April 2015
Beginner to intermediate
296 pages
6h 18m
Japanese
Content preview from リーン顧客開発 ―「売れないリスク」を極小化する技術
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193
193
8.2 適切な顧客を見つける
8.2
適切な顧客を見つける
3
章にエバンジェリストユーザーの話がでてきました。エバンジェリストユーザー
は、切実な課題を抱えていて、最低限の機能しかない製品を積極的に試し、フィード
バックを与えてくれます。スタートアップが最初に製品を軌道に乗せようとするとき
に大きな助けになってくれますが、それ以降ももっとも貴重な顧客であり続けるとは
限りません。製品や顧客を得た後に、あなたにとってもっとも価値の高い、熱心な顧
客が誰であるかを見直すことはきわめて重要です。
では、そのような「最高の顧客」とは誰なのでしょうか？
「もっとも初期に製品を
採用してくれた顧客」「もっとも売上に貢献してくれている顧客」「決して不満を言わ
ない顧客」「影響力と知名度がもっとも高い企業」などを思い浮かべた人もいるかも
しれません。しかし、これらは「最高」の顧客を見つけ出す正しい考え方ではありま
せん（これは、顧客開発をしていない企業を含む、あらゆる企業に当てはまります）
†
。
8.2.1
不適切な顧客を通じて適切な顧客を知る
適切な顧客がいかに重要か。わたしが「間違った」顧客を選んでしまったがために
何が起きたかというわたしの体験を通じて説明しましょう。
わたしは
Yodlee
にいた頃、新製品のアイデアのデモを保守的な顧客に見せるとい
うミスを犯しました。わたしがそのときに考えたことは「ありがちな誤解にもとづい
ていた」という好例なので、細かく書き出してみます。
相手は名の知れた企業だ。この顧客のニーズを満たし、そのフィードバック ...
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I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.