March 2026
Intermediate
384 pages
6h 40m
Japanese
Content preview from UX for Business ―デジタル変革時代のビジネスデザイン手法
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衝動買いか、それとも予算検討か
プロダクトと収益モデルの「ミスマッチ」は客観的な事実だが、それがビジネスに悪影響
を与えるか、むしろ合っているかは顧客次第でもある。
同 じ「 1ユーザー月 10ドル」の例で考えよう。これが中小企業の財務管理のような「事
業の根幹を担うソフト」だとする。顧客は小規模で、10ドル の ほうが 6 , 000ドル より買 い
やすいが、どのソフトを選ぶかの「決断」は顧客にとって非常に大きい 。 選 ん だ 財 務 ソ フト
でお金の管理方法が変わるし、購入者はCEOやCFOになる。 彼らは 慎重に決 断する。
この場合、10ドルと 6 ,000ドルの差は実は営業上あまり関係ない。顧客は営業担当
者とじっくり話し、財務部の10 人全員分のアカウントを買うかもしれない。アカウントの使
いまわしは 現 実 的 でない からだ 。
したがって、セルフサービスも意味がない。営業プロセスはすべて契約ベースになり、
頻繁に変わることもない。無料トライアルのほうがはるかに効果的だ！
一方、Slackのように個々のチームが興味本位で試すソフトの場合は逆だ。6, 000ド
ルの 5 年契約ではほとんど売れないし、無料トライアルだけではユーザーが増えていく体
験も得られない 。
Slackはたいてい、数人のユーザーが「衝動買い」的に使い始める。安くて簡単だか
らだ。月額サブスクリプションや無料プランのほうが顧客獲得に向いている。大企業向け
に正式な購買プロセスを経て売る場合は、長期契約型の収益モデルになる。
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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.