{"id":7759,"date":"2012-05-07T19:15:54","date_gmt":"2012-05-07T23:15:54","guid":{"rendered":"http:\/\/www.forentrepreneurs.com\/ja\/why-churn-is-critical-in-saas\/"},"modified":"2017-10-11T13:50:57","modified_gmt":"2017-10-11T17:50:57","slug":"why-churn-is-critical-in-saas","status":"publish","type":"post","link":"https:\/\/www.forentrepreneurs.com\/ja\/why-churn-is-critical-in-saas\/","title":{"rendered":"Unlocking the Path to Negative Churn"},"content":{"rendered":"

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\"\"<\/a><\/p>\n

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\"\"<\/a><\/p>\n

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    \n
  1. \u00a0\u65e2\u5b58\u9867\u5ba2\u306b\u96fb\u8a71\u3059\u308b<\/b><\/li>\n<\/ol>\n

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      \n
    1. \u00a0\u30ab\u30b9\u30bf\u30de\u30fc\u30fb\u30a8\u30f3\u30b2\u30fc\u30b8\u30e1\u30f3\u30c8\u3092\u6e2c\u308b<\/b><\/li>\n<\/ol>\n

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        \n
      1. \u00a0\u30ab\u30b9\u30bf\u30de\u30fc\u3092\u91d8\u4ed8\u3051\u306b\u3059\u308b\u30d7\u30ed\u30c0\u30af\u30c8\u7279\u6027\u3092\u77e5\u308b<\/b><\/li>\n<\/ol>\n

        HubSpot\u306f\u5275\u696d\u521d\u671f\u306b\u76f8\u5f53\u9ad8\u3044\u30c1\u30e3\u30fc\u30f3\u306b\u82e6\u3057\u307f\u307e\u3057\u305f\u3002\u7406\u7531\u306f\u3001\u5f7c\u3089\u306e\u521d\u671f\u30d7\u30ed\u30c0\u30af\u30c8\u304cSEO\u306b\u30d5\u30a9\u30fc\u30ab\u30b9\u3057\u3066\u3044\u305f\u305f\u3081\u3001\u30b5\u30a4\u30c8\u691c\u7d22\u306e\u6700\u9069\u5316\u3092\u7d42\u3048\u305f\u30ab\u30b9\u30bf\u30de\u30fc\u306f\u3001\u3082\u3046\u305d\u306e\u30d7\u30ed\u30c0\u30af\u30c8\u3092\u4f7f\u3044\u7d9a\u3051\u308b\u5fc5\u8981\u304c\u306a\u3044\u3068\u601d\u3046\u304b\u3089\u3067\u3057\u305f\u3002HubSpot\u306f\u3001\u30ab\u30b9\u30bf\u30de\u30fc\u304c\u4f7f\u3044\u7d9a\u3051\u305f\u3044\u3068\u601d\u3046\u306b\u306f\u3069\u306e\u3088\u3046\u306a\u6a5f\u80fd\u3092\u8ffd\u52a0\u3059\u3079\u304d\u304b\u8003\u3048\u307e\u3057\u305f\u3002\u4eee\u8aac\u306e\uff11\u3064\u306f\u3001\u30e6\u30fc\u30b6\u30fc\u306e\u65e5\u5e38\u30ef\u30fc\u30af\u30d5\u30ed\u30fc\u306e\u4e2d\u6838\u90e8\u5206\u3067\u5229\u7528\u3055\u308c\u308b\u30d7\u30ed\u30c0\u30af\u30c8\u306b\u306a\u308b\u3053\u3068\u3001\u3082\u3046\uff11\u3064\u306f\u3001\u91cd\u8981\u306a\u30c7\u30fc\u30bf\u306e\u8caf\u8535\u5eab\u306b\u306a\u308b\u3053\u3068\u3067\u3057\u305f\u3002 \u4e00\u65e6\u3001\u30c7\u30fc\u30bf\u306e\u4fdd\u5b58\u30b7\u30b9\u30c6\u30e0\u306b\u306a\u308c\u3070\u3001\u5225\u306e\u30b5\u30fc\u30d3\u30b9\u3078\u5207\u308a\u66ff\u3048\u308b\u306e\u306f\u305a\u3063\u3068\u96e3\u3057\u304f\u306a\u308a\u307e\u3059\u3002<\/span><\/p>\n

        \u3042\u306a\u305f\u306e\u30d7\u30ed\u30c0\u30af\u30c8\u306e\u3069\u306e\u6a5f\u80fd\u304c\u30ab\u30b9\u30bf\u30de\u30fc\u3092\u91d8\u4ed8\u3051\u306b\u3059\u308b\u306e\u304b\u7406\u89e3\u3057\u3066\u3044\u307e\u3059\u304b\uff1f\u305d\u308c\u304c\u5206\u304b\u3063\u305f\u306a\u3089\u3001\u30ab\u30b9\u30bf\u30de\u30fc\u30fb\u30a8\u30f3\u30b2\u30fc\u30b8\u30e1\u30f3\u30c8\u306e\u6e2c\u5b9a\u5024\u3092\u4f7f\u3044\u3001\u3069\u306e\u9867\u5ba2\u304c\u305d\u306e\u6a5f\u80fd\u3092\u4f7f\u7528\u3057\u3066\u3044\u306a\u3044\u304b\u3092\u78ba\u8a8d\u3059\u308b\u306e\u3067\u3059\u3002\u5f7c\u3089\u306f\u3001\u30c1\u30e3\u30fc\u30f3\u306e\u30ea\u30b9\u30af\u304c\u6700\u3082\u9ad8\u3044\u30ab\u30b9\u30bf\u30de\u30fc\u3067\u3059\u3002<\/span><\/p>\n

          \n
        1. \u00a0\u89e3\u7d04\u3092\u7533\u3057\u51fa\u308b\u30ab\u30b9\u30bf\u30de\u30fc\u306b\u6700\u9ad8\u306e\u55b6\u696d\u30de\u30f3\u3092\u5272\u308a\u3042\u3066\u308b<\/b><\/li>\n<\/ol>\n

          \u89e3\u7d04\u3057\u3088\u3046\u3068\u3057\u3066\u3044\u308b\u30ab\u30b9\u30bf\u30de\u30fc\u3092\u89e3\u7d04\u304b\u3089\u6551\u3046\u3053\u3068\u306f\u53ef\u80fd\u3067\u3059\u3002\u3057\u304b\u3057\u3001\u826f\u3044\u7d50\u679c\u3092\u9054\u6210\u3059\u308b\u306b\u306f\u3001\u6700\u9ad8\u306e\u55b6\u696d\u30b9\u30ad\u30eb\u304c\u5fc5\u8981\u3067\u3059\u3002<\/span><\/p>\n

            \n
          1. \u00a0\u9577\u671f\u5951\u7d04\u306e\u53ef\u80fd\u6027\u3092\u63a2\u308b<\/b><\/li>\n<\/ol>\n

            \u3053\u3053\u307e\u3067\u306e\u8b70\u8ad6\u306f\u3001\u30ab\u30b9\u30bf\u30de\u30fc\u304c\u6708\u6b21\u5951\u7d04\u3092\u7d50\u3076\u3053\u3068\u3092\u60f3\u5b9a\u3057\u307e\u3057\u305f\u3002\u30c1\u30e3\u30fc\u30f3\u3092\u6e1b\u3089\u3059\uff11\u3064\u306e\u65b9\u6cd5\u306f\u3001\u3088\u308a\u9577\u671f\u306e\u5951\u7d04\uff08\u901a\u5e38\u30016\u304b\u6708\u307e\u305f\u306f12\u304b\u6708\uff09\u3092\u4fc3\u3059\u3053\u3068\u3067\u3059\u3002\u9577\u671f\u5951\u7d04\u306f\u3001\u30d7\u30ed\u30c0\u30af\u30c8\u3078\u306e\u30b3\u30df\u30c3\u30c8\u30e1\u30f3\u30c8\u304c\u9ad8\u304f\u3001\u3057\u3063\u304b\u308a\u5b9f\u88c5\u3057\u3066\u6210\u679c\u3092\u5b9f\u73fe\u3059\u308b\u305f\u3081\u306e\u6642\u9593\u3082\u3042\u308b\u3053\u3068\u304b\u3089\u3001\u30c1\u30e3\u30fc\u30f3\u3092\u6e1b\u3089\u3059\u52b9\u679c\u304c\u898b\u8fbc\u3081\u307e\u3059\u3002\u30c7\u30e1\u30ea\u30c3\u30c8\u306f\u3001\u55b6\u696d\u6d3b\u52d5\u3092\u963b\u5bb3\u3059\u308b\u3053\u3068\u3067\u3059\u3002\u5f93\u3044\u3001\u6700\u3082\u826f\u3044\u65b9\u6cd5\u306f\u3001\u6700\u9069\u30ec\u30d9\u30eb\u3092\u898b\u51fa\u3059\u305f\u3081\u306e\u30c6\u30b9\u30c8\u3092\u3057\u3066\u307f\u308b\u3053\u3068\u3067\u3059\u3002\u30c6\u30b9\u30c8\u3068\u4f4d\u7f6e\u3065\u3051\u308c\u3070\u3001\u55b6\u696d\u306b\u9577\u671f\u5951\u7d04\u3092\u5f37\u5236\u305b\u305a\u306b\u3082\u3059\u307f\u307e\u3059\u3002<\/span><\/p>\n

              \n
            1. \u00a0\u30c1\u30e3\u30fc\u30f3\u3068\u76f8\u95a2\u95a2\u4fc2\u306b\u3042\u308b\u8981\u56e0\u3092\u898b\u3064\u3051\u308b<\/b><\/li>\n<\/ol>\n

              \u4f8b\u3048\u3070\u3001\u3082\u3057\u3042\u306a\u305f\u306e\u30ab\u30b9\u30bf\u30de\u30fc\u306b\u5c0f\u4f01\u696d\u3082\u5927\u4f01\u696d\u3082\u542b\u307e\u308c\u3066\u3044\u308b\u306a\u3089\u3001\u5c0f\u4f01\u696d\u30ab\u30b9\u30bf\u30de\u30fc\u304c\u5927\u4f01\u696d\u30ab\u30b9\u30bf\u30de\u30fc\u306b\u6bd4\u3079\u30c1\u30e3\u30fc\u30f3\u304c\u9ad8\u3044\u304b\u3069\u3046\u304b\u3092\u30c1\u30a7\u30c3\u30af\u3059\u308b\u3053\u3068\u304c\u3067\u304d\u307e\u3059\u3002\u305d\u3057\u3066\u53ce\u76ca\u6027\u306e\u9ad8\u3044\u30bf\u30a4\u30d7\u306e\u30ab\u30b9\u30bf\u30de\u30fc\u306b\u3001\u3088\u308a\u591a\u304f\u306e\u55b6\u696d\uff06\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u6d3b\u52d5\u3092\u96c6\u4e2d\u3055\u305b\u308b\u3053\u3068\u304c\u3067\u304d\u307e\u3059\uff08CAC\u3068LTV\u306e\u4e21\u65b9\u3092\u8003\u616e\u3057\u3066\uff09\u3002\u307e\u305f\u3001\u3042\u308b\u5782\u76f4\u9818\u57df\/\u30ea\u30fc\u30c9\u30bd\u30fc\u30b9\u7b49\u306e\u30ab\u30b9\u30bf\u30de\u30fc\u306f\u30c1\u30e3\u30fc\u30f3\u304c\u9ad8\u3044\u50be\u5411\u304c\u3042\u308b\u304b\u3082\u3057\u308c\u307e\u305b\u3093\u3002\u3053\u3046\u3057\u3066\u8abf\u3079\u3066\u3044\u304f\u3068\u3001\u3069\u306e\u30ab\u30b9\u30bf\u30de\u30fc\u306f\u30d7\u30ed\u30c0\u30af\u30c8\u30d5\u30a3\u30c3\u30c8\u304c\u4e0d\u5341\u5206\u3060\u3068\u304b\u3001\u30d7\u30ed\u30c0\u30af\u30c8\u3092\u30ab\u30b9\u30bf\u30de\u30fc\u306e\u30cb\u30fc\u30ba\u306b\u5408\u3046\u3088\u3046\u5909\u66f4\u3059\u308b\u5fc5\u8981\u304c\u3042\u308b\u304b\u3001\u306a\u3069\u304c\u308f\u304b\u308a\u307e\u3059\u3002<\/span><\/p>\n

              \u5c0f\u898f\u6a21\u4f01\u696d\u5411\u3051\u306e\u30d3\u30b8\u30cd\u30b9\u307b\u3069\u30c1\u30e3\u30fc\u30f3\u9632\u6b62\u306f\u96e3\u3057\u3044<\/span><\/h3>\n

              \u305d\u306e\u7406\u7531\u306f\u3001\u5c0f\u898f\u6a21\u4f01\u696d\u307b\u3069\u5ec3\u696d\u3059\u308b\u304b\u3089\u3067\u3059\u3002\u7269\u4e8b\u304c\u3046\u307e\u304f\u3044\u304b\u306a\u3044\u6642\u306e\u30b3\u30b9\u30c8\u524a\u6e1b\u3082\u65e9\u3044\u3067\u3059\u3002\u52a0\u3048\u3066\u3001\u5c0f\u898f\u6a21\u4f01\u696d\u306f\u7279\u5b9a\u30b5\u30fc\u30d3\u30b9\u306b\u5bfe\u3059\u308b\u4e88\u7b97\u306b\u660e\u78ba\u306a\u4e0a\u9650\u3092\u8a2d\u3051\u3066\u3044\u308b\u3053\u3068\u304c\u591a\u3044\u305f\u3081\u3001\u30cd\u30ac\u30c6\u30a3\u30d6\u30c1\u30e3\u30fc\u30f3\u3092\u5b9f\u73fe\u3059\u308b\u306e\u306f\u66f4\u306b\u56f0\u96e3\u3092\u6975\u3081\u307e\u3059\u3002<\/span><\/p>\n

              \u30d0\u30ea\u30e5\u30a8\u30fc\u30b7\u30e7\u30f3\u3078\u306e\u30c1\u30e3\u30fc\u30f3\u306e\u5f71\u97ff<\/span><\/h3>\n

              \u3082\u3057\u3042\u306a\u305f\u304c\u3001VC\u3078\u50cd\u304d\u304b\u3051\u3066\u3044\u308bSaaS\u4f01\u696d\u306a\u3089\u3001\u305f\u3068\u3048\u5275\u696d\u521d\u671f\u306e\u6bb5\u968e\u3067\u3042\u3063\u3066\u3082\u3001VC\u306f\u30c1\u30e3\u30fc\u30f3\u306e\u6570\u5b57\u306b\u7d30\u5fc3\u306e\u6ce8\u610f\u3092\u6255\u3046\u3082\u306e\u3068\u601d\u3063\u3066\u304f\u3060\u3055\u3044\u3002\u5f7c\u3089\u306f\u3001\u30d7\u30ed\u30c0\u30af\u30c8\u30d5\u30a3\u30c3\u30c8\/\u30de\u30fc\u30b1\u30c3\u30c8\u30d5\u30a3\u30c3\u30c8\u304c\u826f\u3044\u304b\u3069\u3046\u304b\u3069\u3046\u304b\u3092\u6e2c\u308b\u91cd\u8981\u306a\u6307\u6a19\u3068\u3057\u3066\u30c1\u30e3\u30fc\u30f3\u306e\u6570\u5b57\u3092\u5fc5\u305a\u30c1\u30a7\u30c3\u30af\u3057\u307e\u3059\u3002<\/span><\/p>\n

              \u30a6\u30a9\u30fc\u30eb\u30b9\u30c8\u30ea\u30fc\u30c8\u3068\u516c\u958b\u682a\u5f0f\u306e\u6295\u8cc7\u5bb6\u306f\u3001SaaS\u4f01\u696d\u306b\u304a\u3051\u308b\u30c1\u30e3\u30fc\u30f3\u306e\u91cd\u8981\u6027\u3092\u65e2\u306b\u3088\u304f\u7406\u89e3\u3057\u3066\u3044\u307e\u3059\u3002\u3042\u308b\u5927\u624b\u4e3b\u8981\u6295\u8cc7\u9280\u884c\u304c\u3001\u516c\u958b\u4f1a\u793e\u306eSaaS\u4f01\u696d\u306e\u8a55\u4fa1\u3092\u62bc\u3057\u4e0a\u3052\u308b\u8981\u56e0\u306b\u3064\u3044\u3066\u8ad6\u3058\u305f\u7d20\u6674\u3089\u3057\u3044\u8abf\u67fb\u30ec\u30dd\u30fc\u30c8\u3092\u516c\u8868\u3057\u3066\u3044\u307e\u3059\u3002\u305d\u308c\u306b\u3088\u308b\u3068\u3001\u53ce\u76ca\u30de\u30eb\u30c1\u30d7\u30eb\u306b\u5f71\u97ff\u3092\u4e0e\u3048\u308b\u6700\u3082\u91cd\u8981\u306a\u30d5\u30a1\u30af\u30bf\u30fc\u306f\u6210\u9577\u7387\u3060\u304c\u3001\u6b21\u306b\u91cd\u8981\u306a\u30d5\u30a1\u30af\u30bf\u30fc\u306f\u30ea\u30c6\u30f3\u30b7\u30e7\u30f3\u3068\u30a2\u30c3\u30d7\u30bb\u30eb\u3067\u3042\u308b\u3068\u660e\u793a\u3057\u3066\u3044\u307e\u3059\u3002\u540c\u5206\u6790\u306b\u3088\u308b\u3068\u3001\u30ea\u30c6\u30f3\u30b7\u30e7\u30f3\u304c2\uff05\u9ad8\u3051\u308c\u3070\u30de\u30eb\u30c1\u30d7\u30eb\u306f20\uff05\u9ad8\u304f\u306a\u308a\u3001\u30a2\u30c3\u30d7\u30bb\u30eb\u304c2\uff05\u9ad8\u3051\u308c\u3070\u30de\u30eb\u30c1\u30d7\u30eb\u306f28\uff05\u9ad8\u304f\u306a\u308a\u307e\u3059\u3002<\/span><\/p>\n

              \u30cd\u30ac\u30c6\u30a3\u30d6\u30c1\u30e3\u30fc\u30f3\u306e\u6642\u306bLTV\u3092\u3069\u3046\u8a08\u7b97\u3059\u308b\u306e\u304b\u306b\u95a2\u3057\u3066\u306f\u3001\u5225\u306e\u8a18\u4e8b\u300c<\/span>\u771f\u306e\u30e9\u30a4\u30d5\u30bf\u30a4\u30e0\u30d0\u30ea\u30e5\u30fc\uff08LTV\uff09\u306f\u3044\u304f\u3089\uff1f – DCF\u3092\u4f7f\u3048\u3070\u7b54\u3048\u304c\u5206\u304b\u308a\u307e\u3059<\/span><\/a>\u300d\u3092\u3054\u53c2\u7167\u304f\u3060\u3055\u3044\u3002<\/span><\/p>\n

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