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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78
4 章 何を学習すべきか？
このように、開発者ではなく顧客の視点で課題を捉えることで、新しい
チャンスが生まれます。より多く売れるミルクセーキを作ろうとする観点だ
けだと、オプションの数には限界がありますが、「空腹」「退屈」「片手で扱
う」といった顧客の悩みを軽減する方法を見つけようとするアプローチなら
ば、多くのオプションが見つかるのです。
ミルクセーキ以外にスムージーやコーヒーシェイクなど製品の種類を増や
すのも良いでしょう。カップホルダーに収まり、片手で簡単に食べられるも
のなら何でも売ることができるはずです。通勤者向けのプリペイドカードを
発売し、事前に支払いをすることで、ドライブスルーをスムーズに通り抜け
られるサービスも提供できるでしょう（こうすれば顧客を「ロックイン（囲
い込み）」できます）。それと同時に、味や食感をちょこちょこ改善したり、
価格を下げたり、テレビ広告を打ったりすることが役に立たないことも明確
化されます。
4.3
何を聞くべきか
顧客開発の
5
つの基本的質問を最大限活用するためには、顧客から何を聞き出し
たいのかを知っておく必要があります。以下は見込み客と購入顧客を区別する客観的
要因と主観的要因です。
•
顧客の今日の行動はどのようなものか？（これによって顧客が明日、どのよ
うに行動するかを予測できる）。
•
顧客の行動や選択肢に影響を与える制約。
•
顧客のフラストレーションまたはモチベーションを高めるもの。
•
顧客はどのように意思決定し、お金を使い、製品に価値を見い出しているか。 ...
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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.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
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.