u53d6\u308a\u7d44\u307f\u306b\u3088\u308a\u3001\u88fd\u54c1\u3084\u30b5\u30fc\u30d3\u30b9\u306e\u6d3b\u7528\u3092\u4fc3\u9032\u3057\u3001\u6e80\u8db3\u5ea6\u3092\u9ad8\u3081\u3066\u3044\u304d\u307e\u3057\u3087\u3046\u3002\u5b9a\u671f\u7684\u306a\u30d5\u30a9\u30ed\u30fc\u30a2\u30c3\u30d7\u3001\u5229\u7528\u72b6\u6cc1\u306e\u5206\u6790\u3001\u6d3b\u7528\u30bb\u30df\u30ca\u30fc\u306e\u958b\u50ac\u306a\u3069\u3092\u901a\u3058\u3066\u3001\u9867\u5ba2\u304c\u62b1\u3048\u308b\u8ab2\u984c\u3092\u65e9\u671f\u306b\u767a\u898b\u3057\u89e3\u6c7a\u3057\u3066\u3044\u304f\u3053\u3068\u304c\u6c42\u3081\u3089\u308c\u307e\u3059\u3002\u30ab\u30b9\u30bf\u30de\u30fc\u30b8\u30e3\u30fc\u30cb\u30fc\u306e\u8996\u70b9\u3067\u9867\u5ba2\u306e\u72b6\u6cc1\u3092\u7406\u89e3\u3057\u3001\u9069\u5207\u306a\u30bf\u30a4\u30df\u30f3\u30b0\u3067\u30a2\u30c3\u30d7\u30bb\u30eb\u3084\u30af\u30ed\u30b9\u30bb\u30eb\u306e\u63d0\u6848\u3092\u884c\u3046\u3053\u3068\u3067\u3001LTV\uff08\u9867\u5ba2\u751f\u6daf\u4fa1\u5024\uff09\u3092\u6700\u5927\u5316\u3067\u304d\u307e\u3059\u3002\u65e2\u5b58\u9867\u5ba2\u304b\u3089\u306e\u7d39\u4ecb\u3084\u4e8b\u4f8b\u5316\u306e\u5354\u529b\u3092\u5f97\u308b\u3053\u3068\u3067\u3001\u65b0\u898f\u30ea\u30fc\u30c9\u7372\u5f97\u306b\u3082\u3064\u306a\u304c\u308b\u305f\u3081\u3001BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306b\u304a\u3044\u3066\u9867\u5ba2\u7dad\u6301\u306f\u6975\u3081\u3066\u91cd\u8981\u306a\u65bd\u7b56\u3068\u306a\u308a\u307e\u3059\u3002<\/p>\n<h2>BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u6226\u7565\u7acb\u6848\u3068\u5b9f\u884c\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af<\/h2>\n<p>BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3067\u6210\u679c\u3092\u51fa\u3059\u305f\u3081\u306b\u306f\u3001\u4f53\u7cfb\u7684\u306a\u6226\u7565\u7acb\u6848\u304c\u4e0d\u53ef\u6b20\u3067\u3059\u3002\u81ea\u793e\u306e\u88fd\u54c1\u3084\u30b5\u30fc\u30d3\u30b9\u3092\u9069\u5207\u306a\u9867\u5ba2\u306b\u5c4a\u3051\u308b\u306b\u306f\u3001\u74b0\u5883\u5206\u6790\u304b\u3089\u65bd\u7b56\u5b9f\u884c\u307e\u3067\u4e00\u8cab\u3057\u305f\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u306b\u57fa\u3065\u3044\u3066\u53d6\u308a\u7d44\u3080\u5fc5\u8981\u304c\u3042\u308a\u307e\u3059\u3002\u3053\u3053\u3067\u306f\u3001BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u6226\u7565\u3092\u7acb\u6848\u3057\u5b9f\u884c\u3057\u3066\u3044\u304f\u305f\u3081\u306e\u5177\u4f53\u7684\u306a\u624b\u6cd5\u3092\u89e3\u8aac\u3057\u3066\u3044\u304d\u307e\u3059\u3002<\/p>\n<h3>\u74b0\u5883\u5206\u6790\u3068\u30bf\u30fc\u30b2\u30c3\u30c8\u8a2d\u5b9a<\/h3>\n<p>BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306b\u53d6\u308a\u7d44\u3080\u969b\u306f\u3001\u307e\u305a\u81ea\u793e\u3092\u53d6\u308a\u5dfb\u304f\u74b0\u5883\u3092\u6b63\u78ba\u306b\u628a\u63e1\u3059\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u30023C\u5206\u6790\u3067\u306f\u3001\u81ea\u793e\uff08Company\uff09\u30fb\u7af6\u5408\uff08Competitor\uff09\u30fb\u9867\u5ba2\uff08Customer\uff09\u306e3\u3064\u306e\u8996\u70b9\u304b\u3089\u5e02\u5834\u74b0\u5883\u3092\u5206\u6790\u3057\u307e\u3059\u3002\u81ea\u793e\u306e\u5f37\u307f\u3084\u5f31\u307f\u3092\u660e\u78ba\u306b\u3059\u308b\u305f\u3081\u306b\u306fSWOT\u5206\u6790\u3092\u6d3b\u7528\u3057\u3066\u304f\u3060\u3055\u3044\u3002\u3053\u306e\u5206\u6790\u3092\u3082\u3068\u306b\u3001\u3069\u306e\u3088\u3046\u306a\u9867\u5ba2\u3092\u30bf\u30fc\u30b2\u30c3\u30c8\u3068\u3059\u308b\u304b\u3092\u6c7a\u5b9a\u3057\u3066\u3044\u304d\u307e\u3057\u3087\u3046\u3002<\/p>\n<p>\u30bf\u30fc\u30b2\u30c3\u30c8\u8a2d\u5b9a\u3067\u306f\u3001\u30da\u30eb\u30bd\u30ca\u8a2d\u8a08\u304c\u52b9\u679c\u7684\u3067\u3059\u3002\u30da\u30eb\u30bd\u30ca\u3068\u306f\u3001\u81ea\u793e\u306e\u88fd\u54c1\u3084\u30b5\u30fc\u30d3\u30b9\u3092\u8cfc\u5165\u3059\u308b\u7406\u60f3\u7684\u306a\u9867\u5ba2\u50cf\u3092\u5177\u4f53\u5316\u3057\u305f\u3082\u306e\u3067\u3059\u3002\u4f01\u696d\u898f\u6a21\u30fb\u696d\u7a2e\u30fb\u90e8\u7f72\u30fb\u5f79\u8077\u30fb\u8ab2\u984c\u30fb\u60c5\u5831\u53ce\u96c6\u884c\u52d5\u306a\u3069\u3001\u8a73\u7d30\u306a\u9805\u76ee\u3092\u8a2d\u5b9a\u3059\u308b\u3053\u3068\u3067\u3001\u9867\u5ba2\u306e\u8996\u70b9\u306b\u7acb\u3063\u305f\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u65bd\u7b56\u3092\u5c55\u958b\u3067\u304d\u307e\u3059\u3002<\/p>\n<p>\u3055\u3089\u306b\u3001\u30ab\u30b9\u30bf\u30de\u30fc\u30b8\u30e3\u30fc\u30cb\u30fc\u30de\u30c3\u30d7\u3092\u4f5c\u6210\u3059\u308b\u3053\u3068\u3067\u3001\u898b\u8fbc\u307f\u9867\u5ba2\u306e\u8cfc\u8cb7\u30d7\u30ed\u30bb\u30b9\u5168\u4f53\u3092\u53ef\u8996\u5316\u3067\u304d\u307e\u3059\u3002\u9867\u5ba2\u304c\u8a8d\u77e5\u304b\u3089\u8cfc\u8cb7\u3001\u3055\u3089\u306b\u306f\u7d99\u7d9a\u5229\u7528\u306b\u81f3\u308b\u307e\u3067\u3001\u3069\u306e\u3088\u3046\u306a\u6bb5\u968e\u3092\u7d4c\u3066\u3069\u306e\u3088\u3046\u306b\u884c\u52d5\u3057\u3066\u3044\u308b\u306e\u304b\u3092\u6574\u7406\u3057\u307e\u3059\u3002\u5404\u6bb5\u968e\u306b\u304a\u3051\u308b\u9867\u5ba2\u306e\u8ab2\u984c\u3084\u611f\u60c5\u3001\u30bf\u30c3\u30c1\u30dd\u30a4\u30f3\u30c8\u3092\u660e\u78ba\u306b\u3059\u308b\u3053\u3068\u3067\u3001\u6700\u9069\u306a\u30bf\u30a4\u30df\u30f3\u30b0\u3067\u6700\u9069\u306a\u65bd\u7b56\u3092\u5b9f\u884c\u3067\u304d\u308b\u3088\u3046\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n<h3>\u6226\u7565\u7acb\u6848\u3068KPI\u8a2d\u5b9a<\/h3>\n<p>\u74b0\u5883\u5206\u6790\u3068\u30bf\u30fc\u30b2\u30c3\u30c8\u8a2d\u5b9a\u304c\u5b8c\u4e86\u3057\u305f\u3089\u3001\u5177\u4f53\u7684\u306a\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u6226\u7565\u3092\u7acb\u6848\u3057\u3066\u3044\u304d\u307e\u3059\u3002STP\u5206\u6790\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u6d3b\u7528\u3057\u3001\u5e02\u5834\u306e\u30bb\u30b0\u30e1\u30f3\u30c6\u30fc\u30b7\u30e7\u30f3\uff08\u7d30\u5206\u5316\uff09\u3001\u30bf\u30fc\u30b2\u30c6\u30a3\u30f3\u30b0\uff08\u72d9\u3046\u3079\u304d\u5e02\u5834\u306e\u9078\u5b9a\uff09\u3001\u30dd\u30b8\u30b7\u30e7\u30cb\u30f3\u30b0\uff08\u81ea\u793e\u306e\u7acb\u3061\u4f4d\u7f6e\u306e\u660e\u78ba\u5316\uff09\u3092\u9806\u306b\u5b9f\u65bd\u3057\u3066\u304f\u3060\u3055\u3044\u3002<\/p>\n<p>BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u76ee\u6a19\u3092\u660e\u78ba\u5316\u3057\u3001\u9054\u6210\u5ea6\u3092\u6e2c\u5b9a\u3059\u308b\u305f\u3081\u306eKPI\uff08\u91cd\u8981\u696d\u7e3e\u8a55\u4fa1\u6307\u6a19\uff09\u3092\u8a2d\u5b9a\u3057\u307e\u3059\u3002\u30ea\u30fc\u30c9\u306e\u7372\u5f97\u6570\u3001\u30ea\u30fc\u30c9\u304b\u3089\u5546\u8ac7\u3078\u306e\u8ee2\u63db\u7387\u3001\u53d7\u6ce8\u7387\u3001\u9867\u5ba2\u7372\u5f97\u5358\u4fa1\u306a\u3069\u3001\u81ea\u793e\u306e\u30d3\u30b8\u30cd\u30b9\u30e2\u30c7\u30eb\u306b\u5fdc\u3058\u3066\u9069\u5207\u306a\u6307\u6a19\u3092\u9078\u5b9a\u3059\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002KPI\u306f\u5b9a\u91cf\u7684\u306b\u6e2c\u5b9a\u53ef\u80fd\u3067\u3001\u65bd\u7b56\u306e\u6539\u5584\u306b\u6d3b\u7528\u3067\u304d\u308b\u6307\u6a19\u3067\u3042\u308b\u5fc5\u8981\u304c\u3042\u308a\u307e\u3059\u3002<\/p>\n<p>\u76ee\u6a19\u8a2d\u5b9a\u3067\u306f\u3001\u5177\u4f53\u7684\u306a\u6570\u5024\u3092\u5b9a\u3081\u308b\u3053\u3068\u304c\u6210\u679c\u3092\u51fa\u3059\u305f\u3081\u306e\u30dd\u30a4\u30f3\u30c8\u3067\u3059\u3002\u4f8b\u3048\u3070\u3001\u300c\u6708\u9593\u306e\u30ea\u30fc\u30c9\u7372\u5f97\u6570\u3092100\u4ef6\u306b\u3059\u308b\u300d\u300c\u30ea\u30fc\u30c9\u304b\u3089\u5546\u8ac7\u3078\u306e\u8ee2\u63db\u7387\u309220%\u306b\u5411\u4e0a\u3055\u305b\u308b\u300d\u306a\u3069\u3001\u660e\u78ba\u306a\u6570\u5024\u76ee\u6a19\u3092\u63b2\u3052\u308b\u3053\u3068\u3067\u3001\u65bd\u7b56\u306e\u512a\u5148\u9806\u4f4d\u4ed8\u3051\u3084\u9032\u6357\u7ba1\u7406\u304c\u53ef\u80fd\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n<h3>\u65bd\u7b56\u5b9f\u884c\u3068PDCA\u30b5\u30a4\u30af\u30eb<\/h3>\n<p>\u6226\u7565\u3068KPI\u304c\u5b9a\u307e\u3063\u305f\u3089\u3001\u5177\u4f53\u7684\u306a\u65bd\u7b56\u3092\u5b9f\u884c\u3057\u3066\u3044\u304f\u6bb5\u968e\u306b\u5165\u308a\u307e\u3059\u3002\u65bd\u7b56\u306e\u512a\u5148\u9806\u4f4d\u4ed8\u3051\u3067\u306f\u3001\u671f\u5f85\u3055\u308c\u308b\u52b9\u679c\u3068\u6295\u8cc7\u5bfe\u52b9\u679c\u3092\u3082\u3068\u306b\u5224\u65ad\u3057\u307e\u3059\u3002\u30ea\u30bd\u30fc\u30b9\u304c\u9650\u3089\u308c\u3066\u3044\u308b\u5834\u5408\u306f\u3001\u81ea\u793e\u306e\u8ab2\u984c\u89e3\u6c7a\u306b\u6700\u3082\u52b9\u679c\u7684\u306a\u65bd\u7b56\u304b\u3089\u7740\u624b\u3057\u3066\u3044\u304d\u307e\u3057\u3087\u3046\u3002<\/p>\n<p>\u65bd\u7b56\u5b9f\u884c\u5f8c\u306f\u3001\u30c7\u30fc\u30bf\u3092\u6d3b\u7528\u3057\u3066\u52b9\u679c\u6e2c\u5b9a\u3092\u884c\u3044\u3001\u7d99\u7d9a\u7684\u306b\u6539\u5584\u3057\u3066\u3044\u304f\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002PDCA\u30b5\u30a4\u30af\u30eb\uff08Plan-Do-Check-Act\uff09\u3092\u56de\u3059\u3053\u3068\u3067\u3001BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u6210\u679c\u3092\u6700\u5927\u5316\u3067\u304d\u307e\u3059\u3002\u8a2d\u5b9a\u3057\u305fKPI\u3092\u3082\u3068\u306b\u6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