{"id":50313,"date":"2020-10-23T12:24:46","date_gmt":"2020-10-23T03:24:46","guid":{"rendered":"http:\/\/www.waca.associates\/jp\/knowledge\/?p=50313"},"modified":"2021-01-29T13:38:45","modified_gmt":"2021-01-29T04:38:45","slug":"%e5%8a%b9%e6%9e%9c%e7%9a%84%e3%81%aa%e3%83%aa%e3%83%bc%e3%83%89%e3%82%b8%e3%82%a7%e3%83%8d%e3%83%ac%e3%83%bc%e3%82%b7%e3%83%a7%e3%83%b3%e3%83%a2%e3%83%87%e3%83%ab%e7%a2%ba%e7%ab%8b%e3%81%b8%e3%81%ae","status":"publish","type":"post","link":"https:\/\/www.waca.or.jp\/knowledge\/50313\/","title":{"rendered":"\u52b9\u679c\u7684\u306a\u30ea\u30fc\u30c9\u30b8\u30a7\u30cd\u30ec\u30fc\u30b7\u30e7\u30f3\u30e2\u30c7\u30eb\u78ba\u7acb\u3078\u306e\u8003\u3048\u65b9"},"content":{"rendered":"\n\u6700\u8fd1\u3001\u30ea\u30fc\u30c9\u30b8\u30a7\u30cd\u30ec\u30fc\u30b7\u30e7\u30f3\u3084\u30a4\u30f3\u30b5\u30a4\u30c9\u30bb\u30fc\u30eb\u30b9\u3068\u3044\u3063\u305f\u30ad\u30fc\u30ef\u30fc\u30c9\u304c\u30c8\u30ec\u30f3\u30c9\u306b\u306a\u308a\u3064\u3064\u3042\u308a\u307e\u3059\u3002\u4eca\u56de\u306f\u3001\u3053\u308c\u3089\u3092\u5b9f\u884c\u3059\u308b\u307e\u3067\u306e\u9032\u3081\u65b9\u3084\u6ce8\u610f\u70b9\u306b\u3064\u3044\u3066\u3001B2B\u306b\u304a\u3051\u308b\u4e8b\u696d\u7acb\u3061\u4e0a\u3052\u306e\u7d4c\u9a13\u3092\u8e0f\u307e\u3048\u3066\u3054\u7d39\u4ecb\u3057\u307e\u3059\u3002
\u306a\u304a\u3001\u5404\u7a2e\u696d\u614b\u3084\u4e8b\u696d\u306e\u30d5\u30a7\u30fc\u30ba\u306b\u3088\u3063\u3066\u5bfe\u5fdc\u30b9\u30c6\u30c3\u30d7\u306f\u7570\u306a\u308a\u307e\u3059\u306e\u3067\u3001\u672c\u8a18\u4e8b\u3092\u5b9f\u73fe\u3078\u306e\u30d2\u30f3\u30c8\u3068\u3057\u3066\u3044\u305f\u3060\u3051\u308c\u3070\u5e78\u3044\u3067\u3059\u3002\n\n\n\n
\"\"<\/figure>\n\n\n\n\n\n\n

\u30ea\u30fc\u30c9\u30b8\u30a7\u30cd\u30ec\u30fc\u30b7\u30e7\u30f3\u3001\u30a4\u30f3\u30b5\u30a4\u30c9\u30bb\u30fc\u30eb\u30b9\u306e4\u3064\u306e\u30b9\u30c6\u30c3\u30d7<\/h2>\n\n\n\n\n\u307e\u305a\u3001\u5168\u4f53\u306e\u69cb\u6210\u3067\u3059\u304c\u3001\n\n\n\n\n
  1. \u6226\u7565\u7acb\u6848\u7d44\u7e54\/KPI\/\u30aa\u30da\u30ec\u30fc\u30b7\u30e7\u30f3\u306e\u7b56\u5b9a<\/li>
  2. \u30bd\u30ea\u30e5\u30fc\u30b7\u30e7\u30f3\u9078\u5b9a<\/li>
  3. \u8a08\u753b\u7acb\u6848<\/li>
  4. \u5b9f\u884c<\/li><\/ol>\n\n\n\n\n\u3068\u3044\u30464\u3064\u306e\u30b9\u30c6\u30c3\u30d7\u304c\u3042\u308a\u3001\u7279\u306b\u524d\u6bb5\u306e3\u30b9\u30c6\u30c3\u30d7\u304c\u91cd\u8981\u3060\u3068\u8003\u3048\u3066\u3044\u307e\u3059\u3002\n\n\n\n\u306a\u304a\u3001\u4f01\u696d\u306b\u304a\u3051\u308b\u4e8b\u696d\u5168\u4f53\u306e\u6d41\u308c\u306f\u3001\n\n\n\n\n
    • \u8a8d\u77e5\uff08Awareness\uff09<\/li>
    • \u30ea\u30fc\u30c9\u30b8\u30a7\u30cd\u30ec\u30fc\u30b7\u30e7\u30f3\uff08Lead Generation\uff09<\/li>
    • \u55b6\u696d\uff08Sales\uff09<\/li>
    • \u30ab\u30b9\u30bf\u30de\u30fc\u30b5\u30af\u30bb\u30b9\uff08Customer Success\uff09<\/li><\/ul>\n\n\n\n\n\u3068\u3044\u3046\u306e\u304c\u4e00\u822c\u7684\u3067\u3001\u30ea\u30fc\u30c9\u30b8\u30a7\u30cd\u30ec\u30fc\u30b7\u30e7\u30f3\u306f\u975e\u5e38\u306b\u91cd\u8981\u306a\u30d7\u30ed\u30bb\u30b9\u3068\u3044\u3048\u308b\u3067\u3057\u3087\u3046\u3002\n\n\n\n\u3053\u306e\u30ea\u30fc\u30c9\u30b8\u30a7\u30cd\u30ec\u30fc\u30b7\u30e7\u30f3\u3092\u3082\u3046\u5c11\u3057\u8a73\u3057\u304f\u307f\u3066\u3044\u304d\u307e\u3057\u3087\u3046\u3002\u30ea\u30fc\u30c9\u30b8\u30a7\u30cd\u30ec\u30fc\u30b7\u30e7\u30f3\u306f\u3001\n\n\n\n\n
      1. \u8a8d\u77e5\uff08Awareness\uff09<\/li>
      2. \u8208\u5473\u559a\u8d77\uff08Interest\uff09<\/li>
      3. \u691c\u8a0e\uff08Consideration\uff09<\/li>
      4. \u4fe1\u983c\u69cb\u7bc9\uff08Engage\uff09<\/li>
      5. \u8cfc\u5165\uff08Action\uff09<\/li><\/ol>\n\n\n\n\n\u3068\u3044\u3063\u305f\u9867\u5ba2\u306e\u614b\u5ea6\u5909\u5bb9\u3092\u3069\u3046\u30b5\u30dd\u30fc\u30c8\u3067\u304d\u308b\u304b\u304c\u91cd\u8981\u3067\u3059\u3002\u3053\u306e\u614b\u5ea6\u5909\u5bb9\u30923\u3064\u306e\u30b9\u30c6\u30c3\u30d7\u306b\u5927\u5225\u3057\u3001\n\n\n\n\n
        1. TOFU\uff08Top of the Funnel\uff09 : \u8a8d\u77e5<\/li>
        2. MOFU\uff08Middle of the Funnel\uff09 : \u8208\u5473\u559a\u8d77\u30fb\u691c\u8a0e\u30fb\u4fe1\u983c\u69cb\u7bc9<\/li>
        3. BOFU\uff08Bottom of the Funnel\uff09 : \u8cfc\u5165<\/li><\/ol>\n\n\n\n\n\u3068\u3044\u3046\u30e2\u30c7\u30eb\u3067\u8868\u73fe\u3059\u308b\u3053\u3068\u304c\u3042\u308a\u307e\u3059\u3002\u3053\u306e\u201dFunnel\u201d\u306f\u300c\u6f0f\u6597\u300d\u3068\u3044\u3046\u610f\u5473\u3092\u6301\u3061\u3001\u30ea\u30fc\u30c9\u30b8\u30a7\u30cd\u30ec\u30fc\u30b7\u30e7\u30f3\u306b\u304a\u3051\u308b\u614b\u5ea6\u5909\u5bb9\uff08\u8a8d\u77e5\u30fb\u8208\u5473\u559a\u8d77\u30fb\u691c\u8a0e\u30fb\u4fe1\u983c\u69cb\u7bc9\u30fb\u8cfc\u5165\uff09\u3068\u3044\u3063\u305f\u6bb5\u968e\u3092\u6f0f\u6597\u306b\u305f\u3068\u3048\u3066\u56f3\u5f0f\u5316<\/em>\u3059\u308b\u3053\u3068\u304c\u3067\u304d\u307e\u3059\u3002\n\n\n\n\n
          \"\"
          \u614b\u5ea6\u5909\u5bb9\u306e3\u3064\u306e\u30b9\u30c6\u30c3\u30d7\uff08TOFU\u30fbMOFU\u30fbBOFU\uff09<\/figcaption><\/figure><\/div>\n\n\n\n\n\n

          \u30d3\u30b8\u30cd\u30b9\u74b0\u5883\u306e\u5909\u5316\u304b\u3089\u6349\u3048\u308b\u30ea\u30fc\u30c9\u30b8\u30a7\u30cd\u30ec\u30fc\u30b7\u30e7\u30f3\u306e\u91cd\u8981\u6027<\/h2>\n\n\n\n\n\u6628\u4eca\u3001\u30ea\u30fc\u30c9\u30b8\u30a7\u30cd\u30ec\u30fc\u30b7\u30e7\u30f3\u306e\u91cd\u8981\u6027\u306f\u9ad8\u307e\u3063\u3066\u304d\u3066\u3044\u307e\u3059\u3002\u305d\u306e\u80cc\u666f\u3068\u3057\u3066\u3001\u30d3\u30b8\u30cd\u30b9\u74b0\u5883\u306e\u5909\u5316\u304c\u5927\u304d\u304f\u306a\u3063\u3066\u304d\u3066\u3044\u308b\u3053\u3068\u304c\u6319\u3052\u3089\u308c\u307e\u3059\u3002\u30a4\u30f3\u30bf\u30fc\u30cd\u30c3\u30c8\u3084\u30e2\u30d0\u30a4\u30eb\u6280\u8853\u306e\u9032\u5316\u306b\u3088\u3063\u3066\u3001\u4eba\u304c\u89e6\u308c\u308b\u60c5\u5831\u306f\u98db\u8e8d\u7684\u306b\u591a\u304f\u306a\u3063\u3066\u3044\u307e\u3059\u3002\u4f8b\u3048\u3070\u5e83\u544a\u3092\u4f8b\u306b\u3068\u308b\u3068\u3001\u4eba\u306f\u4e00\u65e5\u306b5,000\u4ee5\u4e0a\u306e\u5e83\u544a\u3092\u76ee\u306b\u3057\u3066\u3044\u308b\u3068\u3044\u308f\u308c\u307e\u3059\u3002\n\n\n\n\u3053\u3046\u3044\u3063\u305f\u74b0\u5883\u306e\u5909\u5316\u306b\u4f34\u3044\u3001\u9867\u5ba2\u306e\u60c5\u5831\u53ce\u96c6\u3084\u8cfc\u8cb7\u6d3b\u52d5\u306f\u4ee5\u524d\u3068\u306f\u5927\u304d\u304f\u5909\u308f\u3063\u3066\u304d\u3066\u304a\u308a\u3001\u653e\u3063\u3066\u304a\u3044\u3066\u3082\u30e2\u30ce\u3084\u30b5\u30fc\u30d3\u30b9\u304c\u58f2\u308c\u308b\u6642\u4ee3\u3067\u306f\u306a\u304f\u306a\u3063\u3066\u3044\u307e\u3059\u3002\u9867\u5ba2\u306e\u614b\u5ea6\u5909\u5bb9\u3092\u4fc3\u3059\u30b3\u30df\u30e5\u30cb\u30b1\u30fc\u30b7\u30e7\u30f3\u3084\u4f53\u9a13\uff08\u30a8\u30af\u30b9\u30da\u30ea\u30a8\u30f3\u30b9\uff09\u3092\u63d0\u4f9b\u3059\u308b\u3053\u3068\u304c\u91cd\u8981<\/em>\u306b\u306a\u3063\u3066\u304d\u3066\u3044\u307e\u3059\u3002\n\n\n\n\n

          \u6226\u7565\u7acb\u6848\u306b\u5fc5\u8981\u306a\u8996\u70b9<\/h2>\n\n\n\n\n\u5168\u4f53\u306e\u30d7\u30ed\u30bb\u30b9\u3092\u7b56\u5b9a\u3059\u308b\u306b\u3042\u305f\u308a\u3001\u307e\u305a\u6226\u7565\u7acb\u6848\u3092\u884c\u3044\u307e\u3059\u3002\u696d\u7a2e\u3001\u696d\u614b\u306b\u3088\u308a\u7570\u306a\u308a\u307e\u3059\u304c\u3001\n\n\n\n\n
          • \u3069\u306e\u69d8\u306a\u30de\u30fc\u30b1\u30c3\u30c8\u3092\u30bf\u30fc\u30b2\u30c3\u30c8\u3068\u3059\u308b\u304b<\/li>
          • \u5f53\u8a72\u30de\u30fc\u30b1\u30c3\u30c8\u306f\u3069\u306e\u69d8\u306a\u30d5\u30a7\u30fc\u30ba\u304b\uff08\u30cb\u30e5\u30fc\u30fb\u30d3\u30b8\u30cd\u30b9\u304b\u3001\u7af6\u4e89\u6fc0\u5316\u306e\u72b6\u614b\u304b\u306a\u3069\uff09<\/li>
          • \u7af6\u5408\u3092\u542b\u3081\u305f\u4ed6\u793e\u306e\u72b6\u6cc1\u306f\u3069\u308c\u307b\u3069\u8105\u5a01\u306b\u306a\u308a\u3046\u308b\u306e\u304b<\/li>
          • \u4e2d\u9577\u671f\u306e\u8996\u70b9\u3067\u3069\u306e\u69d8\u306a\u30d6\u30e9\u30f3\u30c7\u30a3\u30f3\u30b0\u3067\u3001\u3069\u306e\u69d8\u306a\u30dd\u30b8\u30b7\u30e7\u30cb\u30f3\u30b0\u3092\u72d9\u3063\u3066\u3044\u304f\u306e\u304b<\/li><\/ul>\n\n\n\n\n\u306a\u3069\u3001\u307e\u305a\u306f\u4e8b\u696d\u5168\u4f53\u306e\u65b9\u5411\u6027\u3068\u30d3\u30b8\u30e7\u30f3\u306e\u5b9a\u7fa9<\/em>\u3092\u304a\u3053\u306a\u3044\u307e\u3059\u3002
            \u307e\u305f\u3001\u5e74\u9593\u306e\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u30fb\u30ab\u30ec\u30f3\u30c0\u30fc\u3092\u53c2\u8003\u306b\u3001\u30d3\u30b8\u30cd\u30b9\u3084\u5e74\u5ea6\u306e\u3069\u306e\u30bf\u30a4\u30df\u30f3\u30b0\u3069\u306e\u3088\u3046\u306a\u30d4\u30fc\u30af\u3092\u4f5c\u308b\u304b\u3001\u3068\u3044\u3063\u305f\u5185\u5bb9\u3092\u691c\u8a0e<\/em>\u3059\u308b\u3053\u3068\u3082\u91cd\u8981\u3067\u3059\u3002\n\n\n\n\u6b21\u306b\u3001\u7d44\u7e54\/KPI\/\u30aa\u30da\u30ec\u30fc\u30b7\u30e7\u30f3\u306e\u7b56\u5b9a\u3092\u884c\u3044\u307e\u3059\u3002\n\n\n\n\n
            • \u3069\u306e\u69d8\u306a\u7d44\u7e54\u3092\u4f5c\u308b\u306e\u304b\uff08\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3001\u30a4\u30f3\u30d0\u30a6\u30f3\u30c9\u30fb\u30a4\u30f3\u30b5\u30a4\u30c9\u30bb\u30fc\u30eb\u30b9\u3001\u30a2\u30a6\u30c8\u30d0\u30a6\u30f3\u30c9\u30fb\u30a4\u30f3\u30b5\u30a4\u30c9\u30bb\u30fc\u30eb\u30b9\u3001\u30d5\u30a3\u30fc\u30eb\u30c9\u30bb\u30fc\u30eb\u30b9\u305d\u308c\u305e\u308c\u306e\u4eba\u6570\u914d\u5206\uff09<\/li>
            • \u305d\u308c\u305e\u308c\u306e\u7d44\u7e54\u306eKPI\u3092\u3069\u3046\u5b9a\u7fa9\u3059\u308b\u304b\uff08\u30d3\u30b8\u30cd\u30b9\u306e\u6700\u5927\u5316\u3060\u3051\u3067\u306a\u304f\u3001\u30ad\u30e3\u30ea\u30a2\u30d1\u30b9\u3084\u30e2\u30c1\u30d9\u30fc\u30b7\u30e7\u30f3\u306a\u3069\u3082\u8003\u616e\u3057\u305fKPI\u7b56\u5b9a\u304c\u7406\u60f3\uff09\u3001<\/li>
            • MQL\uff08Marketing Qualified Lead\uff09\u3084SQL\uff08Sales Qualified Lead\uff09\u306a\u3069\u3092\u304a\u5ba2\u69d8\u306e\u60c5\u5831\u3092\u793e\u5185\u3067\u3069\u3046\u9023\u643a\u3057\u3066\u3044\u304f\u304b<\/li><\/ul>\n\n\n\n\n\u3068\u3044\u3063\u305f\u3053\u3068\u3092\u6c7a\u3081\u3066\u3044\u304d\u307e\u3059\u3002\n\n\n\n\u305d\u306e\u969b\u306e\u6ce8\u610f\u70b9\u3068\u3057\u3066\u306f\u3001\u7d44\u7e54\u9593\u306e\u58c1\u3092\u3069\u3046\u53d6\u308a\u6255\u3048\u308b\u304b<\/em>\u3001\u304c\u30dd\u30a4\u30f3\u30c8\u306b\u306a\u3063\u3066\u304d\u307e\u3059\u3002\u7279\u306b\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3084\u55b6\u696d\u306a\u3069\u3001\u5143\u3005\u306eDNA\u306e\u9055\u3044\u3084KPI\u306a\u3069\u306e\u65b9\u5411\u6027\u306b\u30ae\u30e3\u30c3\u30d7\u304c\u3042\u308b\u3068\u3001\u306a\u304b\u306a\u304b\u4e0a\u624b\u304f\u9032\u307e\u306a\u3044\u30b1\u30fc\u30b9\u304c\u8d77\u3053\u308a\u304c\u3061\u3067\u3059\u3002\u3053\u306e\u3088\u3046\u306a\u5834\u5408\u306b\u3082\u3001\u3053\u3053\u307e\u3067\u306b\u8ff0\u3079\u305fKPI\u3084\u30aa\u30da\u30ec\u30fc\u30b7\u30e7\u30f3\u306e\u7b56\u5b9a\u304c\u30dd\u30a4\u30f3\u30c8<\/em>\u306b\u306a\u308a\u307e\u3059\u3002\n\n\n\n\u3053\u306e\u3068\u304d\u306b\u3001\n\n\n\n\n
              • \u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u30c1\u30fc\u30e0\u306fWeb\u30c8\u30e9\u30d5\u30a3\u30c3\u30af\u3084\u30ea\u30fc\u30c9\u3068\u3044\u3063\u305fKPI\u3060\u3051\u3067\u306f\u306a\u304f\u3001\u300c\u58f2\u4e0a\u300d\u3068\u3044\u3063\u305f\u306a\u3069\u306e\u55b6\u696d\u306b\u8fd1\u3044KPI\u3082\u6301\u3064<\/li>
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