{"id":11002,"date":"2026-07-31T11:56:21","date_gmt":"2026-07-31T02:56:21","guid":{"rendered":"https:\/\/btobmarketing.aluha.net\/column-wp\/?p=11002"},"modified":"2026-08-01T15:34:25","modified_gmt":"2026-08-01T06:34:25","slug":"%e5%b1%95%e7%a4%ba%e4%bc%9a%e3%83%aa%e3%83%bc%e3%83%89%e3%81%8c%e6%a1%88%e4%bb%b6%e5%8c%96%e3%81%97%e3%81%aa%e3%81%84%e7%90%86%e7%94%b1%ef%bd%9c%e5%90%8d%e5%88%ba%e7%8d%b2%e5%be%97%e6%95%b0%e3%81%a0","status":"publish","type":"post","link":"https:\/\/btobmarketing.aluha.net\/column-wp\/bm\/why-trade-show-leads-fail","title":{"rendered":"\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u304c\u6848\u4ef6\u5316\u3057\u306a\u3044\u7406\u7531\uff5c\u540d\u523a\u7372\u5f97\u6570\u3060\u3051\u3092\u8ffd\u3046\u5371\u967a\u6027"},"content":{"rendered":"<p>\u3053\u306e\u30b3\u30e9\u30e0\u306f\u3001\u88fd\u9020\u696d\u30fbIT\u4f01\u696d\u306a\u3069\u6280\u8853\u7cfb\u5546\u6750\u3092\u6271\u3046BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u62c5\u5f53\u8005\u3001\u7279\u306b\u5c55\u793a\u4f1a\u3067\u591a\u304f\u306e\u540d\u523a\u3092\u7372\u5f97\u3057\u3066\u3044\u308b\u306b\u3082\u304b\u304b\u308f\u3089\u305a\u3001\u6848\u4ef6\u5316\u3084\u53d7\u6ce8\u306b\u3064\u306a\u304c\u3089\u306a\u3044\u3053\u3068\u306b\u60a9\u3093\u3067\u3044\u308b\u65b9\u306b\u5411\u3051\u3066\u4f5c\u6210\u3057\u3066\u3044\u308b\u3002<\/p>\n<p>\u5c55\u793a\u4f1a\u3067\u306f\u540d\u523a\u7372\u5f97\u6570\u304c\u6210\u679c\u6307\u6a19\u306b\u306a\u308a\u3084\u3059\u3044\u3002\u3057\u304b\u3057\u3001\u540d\u523a\u306e\u679a\u6570\u304c\u5897\u3048\u3066\u3082\u6848\u4ef6\u5316\u7387\u3084\u53d7\u6ce8\u7387\u304c\u4e0a\u304c\u308b\u3068\u306f\u9650\u3089\u306a\u3044\u3002\u672c\u30b3\u30e9\u30e0\u3067\u306f\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u304c\u6848\u4ef6\u5316\u3057\u306a\u3044\u7406\u7531\u3092\u6574\u7406\u3057\u3001ICP\u3084ICP\u7387\u3092\u6d3b\u7528\u3057\u306a\u304c\u3089\u5c55\u793a\u4f1a\u6210\u679c\u3092\u6539\u5584\u3059\u308b\u65b9\u6cd5\u3092\u89e3\u8aac\u3059\u308b\u3002<\/p>\n<p>\u6700\u5f8c\u307e\u3067\u8aad\u3080\u3053\u3068\u3067\u3001\u5c55\u793a\u4f1a\u6210\u679c\u3092\u6b63\u3057\u304f\u8a55\u4fa1\u3059\u308b\u8003\u3048\u65b9\u3001\u55b6\u696d\u304c\u8ffd\u3044\u305f\u304f\u306a\u308b\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u3092\u5897\u3084\u3059\u305f\u3081\u306e\u8996\u70b9\u3001\u3055\u3089\u306b<a href=\"https:\/\/btobmarketing.aluha.net\/consulting\/bbm\/\">BBM\uff08Balance Based Marketing\uff09<\/a>\u306b\u3088\u3063\u3066\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u306e\u8cea\u3068\u91cf\u3092\u3069\u306e\u3088\u3046\u306b\u8abf\u6574\u3059\u3079\u304d\u304b\u3068\u3044\u3046\u30d2\u30f3\u30c8\u304c\u5f97\u3089\u308c\u308b\u3002<\/p>\n<div data-post-id=\"10683\" class=\"insert-page insert-page-10683 \"><div class=\"c_box intitle white_box\"><div class=\"box_title\"><span>BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306b\u95a2\u3059\u308b\u7121\u6599\u500b\u5225\u30bb\u30df\u30ca\u30fc<\/span><\/div>\n<p>\u4ee5\u4e0b\u306e\u3088\u3046\u306a\u30bb\u30df\u30ca\u30fc\u3092\u5e38\u6642\u53d7\u4ed8\u4e2d\uff01\u7121\u6599\u306e\u500b\u5225\u30bb\u30df\u30ca\u30fc\u3067\u3059\u306e\u3067\u304a\u597d\u304d\u306a\u65e5\u6642\u30fb\u4eba\u6570\u3067\u53d7\u8b1b\u3067\u304d\u307e\u3059\u3002<\/p>\n<ul style=\"font-size:16px;\">\n<li style=\"margin:5px 5px 10px 5px;\"><a 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href=\"https:\/\/btobmarketing.aluha.net\/column-wp\/bm\/why-trade-show-leads-fail\/#BBM%E6%B4%BB%E7%94%A8\" >BBM\u6d3b\u7528<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-6\" href=\"https:\/\/btobmarketing.aluha.net\/column-wp\/bm\/why-trade-show-leads-fail\/#%E5%B1%95%E7%A4%BA%E4%BC%9A%E3%83%AA%E3%83%BC%E3%83%89%E3%82%92%E5%B7%A1%E3%82%8B%E5%96%B6%E6%A5%AD%E3%81%A8%E3%83%9E%E3%83%BC%E3%82%B1%E3%83%86%E3%82%A3%E3%83%B3%E3%82%B0%E3%81%AE%E5%AF%BE%E7%AB%8B%E3%82%92%E5%88%86%E6%9E%90%E3%81%99%E3%82%8B\" >\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u3092\u5de1\u308b\u55b6\u696d\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u5bfe\u7acb\u3092\u5206\u6790\u3059\u308b<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"%E5%B1%95%E7%A4%BA%E4%BC%9A%E3%81%AE%E7%8F%BE%E7%8A%B6\"><\/span>\u5c55\u793a\u4f1a\u306e\u73fe\u72b6<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u5c55\u793a\u4f1a\u306f\u3001BtoB\u4f01\u696d\u306b\u3068\u3063\u3066\u4eca\u3067\u3082\u91cd\u8981\u306a\u30ea\u30fc\u30c9\u7372\u5f97\u65bd\u7b56\u3067\u3042\u308b\u3002\u7279\u306b\u88fd\u9020\u696d\u3084IT\u4f01\u696d\u306e\u3088\u3046\u306b\u3001\u6280\u8853\u7684\u306a\u8aac\u660e\u3084\u5b9f\u6a5f\u30c7\u30e2\u3001\u5c0e\u5165\u4e8b\u4f8b\u306e\u7d39\u4ecb\u304c\u5fc5\u8981\u306a\u5546\u6750\u3067\u306f\u3001\u5c55\u793a\u4f1a\u306f\u898b\u8fbc\u307f\u9867\u5ba2\u3068\u76f4\u63a5\u63a5\u70b9\u3092\u6301\u3066\u308b\u8cb4\u91cd\u306a\u5834\u3067\u3042\u308b\u3002Web\u30b5\u30a4\u30c8\u3084\u5e83\u544a\u3067\u306f\u4f1d\u3048\u306b\u304f\u3044\u88fd\u54c1\u306e\u7279\u5fb4\u3001\u6280\u8853\u7684\u306a\u5f37\u307f\u3001\u5c0e\u5165\u5f8c\u306e\u30a4\u30e1\u30fc\u30b8\u3092\u3001\u5bfe\u9762\u3067\u8aac\u660e\u3067\u304d\u308b\u70b9\u306b\u4fa1\u5024\u304c\u3042\u308b\u3002<\/p>\n<p>\u4e00\u65b9\u3067\u3001\u5c55\u793a\u4f1a\u306f\u8cbb\u7528\u3082\u5de5\u6570\u3082\u5927\u304d\u3044\u3002\u51fa\u5c55\u6599\u3001\u30d6\u30fc\u30b9\u8a2d\u55b6\u8cbb\u3001\u88c5\u98fe\u8cbb\u3001\u8aac\u660e\u54e1\u306e\u4eba\u4ef6\u8cbb\u3001\u30ce\u30d9\u30eb\u30c6\u30a3\u3001\u30d1\u30f3\u30d5\u30ec\u30c3\u30c8\u3001\u4e8b\u524d\u96c6\u5ba2\u3001\u4f1a\u671f\u5f8c\u306e\u30d5\u30a9\u30ed\u30fc\u307e\u3067\u542b\u3081\u308b\u3068\u30011\u56de\u306e\u5c55\u793a\u4f1a\u306b\u5927\u304d\u306a\u6295\u8cc7\u304c\u5fc5\u8981\u306b\u306a\u308b\u3002\u305d\u306e\u305f\u3081\u3001\u793e\u5185\u3067\u306f\u300c\u3069\u308c\u3060\u3051\u6210\u679c\u304c\u51fa\u305f\u306e\u304b\u300d\u3092\u8aac\u660e\u3059\u308b\u5fc5\u8981\u304c\u3042\u308b\u3002\u3053\u3053\u3067\u6700\u3082\u5206\u304b\u308a\u3084\u3059\u3044\u6307\u6a19\u306b\u306a\u308a\u3084\u3059\u3044\u306e\u304c\u3001\u540d\u523a\u7372\u5f97\u6570\u3067\u3042\u308b\u3002<\/p>\n<p>\u5c55\u793a\u4f1a\u7d42\u4e86\u5f8c\u306b\u3001300\u679a\u7372\u5f97\u3057\u305f\u3001500\u679a\u7372\u5f97\u3057\u305f\u3001\u524d\u5e74\u3088\u308a20\uff05\u5897\u3048\u305f\u3068\u3044\u3063\u305f\u5831\u544a\u304c\u884c\u308f\u308c\u308b\u3053\u3068\u306f\u591a\u3044\u3002\u540d\u523a\u679a\u6570\u306f\u6570\u3048\u3084\u3059\u304f\u3001\u9054\u6210\u611f\u3082\u3042\u308b\u3002\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u90e8\u9580\u3068\u3057\u3066\u3082\u3001\u65bd\u7b56\u306e\u6210\u679c\u3092\u793e\u5185\u306b\u8aac\u660e\u3057\u3084\u3059\u3044\u3002\u3057\u304b\u3057\u3001\u540d\u523a\u3092\u591a\u304f\u7372\u5f97\u3057\u305f\u3053\u3068\u3068\u3001\u6848\u4ef6\u3084\u53d7\u6ce8\u306b\u3064\u306a\u304c\u308b\u9867\u5ba2\u3068\u63a5\u70b9\u3092\u6301\u3066\u305f\u3053\u3068\u306f\u540c\u3058\u3067\u306f\u306a\u3044\u3002<\/p>\n<p>\u4f8b\u3048\u3070\u3001500\u679a\u306e\u540d\u523a\u3092\u7372\u5f97\u3057\u3066\u3082\u6848\u4ef6\u5316\u304c5\u4ef6\u3057\u304b\u306a\u3044\u5c55\u793a\u4f1a\u3068\u3001100\u679a\u306e\u540d\u523a\u3057\u304b\u7372\u5f97\u3057\u3066\u3044\u306a\u3044\u304c\u6848\u4ef6\u5316\u304c15\u4ef6\u3042\u308b\u5c55\u793a\u4f1a\u3067\u306f\u3001\u5f8c\u8005\u306e\u65b9\u304c\u55b6\u696d\u4fa1\u5024\u306f\u9ad8\u3044\u53ef\u80fd\u6027\u304c\u3042\u308b\u3002\u306b\u3082\u304b\u304b\u308f\u3089\u305a\u3001\u540d\u523a\u7372\u5f97\u6570\u3060\u3051\u3092\u898b\u3066\u3044\u308b\u3068\u3001\u524d\u8005\u306e\u65b9\u304c\u6210\u529f\u3057\u3066\u3044\u308b\u3088\u3046\u306b\u898b\u3048\u3066\u3057\u307e\u3046\u3002\u3053\u3053\u306b\u5c55\u793a\u4f1a\u8a55\u4fa1\u306e\u5927\u304d\u306a\u843d\u3068\u3057\u7a74\u304c\u3042\u308b\u3002<\/p>\n<p>\u5c55\u793a\u4f1a\u306e\u672c\u6765\u306e\u76ee\u7684\u306f\u3001\u540d\u523a\u3092\u96c6\u3081\u308b\u3053\u3068\u3067\u306f\u306a\u3044\u3002\u58f2\u4e0a\u306b\u3064\u306a\u304c\u308b\u9867\u5ba2\u3068\u306e\u63a5\u70b9\u3092\u4f5c\u308a\u3001\u5546\u8ac7\u3084\u53d7\u6ce8\u3001\u5c06\u6765\u7684\u306aLTV\u306b\u3064\u306a\u3052\u308b\u3053\u3068\u3067\u3042\u308b\u3002\u540d\u523a\u7372\u5f97\u6570\u306f\u91cd\u8981\u306a\u6307\u6a19\u306e\u4e00\u3064\u3060\u304c\u3001\u305d\u308c\u3060\u3051\u3092\u6210\u679c\u3068\u3057\u3066\u6271\u3046\u3068\u3001\u5c55\u793a\u4f1a\u306e\u672c\u5f53\u306e\u4fa1\u5024\u3092\u898b\u8aa4\u308b\u3053\u3068\u306b\u306a\u308b\u3002<\/p>\n<p>\u3055\u3089\u306b\u3001\u5c55\u793a\u4f1a\u306f\u51fa\u5c55\u3059\u308b\u3053\u3068\u81ea\u4f53\u304c\u76ee\u7684\u5316\u3057\u3084\u3059\u3044\u65bd\u7b56\u3067\u3082\u3042\u308b\u3002\u6bce\u5e74\u51fa\u5c55\u3057\u3066\u3044\u308b\u304b\u3089\u51fa\u308b\u3001\u7af6\u5408\u304c\u51fa\u3066\u3044\u308b\u304b\u3089\u51fa\u308b\u3001\u696d\u754c\u5185\u3067\u306e\u5b58\u5728\u611f\u3092\u793a\u3059\u305f\u3081\u306b\u51fa\u308b\u3068\u3044\u3046\u5224\u65ad\u306f\u73cd\u3057\u304f\u306a\u3044\u3002\u3057\u304b\u3057\u3001\u3069\u306e\u9867\u5ba2\u3068\u63a5\u70b9\u3092\u4f5c\u308b\u306e\u304b\u3001\u3069\u306e\u5546\u6750\u3092\u8a34\u6c42\u3059\u308b\u306e\u304b\u3001\u5c55\u793a\u4f1a\u5f8c\u306b\u3069\u306e\u3088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class=\"ez-toc-section\" id=\"%E6%A1%88%E4%BB%B6%E5%8C%96%E3%81%97%E3%81%AA%E3%81%84%E7%90%86%E7%94%B1\"><\/span>\u6848\u4ef6\u5316\u3057\u306a\u3044\u7406\u7531<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u304c\u6848\u4ef6\u5316\u3057\u306a\u3044\u7406\u7531\u306f\u3001\u5c55\u793a\u4f1a\u305d\u306e\u3082\u306e\u306b\u4fa1\u5024\u304c\u306a\u3044\u304b\u3089\u3067\u306f\u306a\u3044\u3002\u591a\u304f\u306e\u5834\u5408\u3001\u5c55\u793a\u4f1a\u3067\u7372\u5f97\u3057\u305f\u30ea\u30fc\u30c9\u306e\u898b\u6975\u3081\u3068\u904b\u7528\u306b\u554f\u984c\u304c\u3042\u308b\u3002\u6700\u5927\u306e\u7406\u7531\u306f\u3001\u5c55\u793a\u4f1a\u6765\u5834\u8005\u306e\u691c\u8a0e\u6bb5\u968e\u304c\u975e\u5e38\u306b\u5e45\u5e83\u3044\u3053\u3068\u3067\u3042\u308b\u3002\u4eca\u3059\u3050\u5c0e\u5165\u3092\u691c\u8a0e\u3057\u3066\u3044\u308b\u4f01\u696d\u3082\u3044\u308c\u3070\u3001\u5c06\u6765\u306e\u53c2\u8003\u60c5\u5831\u3092\u96c6\u3081\u3066\u3044\u308b\u3060\u3051\u306e\u4f01\u696d\u3082\u3042\u308b\u3002\u7af6\u5408\u8abf\u67fb\u3001\u5b66\u751f\u3001\u30d1\u30fc\u30c8\u30ca\u30fc\u5019\u88dc\u3001\u65e2\u5b58\u9867\u5ba2\u3001\u60c5\u5831\u53ce\u96c6\u76ee\u7684\u306e\u62c5\u5f53\u8005\u3082\u542b\u307e\u308c\u308b\u3002<\/p>\n<p>\u5c55\u793a\u4f1a\u3067\u540d\u523a\u4ea4\u63db\u3092\u3057\u305f\u3068\u3044\u3046\u4e8b\u5b9f\u3060\u3051\u3067\u306f\u3001\u53d7\u6ce8\u53ef\u80fd\u6027\u306f\u5224\u65ad\u3067\u304d\u306a\u3044\u3002\u30d6\u30fc\u30b9\u3067\u8a71\u3092\u3057\u305f\u3068\u3057\u3066\u3082\u3001\u305d\u306e\u4f01\u696d\u304c\u81ea\u793e\u306e\u30bf\u30fc\u30b2\u30c3\u30c8\u306b\u8a72\u5f53\u3059\u308b\u306e\u304b\u3001\u8ab2\u984c\u304c\u660e\u78ba\u306a\u306e\u304b\u3001\u5c0e\u5165\u6642\u671f\u304c\u3042\u308b\u306e\u304b\u3001\u6c7a\u88c1\u8005\u304c\u95a2\u4e0e\u3057\u3066\u3044\u308b\u306e\u304b\u3001\u81ea\u793e\u5546\u6750\u3067\u89e3\u6c7a\u3067\u304d\u308b\u8ab2\u984c\u306a\u306e\u304b\u306f\u5225\u554f\u984c\u3067\u3042\u308b\u3002\u540d\u523a\u7372\u5f97\u6570\u3060\u3051\u3092\u898b\u308b\u3068\u3001\u3053\u3046\u3057\u305f\u9055\u3044\u304c\u3059\u3079\u3066\u898b\u3048\u306a\u304f\u306a\u308b\u3002<\/p>\n<p>\u7b2c\u4e8c\u306e\u7406\u7531\u306f\u3001\u5c55\u793a\u4f1a\u5f8c\u306e\u30d5\u30a9\u30ed\u30fc\u304c\u4e00\u5f8b\u306b\u306a\u308a\u3084\u3059\u3044\u3053\u3068\u3067\u3042\u308b\u3002\u4f8b\u3048\u3070\u3001\u7372\u5f97\u3057\u305f\u540d\u523a\u3092\u3059\u3079\u3066\u55b6\u696d\u306b\u6e21\u3059\u3001\u5168\u54e1\u306b\u540c\u3058\u30e1\u30fc\u30eb\u3092\u9001\u308b\u3001\u4e00\u5b9a\u671f\u9593\u5f8c\u306b\u4e00\u5f8b\u3067\u67b6\u96fb\u3059\u308b\u3001\u3068\u3044\u3063\u305f\u904b\u7528\u3067\u3042\u308b\u3002\u3053\u306e\u65b9\u6cd5\u3067\u306f\u3001\u512a\u5148\u9806\u4f4d\u304c\u4ed8\u304b\u306a\u3044\u3002\u55b6\u696d\u306f\u5927\u91cf\u306e\u540d\u523a\u306b\u5bfe\u5fdc\u3057\u306a\u3051\u308c\u3070\u306a\u3089\u305a\u3001\u672c\u6765\u65e9\u304f\u8ffd\u3046\u3079\u304d\u91cd\u8981\u9867\u5ba2\u304c\u57cb\u3082\u308c\u3066\u3057\u307e\u3046\u3002<\/p>\n<p>\u7b2c\u4e09\u306e\u7406\u7531\u306f\u3001\u5c55\u793a\u4f1a\u4e2d\u306b\u53ce\u96c6\u3059\u308b\u60c5\u5831\u304c\u4e0d\u8db3\u3057\u3066\u3044\u308b\u3053\u3068\u3067\u3042\u308b\u3002\u540d\u523a\u60c5\u5831\u3060\u3051\u3067\u306f\u3001\u8ab2\u984c\u3001\u5c0e\u5165\u76ee\u7684\u3001\u691c\u8a0e\u6642\u671f\u3001\u65e2\u5b58\u74b0\u5883\u3001\u4e88\u7b97\u3001\u610f\u601d\u6c7a\u5b9a\u4f53\u5236\u304c\u5206\u304b\u3089\u306a\u3044\u3002\u6280\u8853\u7cfb\u5546\u6750\u3067\u306f\u3001\u3053\u3046\u3057\u305f\u60c5\u5831\u304c\u306a\u3051\u308c\u3070\u55b6\u696d\u306f\u521d\u56de\u63a5\u89e6\u306e\u5207\u308a\u53e3\u3092\u4f5c\u308a\u306b\u304f\u3044\u3002\u7d50\u679c\u3068\u3057\u3066\u3001\u55b6\u696d\u306f\u300c\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u306f\u8ffd\u3044\u306b\u304f\u3044\u300d\u3068\u611f\u3058\u308b\u3088\u3046\u306b\u306a\u308b\u3002<\/p>\n<p>\u7b2c\u56db\u306e\u7406\u7531\u306f\u3001\u5c55\u793a\u4f1a\u51fa\u5c55\u524d\u306e\u8a2d\u8a08\u304c\u66d6\u6627\u306a\u3053\u3068\u3067\u3042\u308b\u3002\u8ab0\u306b\u6765\u3066\u307b\u3057\u3044\u306e\u304b\u3001\u3069\u306e\u696d\u754c\u3092\u72d9\u3046\u306e\u304b\u3001\u3069\u306e\u8ab2\u984c\u3092\u6301\u3064\u9867\u5ba2\u3068\u8a71\u3057\u305f\u3044\u306e\u304b\u304c\u660e\u78ba\u3067\u306a\u3051\u308c\u3070\u3001\u30d6\u30fc\u30b9\u8a34\u6c42\u3082\u5e83\u304f\u6d45\u304f\u306a\u308b\u3002\u5e83\u3044\u8a34\u6c42\u306f\u6765\u5834\u8005\u6570\u3092\u5897\u3084\u3057\u3084\u3059\u3044\u304c\u3001\u81ea\u793e\u304c\u672c\u5f53\u306b\u7372\u5f97\u3057\u305f\u3044\u9867\u5ba2\u306e\u6bd4\u7387\u3092\u9ad8\u3081\u308b\u3068\u306f\u9650\u3089\u306a\u3044\u3002\u6848\u4ef6\u5316\u3057\u306a\u3044\u539f\u56e0\u306f\u5c55\u793a\u4f1a\u5f8c\u3060\u3051\u3067\u306a\u304f\u3001\u5c55\u793a\u4f1a\u524d\u306e\u8a2d\u8a08\u306b\u3082\u3042\u308b\u306e\u3067\u3042\u308b\u3002<\/p>\n<p>\u3064\u307e\u308a\u3001\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u304c\u6848\u4ef6\u5316\u3057\u306a\u3044\u539f\u56e0\u306f\u3001\u540d\u523a\u679a\u6570\u304c\u8db3\u308a\u306a\u3044\u3053\u3068\u3067\u306f\u306a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class=\"ez-toc-section\" id=\"%E8%A9%95%E4%BE%A1%E6%8C%87%E6%A8%99%E3%81%AE%E5%95%8F%E9%A1%8C\"><\/span>\u8a55\u4fa1\u6307\u6a19\u306e\u554f\u984c<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<div data-post-id=\"10683\" class=\"insert-page insert-page-10683 \"><div class=\"c_box intitle white_box\"><div class=\"box_title\"><span>BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306b\u95a2\u3059\u308b\u7121\u6599\u500b\u5225\u30bb\u30df\u30ca\u30fc<\/span><\/div>\n<p>\u4ee5\u4e0b\u306e\u3088\u3046\u306a\u30bb\u30df\u30ca\u30fc\u3092\u5e38\u6642\u53d7\u4ed8\u4e2d\uff01\u7121\u6599\u306e\u500b\u5225\u30bb\u30df\u30ca\u30fc\u3067\u3059\u306e\u3067\u304a\u597d\u304d\u306a\u65e5\u6642\u30fb\u4eba\u6570\u3067\u53d7\u8b1b\u3067\u304d\u307e\u3059\u3002<\/p>\n<ul style=\"font-size:16px;\">\n<li style=\"margin:5px 5px 10px 5px;\"><a href=\"https:\/\/btobmarketing.aluha.net\/contact\/seminar\/strategy-design\/\" style=\"text-decoration: underline;color:#d8417b;\">\u6226\u7565\u8a2d\u8a08\u300c\u30bf\u30fc\u30b2\u30c6\u30a3\u30f3\u30b0\u3068\u30dd\u30b8\u30b7\u30e7\u30cb\u30f3\u30b0\u3001\u4fa1\u5024\u5b9a\u7fa9\u306e\u9032\u3081\u65b9\u300d<\/a><\/li>\n<li style=\"margin:5px 5px 10px 5px;\"><a href=\"https:\/\/btobmarketing.aluha.net\/contact\/seminar\/marketing-ssales-process-design\/\" style=\"text-decoration: underline;color:#d8417b;\">\u53d7\u6ce8\u30d7\u30ed\u30bb\u30b9\u8a2d\u8a08\u300c\u53d7\u6ce8\u306b\u3064\u306a\u304c\u308b\u30de\u30fc\u30b1\u30fb\u55b6\u696d\u306e\u30d7\u30ed\u30bb\u30b9\u8a2d\u8a08\u3068\u5177\u4f53\u4f8b\u300d<\/a><\/li>\n<li style=\"margin:5px 5px 10px 5px;\"><a href=\"https:\/\/btobmarketing.aluha.net\/contact\/seminar\/business-negotiation-factors\/\" style=\"text-decoration: underline;color:#d8417b;\">\u306a\u305c\u30ea\u30fc\u30c9\u3092\u53d6\u3063\u3066\u3082\u5546\u8ac7\u5316\u3057\u306a\u3044\u306e\u304b\u300c\u8981\u56e0\u5206\u6790\u306e\u3084\u308a\u65b9\u300d<\/a><\/li>\n<\/ul>\n<\/div>\n<\/div>\n<p>\u5c55\u793a\u4f1a\u3067\u540d\u523a\u7372\u5f97\u6570\u3060\u3051\u3092KPI\u306b\u3059\u308b\u3068\u3001\u62c5\u5f53\u8005\u306e\u884c\u52d5\u306f\u540d\u523a\u3092\u96c6\u3081\u308b\u65b9\u5411\u306b\u6700\u9069\u5316\u3055\u308c\u308b\u3002\u30ce\u30d9\u30eb\u30c6\u30a3\u914d\u5e03\u3001\u62bd\u9078\u4f1a\u3001\u30a2\u30f3\u30b1\u30fc\u30c8\u3001\u30b9\u30bf\u30f3\u30d7\u30e9\u30ea\u30fc\u3001\u7acb\u3061\u5bc4\u308a\u3084\u3059\u3044\u30d6\u30fc\u30b9\u6f14\u51fa\u306a\u3069\u306f\u3001\u540d\u523a\u7372\u5f97\u6570\u3092\u5897\u3084\u3059\u4e0a\u3067\u306f\u6709\u52b9\u3067\u3042\u308b\u3002\u3057\u304b\u3057\u3001\u305d\u308c\u306b\u3088\u3063\u3066\u96c6\u307e\u308b\u30ea\u30fc\u30c9\u304c\u81ea\u793e\u306e\u30bf\u30fc\u30b2\u30c3\u30c8\u9867\u5ba2\u3067\u3042\u308b\u3068\u306f\u9650\u3089\u306a\u3044\u3002<\/p>\n<p>\u3082\u3061\u308d\u3093\u3001\u6765\u5834\u8005\u3068\u306e\u63a5\u70b9\u3092\u5897\u3084\u3059\u3053\u3068\u81ea\u4f53\u306f\u91cd\u8981\u3067\u3042\u308b\u3002\u5c55\u793a\u4f1a\u306f\u5076\u7136\u306e\u51fa\u4f1a\u3044\u304b\u3089\u65b0\u305f\u306a\u6848\u4ef6\u304c\u751f\u307e\u308c\u308b\u3053\u3068\u3082\u3042\u308b\u3002\u3057\u304b\u3057\u3001\u540d\u523a\u7372\u5f97\u6570\u3060\u3051\u3092\u6210\u679c\u6307\u6a19\u306b\u3059\u308b\u3068\u3001\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u90e8\u9580\u306f\u300c\u540d\u523a\u3092\u591a\u304f\u96c6\u3081\u308b\u3053\u3068\u300d\u3092\u76ee\u7684\u5316\u3057\u3084\u3059\u3044\u3002\u305d\u306e\u7d50\u679c\u3001\u55b6\u696d\u304c\u8ffd\u3063\u3066\u3082\u6848\u4ef6\u5316\u3057\u306b\u304f\u3044\u30ea\u30fc\u30c9\u304c\u5897\u3048\u308b\u3002<\/p>\n<p>\u55b6\u696d\u5074\u304b\u3089\u898b\u308b\u3068\u3001\u5c55\u793a\u4f1a\u5f8c\u306b\u5927\u91cf\u306e\u540d\u523a\u304c\u6e21\u3055\u308c\u308b\u3053\u3068\u306f\u3001\u5fc5\u305a\u3057\u3082\u6b53\u8fce\u3059\u3079\u304d\u3053\u3068\u3067\u306f\u306a\u3044\u3002\u55b6\u696d\u306f\u3059\u3079\u3066\u306e\u540d\u523a\u306b\u5747\u7b49\u306b\u6642\u9593\u3092\u4f7f\u3046\u3053\u3068\u306f\u3067\u304d\u306a\u3044\u3002\u30d5\u30a9\u30ed\u30fc\u5bfe\u8c61\u304c\u591a\u3059\u304e\u308b\u3068\u3001\u91cd\u8981\u9867\u5ba2\u3078\u306e\u5bfe\u5fdc\u304c\u9045\u308c\u308b\u3002\u3055\u3089\u306b\u3001\u4f55\u5ea6\u8ffd\u3063\u3066\u3082\u6210\u679c\u306b\u3064\u306a\u304c\u3089\u306a\u3044\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u304c\u7d9a\u304f\u3068\u3001\u55b6\u696d\u306f\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u5168\u4f53\u3078\u306e\u671f\u5f85\u5024\u3092\u4e0b\u3052\u308b\u3002<\/p>\n<p>\u305d\u306e\u7d50\u679c\u3001\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u90e8\u9580\u306f\u300c\u5c55\u793a\u4f1a\u3067\u3053\u308c\u3060\u3051\u540d\u523a\u3092\u7372\u5f97\u3057\u305f\u306e\u306b\u55b6\u696d\u304c\u8ffd\u308f\u306a\u3044\u300d\u3068\u611f\u3058\u308b\u3002\u4e00\u65b9\u3067\u55b6\u696d\u90e8\u9580\u306f\u300c\u8ffd\u3063\u3066\u3082\u6848\u4ef6\u5316\u3057\u306a\u3044\u30ea\u30fc\u30c9\u3070\u304b\u308a\u6e21\u3055\u308c\u308b\u300d\u3068\u611f\u3058\u308b\u3002\u3053\u306e\u5bfe\u7acb\u306f\u3001\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u305d\u306e\u3082\u306e\u306e\u554f\u984c\u3068\u3044\u3046\u3088\u308a\u3001\u8a55\u4fa1\u6307\u6a19\u306e\u554f\u984c\u3067\u3042\u308b\u3002<\/p>\n<p>\u5c55\u793a\u4f1a\u3092\u8a55\u4fa1\u3059\u308b\u969b\u306b\u306f\u3001\u540d\u523a\u7372\u5f97\u6570\u3060\u3051\u3067\u306a\u304f\u3001\u5546\u8ac7\u5316\u7387\u3001\u6848\u4ef6\u5316\u7387\u3001\u53d7\u6ce8\u7387\u3001\u53d7\u6ce8\u5358\u4fa1\u3001LTV\u3001\u55b6\u696d\u30d5\u30a9\u30ed\u30fc\u7387\u306a\u3069\u3092\u7d44\u307f\u5408\u308f\u305b\u3066\u898b\u308b\u5fc5\u8981\u304c\u3042\u308b\u3002\u7279\u306b\u91cd\u8981\u306a\u306e\u306f\u3001\u3069\u306e\u3088\u3046\u306a\u9867\u5ba2\u3068\u63a5\u70b9\u3092\u6301\u3066\u305f\u304b\u3067\u3042\u308b\u3002\u5c55\u793a\u4f1a\u306e\u6210\u679c\u306f\u3001\u4f55\u679a\u540d\u523a\u3092\u96c6\u3081\u305f\u304b\u3067\u306f\u306a\u304f\u3001\u3069\u308c\u3060\u3051\u55b6\u696d\u4fa1\u5024\u306e\u3042\u308b\u9867\u5ba2\u3068\u63a5\u70b9\u3092\u4f5c\u308c\u305f\u304b\u3067\u8a55\u4fa1\u3059\u308b\u3079\u304d\u3067\u3042\u308b\u3002<\/p>\n<p>\u8a55\u4fa1\u6307\u6a19\u3092\u5909\u3048\u308b\u3068\u3001\u5c55\u793a\u4f1a\u306e\u6e96\u5099\u3082\u5909\u308f\u308b\u3002\u540d\u523a\u6570\u3060\u3051\u3092\u8ffd\u3046\u5834\u5408\u306f\u96c6\u5ba2\u5c0e\u7dda\u3084\u30ce\u30d9\u30eb\u30c6\u30a3\u306b\u610f\u8b58\u304c\u5411\u304d\u3084\u3059\u3044\u3002\u3057\u304b\u3057\u6848\u4ef6\u5316\u3092\u91cd\u8996\u3059\u308b\u5834\u5408\u306f\u3001\u8a34\u6c42\u30c6\u30fc\u30de\u3001\u5c55\u793a\u5185\u5bb9\u3001\u8aac\u660e\u54e1\u306e\u30d2\u30a2\u30ea\u30f3\u30b0\u9805\u76ee\u3001\u5546\u8ac7\u4e88\u7d04\u306e\u5c0e\u7dda\u3001\u4f1a\u671f\u5f8c\u306e\u55b6\u696d\u9023\u643a\u307e\u3067\u8a2d\u8a08\u3059\u308b\u5fc5\u8981\u304c\u3042\u308b\u3002\u5c55\u793a\u4f1a\u306f\u30a4\u30d9\u30f3\u30c8\u3067\u306f\u306a\u304f\u3001\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u5165\u53e3\u3068\u3057\u3066\u8a2d\u8a08\u3059\u3079\u304d\u3067\u3042\u308b\u3002<\/p>\n<h2><span class=\"ez-toc-section\" id=\"ICP%E8%A6%96%E7%82%B9%E3%81%AE%E8%A9%95%E4%BE%A1\"><\/span>ICP\u8996\u70b9\u306e\u8a55\u4fa1<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u5c55\u793a\u4f1a\u6210\u679c\u3092\u6539\u5584\u3059\u308b\u305f\u3081\u306b\u306f\u3001ICP\u8996\u70b9\u3067\u8a55\u4fa1\u3059\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3042\u308b\u3002ICP\uff08Ideal Customer Profile\uff09\u3068\u306f\u3001\u81ea\u793e\u306e\u5546\u54c1\u3084\u30b5\u30fc\u30d3\u30b9\u3068\u306e\u76f8\u6027\u304c\u826f\u304f\u3001\u53d7\u6ce8\u53ef\u80fd\u6027\u304c\u9ad8\u304f\u3001\u3055\u3089\u306b\u53d7\u6ce8\u5f8c\u306b\u9ad8\u3044LTV\u304c\u671f\u5f85\u3067\u304d\u308b\u7406\u60f3\u7684\u306a\u9867\u5ba2\u50cf\u306e\u3053\u3068\u3067\u3042\u308b\u3002\u5c55\u793a\u4f1a\u3067\u306f\u3001\u7372\u5f97\u3057\u305f\u540d\u523a\u306e\u4e2d\u306bICP\u306b\u8a72\u5f53\u3059\u308b\u4f01\u696d\u304c\u3069\u308c\u3060\u3051\u542b\u307e\u308c\u3066\u3044\u308b\u304b\u3092\u78ba\u8a8d\u3059\u308b\u5fc5\u8981\u304c\u3042\u308b\u3002<\/p>\n<div class=\"c_box intitle blue_box\"><div class=\"box_title\"><span>ICP\u3068\u306f\uff1f<\/span><\/div>\nICP\uff08Ideal Customer Profile\uff09\u3068\u306f\u3001\u81ea\u793e\u306e\u5546\u54c1\u3084\u30b5\u30fc\u30d3\u30b9\u3068\u306e\u76f8\u6027\u304c\u826f\u304f\u3001\u53d7\u6ce8\u306b\u3064\u306a\u304c\u308b\u53ef\u80fd\u6027\u304c\u9ad8\u304f\u3001\u304b\u3064\u53d7\u6ce8\u5f8c\u306b\u9ad8\u3044LTV\uff08\u9867\u5ba2\u751f\u6daf\u4fa1\u5024\uff09\u304c\u671f\u5f85\u3067\u304d\u308b\u7406\u60f3\u7684\u306a\u9867\u5ba2\u50cf\u306e\u3053\u3068\u3067\u3042\u308b\u3002BtoB\u4f01\u696d\u306b\u304a\u3044\u3066\u306f\u3001\u3059\u3079\u3066\u306e\u30ea\u30fc\u30c9\u3084\u9867\u5ba2\u304c\u540c\u3058\u55b6\u696d\u4fa1\u5024\u3092\u6301\u3064\u308f\u3051\u3067\u306f\u306a\u3044\u3002\u696d\u754c\u3001\u4f01\u696d\u898f\u6a21\u3001\u5c0e\u5165\u76ee\u7684\u3001\u8ab2\u984c\u3001\u4e88\u7b97\u3001\u610f\u601d\u6c7a\u5b9a\u4f53\u5236\u306a\u3069\u306e\u6761\u4ef6\u306b\u3088\u3063\u3066\u3001\u81ea\u793e\u3068\u306e\u76f8\u6027\u306f\u5927\u304d\u304f\u7570\u306a\u308b\u3002ICP\u306f\u3001\u55b6\u696d\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u304c\u300c\u3069\u306e\u3088\u3046\u306a\u9867\u5ba2\u3092\u91cd\u70b9\u7684\u306b\u7372\u5f97\u30fb\u80b2\u6210\u3059\u3079\u304d\u304b\u300d\u3092\u5171\u901a\u8a8d\u8b58\u3068\u3057\u3066\u5b9a\u7fa9\u3059\u308b\u3082\u306e\u3067\u3042\u308a\u3001\u30ea\u30fc\u30c9\u3084\u9867\u5ba2\u306e\u8cea\u3092\u5224\u65ad\u3059\u308b\u57fa\u6e96\u3068\u306a\u308b\u3002<br \/>\n<\/div>\n<p>\u4f8b\u3048\u3070\u3001\u3042\u308b\u5c55\u793a\u4f1a\u3067300\u679a\u306e\u540d\u523a\u3092\u7372\u5f97\u3057\u305f\u304c\u3001\u305d\u306e\u3046\u3061ICP\u306b\u8a72\u5f53\u3059\u308b\u4f01\u696d\u304c15\u793e\u3060\u3063\u305f\u3068\u3059\u308b\u3002\u3053\u306e\u5834\u5408\u3001ICP\u7387\u306f5\uff05\u3067\u3042\u308b\u3002\u4e00\u65b9\u3067\u3001\u5225\u306e\u5c55\u793a\u4f1a\u3067\u306f100\u679a\u3057\u304b\u540d\u523a\u3092\u7372\u5f97\u3057\u3066\u3044\u306a\u3044\u304c\u3001ICP\u306b\u8a72\u5f53\u3059\u308b\u4f01\u696d\u304c40\u793e\u3060\u3063\u305f\u3068\u3059\u308b\u3002\u3053\u306e\u5834\u5408\u3001ICP\u7387\u306f40\uff05\u3067\u3042\u308b\u3002\u4ef6\u6570\u3060\u3051\u3092\u898b\u308b\u3068\u524d\u8005\u304c\u6210\u529f\u306b\u898b\u3048\u308b\u304c\u3001\u55b6\u696d\u4fa1\u5024\u3068\u3044\u3046\u89b3\u70b9\u3067\u306f\u5f8c\u8005\u306e\u65b9\u304c\u9ad8\u3044\u53ef\u80fd\u6027\u304c\u3042\u308b\u3002<\/p>\n<p>ICP\u7387\u3068\u306f\u3001\u7372\u5f97\u3057\u305f\u30ea\u30fc\u30c9\u3084\u9867\u5ba2\u306e\u3046\u3061\u3001ICP\u306b\u8a72\u5f53\u3059\u308b\u5272\u5408\u3092\u793a\u3059\u6307\u6a19\u3067\u3042\u308b\u3002\u5c55\u793a\u4f1a\u8a55\u4fa1\u306bICP\u7387\u3092\u52a0\u3048\u308b\u3053\u3068\u3067\u3001\u540d\u523a\u306e\u91cf\u3060\u3051\u3067\u306a\u304f\u3001\u540d\u523a\u306e\u8cea\u3092\u6570\u5024\u3067\u628a\u63e1\u3067\u304d\u308b\u3002\u3053\u308c\u306f\u55b6\u696d\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u5171\u901a\u8a00\u8a9e\u306b\u3082\u306a\u308b\u3002\u55b6\u696d\u304c\u300c\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u306e\u8cea\u304c\u4f4e\u3044\u300d\u3068\u8a00\u3046\u3060\u3051\u3067\u306f\u611f\u899a\u8ad6\u306b\u306a\u308a\u3084\u3059\u3044\u304c\u3001ICP\u7387\u3092\u898b\u308c\u3070\u3001\u3069\u306e\u5c55\u793a\u4f1a\u3084\u3069\u306e\u30c6\u30fc\u30de\u304c\u672c\u5f53\u306b\u55b6\u696d\u4fa1\u5024\u306e\u3042\u308b\u30ea\u30fc\u30c9\u3092\u751f\u3093\u3067\u3044\u308b\u304b\u3092\u78ba\u8a8d\u3067\u304d\u308b\u3002<\/p>\n<div class=\"c_box intitle blue_box\"><div class=\"box_title\"><span>ICP\u7387\uff08Ideal Customer Profile Rate\uff09\u3068\u306f<\/span><\/div>\nICP\u7387\uff08Ideal Customer Profile Rate\uff09\u3068\u306f\u3001\u7372\u5f97\u3057\u305f\u30ea\u30fc\u30c9\u3084\u9867\u5ba2\u306e\u3046\u3061\u3001\u81ea\u793e\u304c\u5b9a\u7fa9\u3057\u305fICP\uff08\u7406\u60f3\u7684\u306a\u9867\u5ba2\u50cf\uff09\u306b\u8a72\u5f53\u3059\u308b\u5272\u5408\u3092\u793a\u3059\u6307\u6a19\u3067\u3042\u308b\u3002BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306b\u304a\u3044\u3066\u3001\u30ea\u30fc\u30c9\u7372\u5f97\u4ef6\u6570\u3084\u5546\u8ac7\u6570\u3060\u3051\u3067\u306f\u30ea\u30fc\u30c9\u306e\u8cea\u3092\u8a55\u4fa1\u3067\u304d\u306a\u3044\u3002\u305d\u3053\u3067\u3001\u7372\u5f97\u3057\u305f\u30ea\u30fc\u30c9\u306e\u4e2d\u306b\u3069\u308c\u3060\u3051ICP\u306b\u8a72\u5f53\u3059\u308b\u30ea\u30fc\u30c9\u304c\u542b\u307e\u308c\u3066\u3044\u308b\u304b\u3092\u53ef\u8996\u5316\u3057\u305f\u3082\u306e\u304cICP\u7387\u3067\u3042\u308b\u3002\u4f8b\u3048\u3070\u3001100\u4ef6\u306e\u30ea\u30fc\u30c9\u3092\u7372\u5f97\u3057\u3001\u305d\u306e\u3046\u306140\u4ef6\u304cICP\u306b\u8a72\u5f53\u3059\u308b\u5834\u5408\u3001ICP\u7387\u306f40\uff05\u3068\u306a\u308b\u3002ICP\u7387\u3092\u6d3b\u7528\u3059\u308b\u3053\u3068\u3067\u3001\u4f01\u696d\u306f\u30ea\u30fc\u30c9\u7372\u5f97\u4ef6\u6570\u3068\u3044\u3046\u300c\u91cf\u300d\u3060\u3051\u3067\u306a\u304f\u3001\u7406\u60f3\u7684\u306a\u9867\u5ba2\u3092\u3069\u308c\u3060\u3051\u7372\u5f97\u3067\u304d\u3066\u3044\u308b\u304b\u3068\u3044\u3046\u300c\u8cea\u300d\u3082\u8a55\u4fa1\u3067\u304d\u308b\u3088\u3046\u306b\u306a\u308b\u3002<a href=\"https:\/\/btobmarketing.aluha.net\/consulting\/bbm\/\">BBM\uff08Balance Based Marketing\uff09<\/a>\u3067\u306f\u3001\u3053\u306eICP\u7387\u3092\u55b6\u696d\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u5171\u901aKPI\u3068\u3057\u3066\u6d3b\u7528\u3057\u3001\u30ea\u30fc\u30c9\u3084\u9867\u5ba2\u306e\u8cea\u3068\u91cf\u306e\u30d0\u30e9\u30f3\u30b9\u3092\u53ef\u8996\u5316\u3057\u306a\u304c\u3089\u65bd\u7b56\u306e\u65b9\u5411\u6027\u3092\u8abf\u6574\u3059\u308b\u3002<br \/>\n<\/div>\n<p>ICP\u8996\u70b9\u3067\u5c55\u793a\u4f1a\u3092\u6539\u5584\u3059\u308b\u306b\u306f\u3001\u51fa\u5c55\u524d\u306e\u8a2d\u8a08\u304c\u91cd\u8981\u3067\u3042\u308b\u3002\u3069\u306e\u696d\u754c\u3001\u4f01\u696d\u898f\u6a21\u3001\u90e8\u9580\u3001\u8ab2\u984c\u3092\u6301\u3064\u6765\u5834\u8005\u3068\u63a5\u70b9\u3092\u4f5c\u308a\u305f\u3044\u306e\u304b\u3092\u660e\u78ba\u306b\u3057\u3001\u305d\u306e\u9867\u5ba2\u306b\u523a\u3055\u308b\u5c55\u793a\u30c6\u30fc\u30de\u3001\u30c7\u30e2\u3001\u30d1\u30cd\u30eb\u3001\u30bb\u30df\u30ca\u30fc\u3001\u8cc7\u6599\u3092\u7528\u610f\u3059\u308b\u5fc5\u8981\u304c\u3042\u308b\u3002\u5e83\u304f\u6765\u5834\u8005\u3092\u96c6\u3081\u308b\u3060\u3051\u3067\u306f\u306a\u304f\u3001ICP\u306b\u8fd1\u3044\u6765\u5834\u8005\u3092\u5f15\u304d\u5bc4\u305b\u308b\u8a2d\u8a08\u304c\u5fc5\u8981\u3067\u3042\u308b\u3002<\/p>\n<p>\u307e\u305f\u3001\u5c55\u793a\u4f1a\u4e2d\u306e\u30d2\u30a2\u30ea\u30f3\u30b0\u9805\u76ee\u3082\u91cd\u8981\u3067\u3042\u308b\u3002\u540d\u523a\u3060\u3051\u3067\u306f\u306a\u304f\u3001\u8ab2\u984c\u3001\u5c0e\u5165\u6642\u671f\u3001\u65e2\u5b58\u74b0\u5883\u3001\u95a2\u5fc3\u30c6\u30fc\u30de\u3001\u5c0e\u5165\u90e8\u9580\u3001\u4e88\u7b97\u611f\u306a\u3069\u3092\u8a18\u9332\u3059\u308b\u3053\u3068\u3067\u3001\u55b6\u696d\u3078\u6e21\u3059\u512a\u5148\u9806\u4f4d\u3092\u4ed8\u3051\u3084\u3059\u304f\u306a\u308b\u3002\u5c55\u793a\u4f1a\u5f8c\u306b\u306f\u3001ICP\u8a72\u5f53\u304b\u3069\u3046\u304b\u3001\u691c\u8a0e\u5ea6\u306f\u3069\u306e\u7a0b\u5ea6\u304b\u3001\u55b6\u696d\u304c\u3059\u3050\u8ffd\u3046\u3079\u304d\u304b\u3001\u30ca\u30fc\u30c1\u30e3\u30ea\u30f3\u30b0\u3059\u3079\u304d\u304b\u3092\u6574\u7406\u3059\u308b\u3002\u3053\u308c\u306b\u3088\u308a\u3001\u55b6\u696d\u306f\u91cd\u8981\u306a\u30ea\u30fc\u30c9\u306b\u96c6\u4e2d\u3067\u304d\u308b\u3002<\/p>\n<p>ICP\u8996\u70b9\u3092\u5c0e\u5165\u3059\u308b\u3068\u3001\u5c55\u793a\u4f1a\u3054\u3068\u306e\u51fa\u5c55\u5224\u65ad\u3082\u5909\u308f\u308b\u3002\u6765\u5834\u8005\u6570\u304c\u591a\u3044\u5c55\u793a\u4f1a\u3088\u308a\u3082\u3001ICP\u306b\u8fd1\u3044\u4f01\u696d\u304c\u591a\u304f\u6765\u5834\u3059\u308b\u5c55\u793a\u4f1a\u306e\u65b9\u304c\u55b6\u696d\u4fa1\u5024\u306f\u9ad8\u3044\u53ef\u80fd\u6027\u304c\u3042\u308b\u3002\u51fa\u5c55\u30c6\u30fc\u30de\u3084\u5c55\u793a\u4f4d\u7f6e\u3001\u30bb\u30df\u30ca\u30fc\u767b\u58c7\u306e\u6709\u7121\u306a\u3069\u3082\u3001ICP\u9867\u5ba2\u3068\u306e\u63a5\u70b9\u3092\u6700\u5927\u5316\u3067\u304d\u308b\u304b\u3068\u3044\u3046\u89b3\u70b9\u3067\u5224\u65ad\u3059\u3079\u304d\u3067\u3042\u308b\u3002<\/p>\n<h2><span class=\"ez-toc-section\" id=\"BBM%E6%B4%BB%E7%94%A8\"><\/span>BBM\u6d3b\u7528<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<div data-post-id=\"10683\" class=\"insert-page insert-page-10683 \"><div class=\"c_box intitle white_box\"><div class=\"box_title\"><span>BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306b\u95a2\u3059\u308b\u7121\u6599\u500b\u5225\u30bb\u30df\u30ca\u30fc<\/span><\/div>\n<p>\u4ee5\u4e0b\u306e\u3088\u3046\u306a\u30bb\u30df\u30ca\u30fc\u3092\u5e38\u6642\u53d7\u4ed8\u4e2d\uff01\u7121\u6599\u306e\u500b\u5225\u30bb\u30df\u30ca\u30fc\u3067\u3059\u306e\u3067\u304a\u597d\u304d\u306a\u65e5\u6642\u30fb\u4eba\u6570\u3067\u53d7\u8b1b\u3067\u304d\u307e\u3059\u3002<\/p>\n<ul style=\"font-size:16px;\">\n<li style=\"margin:5px 5px 10px 5px;\"><a href=\"https:\/\/btobmarketing.aluha.net\/contact\/seminar\/strategy-design\/\" style=\"text-decoration: underline;color:#d8417b;\">\u6226\u7565\u8a2d\u8a08\u300c\u30bf\u30fc\u30b2\u30c6\u30a3\u30f3\u30b0\u3068\u30dd\u30b8\u30b7\u30e7\u30cb\u30f3\u30b0\u3001\u4fa1\u5024\u5b9a\u7fa9\u306e\u9032\u3081\u65b9\u300d<\/a><\/li>\n<li style=\"margin:5px 5px 10px 5px;\"><a href=\"https:\/\/btobmarketing.aluha.net\/contact\/seminar\/marketing-ssales-process-design\/\" style=\"text-decoration: underline;color:#d8417b;\">\u53d7\u6ce8\u30d7\u30ed\u30bb\u30b9\u8a2d\u8a08\u300c\u53d7\u6ce8\u306b\u3064\u306a\u304c\u308b\u30de\u30fc\u30b1\u30fb\u55b6\u696d\u306e\u30d7\u30ed\u30bb\u30b9\u8a2d\u8a08\u3068\u5177\u4f53\u4f8b\u300d<\/a><\/li>\n<li style=\"margin:5px 5px 10px 5px;\"><a href=\"https:\/\/btobmarketing.aluha.net\/contact\/seminar\/business-negotiation-factors\/\" style=\"text-decoration: underline;color:#d8417b;\">\u306a\u305c\u30ea\u30fc\u30c9\u3092\u53d6\u3063\u3066\u3082\u5546\u8ac7\u5316\u3057\u306a\u3044\u306e\u304b\u300c\u8981\u56e0\u5206\u6790\u306e\u3084\u308a\u65b9\u300d<\/a><\/li>\n<\/ul>\n<\/div>\n<\/div>\n<p>\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u3092\u6848\u4ef6\u5316\u306b\u3064\u306a\u3052\u308b\u306b\u306f\u3001\u540d\u523a\u7372\u5f97\u6570\u3068\u3044\u3046\u91cf\u3060\u3051\u3067\u306a\u304f\u3001ICP\u7387\u3084\u6848\u4ef6\u5316\u7387\u3068\u3044\u3046\u8cea\u3082\u898b\u306a\u304c\u3089\u6539\u5584\u3059\u308b\u5fc5\u8981\u304c\u3042\u308b\u3002\u3053\u306e\u8003\u3048\u65b9\u304c<a href=\"https:\/\/btobmarketing.aluha.net\/consulting\/bbm\/\">BBM\uff08Balance Based Marketing\uff09<\/a>\u3067\u3042\u308b\u3002BBM\u3068\u306f\u3001\u55b6\u696d\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u304c\u5171\u901a\u306eICP\u3092\u5b9a\u7fa9\u3057\u3001\u9867\u5ba2\u3084\u30ea\u30fc\u30c9\u306e\u8cea\u3068\u91cf\u306e\u30d0\u30e9\u30f3\u30b9\u3092\u898b\u306a\u304c\u3089\u65bd\u7b56\u306e\u65b9\u5411\u6027\u3092\u8abf\u6574\u3059\u308bBtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u624b\u6cd5\u3067\u3042\u308b\u3002<\/p>\n<div class=\"c_box intitle blue_box\"><div class=\"box_title\"><span>BBM\uff08Balance Based Marketing\uff09\u3068\u306f\uff1f<\/span><\/div>\nBBM\uff08Balance Based Marketing\uff09\u3068\u306f\u3001\u55b6\u696d\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u304c\u5171\u901a\u306eICP\uff08\u7406\u60f3\u7684\u306a\u9867\u5ba2\u50cf\uff09\u3092\u5b9a\u7fa9\u3057\u3001\u9867\u5ba2\u3084\u30ea\u30fc\u30c9\u306e\u300c\u8cea\u300d\u3068\u300c\u91cf\u300d\u306e\u30d0\u30e9\u30f3\u30b9\u3092\u898b\u306a\u304c\u3089\u65bd\u7b56\u306e\u65b9\u5411\u6027\u3092\u8abf\u6574\u3059\u308bBtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u624b\u6cd5\u3067\u3042\u308b\u3002\u5f93\u6765\u306eABM\u304c\u8cea\u3092\u91cd\u8996\u3057\u3001LBM\uff08\u30ea\u30fc\u30c9\u30d9\u30fc\u30b9\u30c9\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\uff09\u304c\u91cf\u3092\u91cd\u8996\u3059\u308b\u306e\u306b\u5bfe\u3057\u3001BBM\u306f\u3069\u3061\u3089\u304b\u4e00\u65b9\u306b\u504f\u308b\u306e\u3067\u306f\u306a\u304f\u3001\u81ea\u793e\u306b\u3068\u3063\u3066\u6700\u9069\u306a\u30d0\u30e9\u30f3\u30b9\u3092\u8ffd\u6c42\u3059\u308b\u3002\u55b6\u696d\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u9023\u643a\u3092\u5f37\u5316\u3057\u3001\u58f2\u4e0a\u6700\u5927\u5316\u3092\u76ee\u6307\u3059\u305f\u3081\u306e\u8003\u3048\u65b9\u3067\u3042\u308b\u3002BBM\u3067\u306f\u3001\u7372\u5f97\u3057\u305f\u30ea\u30fc\u30c9\u306e\u3046\u3061ICP\u306b\u8a72\u5f53\u3059\u308b\u5272\u5408\u3092\u793a\u3059\u300cICP\u7387\u300d\u3092\u6d3b\u7528\u3057\u3001\u8cea\u3068\u91cf\u306e\u30d0\u30e9\u30f3\u30b9\u3092\u53ef\u8996\u5316\u3057\u306a\u304c\u3089\u6539\u5584\u3092\u9032\u3081\u308b\u3002<br \/>\n<\/div>\n<p>BBM\u3067\u306f\u3001\u540d\u523a\u7372\u5f97\u6570\u3092\u5426\u5b9a\u3057\u306a\u3044\u3002\u5c55\u793a\u4f1a\u3067\u306f\u4e00\u5b9a\u306e\u63a5\u70b9\u6570\u304c\u5fc5\u8981\u3067\u3042\u308a\u3001\u6bcd\u6570\u304c\u306a\u3051\u308c\u3070\u5546\u8ac7\u3082\u53d7\u6ce8\u3082\u751f\u307e\u308c\u306a\u3044\u3002\u3057\u304b\u3057\u3001\u91cf\u3060\u3051\u3092\u8ffd\u3048\u3070\u55b6\u696d\u304c\u75b2\u5f0a\u3059\u308b\u3002\u9006\u306b\u3001\u8cea\u3060\u3051\u3092\u8ffd\u3044\u3059\u304e\u308c\u3070\u63a5\u70b9\u6570\u304c\u4e0d\u8db3\u3057\u3001\u65b0\u3057\u3044\u5e02\u5834\u3084\u9867\u5ba2\u3068\u306e\u51fa\u4f1a\u3044\u3092\u9003\u3059\u53ef\u80fd\u6027\u304c\u3042\u308b\u3002\u91cd\u8981\u306a\u306e\u306f\u3001\u5c55\u793a\u4f1a\u3054\u3068\u306b\u8cea\u3068\u91cf\u306e\u30d0\u30e9\u30f3\u30b9\u3092\u898b\u6975\u3081\u308b\u3053\u3068\u3067\u3042\u308b\u3002<\/p>\n<p>\u5177\u4f53\u7684\u306b\u306f\u3001\u540d\u523a\u7372\u5f97\u6570\u3001ICP\u7387\u3001\u5546\u8ac7\u5316\u7387\u3001\u6848\u4ef6\u5316\u7387\u3001\u53d7\u6ce8\u7387\u3001LTV\u3092\u7d44\u307f\u5408\u308f\u305b\u3066\u5c55\u793a\u4f1a\u3092\u8a55\u4fa1\u3059\u308b\u3002\u540d\u523a\u6570\u306f\u591a\u3044\u304cICP\u7387\u304c\u4f4e\u3044\u5c55\u793a\u4f1a\u306f\u3001\u51fa\u5c55\u30c6\u30fc\u30de\u3084\u30d6\u30fc\u30b9\u8a34\u6c42\u3092\u898b\u76f4\u3059\u5fc5\u8981\u304c\u3042\u308b\u3002\u540d\u523a\u6570\u306f\u5c11\u306a\u3044\u304cICP\u7387\u3068\u5546\u8ac7\u5316\u7387\u304c\u9ad8\u3044\u5c55\u793a\u4f1a\u306f\u3001\u55b6\u696d\u9023\u643a\u3092\u5f37\u5316\u3059\u3079\u304d\u3067\u3042\u308b\u3002\u6848\u4ef6\u5316\u7387\u306f\u9ad8\u3044\u304cLTV\u304c\u4f4e\u3044\u5834\u5408\u306f\u3001\u53d7\u6ce8\u306e\u8cea\u3092\u78ba\u8a8d\u3059\u308b\u5fc5\u8981\u304c\u3042\u308b\u3002<\/p>\n<p>\u307e\u305f\u3001BBM\u3067\u306f\u55b6\u696d\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u304c\u5c55\u793a\u4f1a\u524d\u304b\u3089\u9023\u643a\u3059\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3042\u308b\u3002\u55b6\u696d\u304c\u6c42\u3081\u308b\u9867\u5ba2\u50cf\u3092\u4e8b\u524d\u306b\u78ba\u8a8d\u3057\u3001\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306f\u305d\u306e\u9867\u5ba2\u306b\u523a\u3055\u308b\u30c6\u30fc\u30de\u3084\u8cc7\u6599\u3092\u7528\u610f\u3059\u308b\u3002\u5c55\u793a\u4f1a\u5f8c\u306f\u540d\u523a\u3092\u4e00\u62ec\u3067\u6e21\u3059\u306e\u3067\u306f\u306a\u304f\u3001ICP\u8a72\u5f53\u5ea6\u3084\u691c\u8a0e\u5ea6\u306b\u5fdc\u3058\u3066\u3001\u5373\u6642\u30d5\u30a9\u30ed\u30fc\u3001\u30ca\u30fc\u30c1\u30e3\u30ea\u30f3\u30b0\u3001\u9577\u671f\u80b2\u6210\u3001\u5bfe\u8c61\u5916\u306b\u5206\u985e\u3059\u308b\u3002\u3053\u308c\u306b\u3088\u308a\u55b6\u696d\u306f\u8ffd\u3046\u3079\u304d\u30ea\u30fc\u30c9\u306b\u96c6\u4e2d\u3067\u304d\u308b\u3002<\/p>\n<p>\u307e\u3068\u3081\u308b\u3068\u3001\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u304c\u6848\u4ef6\u5316\u3057\u306a\u3044\u539f\u56e0\u306f\u3001\u540d\u523a\u7372\u5f97\u6570\u306e\u4e0d\u8db3\u3060\u3051\u3067\u306f\u306a\u3044\u3002\u540d\u523a\u3092\u3069\u308c\u3060\u3051\u96c6\u3081\u305f\u304b\u3067\u306f\u306a\u304f\u3001\u3069\u306e\u3088\u3046\u306a\u4f01\u696d\u3068\u63a5\u70b9\u3092\u4f5c\u308c\u305f\u304b\u304c\u91cd\u8981\u3067\u3042\u308b\u3002ICP\u7387\u3092\u6d3b\u7528\u3057\u3066\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u306e\u8cea\u3092\u53ef\u8996\u5316\u3057\u3001BBM\u306b\u3088\u3063\u3066\u8cea\u3068\u91cf\u306e\u30d0\u30e9\u30f3\u30b9\u3092\u7ba1\u7406\u3059\u308b\u3053\u3068\u304c\u3001\u5c55\u793a\u4f1a\u3092\u58f2\u4e0a\u306b\u3064\u306a\u3052\u308b\u305f\u3081\u306e\u91cd\u8981\u306a\u8003\u3048\u65b9\u3067\u3042\u308b\u3002<\/p>\n<p>BBM\u3092\u5c55\u793a\u4f1a\u306b\u6d3b\u7528\u3059\u308b\u5834\u5408\u3001\u5c55\u793a\u4f1a\u524d\u3001\u4f1a\u671f\u4e2d\u3001\u5c55\u793a\u4f1a\u5f8c\u306e3\u6bb5\u968e\u3067\u8a2d\u8a08\u3059\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3042\u308b\u3002\u5c55\u793a\u4f1a\u524d\u306fICP\u306b\u57fa\u3065\u3044\u3066\u72d9\u3046\u9867\u5ba2\u3068\u8a34\u6c42\u3092\u6c7a\u3081\u308b\u3002\u4f1a\u671f\u4e2d\u306f\u9867\u5ba2\u8ab2\u984c\u3084\u691c\u8a0e\u5ea6\u3092\u78ba\u8a8d\u3057\u3001\u30ea\u30fc\u30c9\u3092\u5206\u985e\u3059\u308b\u3002\u5c55\u793a\u4f1a\u5f8c\u306fICP\u7387\u3084\u6848\u4ef6\u5316\u7387\u3092\u78ba\u8a8d\u3057\u3001\u6b21\u56de\u51fa\u5c55\u3084\u30d5\u30a9\u30ed\u30fc\u65bd\u7b56\u3078\u53cd\u6620\u3059\u308b\u3002\u3053\u306e\u5faa\u74b0\u3092\u4f5c\u308b\u3053\u3068\u3067\u3001\u5c55\u793a\u4f1a\u306f\u5358\u767a\u65bd\u7b56\u3067\u306f\u306a\u304f\u7d99\u7d9a\u7684\u306b\u6539\u5584\u3067\u304d\u308b\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u6d3b\u52d5\u306b\u306a\u308b\u3002<\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E5%B1%95%E7%A4%BA%E4%BC%9A%E3%83%AA%E3%83%BC%E3%83%89%E3%82%92%E5%B7%A1%E3%82%8B%E5%96%B6%E6%A5%AD%E3%81%A8%E3%83%9E%E3%83%BC%E3%82%B1%E3%83%86%E3%82%A3%E3%83%B3%E3%82%B0%E3%81%AE%E5%AF%BE%E7%AB%8B%E3%82%92%E5%88%86%E6%9E%90%E3%81%99%E3%82%8B\"><\/span>\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u3092\u5de1\u308b\u55b6\u696d\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u5bfe\u7acb\u3092\u5206\u6790\u3059\u308b<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u5c55\u793a\u4f1a\u30ea\u30fc\u30c9\u306f\u3001\u55b6\u696d\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u5bfe\u7acb\u304c\u8d77\u304d\u3084\u3059\u3044\u30c6\u30fc\u30de\u3067\u3042\u308b\u3002\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306f\u540d\u523a\u7372\u5f97\u6570\u3092\u6210\u679c\u3068\u3057\u3066\u898b\u3084\u3059\u3044\u4e00\u65b9\u3067\u3001\u55b6\u696d\u306f\u5546\u8ac7\u5316\u3084\u53d7\u6ce8\u3078\u306e\u8fd1\u3055\u3092\u91cd\u8996\u3059\u308b\u3002\u305d\u306e\u305f\u3081\u3001\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306f\u300c\u3053\u308c\u3060\u3051\u540d\u523a\u3092\u7372\u5f97\u3057\u305f\u300d\u3068\u8003\u3048\u3001\u55b6\u696d\u306f\u300c\u8ffd\u3046\u3079\u304d\u30ea\u30fc\u30c9\u304c\u5c11\u306a\u3044\u300d\u3068\u611f\u3058\u308b\u3053\u3068\u304c\u3042\u308b\u3002<\/p>\n<p>\u3053\u306e\u3088\u3046\u306a\u8a8d\u8b58\u5dee\u3092\u6574\u7406\u3059\u308b\u969b\u306b\u6d3b\u7528\u3057\u305f\u3044\u306e\u304c\u300c<a 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