{"id":952,"date":"2026-09-11T12:00:00","date_gmt":"2026-09-11T03:00:00","guid":{"rendered":"https:\/\/ruh.co.jp\/career\/?p=952"},"modified":"2026-09-11T11:31:06","modified_gmt":"2026-09-11T02:31:06","slug":"sales-glossary","status":"publish","type":"post","link":"https:\/\/ruh.co.jp\/career\/sales-glossary\/","title":{"rendered":"\u3010\u55b6\u696d\u7528\u8a9e\u96c6\u3011\u55b6\u696d\u8077\u3067\u3088\u304f\u4f7f\u3046\u5c02\u9580\u7528\u8a9e\uff5c\u89e3\u8aac\u3064\u304d"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">\u55b6\u696d\u306e\u4e16\u754c\u306b\u306f\u3001\u72ec\u7279\u306a\u8a00\u8449\u304c\u305f\u304f\u3055\u3093\u3042\u308a\u307e\u3059\u3002\u300c\u30e8\u30df\u3069\u3046\uff1f\u300d\u300cBANT\u53d6\u308c\u3066\u308b\uff1f\u300d\u300c\u305d\u306e\u30ea\u30fc\u30c9\u3001MQL\uff1f\u300d\u2014\u2014\u5165\u3063\u305f\u3070\u304b\u308a\u306e\u9803\u306f\u3001\u4f1a\u8b70\u306e\u5185\u5bb9\u304c\u534a\u5206\u3082\u5206\u304b\u3089\u306a\u3044\u3001\u306a\u3093\u3066\u3053\u3068\u3082\u3042\u308a\u307e\u3059\u3088\u306d\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u3053\u306e\u30da\u30fc\u30b8\u3067\u306f\u3001\u55b6\u696d\u8077\u3067\u3088\u304f\u4f7f\u308f\u308c\u308b\u7528\u8a9e\u3092\u3001\u5b9f\u52d9\u306e\u6d41\u308c\u306b\u6cbf\u3063\u3066\u307e\u3068\u3081\u307e\u3057\u305f\u3002\u8ee2\u8077\u524d\u306b\u8aad\u3093\u3067\u304a\u304f\u3068\u3001\u9762\u63a5\u3067\u306e\u4f1a\u8a71\u3082\u3050\u3063\u3068\u697d\u306b\u306a\u308b\u306f\u305a\u3067\u3059\u3002<\/p>\n\n\n\n<div class=\"wp-block-group has-background\" style=\"border-radius:10px;background-color:#eef4fb;padding-top:1.2em;padding-right:1.5em;padding-bottom:1.2em;padding-left:1.5em\"><div class=\"wp-block-group__inner-container is-layout-constrained wp-container-core-group-is-layout-5d0d2010 wp-block-group-is-layout-constrained\">\n<p class=\"wp-block-paragraph\"><strong>\ud83d\udccc \u3053\u306e\u8a18\u4e8b\u306e\u30dd\u30a4\u30f3\u30c8<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u55b6\u696d\u306e\u30b9\u30bf\u30a4\u30eb\u3068\u5f79\u5272\uff08\u30a4\u30f3\u30b5\u30a4\u30c9\u30bb\u30fc\u30eb\u30b9\u3001The Model\u306a\u3069\uff09<\/li>\n\n\n\n<li>\u5546\u8ac7\u304c\u9032\u3080\u30d7\u30ed\u30bb\u30b9\u306e\u7528\u8a9e\uff08\u30ea\u30fc\u30c9\u301c\u30af\u30ed\u30fc\u30b8\u30f3\u30b0\uff09<\/li>\n\n\n\n<li>\u8ffd\u3044\u304b\u3051\u308b\u6570\u5b57\u306e\u7528\u8a9e\uff08KPI\u3001ARR\u3001LTV\u3001CAC\u306a\u3069\uff09<\/li>\n\n\n\n<li>\u5546\u8ac7\u3067\u4f7f\u308f\u308c\u308b\u6280\u6cd5\uff08BANT\u3001SPIN\u8a71\u6cd5\u306a\u3069\uff09<\/li>\n\n\n\n<li>SFA\u30fbCRM\u3068\u3044\u3063\u305f\u30c4\u30fc\u30eb\u3068\u3001\u5951\u7d04\u307e\u308f\u308a\u306e\u8a00\u8449<\/li>\n<\/ul>\n<\/div><\/div>\n\n\n\n<h2 class=\"wp-block-heading\">1. \u55b6\u696d\u306e\u30b9\u30bf\u30a4\u30eb\u30fb\u5f79\u5272<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u65b0\u898f\u958b\u62d3\u55b6\u696d\uff08\u30cf\u30f3\u30bf\u30fc\uff09<\/strong>\uff5c\u53d6\u5f15\u306e\u306a\u3044\u9867\u5ba2\u3092\u81ea\u5206\u3067\u898b\u3064\u3051\u3001\u5546\u8ac7\u3092\u4f5c\u3063\u3066\u53d7\u6ce8\u306b\u3064\u306a\u3052\u308b\u55b6\u696d\u3002\u72e9\u308a\u306b\u4f8b\u3048\u3066\u300c\u30cf\u30f3\u30bf\u30fc\u578b\u300d\u3068\u547c\u3070\u308c\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u65e2\u5b58\u55b6\u696d\uff08\u30d5\u30a1\u30fc\u30de\u30fc\uff09<\/strong>\uff5c\u65e2\u5b58\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u3092\u80b2\u3066\u3001\u7d99\u7d9a\u3084\u8ffd\u52a0\u53d7\u6ce8\u306b\u3064\u306a\u3052\u308b\u55b6\u696d\u3002\u300c\u30d5\u30a1\u30fc\u30de\u30fc\u578b\u300d\u3068\u3082\u3002\u30eb\u30fc\u30c8\u55b6\u696d\u3082\u3053\u3053\u306b\u542b\u307e\u308c\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30a4\u30f3\u30b5\u30a4\u30c9\u30bb\u30fc\u30eb\u30b9<\/strong>\uff5c\u8a2a\u554f\u305b\u305a\u3001\u96fb\u8a71\u30fb\u30e1\u30fc\u30eb\u30fb\u30aa\u30f3\u30e9\u30a4\u30f3\u5546\u8ac7\u3067\u9867\u5ba2\u3068\u63a5\u70b9\u3092\u4f5c\u308b\u55b6\u696d\u3002\u898b\u8fbc\u307f\u9867\u5ba2\u3092\u80b2\u3066\u3066\u3001\u5916\u52e4\u55b6\u696d\u3078\u5f15\u304d\u6e21\u3059\u5f79\u5272\u3092\u62c5\u3046\u3053\u3068\u304c\u591a\u3044\u8077\u7a2e\u3067\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30d5\u30a3\u30fc\u30eb\u30c9\u30bb\u30fc\u30eb\u30b9<\/strong>\uff5c\u5b9f\u969b\u306b\u9867\u5ba2\u3092\u8a2a\u554f\u3057\u3066\u5546\u8ac7\u3092\u9032\u3081\u308b\u5916\u52e4\u55b6\u696d\u3002\u30a4\u30f3\u30b5\u30a4\u30c9\u30bb\u30fc\u30eb\u30b9\u3068\u30bb\u30c3\u30c8\u3067\u8a9e\u3089\u308c\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>SDR \/ BDR<\/strong>\uff5c\u30a4\u30f3\u30b5\u30a4\u30c9\u30bb\u30fc\u30eb\u30b9\u306e\u5206\u985e\u3002SDR\u306f\u554f\u3044\u5408\u308f\u305b\u306a\u3069\u53cd\u97ff\u3078\u306e\u5bfe\u5fdc\uff08\u30a4\u30f3\u30d0\u30a6\u30f3\u30c9\u578b\uff09\u3001BDR\u306f\u81ea\u5206\u304b\u3089\u65b0\u898f\u958b\u62d3\u3059\u308b\u5074\uff08\u30a2\u30a6\u30c8\u30d0\u30a6\u30f3\u30c9\u578b\uff09\u3092\u6307\u3057\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>The Model\uff08\u30b6\u30fb\u30e2\u30c7\u30eb\uff09<\/strong>\uff5c\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0 \u2192 \u30a4\u30f3\u30b5\u30a4\u30c9\u30bb\u30fc\u30eb\u30b9 \u2192 \u30d5\u30a3\u30fc\u30eb\u30c9\u30bb\u30fc\u30eb\u30b9 \u2192 \u30ab\u30b9\u30bf\u30de\u30fc\u30b5\u30af\u30bb\u30b9\u3068\u5f79\u5272\u3092\u5206\u696d\u3059\u308b\u55b6\u696d\u4f53\u5236\u3002SaaS\u4f01\u696d\u3067\u5e83\u304f\u4f7f\u308f\u308c\u3066\u3044\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30ab\u30b9\u30bf\u30de\u30fc\u30b5\u30af\u30bb\u30b9<\/strong>\uff5c\u5951\u7d04\u5f8c\u306e\u9867\u5ba2\u3092\u652f\u63f4\u3057\u3001\u6210\u679c\u3068\u7d99\u7d9a\u306b\u3064\u306a\u3052\u308b\u8077\u7a2e\u3002\u300c\u58f2\u308b\u307e\u3067\u300d\u304c\u55b6\u696d\u3001\u300c\u58f2\u3063\u305f\u5f8c\u300d\u304c\u30ab\u30b9\u30bf\u30de\u30fc\u30b5\u30af\u30bb\u30b9\u3068\u3044\u3046\u5206\u62c5\u3067\u3059\u3002<\/li>\n\n\n\n<li><strong>\u4ee3\u7406\u5e97\u55b6\u696d\uff08\u30d1\u30fc\u30c8\u30ca\u30fc\u30bb\u30fc\u30eb\u30b9\uff09<\/strong>\uff5c\u81ea\u793e\u3067\u76f4\u63a5\u58f2\u308b\u306e\u3067\u306f\u306a\u304f\u3001\u8ca9\u58f2\u30d1\u30fc\u30c8\u30ca\u30fc\u3092\u958b\u62d3\u30fb\u652f\u63f4\u3057\u3066\u58f2\u4e0a\u3092\u4f5c\u308b\u55b6\u696d\u3002<\/li>\n\n\n\n<li><strong>\u76f4\u8ca9<\/strong>\uff5c\u81ea\u793e\u306e\u55b6\u696d\u304c\u9867\u5ba2\u306b\u76f4\u63a5\u8ca9\u58f2\u3059\u308b\u3053\u3068\u3002\u4ee3\u7406\u5e97\u7d4c\u7531\u3068\u5bfe\u306b\u306a\u308b\u8a00\u8449\u3067\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30c6\u30ec\u30a2\u30dd<\/strong>\uff5c\u96fb\u8a71\u3067\u30a2\u30dd\u30a4\u30f3\u30c8\uff08\u5546\u8ac7\u306e\u7d04\u675f\uff09\u3092\u53d6\u308b\u3053\u3068\u3002<\/li>\n\n\n\n<li><strong>\u98db\u3073\u8fbc\u307f\u55b6\u696d<\/strong>\uff5c\u30a2\u30dd\u30a4\u30f3\u30c8\u306a\u3057\u3067\u8a2a\u554f\u3059\u308b\u55b6\u696d\u624b\u6cd5\u3002<\/li>\n\n\n\n<li><strong>\u5fa1\u7528\u805e\u304d\u55b6\u696d<\/strong>\uff5c\u9867\u5ba2\u306e\u8981\u671b\u3092\u805e\u3044\u3066\u5bfe\u5fdc\u3059\u308b\u3060\u3051\u306e\u55b6\u696d\u30b9\u30bf\u30a4\u30eb\u3002\u63d0\u6848\u304c\u306a\u3044\u3068\u3044\u3046\u610f\u5473\u3067\u3001\u3084\u3084\u5426\u5b9a\u7684\u306b\u4f7f\u308f\u308c\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30bd\u30ea\u30e5\u30fc\u30b7\u30e7\u30f3\u55b6\u696d<\/strong>\uff5c\u5546\u54c1\u8aac\u660e\u3067\u306f\u306a\u304f\u3001\u9867\u5ba2\u306e\u8ab2\u984c\u3092\u6574\u7406\u3057\u3001\u305d\u306e\u89e3\u6c7a\u7b56\u3068\u3057\u3066\u63d0\u6848\u3059\u308b\u55b6\u696d\u3002<\/li>\n\n\n\n<li><strong>ABM<\/strong>\uff5cAccount Based Marketing \u306e\u7565\u3002\u72d9\u3046\u4f01\u696d\u3092\u7d5e\u308a\u8fbc\u307f\u3001\u305d\u306e1\u793e\u306b\u5411\u3051\u3066\u55b6\u696d\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3092\u96c6\u4e2d\u3055\u305b\u308b\u624b\u6cd5\u3002<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">2. \u5546\u8ac7\u30d7\u30ed\u30bb\u30b9\u306e\u7528\u8a9e<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u30ea\u30fc\u30c9<\/strong>\uff5c\u898b\u8fbc\u307f\u9867\u5ba2\u306e\u3053\u3068\u3002\u554f\u3044\u5408\u308f\u305b\u3001\u8cc7\u6599\u8acb\u6c42\u3001\u5c55\u793a\u4f1a\u3067\u306e\u540d\u523a\u4ea4\u63db\u306a\u3069\u304b\u3089\u751f\u307e\u308c\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30ea\u30fc\u30c9\u30b8\u30a7\u30cd\u30ec\u30fc\u30b7\u30e7\u30f3<\/strong>\uff5c\u30ea\u30fc\u30c9\u3092\u7372\u5f97\u3059\u308b\u6d3b\u52d5\u3002\u5e83\u544a\u3001\u30bb\u30df\u30ca\u30fc\u3001\u5c55\u793a\u4f1a\u3001\u30b3\u30f3\u30c6\u30f3\u30c4\u306a\u3069\u304c\u624b\u6bb5\u306b\u306a\u308a\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30ea\u30fc\u30c9\u30ca\u30fc\u30c1\u30e3\u30ea\u30f3\u30b0<\/strong>\uff5c\u7372\u5f97\u3057\u305f\u30ea\u30fc\u30c9\u3092\u3001\u3059\u3050\u8cb7\u308f\u306a\u3044\u6bb5\u968e\u304b\u3089\u80b2\u3066\u3066\u5546\u8ac7\u5316\u306b\u3064\u306a\u3052\u308b\u6d3b\u52d5\u3002\u30e1\u30fc\u30eb\u914d\u4fe1\u3084\u30bb\u30df\u30ca\u30fc\u62db\u5f85\u306a\u3069\u3067\u63a5\u70b9\u3092\u4fdd\u3061\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>MQL \/ SQL<\/strong>\uff5cMQL\u306f\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u304c\u300c\u898b\u8fbc\u307f\u3042\u308a\u300d\u3068\u5224\u65ad\u3057\u305f\u30ea\u30fc\u30c9\u3001SQL\u306f\u55b6\u696d\u304c\u300c\u5546\u8ac7\u306b\u5024\u3059\u308b\u300d\u3068\u8a8d\u3081\u305f\u30ea\u30fc\u30c9\u3002\u3069\u3053\u3067\u7dda\u3092\u5f15\u304f\u304b\u306f\u4f1a\u793e\u3054\u3068\u306b\u9055\u3044\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30a2\u30dd\u30a4\u30f3\u30c8\uff08\u30a2\u30dd\uff09<\/strong>\uff5c\u5546\u8ac7\u306e\u7d04\u675f\u306e\u3053\u3068\u3002\u300c\u30a2\u30dd\u3092\u53d6\u308b\u300d\u300c\u30a2\u30dd\u6570\u300d\u306e\u3088\u3046\u306b\u4f7f\u3044\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30d5\u30a1\u30cd\u30eb<\/strong>\uff5c\u30ea\u30fc\u30c9\u304b\u3089\u53d7\u6ce8\u307e\u3067\u3001\u6bb5\u968e\u304c\u9032\u3080\u306b\u3064\u308c\u3066\u6570\u304c\u7d5e\u3089\u308c\u3066\u3044\u304f\u69d8\u5b50\u3092\u6f0f\u6597\uff08\u3058\u3087\u3046\u3054\uff09\u306b\u4f8b\u3048\u305f\u8a00\u8449\u3002<\/li>\n\n\n\n<li><strong>\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3<\/strong>\uff5c\u9032\u884c\u4e2d\u306e\u5546\u8ac7\u3092\u3001\u30d5\u30a7\u30fc\u30ba\u3054\u3068\u306b\u4e26\u3079\u3066\u53ef\u8996\u5316\u3057\u305f\u3082\u306e\u3002\u300c\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u304c\u8584\u3044\u300d\uff1d\u898b\u8fbc\u307f\u5546\u8ac7\u304c\u8db3\u308a\u306a\u3044\u3001\u3068\u3044\u3046\u610f\u5473\u3067\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30d5\u30a9\u30fc\u30ad\u30e3\u30b9\u30c8\uff08\u30e8\u30df\uff09<\/strong>\uff5c\u4eca\u6708\u30fb\u4eca\u671f\u306b\u3069\u308c\u3060\u3051\u53d7\u6ce8\u3067\u304d\u305d\u3046\u304b\u306e\u898b\u8fbc\u307f\u3002\u300c\u30e8\u30dfA\u30fbB\u30fbC\u300d\u306e\u3088\u3046\u306b\u78ba\u5ea6\u3067\u30e9\u30f3\u30af\u5206\u3051\u3057\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u5546\u8ac7\u5316\u7387<\/strong>\uff5c\u30ea\u30fc\u30c9\u306e\u3046\u3061\u3001\u5b9f\u969b\u306b\u5546\u8ac7\u3078\u9032\u3093\u3060\u5272\u5408\u3002<\/li>\n\n\n\n<li><strong>\u53d7\u6ce8\u7387\u30fb\u6210\u7d04\u7387<\/strong>\uff5c\u5546\u8ac7\u3084\u63d0\u6848\u306e\u3046\u3061\u3001\u5951\u7d04\u306b\u81f3\u3063\u305f\u5272\u5408\u3002<\/li>\n\n\n\n<li><strong>\u5931\u6ce8<\/strong>\uff5c\u5546\u8ac7\u304c\u53d7\u6ce8\u306b\u81f3\u3089\u305a\u7d42\u308f\u308b\u3053\u3068\u3002\u7406\u7531\u306e\u5206\u6790\u304c\u3001\u6b21\u306e\u6539\u5584\u306b\u3064\u306a\u304c\u308a\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30ea\u30fc\u30c9\u30bf\u30a4\u30e0\uff08\u5546\u8ac7\u671f\u9593\uff09<\/strong>\uff5c\u521d\u56de\u63a5\u89e6\u304b\u3089\u53d7\u6ce8\u307e\u3067\u306b\u304b\u304b\u308b\u671f\u9593\u3002\u9ad8\u5358\u4fa1\u30fb\u6cd5\u4eba\u5411\u3051\u307b\u3069\u9577\u304f\u306a\u308a\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30ea\u30d5\u30a1\u30e9\u30eb<\/strong>\uff5c\u65e2\u5b58\u9867\u5ba2\u3084\u77e5\u4eba\u304b\u3089\u306e\u7d39\u4ecb\u3067\u751f\u307e\u308c\u308b\u5546\u8ac7\u3002\u53d7\u6ce8\u7387\u304c\u9ad8\u304f\u306a\u308a\u3084\u3059\u3044\u7d4c\u8def\u3067\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30a2\u30c3\u30d7\u30bb\u30eb \/ \u30af\u30ed\u30b9\u30bb\u30eb<\/strong>\uff5c\u30a2\u30c3\u30d7\u30bb\u30eb\u306f\u4e0a\u4f4d\u30d7\u30e9\u30f3\u3078\u306e\u5207\u308a\u66ff\u3048\u3001\u30af\u30ed\u30b9\u30bb\u30eb\u306f\u5225\u5546\u54c1\u306e\u8ffd\u52a0\u8ca9\u58f2\u3002\u3069\u3061\u3089\u3082\u65e2\u5b58\u9867\u5ba2\u304b\u3089\u306e\u58f2\u4e0a\u3092\u4f38\u3070\u3059\u624b\u6bb5\u3067\u3059\u3002<\/li>\n\n\n\n<li><strong>\u4e0e\u4fe1<\/strong>\uff5c\u53d6\u5f15\u76f8\u624b\u306b\u652f\u6255\u80fd\u529b\u304c\u3042\u308b\u304b\u3092\u5be9\u67fb\u3059\u308b\u3053\u3068\u3002\u6cd5\u4eba\u53d6\u5f15\u3067\u306f\u53d7\u6ce8\u524d\u306b\u78ba\u8a8d\u304c\u5165\u308a\u307e\u3059\u3002<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">3. \u6570\u5b57\u30fb\u6307\u6a19\u306e\u7528\u8a9e<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>KGI \/ KPI<\/strong>\uff5cKGI\u306f\u6700\u7d42\u76ee\u6a19\uff08\u58f2\u4e0a\u306a\u3069\uff09\u3001KPI\u306f\u305d\u3053\u306b\u81f3\u308b\u4e2d\u9593\u6307\u6a19\uff08\u5546\u8ac7\u6570\u3001\u53d7\u6ce8\u7387\u306a\u3069\uff09\u3002KGI\u3060\u3051\u898b\u3066\u3044\u3066\u3082\u3001\u6253\u3061\u624b\u306f\u6c7a\u307e\u308a\u307e\u305b\u3093\u3002<\/li>\n\n\n\n<li><strong>\u4e88\u7b97\u30fb\u76ee\u6a19\u30fb\u9054\u6210\u7387<\/strong>\uff5c\u55b6\u696d\u3067\u3044\u3046\u300c\u4e88\u7b97\u300d\u306f\u4f7f\u3046\u304a\u91d1\u3067\u306f\u306a\u304f\u3001\u9054\u6210\u3059\u3079\u304d\u58f2\u4e0a\u76ee\u6a19\u306e\u3053\u3068\u3002\u3053\u3053\u306f\u4ed6\u8077\u7a2e\u3068\u610f\u5473\u304c\u9055\u3046\u306e\u3067\u6ce8\u610f\u3067\u3059\u3002<\/li>\n\n\n\n<li><strong>\u67b6\u96fb\u6570\u30fb\u30a2\u30dd\u7387<\/strong>\uff5c\u96fb\u8a71\u3092\u304b\u3051\u305f\u4ef6\u6570\u3068\u3001\u305d\u3053\u304b\u3089\u30a2\u30dd\u306b\u3064\u306a\u304c\u3063\u305f\u5272\u5408\u3002\u30a4\u30f3\u30b5\u30a4\u30c9\u30bb\u30fc\u30eb\u30b9\u306e\u57fa\u672c\u6307\u6a19\u3067\u3059\u3002<\/li>\n\n\n\n<li><strong>\u5e73\u5747\u53d7\u6ce8\u5358\u4fa1<\/strong>\uff5c1\u4ef6\u3042\u305f\u308a\u306e\u53d7\u6ce8\u91d1\u984d\u306e\u5e73\u5747\u3002\u5358\u4fa1\u3092\u4e0a\u3052\u308b\u304b\u4ef6\u6570\u3092\u5897\u3084\u3059\u304b\u3067\u3001\u6226\u3044\u65b9\u304c\u5909\u308f\u308a\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>ARR \/ MRR<\/strong>\uff5cARR\u306f\u5e74\u9593\u7d4c\u5e38\u53ce\u76ca\u3001MRR\u306f\u6708\u9593\u7d4c\u5e38\u53ce\u76ca\u3002SaaS\u306a\u3069\u7d99\u7d9a\u8ab2\u91d1\u578b\u306e\u30d3\u30b8\u30cd\u30b9\u3067\u3001\u4e8b\u696d\u898f\u6a21\u3092\u6e2c\u308b\u6307\u6a19\u3068\u3057\u3066\u4f7f\u308f\u308c\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>LTV<\/strong>\uff5cLife Time Value\uff08\u9867\u5ba2\u751f\u6daf\u4fa1\u5024\uff09\u30021\u793e\u306e\u9867\u5ba2\u304c\u3001\u53d6\u5f15\u3092\u7d9a\u3051\u308b\u9593\u306b\u3082\u305f\u3089\u3059\u5229\u76ca\u306e\u7dcf\u984d\u3067\u3059\u3002<\/li>\n\n\n\n<li><strong>CAC<\/strong>\uff5cCustomer Acquisition Cost\uff08\u9867\u5ba2\u7372\u5f97\u30b3\u30b9\u30c8\uff09\u3002\u9867\u5ba2\u30921\u4ef6\u7372\u5f97\u3059\u308b\u306e\u306b\u304b\u304b\u3063\u305f\u5e83\u544a\u8cbb\u30fb\u4eba\u4ef6\u8cbb\u306a\u3069\u306e\u5408\u8a08\u3002<\/li>\n\n\n\n<li><strong>\u30e6\u30cb\u30c3\u30c8\u30a8\u30b3\u30ce\u30df\u30af\u30b9<\/strong>\uff5c\u9867\u5ba21\u4ef6\u3042\u305f\u308a\u306e\u63a1\u7b97\u3002LTV\u304cCAC\u306e3\u500d\u4ee5\u4e0a\u3042\u308b\u304b\uff08LTV\/CAC\uff1e3\uff09\u304c\u3001\u5065\u5168\u3055\u306e\u76ee\u5b89\u3068\u3055\u308c\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30c1\u30e3\u30fc\u30f3\u30ec\u30fc\u30c8\uff08\u89e3\u7d04\u7387\uff09<\/strong>\uff5c\u4e00\u5b9a\u671f\u9593\u306b\u89e3\u7d04\u3057\u305f\u9867\u5ba2\u306e\u5272\u5408\u3002\u7d99\u7d9a\u8ab2\u91d1\u578b\u3067\u306f\u3001\u3053\u3053\u304c\u4e8b\u696d\u306e\u751f\u6b7b\u3092\u5206\u3051\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>NRR<\/strong>\uff5cNet Revenue Retention\u3002\u65e2\u5b58\u9867\u5ba2\u304b\u3089\u306e\u58f2\u4e0a\u304c\u3001\u89e3\u7d04\u3092\u5dee\u3057\u5f15\u3044\u3066\u3082\u3069\u308c\u3060\u3051\u5897\u3048\u305f\u304b\u3092\u793a\u3059\u6307\u6a19\u3002100%\u3092\u8d85\u3048\u308b\u3068\u3001\u65b0\u898f\u306a\u3057\u3067\u3082\u58f2\u4e0a\u304c\u4f38\u3073\u308b\u72b6\u614b\u3067\u3059\u3002<\/li>\n\n\n\n<li><strong>\u7c97\u5229\u7387<\/strong>\uff5c\u58f2\u4e0a\u306b\u5bfe\u3059\u308b\u7c97\u5229\u306e\u5272\u5408\u3002\u540c\u3058\u58f2\u4e0a\u3067\u3082\u3001\u7c97\u5229\u7387\u304c\u9ad8\u3044\u5546\u6750\u306e\u307b\u3046\u304c\u4f1a\u793e\u3078\u306e\u8ca2\u732e\u306f\u5927\u304d\u304f\u306a\u308a\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30a4\u30f3\u30bb\u30f3\u30c6\u30a3\u30d6\u30fb\u6b69\u5408<\/strong>\uff5c\u6210\u679c\u306b\u5fdc\u3058\u3066\u652f\u6255\u308f\u308c\u308b\u5831\u916c\u3002\u652f\u7d66\u6761\u4ef6\u3084\u5272\u5408\u306f\u4f1a\u793e\u306b\u3088\u3063\u3066\u5927\u304d\u304f\u7570\u306a\u308b\u305f\u3081\u3001\u5165\u793e\u524d\u306b\u78ba\u8a8d\u3057\u305f\u3044\u90e8\u5206\u3067\u3059\u3002<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">4. \u5546\u8ac7\u3067\u4f7f\u308f\u308c\u308b\u6280\u6cd5<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>BANT\u6761\u4ef6<\/strong>\uff5cBudget\uff08\u4e88\u7b97\uff09\u3001Authority\uff08\u6c7a\u88c1\u6a29\uff09\u3001Needs\uff08\u5fc5\u8981\u6027\uff09\u3001Timeframe\uff08\u5c0e\u5165\u6642\u671f\uff09\u306e\u982d\u6587\u5b57\u3002\u3053\u306e4\u3064\u304c\u63c3\u3063\u3066\u3044\u308b\u304b\u3067\u3001\u5546\u8ac7\u306e\u78ba\u5ea6\u3092\u5224\u65ad\u3057\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>SPIN\u8a71\u6cd5<\/strong>\uff5cSituation\uff08\u72b6\u6cc1\uff09\u3001Problem\uff08\u554f\u984c\uff09\u3001Implication\uff08\u793a\u5506\uff09\u3001Need-payoff\uff08\u89e3\u6c7a\u4fa1\u5024\uff09\u306e\u9806\u306b\u8cea\u554f\u3092\u91cd\u306d\u3001\u9867\u5ba2\u81ea\u8eab\u306b\u8ab2\u984c\u3092\u8a8d\u8b58\u3057\u3066\u3082\u3089\u3046\u624b\u6cd5\u3002<\/li>\n\n\n\n<li><strong>FABE<\/strong>\uff5cFeature\uff08\u7279\u5fb4\uff09\u3001Advantage\uff08\u512a\u4f4d\u6027\uff09\u3001Benefit\uff08\u9867\u5ba2\u306e\u5229\u76ca\uff09\u3001Evidence\uff08\u8a3c\u62e0\uff09\u306e\u9806\u3067\u63d0\u6848\u3092\u7d44\u307f\u7acb\u3066\u308b\u30d5\u30ec\u30fc\u30e0\u3002<\/li>\n\n\n\n<li><strong>\u30d2\u30a2\u30ea\u30f3\u30b0\u30b7\u30fc\u30c8<\/strong>\uff5c\u5546\u8ac7\u3067\u805e\u304f\u3079\u304d\u9805\u76ee\u3092\u307e\u3068\u3081\u305f\u8cc7\u6599\u3002\u805e\u304d\u6f0f\u3089\u3057\u3092\u9632\u304e\u3001\u62c5\u5f53\u8005\u306b\u3088\u308b\u8cea\u306e\u3070\u3089\u3064\u304d\u3092\u6291\u3048\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30ed\u30fc\u30d7\u30ec\uff08\u30ed\u30fc\u30eb\u30d7\u30ec\u30a4\u30f3\u30b0\uff09<\/strong>\uff5c\u55b6\u696d\u5f79\u3068\u9867\u5ba2\u5f79\u306b\u5206\u304b\u308c\u3066\u5546\u8ac7\u3092\u7df4\u7fd2\u3059\u308b\u3053\u3068\u3002\u672a\u7d4c\u9a13\u5165\u793e\u306e\u7814\u4fee\u3067\u3088\u304f\u884c\u308f\u308c\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u53cd\u8ad6\u51e6\u7406<\/strong>\uff5c\u300c\u9ad8\u3044\u300d\u300c\u4eca\u3058\u3083\u306a\u3044\u300d\u3068\u3044\u3063\u305f\u9867\u5ba2\u306e\u61f8\u5ff5\u306b\u5bfe\u5fdc\u3059\u308b\u3053\u3068\u3002\u30aa\u30d6\u30b8\u30a7\u30af\u30b7\u30e7\u30f3\u30cf\u30f3\u30c9\u30ea\u30f3\u30b0\u3068\u3082\u547c\u3070\u308c\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u63d0\u6848\u66f8<\/strong>\uff5c\u9867\u5ba2\u306e\u8ab2\u984c\u3068\u3001\u305d\u306e\u89e3\u6c7a\u7b56\u30fb\u8cbb\u7528\u30fb\u52b9\u679c\u3092\u307e\u3068\u3081\u305f\u8cc7\u6599\u3002<\/li>\n\n\n\n<li><strong>RFP<\/strong>\uff5cRequest For Proposal\uff08\u63d0\u6848\u4f9d\u983c\u66f8\uff09\u3002\u9867\u5ba2\u5074\u304c\u300c\u3053\u3046\u3044\u3046\u8981\u4ef6\u3067\u63d0\u6848\u3057\u3066\u304f\u3060\u3055\u3044\u300d\u3068\u8907\u6570\u793e\u306b\u51fa\u3059\u6587\u66f8\u3067\u3059\u3002<\/li>\n\n\n\n<li><strong>\u76f8\u898b\u7a4d\u3082\u308a\uff08\u3042\u3044\u307f\u3064\uff09<\/strong>\uff5c\u9867\u5ba2\u304c\u8907\u6570\u793e\u304b\u3089\u898b\u7a4d\u3082\u308a\u3092\u53d6\u308a\u3001\u6bd4\u8f03\u3059\u308b\u3053\u3068\u3002\u4fa1\u683c\u3060\u3051\u3067\u306a\u304f\u3001\u63d0\u6848\u5185\u5bb9\u3067\u3069\u3046\u5dee\u3092\u3064\u3051\u308b\u304b\u304c\u554f\u308f\u308c\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u7a1f\u8b70\u30fb\u6c7a\u88c1<\/strong>\uff5c\u9867\u5ba2\u793e\u5185\u3067\u627f\u8a8d\u3092\u56de\u3057\u3066\u8cfc\u5165\u3092\u6c7a\u3081\u308b\u624b\u7d9a\u304d\u3002\u6cd5\u4eba\u55b6\u696d\u3067\u306f\u3001\u3053\u306e\u7a1f\u8b70\u304c\u901a\u308b\u304b\u3069\u3046\u304b\u304c\u53d7\u6ce8\u3092\u5de6\u53f3\u3057\u307e\u3059\u3002<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">5. \u30c4\u30fc\u30eb\u30fb\u30b7\u30b9\u30c6\u30e0\u306e\u7528\u8a9e<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>SFA<\/strong>\uff5cSales Force Automation\uff08\u55b6\u696d\u652f\u63f4\u30b7\u30b9\u30c6\u30e0\uff09\u3002\u5546\u8ac7\u306e\u9032\u6357\u3001\u6d3b\u52d5\u5c65\u6b74\u3001\u58f2\u4e0a\u4e88\u6e2c\u306a\u3069\u3092\u7ba1\u7406\u3057\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>CRM<\/strong>\uff5cCustomer Relationship Management\uff08\u9867\u5ba2\u95a2\u4fc2\u7ba1\u7406\uff09\u3002\u9867\u5ba2\u60c5\u5831\u3084\u53d6\u5f15\u5c65\u6b74\u3092\u4e00\u5143\u7ba1\u7406\u3059\u308b\u4ed5\u7d44\u307f\u3002SFA\u3068\u4e00\u4f53\u306b\u306a\u3063\u3066\u3044\u308b\u88fd\u54c1\u3082\u591a\u304f\u3042\u308a\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>MA<\/strong>\uff5cMarketing Automation\u3002\u30ea\u30fc\u30c9\u306e\u7372\u5f97\u304b\u3089\u80b2\u6210\u307e\u3067\u3092\u81ea\u52d5\u5316\u3059\u308b\u30c4\u30fc\u30eb\u3002\u30e1\u30fc\u30eb\u914d\u4fe1\u3084\u30b9\u30b3\u30a2\u30ea\u30f3\u30b0\u3092\u884c\u3044\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30aa\u30f3\u30e9\u30a4\u30f3\u5546\u8ac7\u30c4\u30fc\u30eb<\/strong>\uff5cZoom\u3001Google Meet \u306a\u3069\u306e\u30d3\u30c7\u30aa\u4f1a\u8b70\u30c4\u30fc\u30eb\u3002\u79fb\u52d5\u6642\u9593\u304c\u6e1b\u308a\u30011\u65e5\u306e\u5546\u8ac7\u6570\u3092\u5897\u3084\u305b\u308b\u3088\u3046\u306b\u306a\u308a\u307e\u3057\u305f\u3002<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">6. \u53d6\u5f15\u30fb\u5951\u7d04\u307e\u308f\u308a\u306e\u7528\u8a9e<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u898b\u7a4d\u66f8\u30fb\u767a\u6ce8\u66f8\u30fb\u6ce8\u6587\u8acb\u66f8<\/strong>\uff5c\u898b\u7a4d\u66f8\u306f\u300c\u3053\u306e\u91d1\u984d\u3067\u3069\u3046\u3067\u3059\u304b\u300d\u3001\u767a\u6ce8\u66f8\u306f\u9867\u5ba2\u304b\u3089\u306e\u300c\u3053\u308c\u3067\u304a\u9858\u3044\u3057\u307e\u3059\u300d\u3001\u6ce8\u6587\u8acb\u66f8\u306f\u300c\u627f\u308a\u307e\u3057\u305f\u300d\u3068\u3044\u3046\u66f8\u985e\u3002<\/li>\n\n\n\n<li><strong>\u7d0d\u54c1\u66f8\u30fb\u691c\u53ce<\/strong>\uff5c\u7d0d\u54c1\u66f8\u306f\u7d0d\u3081\u305f\u3053\u3068\u3092\u793a\u3059\u66f8\u985e\u3002\u691c\u53ce\u306f\u3001\u9867\u5ba2\u304c\u5185\u5bb9\u3092\u78ba\u8a8d\u3057\u3066\u53d7\u3051\u5165\u308c\u308b\u3053\u3068\u3002\u691c\u53ce\u304c\u7d42\u308f\u3063\u3066\u521d\u3081\u3066\u58f2\u4e0a\u304c\u7acb\u3064\u53d6\u5f15\u3082\u3042\u308a\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u8acb\u6c42\u66f8\u30fb\u652f\u6255\u30b5\u30a4\u30c8<\/strong>\uff5c\u8acb\u6c42\u66f8\u3092\u51fa\u3057\u3066\u304b\u3089\u5165\u91d1\u307e\u3067\u306e\u671f\u9593\u304c\u652f\u6255\u30b5\u30a4\u30c8\u3002\u300c\u6708\u672b\u7de0\u3081\u7fcc\u6708\u672b\u6255\u3044\u300d\u306e\u3088\u3046\u306b\u8868\u73fe\u3055\u308c\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u639b\u58f2\uff08\u639b\u3051\u53d6\u5f15\uff09<\/strong>\uff5c\u305d\u306e\u5834\u3067\u652f\u6255\u308f\u305a\u3001\u5f8c\u65e5\u307e\u3068\u3081\u3066\u7cbe\u7b97\u3059\u308b\u53d6\u5f15\u5f62\u614b\u3002\u6cd5\u4eba\u53d6\u5f15\u306e\u57fa\u672c\u3067\u3059\u3002<\/li>\n\n\n\n<li><strong>\u5546\u6d41<\/strong>\uff5c\u5546\u54c1\u3084\u304a\u91d1\u304c\u3001\u3069\u306e\u4f1a\u793e\u3092\u7d4c\u7531\u3057\u3066\u6d41\u308c\u308b\u304b\u3002\u30e1\u30fc\u30ab\u30fc\u2192\u5546\u793e\u2192\u8ca9\u58f2\u5e97\u2192\u9867\u5ba2\u3001\u3068\u3044\u3063\u305f\u7d4c\u8def\u306e\u3053\u3068\u3067\u3059\u3002<\/li>\n\n\n\n<li><strong>NDA<\/strong>\uff5cNon-Disclosure Agreement\uff08\u79d8\u5bc6\u4fdd\u6301\u5951\u7d04\uff09\u3002\u5546\u8ac7\u3067\u6a5f\u5bc6\u60c5\u5831\u3092\u3084\u308a\u53d6\u308a\u3059\u308b\u524d\u306b\u7d50\u3073\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u57fa\u672c\u5951\u7d04\u30fb\u500b\u5225\u5951\u7d04<\/strong>\uff5c\u57fa\u672c\u5951\u7d04\u306f\u53d6\u5f15\u5168\u4f53\u306e\u5171\u901a\u30eb\u30fc\u30eb\u3001\u500b\u5225\u5951\u7d04\u306f\u6848\u4ef6\u3054\u3068\u306e\u6761\u4ef6\u3092\u5b9a\u3081\u308b\u3082\u306e\u3002<\/li>\n<\/ul>\n\n\n\n<h2 class=\"wp-block-heading\">7. \u55b6\u696d\u3082\u77e5\u3063\u3066\u304a\u304d\u305f\u3044\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u7528\u8a9e<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>\u30a4\u30f3\u30d0\u30a6\u30f3\u30c9 \/ \u30a2\u30a6\u30c8\u30d0\u30a6\u30f3\u30c9<\/strong>\uff5c\u30a4\u30f3\u30d0\u30a6\u30f3\u30c9\u306f\u9867\u5ba2\u304b\u3089\u306e\u554f\u3044\u5408\u308f\u305b\u8d77\u70b9\u3001\u30a2\u30a6\u30c8\u30d0\u30a6\u30f3\u30c9\u306f\u3053\u3061\u3089\u304b\u3089\u63a5\u89e6\u3059\u308b\u8d77\u70b9\u3002\u540c\u3058\u55b6\u696d\u3067\u3082\u3001\u5fc5\u8981\u306a\u529b\u304c\u5909\u308f\u308a\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>\u30da\u30eb\u30bd\u30ca<\/strong>\uff5c\u72d9\u3046\u9867\u5ba2\u50cf\u3092\u3001\u5f79\u8077\u30fb\u8ab2\u984c\u30fb\u884c\u52d5\u307e\u3067\u5177\u4f53\u5316\u3057\u305f\u3082\u306e\u3002<\/li>\n\n\n\n<li><strong>\u30ab\u30b9\u30bf\u30de\u30fc\u30b8\u30e3\u30fc\u30cb\u30fc<\/strong>\uff5c\u9867\u5ba2\u304c\u8a8d\u77e5\u304b\u3089\u8cfc\u5165\u3001\u5229\u7528\u306b\u81f3\u308b\u307e\u3067\u306e\u9053\u306e\u308a\u3092\u6574\u7406\u3057\u305f\u3082\u306e\u3002\u3069\u3053\u3067\u4f55\u3092\u5c4a\u3051\u308b\u304b\u3092\u8a2d\u8a08\u3059\u308b\u305f\u3081\u306b\u4f7f\u3044\u307e\u3059\u3002<\/li>\n\n\n\n<li><strong>NPS<\/strong>\uff5cNet Promoter Score\u3002\u300c\u3053\u306e\u4f1a\u793e\u3092\u4eba\u306b\u52e7\u3081\u305f\u3044\u304b\u300d\u3092\u6570\u5024\u5316\u3057\u305f\u9867\u5ba2\u6e80\u8db3\u306e\u6307\u6a19\u3002<\/li>\n\n\n\n<li><strong>CPA<\/strong>\uff5cCost Per Acquisition\u3002\u30ea\u30fc\u30c91\u4ef6\u3042\u305f\u308a\u306e\u7372\u5f97\u5358\u4fa1\u3002<\/li>\n<\/ul>\n\n\n\n<div class=\"wp-block-group has-background\" style=\"border-radius:10px;background-color:#e6f7f9;padding-top:1.2em;padding-right:1.5em;padding-bottom:1.2em;padding-left:1.5em\"><div class=\"wp-block-group__inner-container is-layout-constrained wp-container-core-group-is-layout-5d0d2010 wp-block-group-is-layout-constrained\">\n<p class=\"wp-block-paragraph\"><strong>\ud83d\udca1 \u3053\u3053\u3060\u3051\u62bc\u3055\u3048\u3066\u304a\u304d\u305f\u3044\u3053\u3068<\/strong><\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>\u5168\u90e8\u3092\u899a\u3048\u308b\u5fc5\u8981\u306f\u3042\u308a\u307e\u305b\u3093<\/li>\n\n\n\n<li>\u81ea\u5206\u304c\u53d7\u3051\u308b\u4f1a\u793e\u306e\u55b6\u696d\u30b9\u30bf\u30a4\u30eb\uff08\u65b0\u898f\u304b\u30eb\u30fc\u30c8\u304b\u3001The Model\u578b\u304b\uff09\u306b\u95a2\u308f\u308b\u7528\u8a9e\u304b\u3089\u62bc\u3055\u3048\u308c\u3070\u5341\u5206\u3067\u3059<\/li>\n\n\n\n<li>\u9762\u63a5\u3067\u5206\u304b\u3089\u306a\u3044\u8a00\u8449\u304c\u51fa\u305f\u3089\u3001\u305d\u306e\u5834\u3067\u805e\u3044\u3066\u3057\u307e\u3063\u305f\u307b\u3046\u304c\u5370\u8c61\u306f\u826f\u304f\u306a\u308a\u307e\u3059<\/li>\n<\/ul>\n<\/div><\/div>\n\n\n\n<h2 class=\"wp-block-heading\">\u8ee2\u8077\u524d\u306b\u3001\u3069\u3053\u304b\u3089\u62bc\u3055\u3048\u308b\u304b<\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">\u672a\u7d4c\u9a13\u304b\u3089\u55b6\u696d\u3092\u76ee\u6307\u3059\u65b9\u306f\u3001\u307e\u305a<strong>\u300c1. 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