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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94
4 章 何を学習すべきか？
4.3.4
顧客の意思決定、支出、価値判断の方法
製品を使う人と、その製品の購入者（おカネの出どころ）が同じとは限りません。
玩具や衣類を使うのは子供ですが、購入するのは親です。医薬品や医療機器は最終的
には患者が使用するものですが、医師が処方し、（通常は）医療保険がコストを負担
します。「目の前のユーザー」と「見えないステークホルダー（意思決定を行なった
り、影響を与えたりする人や組織）」がいつもはっきりしているとは限りません。
顧客インタビューでは、その人が課題と思っている体験を直接的／間接的に共有し
ている個人や組織がいるのか、それは誰かについて聞いてみましょう。顧客がすぐに
思いつかない場合でも、その課題が意識されるときに誰がその場にいるか、その課題
について相談している相手について尋ねるのです。
この「見えないステークホルダー」の例を挙げます。
•
対象顧客にとっての子供や配偶者（摩擦を起こしたくない相手）。
•
社会的集団のメンバー（判断をする責任から逃れて集団に埋没したい）。
•
小切手／クレジットカード／発注書に署名する権限がある人。
•
希少で不可欠なスキルのある人（エンジニアリングチームや弁護士など無言
の影響力を持つ関係者）。
•
コンプライアンスの責任者（
IT
セキュリティ、財務、法律顧問など）。
•
製品を顧客と一緒に使っている人（コラボレーションやネットワーク効果が
必要な製品の場合）。
95
95
4.3 何を聞くべきか
客観的な質問を投げかけて主観的な答えを引き出す ...
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and much more.
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
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.