October 2024
Intermediate
288 pages
3h 58m
Japanese
Content preview from 事業構想を「書く」 ビジネスモデルを可視化し新規事業開発を加速させるフレームワーク
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第 9 章 優位性を見出す
図 9-1 フックとロック
9-2
選ばれる理由：フックを規定する
9-2-1
なぜ選ばれるのか
フックとは、競合や代替品を利用している生活者が、自社のサービスを使い
始める理由です。「なぜ自らのアイデアは想定顧客を振り向かせることができ
るのか？」という問いに対する回答です。
事業構想の現場でもポジショニングマップを用いて競合と比べ、自社がどう
違うのか、なぜ選ばれるのかを規定・可視化していることが多いため、フック
の規定は比較的イメージもしやすく、取り組まれている方も多いでしょう。
9-2-2
フックの2つの失敗パターン
一方で、自社のフックを適切に設定できていない 2 つの失敗パターンがあ
ります（
図 9-2
）。1 つは「顧客放置型」です。自社が選ばれる理由は前提として、
顧客がその商材を選ぶ際の判断軸のうえで規定されるべきものです。顧客の目
139
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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.