{"id":148,"date":"2025-06-02T14:00:28","date_gmt":"2025-06-02T05:00:28","guid":{"rendered":"https:\/\/www.fdc-inc.co.jp\/sfsolution\/?p=148"},"modified":"2025-06-04T15:38:25","modified_gmt":"2025-06-04T06:38:25","slug":"sales_process","status":"publish","type":"post","link":"https:\/\/www.fdc-inc.co.jp\/sfsolution\/blog\/sales_process\/","title":{"rendered":"\u3010\u307e\u3068\u3081\u8a18\u4e8b\u3011\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3068\u306f\uff1f\u6210\u529f\u306e\u79d8\u8a23\u304b\u3089\u30ea\u30b9\u30af\u307e\u3067\u89e3\u8aac"},"content":{"rendered":"\n


\u55b6\u696d\u6d3b\u52d5\u306e\u52b9\u7387\u5316\u306f\u3001\u4eba\u624b\u4e0d\u8db3\u3084\u7af6\u4e89\u7387\u306e\u6fc0\u3057\u3055\u306e\u70b9\u306b\u304a\u3044\u3066\u65e9\u6025\u306b\u53d6\u308a\u7d44\u3080\u3079\u304d\u8ab2\u984c\u3067\u3059\u3002<\/p>\n\n\n\n

\u3053\u306e\u8a18\u4e8b\u3067\u306f\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u57fa\u672c\u304b\u3089\u6210\u529f\u306e\u79d8\u8a23\u3001\u30ea\u30b9\u30af\u307e\u3067\u3092\u5fb9\u5e95\u89e3\u8aac\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3067\u6d3b\u7528\u3059\u3079\u304d\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3084\u30c4\u30fc\u30eb\u3082\u304a\u4f1d\u3048\u3059\u308b\u306e\u3067\u3001\u55b6\u696d\u7d44\u7e54\u3092\u4eca\u3059\u3050\u5f37\u5316\u3057\u305f\u3044\u65b9\u306f\u53c2\u8003\u306b\u3057\u3066\u307f\u3066\u304f\u3060\u3055\u3044\u3002<\/span><\/p>\n\n\n\n

\n
<\/div>
\n
\n
FDC\u3067\u3067\u304d\u308bSalesforce\u6d3b\u7528\u3068\u306f<\/strong><\/span>
\u8cc7\u6599\u3092\u30c0\u30a6\u30f3\u30ed\u30fc\u30c9\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n\n\n\n
Salesforce\u30b5\u30dd\u30fc\u30c8\u306b\u95a2\u3059\u308b\u3054\u76f8\u8ac7<\/span>
\u7121\u6599\u76f8\u8ac7\u3092\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n<\/div>\n<\/div><\/div><\/div><\/div>\n\n\n\n
<\/div>
\n
\n
FDC\u3067\u3067\u304d\u308bSalesforce\u6d3b\u7528<\/strong><\/span>
\u8cc7\u6599\u3092\u30c0\u30a6\u30f3\u30ed\u30fc\u30c9\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n\n\n\n
Salesforce\u30b5\u30dd\u30fc\u30c8\u306b\u95a2\u3059\u308b\u3054\u76f8\u8ac7<\/span>
\u7121\u6599\u76f8\u8ac7\u3092\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n<\/div>\n<\/div><\/div><\/div><\/div>\n\n\n\n
<\/div>
\n
\n
Salesforce\u30b5\u30dd\u30fc\u30c8\u306b\u95a2\u3059\u308b\u3054\u76f8\u8ac7<\/span>
\u7121\u6599\u76f8\u8ac7\u3092\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n<\/div>\n<\/div><\/div><\/div><\/div>\n<\/div>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3068\u306f\uff1f<\/h2><\/div><\/div>\n\n\n\n
\"\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3068\u306f\uff1f\"<\/figure>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3068\u306f\u3001\u55b6\u696d\u306e\u904e\u7a0b\u3084\u624b\u9806\u3092\u6574\u7406\u3057\u3066\u53ef\u8996\u5316\u3057\u305f\u3082\u306e\u3067\u3059\u3002<\/p>\n\n\n\n

\u300cBtoB\u306a\u306e\u304bBtoC\u306a\u306e\u304b\u300d\u300c\u9867\u5ba2\u306e\u5c5e\u6027\u300d\u306a\u3069\u306b\u3082\u3088\u308a\u307e\u3059\u304c\u3001\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306f\u4ee5\u4e0b\u306e\u6d41\u308c\u3067\u9032\u884c\u3057\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

    \n
  1. \u898b\u8fbc\u307f\u9867\u5ba2\uff08\u30ea\u30fc\u30c9\u5ba2\uff09\u306e\u7372\u5f97<\/li>\n\n\n\n
  2. \u521d\u56de\u8a2a\u554f<\/li>\n\n\n\n
  3. \u30d2\u30a2\u30ea\u30f3\u30b0\u30fb\u30cb\u30fc\u30ba\u306e\u628a\u63e1<\/li>\n\n\n\n
  4. \u63d0\u6848<\/li>\n\n\n\n
  5. \u30af\u30ed\u30fc\u30b8\u30f3\u30b0<\/li>\n\n\n\n
  6. \u30d5\u30a9\u30ed\u30fc\u30a2\u30c3\u30d7<\/li>\n<\/ol>\n\n\n\n

    BtoB\u306e\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3067\u306f\u5546\u8ac7\u76f8\u624b\u304b\u3089\u8981\u671b\u3084\u4e88\u7b97\u3092\u805e\u304d\u51fa\u3057\u3001\u8cfc\u8cb7\u3059\u308b\u3053\u3068\u3067\u7d44\u7e54\u306b\u3069\u306e\u3088\u3046\u306a\u30e1\u30ea\u30c3\u30c8\u304c\u3042\u308b\u304b\u3092\u63d0\u793a\u3059\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002<\/span><\/p>\n\n\n\n

    BtoC\u306e\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3067\u306f\u3001\u5546\u8ac7\u76f8\u624b\u304c\u4e00\u822c\u6d88\u8cbb\u8005\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

    BtoB\u307b\u3069\u306e\u9577\u3044\u30d7\u30ed\u30bb\u30b9\u306f\u5fc5\u8981\u306a\u304f\u3001\u76f8\u624b\u3092\u7d0d\u5f97\u3055\u305b\u308b\u3053\u3068\u304c\u3067\u304d\u308c\u3070\u5373\u8cfc\u5165\u3078\u81f3\u308b\u30b1\u30fc\u30b9\u304c\u591a\u3044\u3067\u3059\u3002<\/p>\n\n\n\n

    \u5408\u308f\u305b\u3066\u8aad\u307f\u305f\u3044<\/strong><\/div>
    \"\u3010\u5de5\u52d9\u5e97\u5411\u3051\u306b\u89e3\u8aac\u3011\u696d\u52d9\u52b9\u7387\u5316\u306e\u6210\u529f\u306f\u30af\u30e9\u30a6\u30c9\u30b5\u30fc\u30d3\u30b9\u306e\u6d3b\u7528\"<\/figure>
    \u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3068\u306f\uff1f\u6d3b\u7528\u3055\u308c\u308b\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3068\u57fa\u672c\u7684\u306a\u6d41\u308c\u3092\u89e3\u8aac<\/div>
    \u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u57fa\u672c\u7684\u306a\u6d41\u308c\u304b\u3089\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u306e\u6d3b\u7528\u65b9\u6cd5\u3001\u6ce8\u610f\u70b9\u307e\u3067\u3092\u89e3\u8aac\u3057\u307e\u3059\u3002\u696d\u52d9\u52b9\u7387\u5316\u306b\u6b20\u304b\u305b\u306a\u3044\u30c7\u30b8\u30bf\u30eb\u30c4\u30fc\u30eb\u3082\u304a\u4f1d\u3048\u3059\u308b\u306e\u3067\u3001\u55b6\u696d\u30c1\u30fc\u30e0\u306e\u6210\u7d04\u7387\u30fb\u58f2\u4e0a\u30a2\u30c3\u30d7\u3092\u76ee\u6307\u3059\u65b9\u306f\u305c\u3072\u3054\u78ba\u8a8d\u304f\u3060\u3055\u3044\u3002<\/div><\/div><\/div><\/a><\/div>\n\n\n\n

    \u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u57fa\u672c\u306e6\u30d5\u30a7\u30fc\u30ba<\/h2><\/div><\/div>\n\n\n\n
    \"\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u57fa\u672c\u306e6\u30d5\u30a7\u30fc\u30ba\"<\/figure>\n\n\n\n

    \u3053\u3053\u3067\u306f\u3001BtoB\u3092\u4f8b\u306b\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u57fa\u672c\u3068\u306a\u308b6\u3064\u306e\u30d5\u30a7\u30fc\u30ba\u306b\u3064\u3044\u3066\u89e3\u8aac\u3057\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

      \n
    1. \u898b\u8fbc\u307f\u9867\u5ba2\uff08\u30ea\u30fc\u30c9\u5ba2\uff09\u306e\u7372\u5f97<\/li>\n\n\n\n
    2. \u521d\u56de\u8a2a\u554f<\/li>\n\n\n\n
    3. \u30d2\u30a2\u30ea\u30f3\u30b0\u30fb\u30cb\u30fc\u30ba\u306e\u628a\u63e1<\/li>\n\n\n\n
    4. \u63d0\u6848<\/li>\n\n\n\n
    5. \u30af\u30ed\u30fc\u30b8\u30f3\u30b0<\/li>\n\n\n\n
    6. \u30d5\u30a9\u30ed\u30fc\u30a2\u30c3\u30d7<\/li>\n<\/ol>\n\n\n\n

      \u898b\u8fbc\u307f\u9867\u5ba2\uff08\u30ea\u30fc\u30c9\u5ba2\uff09\u306e\u7372\u5f97<\/h3>\n\n\n\n

      \u307e\u305a\u306f\u30aa\u30f3\u30e9\u30a4\u30f3\u30bb\u30df\u30ca\u30fc\uff08\u30a6\u30a7\u30d3\u30ca\u30fc\uff09\u3084Web\u5e83\u544a\u3001\u5c55\u793a\u4f1a\u306a\u3069\u3092\u901a\u3058\u3066\u898b\u8fbc\u307f\u9867\u5ba2\u306e\u9023\u7d61\u5148\u3092\u5165\u624b\u3057\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

      \u898b\u8fbc\u307f\u9867\u5ba2\u306f\u8cfc\u8cb7\u610f\u6b32\u3084\u55b6\u696d\u30d5\u30a7\u30fc\u30ba\u306b\u5fdc\u3058\u3066\u5206\u985e\u30fb\u7ba1\u7406\u3057\u3066\u3001\u73fe\u72b6\u628a\u63e1\u306e\u6b63\u78ba\u6027\u3092\u78ba\u4fdd\u3057\u307e\u3057\u3087\u3046\u3002<\/p>\n\n\n\n

      \u521d\u56de\u8a2a\u554f<\/h3>\n\n\n\n

      \u7372\u5f97\u3057\u305f\u898b\u8fbc\u307f\u9867\u5ba2\u306b\u521d\u3081\u3066\u30b3\u30f3\u30bf\u30af\u30c8\u3092\u3068\u308b\u30d5\u30a7\u30fc\u30ba\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

      \u30b3\u30f3\u30bf\u30af\u30c8\u306e\u4ed5\u65b9\u306f\u96fb\u8a71\u3084\u30e1\u30fc\u30eb\u3001\u76f4\u63a5\u8a2a\u554f\u306a\u3069\u3055\u307e\u3056\u307e\u3067\u3059\u304c\u3001\u76f8\u624b\u306e\u7279\u6027\u306b\u5408\u308f\u305b\u3066\u30b3\u30f3\u30bf\u30af\u30c8\u3092\u3068\u308b\u306e\u304c\u671b\u307e\u3057\u3044\u3067\u3059\u3002<\/span><\/p>\n\n\n\n

      \u300c\u3044\u3064\u3069\u3093\u306a\u624b\u6bb5\u3067\u4f55\u56de\u9023\u7d61\u3057\u305f\u304b\u300d\u300c\u9023\u7d61\u304c\u3064\u304b\u306a\u3044\u3068\u304d\u306f\u3069\u3046\u3059\u308b\u304b\u300d\u306a\u3069\u3001\u4eca\u5f8c\u306e\u55b6\u696d\u306b\u6d3b\u304b\u305b\u308b\u8981\u7d20\u306f\u8a00\u8a9e\u30fb\u6570\u5024\u3092\u4f7f\u3063\u3066\u53ef\u8996\u5316\u3057\u3066\u304a\u304d\u307e\u3059\u3002<\/p>\n\n\n\n

      \u30d2\u30a2\u30ea\u30f3\u30b0\u30fb\u30cb\u30fc\u30ba\u306e\u628a\u63e1<\/h3>\n\n\n\n

      \u898b\u8fbc\u307f\u9867\u5ba2\u306b\u5bfe\u3057\u3066\u30d2\u30a2\u30ea\u30f3\u30b0\u3084\u8cea\u554f\u306a\u3069\u306e\u30b3\u30df\u30e5\u30cb\u30b1\u30fc\u30b7\u30e7\u30f3\u3092\u91cd\u306d\u3066\u3001\u5f90\u3005\u306b\u30cb\u30fc\u30ba\u3084\u8ab2\u984c\u3092\u628a\u63e1\u3059\u308b\u30d5\u30a7\u30fc\u30ba\u3067\u3059\u3002<\/p>\n\n\n\n

      \u3053\u306e\u6bb5\u968e\u3067\u898b\u8fbc\u307f\u9867\u5ba2\u306e\u4e88\u7b97\u3084\u8cfc\u5165\u6642\u671f\u3001\u8cfc\u5165\u306b\u5bfe\u3059\u308b\u6e29\u5ea6\u611f\u3082\u78ba\u8a8d\u3057\u3066\u304a\u304f\u3053\u3068\u304c\u91cd\u8981\u306b\u306a\u308a\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

      \u30a2\u30d7\u30ed\u30fc\u30c1\u306e\u4ed5\u65b9\u304c\u308f\u304b\u308b\u3046\u3048\u3001\u7d0d\u5f97\u3055\u308c\u3084\u3059\u3044\u63d0\u6848\u306b\u3064\u306a\u304c\u308b\u304b\u3089\u3067\u3059\u3002<\/p>\n\n\n\n

      \u63d0\u6848<\/h3>\n\n\n\n

      \u898b\u8fbc\u307f\u9867\u5ba2\u306e\u30cb\u30fc\u30ba\u306b\u57fa\u3065\u3044\u3066\u3001\u8ab2\u984c\u89e3\u6c7a\u306e\u65b9\u6cd5\u3092\u63d0\u6848\u3059\u308b\u30d5\u30a7\u30fc\u30ba\u3067\u3059\u3002<\/p>\n\n\n\n

      \u81ea\u793e\u306e\u88fd\u54c1\u30fb\u30b5\u30fc\u30d3\u30b9\u306e\u30e1\u30ea\u30c3\u30c8\u3092\u30d7\u30ec\u30bc\u30f3\u30c6\u30fc\u30b7\u30e7\u30f3\u3057\u305f\u5f8c\u3001\u30c7\u30e2\u30f3\u30b9\u30c8\u30ec\u30fc\u30b7\u30e7\u30f3\u3082\u5b9f\u65bd\u3057\u3066\u8a34\u6c42\u52b9\u679c\u3092\u9ad8\u3081\u307e\u3059\u3002<\/p>\n\n\n\n

      \u6210\u529f\u4e8b\u4f8b\u306e\u7d39\u4ecb\u3084\u30c9\u30a2\u30fb\u30a4\u30f3\u30fb\u30b6\u30fb\u30d5\u30a7\u30a4\u30b9\u30c6\u30af\u30cb\u30c3\u30af\u306a\u3069\u3092\u99c6\u4f7f\u3057\u3066\u3001\u898b\u8fbc\u307f\u9867\u5ba2\u304c\u5951\u7d04\u306b\u524d\u5411\u304d\u306b\u306a\u308b\u74b0\u5883\u3092\u6574\u3048\u307e\u3057\u3087\u3046\u3002<\/span><\/p>\n\n\n\n

      \u30af\u30ed\u30fc\u30b8\u30f3\u30b0<\/h3>\n\n\n\n

      \u30af\u30ed\u30fc\u30b8\u30f3\u30b0\u306f\u9867\u5ba2\u3068\u5951\u7d04\u3092\u7de0\u7d50\u3059\u308b\u305f\u3081\u306e\u6700\u7d42\u30d5\u30a7\u30fc\u30ba\u3067\u3059\u3002<\/p>\n\n\n\n

      \u30af\u30ed\u30fc\u30b8\u30f3\u30b0\u306b\u9032\u3080\u305f\u3081\u306b\u306f\u3001\u88fd\u54c1\u30fb\u30b5\u30fc\u30d3\u30b9\u306e\u8cfc\u5165\u3067\u5f97\u3089\u308c\u308b\u30d9\u30cd\u30d5\u30a3\u30c3\u30c8\u3092\u5177\u4f53\u7684\u306b\u30a4\u30e1\u30fc\u30b8\u3057\u3066\u3082\u3089\u3046\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002<\/span><\/p>\n\n\n\n

      \u7de0\u7d50\u5f8c\u306f\u30c8\u30e9\u30d6\u30eb\u3092\u9632\u3050\u305f\u3081\u306b\u3082\u5408\u610f\u4e8b\u9805\u3092\u3057\u3063\u304b\u308a\u3068\u78ba\u8a8d\u3057\u3066\u3001\u4e01\u5be7\u306a\u5bfe\u5fdc\u3092\u5fc3\u304c\u3051\u307e\u3057\u3087\u3046\u3002<\/p>\n\n\n\n

      \u30d5\u30a9\u30ed\u30fc\u30a2\u30c3\u30d7<\/h3>\n\n\n\n

      \u5951\u7d04\u7de0\u7d50\u5f8c\u306f\u3001\u30ed\u30a4\u30e4\u30eb\u30ab\u30b9\u30bf\u30de\u30fc\u306b\u306a\u3063\u3066\u3082\u3089\u3046\u305f\u3081\u306b\u30b5\u30dd\u30fc\u30c8\u3092\u3057\u305f\u308a\u8981\u671b\u306b\u5fdc\u3048\u305f\u308a\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

      \u9577\u671f\u7684\u306a\u95a2\u4fc2\u3092\u7bc9\u304f\u305f\u3081\u306b\u3082\u3001\u9867\u5ba2\u304b\u3089\u306e\u30d5\u30a3\u30fc\u30c9\u30d0\u30c3\u30af\u6539\u5584\u3084\u5b9a\u671f\u7684\u306a\u9023\u7d61\u306f\u6b20\u304b\u305b\u307e\u305b\u3093\u3002<\/span><\/p>\n\n\n\n

      \u30d5\u30a9\u30ed\u30fc\u30a2\u30c3\u30d7\u306f\u65b0\u898f\u9867\u5ba2\u306e\u7d39\u4ecb\u3084\u518d\u8cfc\u5165\u306b\u3082\u3064\u306a\u304c\u308b\u3001\u91cd\u8981\u306a\u30d5\u30a7\u30fc\u30ba\u3068\u3044\u3048\u307e\u3059\u3002<\/p>\n\n\n\n

      \n
      <\/div>
      \n
      \n
      FDC\u3067\u3067\u304d\u308bSalesforce\u6d3b\u7528\u3068\u306f<\/strong><\/span>
      \u8cc7\u6599\u3092\u30c0\u30a6\u30f3\u30ed\u30fc\u30c9\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n\n\n\n
      Salesforce\u30b5\u30dd\u30fc\u30c8\u306b\u95a2\u3059\u308b\u3054\u76f8\u8ac7<\/span>
      \u7121\u6599\u76f8\u8ac7\u3092\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n<\/div>\n<\/div><\/div><\/div><\/div>\n\n\n\n
      <\/div>
      \n
      \n
      FDC\u3067\u3067\u304d\u308bSalesforce\u6d3b\u7528<\/strong><\/span>
      \u8cc7\u6599\u3092\u30c0\u30a6\u30f3\u30ed\u30fc\u30c9\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n\n\n\n
      Salesforce\u30b5\u30dd\u30fc\u30c8\u306b\u95a2\u3059\u308b\u3054\u76f8\u8ac7<\/span>
      \u7121\u6599\u76f8\u8ac7\u3092\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n<\/div>\n<\/div><\/div><\/div><\/div>\n\n\n\n
      <\/div>
      \n
      \n
      Salesforce\u30b5\u30dd\u30fc\u30c8\u306b\u95a2\u3059\u308b\u3054\u76f8\u8ac7<\/span>
      \u7121\u6599\u76f8\u8ac7\u3092\u3059\u308b<\/strong><\/span><\/span><\/a><\/div><\/div>\n<\/div>\n<\/div><\/div><\/div><\/div>\n<\/div>\n\n\n\n

      \u55b6\u696d\u306e\u30d7\u30ed\u30bb\u30b9\u3067\u6d3b\u7528\u3059\u3079\u304d4\u3064\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af<\/h2><\/div><\/div>\n\n\n\n
      \"\u55b6\u696d\u306e\u30d7\u30ed\u30bb\u30b9\u3067\u6d3b\u7528\u3059\u3079\u304d4\u3064\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\"<\/figure>\n\n\n\n

      BANT\u6761\u4ef6<\/h3>\n\n\n\n

      BANT\u6761\u4ef6\u306fBtoB\u55b6\u696d\u306b\u304a\u3044\u3066\u3001\u30d2\u30a2\u30ea\u30f3\u30b0\u306e\u969b\u306b\u9867\u5ba2\u306e\u30cb\u30fc\u30ba\u3092\u628a\u63e1\u3059\u308b\u305f\u3081\u306b\u7528\u3044\u308b\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3059\u3002<\/p>\n\n\n\n

      \u82f1\u8a9e\u306e\u300cBudget\uff08\u4e88\u7b97\uff09\u300d\u300cAuthority\uff08\u6c7a\u88c1\u6a29\uff09\u300d\u300cNeeds\uff08\u30cb\u30fc\u30ba\uff09\u300d\u300cTimeframe\uff08\u5c0e\u5165\u6642\u671f\uff09\u300d\u306e\u982d\u6587\u5b57\u3092\u3068\u3063\u305f\u3082\u306e\u3067\u3001\u5404\u9805\u76ee\u304b\u3089\u6848\u4ef6\u306e\u512a\u5148\u5ea6\u3084\u53d7\u6ce8\u78ba\u5ea6\u3092\u65e9\u671f\u306b\u5224\u65ad\u3057\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

      \u9867\u5ba2\u306e\u30cb\u30fc\u30ba\u3068\u81ea\u793e\u306e\u63d0\u6848\u306b\u30ba\u30ec\u304c\u751f\u3058\u306a\u3044\u3088\u3046\u306b\u3001\u6642\u9593\u3092\u304b\u3051\u3066\u7a81\u304d\u8a70\u3081\u307e\u3057\u3087\u3046\u3002<\/p>\n\n\n\n

      DMU\u30de\u30c3\u30d7<\/h3>\n\n\n\n

      DMU\uff08Decision Making Unit\uff09\u30de\u30c3\u30d7\u306f\u3001\u9867\u5ba2\u306e\u300c\u610f\u601d\u6c7a\u5b9a\u8005\u300d\u3092\u7406\u89e3\u3059\u308b\u305f\u3081\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3059\u3002<\/p>\n\n\n\n

      \u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306b\u304a\u3044\u3066\u3001\u9867\u5ba2\u306e\u8cfc\u5165\u306e\u610f\u601d\u6c7a\u5b9a\u8005\u3092\u628a\u63e1\u3059\u308b\u3053\u3068\u306f\u975e\u5e38\u306b\u91cd\u8981\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

      DMU\u30de\u30c3\u30d7\u3092\u7528\u3044\u308c\u3070\u5927\u898f\u6a21\u306a\u53d6\u5f15\u3084BtoB\u55b6\u696d\u3067\u3082\u3001\u300c\u65b0\u305f\u306aDMU\u304c\u73fe\u308c\u3066\u5951\u7d04\u304c\u767d\u7d19\u306b\u306a\u3063\u305f\uff01\u300d\u3068\u3044\u3046\u4e8b\u614b\u3092\u9632\u3052\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

      FABE\u5206\u6790<\/h3>\n\n\n\n

      FABE\u5206\u6790\u306f\u3001\u63d0\u6848\u6642\u306e\u30d7\u30ec\u30bc\u30f3\u30c6\u30fc\u30b7\u30e7\u30f3\u306b\u6d3b\u7528\u3067\u304d\u308b\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3059\u3002<\/p>\n\n\n\n

      \u82f1\u8a9e\u306e\u300cFeature\uff08\u7279\u5fb4\uff09\u300d\u300cAdvantage\uff08\u5229\u70b9\uff09\u300d\u300cBenefit\uff08\u4fbf\u76ca\uff09\u300d\u300cEvidence\uff08\u8a3c\u62e0\uff09\u300d\u306e\u982d\u6587\u5b57\u304b\u3089\u306a\u308a\u3001\u9806\u756a\u901a\u308a\u306b\u4f1d\u3048\u308b\u3053\u3068\u3067\u308f\u304b\u308a\u3084\u3059\u3044\u63d0\u6848\u304c\u3067\u304d\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

      \u30a2\u30f3\u30be\u30d5\u30de\u30c8\u30ea\u30af\u30b9<\/h3>\n\n\n\n

      \u30a2\u30f3\u30be\u30d5\u30de\u30c8\u30ea\u30af\u30b9\u306f\u3001\u4f01\u696d\u304c\u6210\u9577\u6226\u7565\uff08\u55b6\u696d\u6226\u7565\uff09\u3092\u7b56\u5b9a\u3059\u308b\u969b\u306b\u7528\u3044\u308b\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3059\u3002<\/p>\n\n\n\n

      \u63d0\u4f9b\u3059\u308b\u30b5\u30fc\u30d3\u30b9\u3068\u30b5\u30fc\u30d3\u30b9\u3092\u63d0\u4f9b\u3059\u308b\u5e02\u5834\u306e\u7d44\u307f\u5408\u308f\u305b\u306b\u3088\u3063\u3066\u30014\u3064\u306e\u7a2e\u985e\u306b\u5206\u985e\u3055\u308c\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

      \u5e02\u5834\u6d78\u900f<\/td>\u65e2\u5b58\u30b5\u30fc\u30d3\u30b9 \u00d7 \u65e2\u5b58\u5e02\u5834<\/td><\/tr>
      \u88fd\u54c1\u958b\u767a<\/td>\u65b0\u898f\u30b5\u30fc\u30d3\u30b9 \u00d7 \u65e2\u5b58\u5e02\u5834<\/td><\/tr>
      \u5e02\u5834\u958b\u62d3<\/td>\u65e2\u5b58\u30b5\u30fc\u30d3\u30b9 \u00d7 \u65b0\u898f\u5e02\u5834<\/td><\/tr>
      \u591a\u89d2\u5316<\/td>\u65b0\u898f\u30b5\u30fc\u30d3\u30b9 \u00d7 \u65b0\u898f\u5e02\u5834<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n

      \u81ea\u793e\u306e\u5f37\u307f\u3084\u8ab2\u984c\u3092\u6d17\u3044\u51fa\u3057\u3066\u3001\u4e8b\u696d\u306e\u65b9\u5411\u6027\u3092\u898b\u5b9a\u3081\u307e\u3057\u3087\u3046\u3002<\/p>\n\n\n\n

      \u55b6\u696d\u306e\u30d7\u30ed\u30bb\u30b9\u306f\u30d5\u30ed\u30fc\u56f3\u306e\u53ef\u8996\u5316\u304c\u91cd\u8981<\/h2><\/div><\/div>\n\n\n\n
      \"\u55b6\u696d\u306e\u30d7\u30ed\u30bb\u30b9\u306f\u30d5\u30ed\u30fc\u56f3\u306e\u53ef\u8996\u5316\u304c\u91cd\u8981\"<\/figure>\n\n\n\n

      \u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306f\u30d5\u30a1\u30fc\u30b9\u30c8\u30b3\u30f3\u30bf\u30af\u30c8\u304b\u3089\u5951\u7d04\u306b\u81f3\u308b\u307e\u3067\u306e\u30d5\u30ed\u30fc\u3092\u5206\u89e3\u3057\u3066\u3001\u898b\u3048\u308b\u5316\u3059\u308b\u3053\u3068\u304c\u91cd\u8981\u306b\u306a\u308a\u307e\u3059\u3002<\/span><\/p>\n\n\n\n

      \u62c5\u5f53\u8005\u3054\u3068\u306b\u55b6\u696d\u624b\u6cd5\u3084\u30a2\u30d7\u30ed\u30fc\u30c1\u304c\u7570\u306a\u308b\u3068\u3001\u55b6\u696d\u6d3b\u52d5\u306e\u6210\u679c\u306b\u5dee\u304c\u751f\u307e\u308c\u308b\u304b\u3089\u3067\u3059\u3002<\/p>\n\n\n\n

      \u56f3\u89e3\u3092\u4f7f\u3063\u3066\u30d5\u30ed\u30fc\u56f3\u3092\u7c21\u5358\u306b\u8868\u3059\u3068\u3001\u6b21\u306e\u3088\u3046\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

      1.\u5c55\u793a\u4f1a<\/td>2.\u898b\u8fbc\u307f\u9867\u5ba2\u306e\u8ab2\u984c\u8abf\u67fb<\/td>3.\u63d0\u6848<\/td>4.\u30c8\u30e9\u30a4\u30a2\u30eb<\/td>5.\u898b\u7a4d\u3082\u308a<\/td>6.\u53d7\u6ce8<\/td>7.\u30d5\u30a9\u30ed\u30fc\u30a2\u30c3\u30d7<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n

      \u30d5\u30ed\u30fc\u56f3\u3067\u898b\u3048\u308b\u5316\u3059\u308b\u3068\u3001\u300c\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u63d0\u6848\u306b\u554f\u984c\u304c\u3042\u308b\u300d\u306a\u3069\u304c\u660e\u78ba\u306b\u306a\u308b\u305f\u3081\u3001\u52b9\u679c\u7684\u306a\u65bd\u7b56\u3092\u6253\u3061\u51fa\u305b\u308b\u3067\u3057\u3087\u3046\u3002<\/span><\/p>\n\n\n\n

      \u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u53ef\u8996\u5316\u306f\u3001\u55b6\u696d\u6d3b\u52d5\u3092\u6a19\u6e96\u5316\u3059\u308b\u305f\u3081\u306b\u6b20\u304b\u305b\u306a\u3044\u53d6\u308a\u7d44\u307f\u3068\u3044\u3048\u308b\u306e\u3067\u3059\u3002<\/p>\n\n\n\n

      \u5408\u308f\u305b\u3066\u8aad\u307f\u305f\u3044<\/strong><\/div>
      \"\u3010\u5de5\u52d9\u5e97\u5411\u3051\u306b\u89e3\u8aac\u3011\u696d\u52d9\u52b9\u7387\u5316\u306e\u6210\u529f\u306f\u30af\u30e9\u30a6\u30c9\u30b5\u30fc\u30d3\u30b9\u306e\u6d3b\u7528\"<\/figure>
      \u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3068\u306f\uff1f\u30d5\u30ed\u30fc\u56f3\u306e\u4f5c\u308a\u65b9\u3084\u6d3b\u7528\u3059\u308b\u30e1\u30ea\u30c3\u30c8\u3092\u89e3\u8aac<\/div>
      \u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3092\u53ef\u8996\u5316\u3059\u308b\u30e1\u30ea\u30c3\u30c8\u3084\u30d5\u30ed\u30fc\u56f3\u306e\u4e8b\u4f8b\u3001\u5177\u4f53\u7684\u306a\u30d5\u30ed\u30fc\u56f3\u306e\u4f5c\u6210\u65b9\u6cd5\u3092\u89e3\u8aac\u3057\u307e\u3059\u3002\u6709\u7528\u306a\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3084IT\u30c4\u30fc\u30eb\u3082\u7d39\u4ecb\u3059\u308b\u306e\u3067\u3001\u55b6\u696d\u30c1\u30fc\u30e0\u306e\u5f37\u5316\u3001\u58f2\u4e0a\u7387\u30a2\u30c3\u30d7\u3092\u76ee\u6307\u3059\u65b9\u306f\u53c2\u8003\u306b\u3057\u3066\u307f\u3066\u304f\u3060\u3055\u3044\u3002<\/div><\/div><\/div><\/a><\/div>\n\n\n\n

      \u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306f\u6a19\u6e96\u5316\u304c\u6700\u91cd\u8981\uff01\u6a19\u6e96\u5316\u3059\u308b3\u3064\u306e\u30dd\u30a4\u30f3\u30c8<\/h2><\/div><\/div>\n\n\n\n
      \"\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306f\u6a19\u6e96\u5316\u304c\u6700\u91cd\u8981\uff01\u6a19\u6e96\u5316\u3059\u308b3\u3064\u306e\u30dd\u30a4\u30f3\u30c8\"<\/figure>\n\n\n\n

      \u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3092\u6a19\u6e96\u5316\u3059\u308c\u3070\u3001\u8ab0\u3067\u3082\u6210\u679c\u306b\u3064\u306a\u304c\u308b\u55b6\u696d\u6d3b\u52d5\u304c\u884c\u3048\u307e\u3059\u3002<\/p>\n\n\n\n

      \u55b6\u696d\u304c\u30af\u30ed\u30fc\u30b8\u30f3\u30b0\u3057\u306a\u3044\u4f01\u696d\u306f\u3001\u300c\u55b6\u696d\u62c5\u5f53\u8005\u306e\u30ce\u30a6\u30cf\u30a6\u304c\u5c5e\u4eba\u5316\u3057\u3066\u3044\u308b\u300d\u300c\u30dc\u30c8\u30eb\u30cd\u30c3\u30af\u304c\u898b\u3064\u304b\u3089\u306a\u3044\u300d\u3068\u3044\u3063\u305f\u554f\u984c\u3092\u62b1\u3048\u3066\u3044\u308b\u30b1\u30fc\u30b9\u304c\u591a\u3044\u3067\u3059\u3002<\/span><\/p>\n\n\n\n

      \u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u6a19\u6e96\u5316\u306f\u7d44\u7e54\u5168\u4f53\u3067\u55b6\u696d\u529b\u3092\u9ad8\u3081\u305f\u308a\u4eba\u6750\u80b2\u6210\u3092\u52b9\u7387\u5316\u3067\u304d\u305f\u308a\u3068\u3001\u58f2\u4e0a\u3084\u53d7\u6ce8\u7387\u306e\u5897\u52a0\u306b\u76f4\u7d50\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

      \u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u3092\u6a19\u6e96\u5316\u3059\u308b\u305f\u3081\u306e\u30dd\u30a4\u30f3\u30c8\u306f\u3001\u5927\u304d\u304f3\u3064\u3067\u3059\u3002<\/p>\n\n\n\n