{"id":8415,"date":"2026-01-24T11:28:40","date_gmt":"2026-01-24T02:28:40","guid":{"rendered":"https:\/\/btobmarketing.aluha.net\/column-wp\/?p=8415"},"modified":"2026-01-30T12:47:40","modified_gmt":"2026-01-30T03:47:40","slug":"%e8%aa%bf%e6%9f%bb%e3%83%ac%e3%83%9d%e3%83%bc%e3%83%88%ef%bd%9cbtob%e3%83%9e%e3%83%bc%e3%82%b1%e3%83%86%e3%82%a3%e3%83%b3%e3%82%b0%e3%82%84%e5%96%b6%e6%a5%ad%e6%88%a6%e7%95%a5%e3%81%ae%e3%83%87","status":"publish","type":"post","link":"https:\/\/btobmarketing.aluha.net\/column-wp\/digital-utilization-survey","title":{"rendered":"\u8abf\u67fb\u30ec\u30dd\u30fc\u30c8\uff5cBtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3084\u55b6\u696d\u6226\u7565\u306e\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u610f\u8b58\u8abf\u67fb\u300c\u5e74\u5225\u306b\u898b\u308b\u610f\u8b58\u306e\u5909\u5316\u30682026\u5e74\u306e\u52d5\u5411\u300d"},"content":{"rendered":"<p><a href=\"https:\/\/btobmarketing.aluha.net\/column-wp\/bm\/\" rel=\"noopener\" target=\"_blank\">BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0<\/a>\u3084<a href=\"https:\/\/btobmarketing.aluha.net\/column-wp\/btob-ss\/about-sales-strategy\" rel=\"noopener\" target=\"_blank\">\u55b6\u696d\u6226\u7565<\/a>\u306b\u304a\u3044\u3066\u306f\u3001\u55b6\u696d\u306e\u4eba\u624b\u4e0d\u8db3\u3084\u9ad8\u9f62\u5316\u3001\u30b3\u30ed\u30ca\u3001<a href=\"https:\/\/btobmarketing.aluha.net\/column-wp\/btob-sales-dx\" rel=\"noopener\" target=\"_blank\">\u55b6\u696dDX\u63a8\u9032<\/a>\u306a\u3069\u306e\u5f71\u97ff\u3067\u3001\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306e\u91cd\u8981\u6027\u304c\u5411\u4e0a\u3057\u3066\u3044\u308b\u3002\u3057\u304b\u3057\u3001BtoB\u696d\u754c\u3067\u306f\u3001\u4e8b\u696d\u7279\u6027\uff08\u9867\u5ba2\u3084\u5546\u6750\u306e\u7279\u6027\uff09\u306b\u3088\u308a\u3001\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3084\u55b6\u696d\u306e\u30c7\u30b8\u30bf\u30eb\u30b7\u30d5\u30c8\u306f\u975e\u5e38\u306b\u96e3\u3057\u3044\u5074\u9762\u3082\u3042\u308b\u3002<\/p>\n<p>\u305d\u3053\u3067\u3001\u5f0a\u793e\u3067\u306f\u3001\u300cBtoB\u4f01\u696d\u306e\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3084\u55b6\u696d\u6d3b\u52d5\u306b\u304a\u3051\u308b\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306e\u610f\u8b58\u8abf\u67fb\u300d\u3092\u884c\u3063\u305f\u3002\u3053\u306e\u30da\u30fc\u30b8\u3067\u306f\u5e74\u5225\u306e\u610f\u8b58\u5909\u5316\u3068\u30b3\u30ed\u30ca\u306e\u5f71\u97ff\u306b\u3064\u3044\u3066\u89e3\u8aac\u3059\u308b\u3002<\/p>\n<div 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>\u5e74\u5225\u306e\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306e\u610f\u8b58\u5909\u5316\u3010\u58f2\u308a\u624b\u5074\u306e\u610f\u8b58\u8abf\u67fb\u3011<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/btobmarketing.aluha.net\/column-wp\/digital-utilization-survey\/#%E5%B9%B4%E5%88%A5%E3%81%AE%E3%83%87%E3%82%B8%E3%82%BF%E3%83%AB%E6%B4%BB%E7%94%A8%E3%81%AE%E6%84%8F%E8%AD%98%E5%A4%89%E5%8C%96%E3%80%90%E8%B2%B7%E3%81%84%E6%89%8B%E5%81%B4%E3%81%AE%E6%84%8F%E8%AD%98%E8%AA%BF%E6%9F%BB%E3%80%91\" >\u5e74\u5225\u306e\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306e\u610f\u8b58\u5909\u5316\u3010\u8cb7\u3044\u624b\u5074\u306e\u610f\u8b58\u8abf\u67fb\u3011<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/btobmarketing.aluha.net\/column-wp\/digital-utilization-survey\/#BtoB%E3%83%9E%E3%83%BC%E3%82%B1%E3%83%86%E3%82%A3%E3%83%B3%E3%82%B0%E3%81%AE2026%E5%B9%B4%E3%81%AE%E6%9C%80%E6%96%B0%E5%8B%95%E5%90%91\" >BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e2026\u5e74\u306e\u6700\u65b0\u52d5\u5411<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"%E5%B9%B4%E5%88%A5%E3%81%AE%E3%83%87%E3%82%B8%E3%82%BF%E3%83%AB%E6%B4%BB%E7%94%A8%E3%81%AE%E6%84%8F%E8%AD%98%E5%A4%89%E5%8C%96%E3%80%90%E5%A3%B2%E3%82%8A%E6%89%8B%E5%81%B4%E3%81%AE%E6%84%8F%E8%AD%98%E8%AA%BF%E6%9F%BB%E3%80%91\"><\/span>\u5e74\u5225\u306e\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306e\u610f\u8b58\u5909\u5316\u3010\u58f2\u308a\u624b\u5074\u306e\u610f\u8b58\u8abf\u67fb\u3011<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u307e\u305a\u306fBtoB\u4f01\u696d\u306e\u58f2\u308a\u624b\u5074\u306e\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306b\u95a2\u3059\u308b\u610f\u8b58\u8abf\u67fb\u7d50\u679c\u3092\u5831\u544a\u3059\u308b\u3002\u58f2\u308a\u624b\u5074\u3067\u3042\u308b\u305f\u3081\u3001\u300c\u81ea\u793e\u88fd\u54c1\u3084\u30b5\u30fc\u30d3\u30b9\u3092\u58f2\u308b\u6642\u306b\u30c7\u30b8\u30bf\u30eb\u3092\u6d3b\u7528\u3059\u308b\u304b\u3069\u3046\u304b\uff1f\u300d\u306e\u610f\u8b58\u8abf\u67fb\u3068\u306a\u308b\u3002<\/p>\n<div class=\"su-table su-table-responsive su-table-alternate\">\n<table>\n<caption>\u8abf\u67fb\u6982\u8981<\/caption>\n<tr>\n<td>\u8abf\u67fb\u671f\u9593<\/td>\n<td>2019\u5e746\u670817\u65e5\u304b\u30892025\u5e7412\u670831\u65e5<\/td>\n<\/tr>\n<tr>\n<td>\u8abf\u67fb\u65b9\u6cd5<\/td>\n<td>\u5f0a\u793eWEB\u30b5\u30a4\u30c8\u306b\u3088\u308b\u30a2\u30f3\u30b1\u30fc\u30c8\u8abf\u67fb\u3002\u793e\u540d\u3001\u540d\u524d\u3001\u9023\u7d61\u5148\u306a\u3069\u306e\u8a18\u5165\u3092\u5fc5\u9808\u3068\u3057\u305f\u305f\u3081\u3001BtoB\u4f01\u696d\u4ee5\u5916\uff08\u500b\u4eba\u3084\u500b\u4eba\u4e8b\u696d\u4e3b\u3082\u542b\u3080\uff09\u306e\u56de\u7b54\u306f\u5168\u3066\u9664\u5916\u6e08\u307f<\/td>\n<\/tr>\n<tr>\n<td>\u8cea\u554f\u5185\u5bb9<\/td>\n<td>\u300c\u55b6\u696d\u3084\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u65bd\u7b56\u306e\u52b9\u7387\u5316\u30fb\u52b9\u679c\u6539\u5584\u306e\u305f\u3081\u306b\u300c\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u300d\u3092\u691c\u8a0e\u3055\u308c\u3066\u3044\u307e\u3059\u304b\uff1f\u300d\u3068\u8cea\u554f<\/td>\n<\/tr>\n<tr>\n<td>\u56de\u7b54\u4eba\u6570<\/td>\n<td>2197\u540d<\/td>\n<\/tr>\n<tr>\n<td>\u4e3b\u306a\u56de\u7b54\u8005<\/td>\n<td>BtoB\u4f01\u696d\u306e\u55b6\u696d\u3084\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u62c5\u5f53\u8005\u3001\u8cac\u4efb\u8005(\u4e3b\u306b\u3001IT\u4f01\u696d\u3001\u88fd\u9020\u696d\u304c\u4e2d\u5fc3\uff09<\/td>\n<\/tr>\n<tr>\n<td>\u8abf\u67fb\u5b9f\u65bd\u4f01\u696d<\/td>\n<td>\u682a\u5f0f\u4f1a\u793eALUHA\uff08<a href=\"https:\/\/btobmarketing.aluha.net\/\" rel=\"noopener\" target=\"_blank\">ALUHA\u306eBtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u30b3\u30f3\u30b5\u30eb\u30c6\u30a3\u30f3\u30b0\u30b5\u30fc\u30d3\u30b9\u306e\u6982\u8981\u30da\u30fc\u30b8<\/a>\uff09<\/td>\n<\/tr>\n<\/table>\n<\/div>\n<div id=\"attachment_9944\" style=\"width: 2136px\" class=\"wp-caption aligncenter\"><a href=\"https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-all.jpg\"><img decoding=\"async\" aria-describedby=\"caption-attachment-9944\" src=\"https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-all.jpg\" alt=\"BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3084\u55b6\u696d\u6226\u7565\u306e\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u610f\u8b58\u8abf\u67fb\u300c\u5e74\u5225\u306e\u8abf\u67fb\u7d50\u679c\u300d\" width=\"2126\" height=\"1388\" class=\"size-full wp-image-9944\" srcset=\"https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-all.jpg 2126w, https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-all-300x196.jpg 300w, https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-all-1024x669.jpg 1024w, https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-all-768x501.jpg 768w, https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-all-1536x1003.jpg 1536w, https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-all-2048x1337.jpg 2048w, https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-all-718x469.jpg 718w\" sizes=\"(max-width: 2126px) 100vw, 2126px\" \/><\/a><p id=\"caption-attachment-9944\" class=\"wp-caption-text\">BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3084\u55b6\u696d\u6226\u7565\u306e\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u610f\u8b58\u8abf\u67fb\u300c\u5e74\u5225\u306e\u8abf\u67fb\u7d50\u679c\u300d<\/p><\/div>\n<div class=\"c_box intitle red_box\"><div class=\"box_title\"><span>\u672c\u8abf\u67fb\u7d50\u679c\u3092\u5f15\u7528\u30fb\u8ee2\u8f09\u3059\u308b\u5834\u5408\u306e\u6ce8\u610f\u70b9<\/span><\/div>\n<ol>\n<li>\u5f0a\u793e\u306e\u793e\u540d\u300c\u682a\u5f0f\u4f1a\u793eALUHA\u300d\u3068\u5f0a\u793e\u306e\u30b5\u30fc\u30d3\u30b9\u540d\u300cBtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u30b3\u30f3\u30b5\u30eb\u30c6\u30a3\u30f3\u30b0\u300cTHREE-VIEW\u300d\u300d\u306e\u8a18\u8f09<\/li>\n<li>\u672c\u30da\u30fc\u30b8\u306eURL\u3078\u306e\u30ea\u30f3\u30af\u306e\u8a18\u8f09<\/li>\n<\/ol>\n<p>\u5f15\u7528\u30fb\u8ee2\u8f09\u306b\u95a2\u3059\u308b\u6ce8\u610f\u4e8b\u9805\u3084\u4e8b\u524d\u78ba\u8a8d\u306b\u3064\u3044\u3066\u306f\u3001<a href=\"https:\/\/btobmarketing.aluha.net\/column-wp\/quote-references\" rel=\"noopener\" target=\"_blank\">\u3053\u3061\u3089\u306e\u30da\u30fc\u30b8<\/a>\u3082\u3054\u53c2\u7167\u304f\u3060\u3055\u3044\u3002<br \/>\n<\/div>\n<p>2025\u5e74\u306e\u6570\u5024\u3092\u898b\u308b\u3068\u3001\u300c\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306b\u8208\u5473\u304c\u3042\u308b\u7a0b\u5ea6\u3067\u4f55\u3082\u304d\u3081\u3066\u3044\u306a\u3044\u300d\u304c\u6fc0\u5897\u3057\u3001WEB\u3084\u30e1\u30fc\u30eb\u3092\u6d3b\u7528\u3057\u305f\u30ea\u30fc\u30c9\u7372\u5f97\u30fb\u80b2\u6210\u304c\u6e1b\u5c11\u3057\u3066\u3044\u308b\u3002\u7279\u306b\u30e1\u30fc\u30eb\u6d3b\u7528\u306e\u6e1b\u5c11\u304c\u5927\u304d\u3044\u3002\u307e\u305f\u300c\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u3059\u308b\u3064\u3082\u308a\u306f\u306a\u3044\u300d\u3084\u300c\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306e\u6709\u52b9\u6027\u3092\u8abf\u67fb\u30fb\u691c\u8a0e\u3057\u305f\u3044\u300d\u306f\u307b\u307c\u6a2a\u3070\u3044\u3068\u306a\u3063\u305f\u3002<\/p>\n<p>\u30b3\u30ed\u30ca\u798d\u3067\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306e\u610f\u8b58\u304c\u5411\u4e0a\u3057\u305f\u304c\u3001\u30b3\u30ed\u30ca\u5f8c\u306f\u30ea\u30a2\u30eb\u55b6\u696d\u306b\u623b\u3063\u3066\u3044\u308b\u53ef\u80fd\u6027\u304c\u9ad8\u3044\u3002\u3057\u304b\u3057\u3001\u5404\u793e\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306e\u53ef\u80fd\u6027\u3084\u91cd\u8981\u6027\u3092\u610f\u8b58\u3057\u3066\u3044\u306a\u3044\u308f\u3051\u3067\u306f\u306a\u304f\u3001\u8208\u5473\u306f\u6b8b\u3063\u3066\u3044\u308b\u3088\u3046\u3060\u3002<\/p>\n<h2><span class=\"ez-toc-section\" id=\"%E5%B9%B4%E5%88%A5%E3%81%AE%E3%83%87%E3%82%B8%E3%82%BF%E3%83%AB%E6%B4%BB%E7%94%A8%E3%81%AE%E6%84%8F%E8%AD%98%E5%A4%89%E5%8C%96%E3%80%90%E8%B2%B7%E3%81%84%E6%89%8B%E5%81%B4%E3%81%AE%E6%84%8F%E8%AD%98%E8%AA%BF%E6%9F%BB%E3%80%91\"><\/span>\u5e74\u5225\u306e\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306e\u610f\u8b58\u5909\u5316\u3010\u8cb7\u3044\u624b\u5074\u306e\u610f\u8b58\u8abf\u67fb\u3011<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u6b21\u306bBtoB\u306e\u300c\u8cb7\u3044\u624b\u5074\uff08\u9867\u5ba2\u5074\uff09\u300d\u306e\u610f\u8b58\u306e\u5909\u5316\u3092\u307f\u3066\u307f\u3088\u3046\u3002<\/p>\n<p>BtoB\u4f01\u696d\u306e\u8cb7\u3044\u624b\u5074\uff08\u9867\u5ba2\u5074\uff09\u304c\u3001\u88fd\u54c1\u3084\u30b5\u30fc\u30d3\u30b9\u3092\u5c0e\u5165\u691c\u8a0e\u3059\u308b\u969b\u306b\u3001\u4f55\u3092\u60c5\u5831\u6e90\u306b\u3059\u308b\u306e\u304b\uff1f\u306e\u8abf\u67fb\u30ec\u30dd\u30fc\u30c8\u304c\u516c\u958b\u3055\u308c\u3066\u3044\u308b\u3002\u300c<a href=\"https:\/\/brand.tribeck.jp\/research_service\/websitevalue\/bb\/\" rel=\"noopener\" target=\"_blank\">\u30c8\u30e9\u30a4\u30d9\u30c3\u30af\u30fb\u30d6\u30e9\u30f3\u30c9\u6226\u7565\u7814\u7a76\u6240\u306eBtoB\u30b5\u30a4\u30c8\u8abf\u67fb<\/a>\u300d\u306e\u8abf\u67fb\u7d50\u679c\u30c7\u30fc\u30bf\u3092\u5f0a\u793e\u306b\u3066\u30b0\u30e9\u30d5\u5316\u3059\u308b\u3068\u4ee5\u4e0b\u306e\u3088\u3046\u306a\u7d50\u679c\u3068\u306a\u3063\u305f\u3002<\/p>\n<div id=\"attachment_9945\" style=\"width: 2076px\" class=\"wp-caption aligncenter\"><a href=\"https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-customer.jpg\"><img decoding=\"async\" aria-describedby=\"caption-attachment-9945\" src=\"https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-customer.jpg\" alt=\"\" width=\"2066\" height=\"1374\" class=\"size-full wp-image-9945\" srcset=\"https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-customer.jpg 2066w, https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-customer-300x200.jpg 300w, https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-customer-1024x681.jpg 1024w, https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-customer-768x511.jpg 768w, https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-customer-1536x1022.jpg 1536w, https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-customer-2048x1362.jpg 2048w, https:\/\/btobmarketing.aluha.net\/column-wp\/wp-content\/uploads\/2025\/01\/mr-customer-718x478.jpg 718w\" sizes=\"(max-width: 2066px) 100vw, 2066px\" \/><\/a><p id=\"caption-attachment-9945\" class=\"wp-caption-text\">\u5e74\u5225\u306e\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306e\u610f\u8b58\u5909\u5316\u3010BtoB\u4f01\u696d\u306e\u8cb7\u3044\u624b\u5074\u3011<\/p><\/div>\n<div class=\"su-note\"  style=\"border-color:#dbdbd8;border-radius:3px;-moz-border-radius:3px;-webkit-border-radius:3px;\"><div class=\"su-note-inner su-u-clearfix su-u-trim\" style=\"background-color:#f5f5f2;border-color:#ffffff;color:#333333;border-radius:3px;-moz-border-radius:3px;-webkit-border-radius:3px;\">\n<strong>\u3010\u30c7\u30fc\u30bf\u306e\u96c6\u8a08\u65b9\u6cd5\u306b\u3064\u3044\u3066\u3011<\/strong><br \/>\n\u300c<a href=\"https:\/\/brand.tribeck.jp\/research_service\/websitevalue\/bb\/\" rel=\"noopener\" target=\"_blank\">\u30c8\u30e9\u30a4\u30d9\u30c3\u30af\u30fb\u30d6\u30e9\u30f3\u30c9\u6226\u7565\u7814\u7a76\u6240\u306eBtoB\u30b5\u30a4\u30c8\u8abf\u67fb<\/a>\u300d\u306e\u8abf\u67fb\u7d50\u679c\u30c7\u30fc\u30bf\u306e\u4e2d\u304b\u3089\u3001\u300c\u4f01\u696d\u306eWEB\u30b5\u30a4\u30c8\u300d\u300c\u55b6\u696d\u54e1\u30fb\u6280\u8853\u54e1\u306e\u8aac\u660e\uff08\u30aa\u30f3\u30e9\u30a4\u30f3\u3068\u30aa\u30d5\u30e9\u30a4\u30f3\uff09\u300d\u300c\u7814\u4fee\u30fb\u30bb\u30df\u30ca\u30fc\u30fb\u5c55\u793a\u4f1a\uff08\u30aa\u30f3\u30e9\u30a4\u30f3\u3068\u30aa\u30d5\u30e9\u30a4\u30f3\uff09\u300d\u300c\u30e1\u30eb\u30de\u30ac\u300d\u306e\u9805\u76ee\u306b\u7d5e\u3063\u3066\u96c6\u8a08\u3057\u3066\u3044\u308b\u3002\u5e74\u306b\u3088\u3063\u3066\u8cea\u554f\u306e\u9805\u76ee\u304c\u7570\u306a\u3063\u3066\u3044\u308b\u305f\u3081\u3001\u3053\u306e\uff14\u3064\u306e\u9805\u76ee\u306b\u7d5e\u3063\u3066\u96c6\u8a08\u3092\u884c\u3063\u305f\u3002<br \/>\n<\/div><\/div>\n<p>\u300c\u8cb7\u3044\u624b\u5074\uff08\u9867\u5ba2\u5074\uff09\u300d\u306e\u610f\u8b58\u306f\u3001\u6bce\u5e74\u3001WEB\u30b5\u30a4\u30c8\u3092\u60c5\u5831\u6e90\u306b\u3057\u3066\u3044\u308b\u4f01\u696d\u304c\u591a\u3044\u3053\u3068\u304c\u308f\u304b\u308b\u3002\u305d\u3057\u3066\u30012022\u5e74\u4ee5\u964d\u3001\u55b6\u696d\u54e1\u30fb\u6280\u8853\u54e1\u306e\u8aac\u660e\uff08\u30aa\u30f3\u30e9\u30a4\u30f3\u30fb\u30aa\u30d5\u30e9\u30a4\u30f3\u5408\u8a08\uff09\u304c\u5f90\u3005\u306b\u6e1b\u3063\u3066\u304d\u3066\u3044\u308b\u3002\u9006\u306b\u7814\u4fee\u30fb\u30bb\u30df\u30ca\u30fc\u30fb\u5c55\u793a\u4f1a\uff08\u30aa\u30f3\u30e9\u30a4\u30f3\u30fb\u30aa\u30d5\u30e9\u30a4\u30f3\u5408\u8a08\uff09\u304c\u5897\u52a0\u3057\u3066\u3044\u308b\u3002<\/p>\n<p>\u3053\u306e\u3053\u3068\u304b\u3089\u3001\u300c\u8cb7\u3044\u624b\u5074\uff08\u9867\u5ba2\u5074\uff09\u300d\u306f\u55b6\u696d\u54e1\u30fb\u6280\u8853\u54e1\u306e\u500b\u5225\u306e\u8aac\u660e\u3092\u53d7\u3051\u308b\u3088\u308a\u3082\u3001WEB\u3067\u8abf\u67fb\u3059\u308b\u3001\u7814\u4fee\u30fb\u30bb\u30df\u30ca\u30fc\u30fb\u5c55\u793a\u4f1a\u3067\u7406\u89e3\u3092\u6df1\u3081\u308b\u3068\u3044\u3063\u305f\u70b9\u3092\u91cd\u8981\u8996\u3057\u3066\u3044\u308b\u50be\u5411\u304c\u3046\u304b\u304c\u3048\u308b\u3002<\/p>\n<h2><span class=\"ez-toc-section\" id=\"BtoB%E3%83%9E%E3%83%BC%E3%82%B1%E3%83%86%E3%82%A3%E3%83%B3%E3%82%B0%E3%81%AE2026%E5%B9%B4%E3%81%AE%E6%9C%80%E6%96%B0%E5%8B%95%E5%90%91\"><\/span>BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e2026\u5e74\u306e\u6700\u65b0\u52d5\u5411<span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p>\u4ee5\u4e0a\u306e\u7d50\u679c\u304b\u3089\u30012026\u5e74\u306eBtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u52d5\u5411\u3092\u8003\u5bdf\u3057\u3066\u307f\u3088\u3046\u3002\u6982\u8981\u3092\u307e\u3068\u3081\u308b\u3068\u4ee5\u4e0b\u306e\u901a\u308a\u3060\u3002<\/p>\n<div class=\"c_box intitle blue_box\"><div class=\"box_title\"><span>BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e2026\u5e74\u306e\u6700\u65b0\u52d5\u5411\u307e\u3068\u3081<\/span><\/div>\n<ol>\n<li>\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306e\u69d8\u5b50\u898b\u4f01\u696d\u304c\u5897\u52a0\uff08\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306b\u8208\u5473\u304c\u3042\u308b\u7a0b\u5ea6\u3068\u56de\u7b54\u3057\u305f\u58f2\u308a\u624b\u4f01\u696d\u304c\u30b3\u30ed\u30ca\u524d\u306e\u6c34\u6e96\uff09<\/li>\n<li>WEB\u3092\u6d3b\u7528\u3057\u305f\u30ea\u30fc\u30c9\u7372\u5f97\u306f\u5f15\u304d\u7d9a\u304d\u975e\u5e38\u306b\u91cd\u8981\u3067\u58f2\u308a\u624b\u5074\u306f\u793e\u5185\u610f\u8b58\u6539\u9769\u3092\u3057\u3066\u3044\u304f\u5fc5\u8981\u304c\u3042\u308b\uff0858\uff05\u7a0b\u5ea6\u306e\u8cb7\u3044\u624b\u5074\u4f01\u696d\u304c\u91cd\u8981\u8996\u3059\u308b\u306a\u304b\u3001\u58f2\u308a\u624b\u5074\u306eWEB\u6d3b\u7528\u610f\u8b58\u304c\u4f4e\u4e0b\uff09<\/li>\n<li>\u30e1\u30fc\u30eb\u3092\u6d3b\u7528\u3057\u305f\u30ea\u30fc\u30c9\u80b2\u6210\u306f\u5371\u6a5f\u7684\u72b6\u6cc1\uff08\u58f2\u308a\u624b\u5074\u3082\u8cb7\u3044\u624b\u5074\u3082\u30e1\u30fc\u30eb\u6d3b\u7528\u306e\u610f\u8b58\u304c\u4f4e\u4e0b\uff09<\/li>\n<li>\u7814\u4fee\u30fb\u30bb\u30df\u30ca\u30fc\u30fb\u5c55\u793a\u4f1a\u306e\u91cd\u8981\u6027\u304c\u5897\u52a0\uff08\u8cb7\u3044\u624b\u5074\u306e\u91cd\u8981\u6027\u304c\u7d0450\uff05\u307e\u3067\u5897\u52a0\uff09<\/li>\n<\/ol>\n<\/div>\n<h3>\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306e\u69d8\u5b50\u898b\u4f01\u696d\u304c\u5897\u52a0<\/h3>\n<p>\u300c\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306b\u8208\u5473\u304c\u3042\u308b\u7a0b\u5ea6\u3067\u306a\u306b\u3082\u6c7a\u3081\u3066\u3044\u306a\u3044\u300d\u3068\u56de\u7b54\u3057\u305f\u58f2\u308a\u624b\u4f01\u696d\u304c\u30b3\u30ed\u30ca\u524d\u306e\u6c34\u6e96\u306b\u4e00\u6c17\u306b\u623b\u3063\u3066\u3044\u308b\u3002\u305d\u3057\u3066\u300cWEB\u3084\u30e1\u30fc\u30eb\u6d3b\u7528\u300d\u306e\u610f\u8b58\u306f\u4e0b\u304c\u3063\u3066\u3044\u308b\u3002\u3053\u306e\u30c7\u30fc\u30bf\u306f\u3001\u30b3\u30ed\u30ca\u798d\u3067\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u3092\u9032\u3081\u305f\u3082\u306e\u306e\u3001\u3046\u307e\u304f\u3044\u304b\u306a\u304b\u3063\u305f\u4f01\u696d\u304c\u591a\u6570\u5b58\u5728\u3057\u3066\u3044\u308b\u3053\u3068\u3092\u793a\u3057\u3066\u3044\u308b\u53ef\u80fd\u6027\u304c\u3042\u308b\u3002<\/p>\n<p>\u305d\u306e\u305f\u3081\u30012026\u5e74\u306f\u30b3\u30ed\u30ca\u524d\u306e\u3088\u3046\u306b\u3001\u300c\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306f\u3067\u304d\u308b\u306e\u304b\uff1f\u300d\u3068\u69d8\u5b50\u898b\u3092\u3057\u306a\u304c\u3089\u3001\u30ea\u30a2\u30eb\u6d3b\u52d5\u3092\u4e2d\u5fc3\u306b\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u65bd\u7b56\u3092\u5c55\u958b\u3059\u308b\u3068\u8003\u3048\u3089\u308c\u308b\u3002<\/p>\n<p>\u307e\u305f\u3001\u300c\u30b3\u30ed\u30ca\u798d\u3067\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306b\u6311\u6226\u3057\u6b8b\u5ff5\u306a\u304c\u3089\u5931\u6557\u3057\u305f\u3051\u3069\u3001\u518d\u5ea6\u3001\u30c1\u30e3\u30ec\u30f3\u30b8\u3057\u3066\u5927\u6210\u529f\u3057\u305f\u300d\u3068\u3044\u3063\u305fBtoB\u306e\u58f2\u308a\u624b\u4f01\u696d\u304c\u591a\u6570\u51fa\u73fe\u3059\u308b\u53ef\u80fd\u6027\u3082\u79d8\u3081\u3066\u3044\u308b\u3002\u305d\u3046\u3044\u3063\u305f\u58f2\u308a\u624b\u4f01\u696d\u306e\u6d3b\u52d5\u5185\u5bb9\u306b\u6ce8\u76ee\u304c\u96c6\u307e\u308b\u53ef\u80fd\u6027\u304c\u9ad8\u3044\u3002<\/p>\n<h3>WEB\u6d3b\u7528\u306e\u91cd\u8981\u6027\u306f\u5909\u308f\u3089\u306a\u3044<\/h3>\n<p>\u8cb7\u3044\u624b\u5074\u306f\u5909\u308f\u3089\u305aWEB\u30b5\u30a4\u30c8\u3092\u91cd\u8981\u8996\u3057\u3066\u3044\u308b\u305f\u3081\u3001BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306b\u304a\u3044\u3066WEB\u30b5\u30a4\u30c8\u6d3b\u7528\u306b\u3088\u308b\u30ea\u30fc\u30c9\u7372\u5f97\u306e\u91cd\u8981\u6027\u306f\u9ad8\u3044\u307e\u307e\u3060\u3002\u3057\u304b\u3057\u3001\u58f2\u308a\u624b\u5074\u306eWEB\u6d3b\u7528\u306e\u610f\u8b58\u306f\u4f4e\u4e0b\u50be\u5411\u306b\u3042\u308b\u3002\u305d\u306e\u305f\u3081\u3001\u58f2\u308a\u624b\u5074\u306e\u793e\u5185\u610f\u8b58\u6539\u9769\u304c\u5fc5\u8981\u306b\u306a\u308b\u3002\u7d4c\u55b6\u5c64\u3084\u55b6\u696d\u90e8\u9580\u306a\u3069\u304c\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u306b\u61d0\u7591\u7684\u3067\u3042\u308b\u5834\u5408\u306f\u3001\u3069\u306e\u3088\u3046\u306b\u3057\u3066\u610f\u8b58\u3092\u5909\u3048\u3066\u3044\u304f\u304b\u304c2026\u5e74\u306f\u6c42\u3081\u3089\u308c\u308b\u3060\u308d\u3046\u3002<\/p>\n<h3>\u30e1\u30fc\u30eb\u306b\u3088\u308b\u30ea\u30fc\u30c9\u80b2\u6210\u306e\u5371\u6a5f<\/h3>\n<p>\u30e1\u30fc\u30eb\u3092\u6d3b\u7528\u3057\u305f\u30ea\u30fc\u30c9\u80b2\u6210\u306b\u3064\u3044\u3066\u306f\u3001\u58f2\u308a\u624b\u3082\u8cb7\u3044\u624b\u3082\u610f\u8b58\u304c\u4f4e\u304f\u306a\u3063\u3066\u3044\u308b\u3002\u7279\u306b\u58f2\u308a\u624b\u5074\u306b\u304a\u3044\u3066\u3001\u30e1\u30fc\u30eb\u306b\u3088\u308b\u30ea\u30fc\u30c9\u80b2\u6210\u306e\u610f\u8b58\u4f4e\u4e0b\u304c\u9855\u8457\u3067\u3042\u308b\u3002\u8003\u3048\u3089\u308c\u308b\u8981\u56e0\u306f\u3001\uff12\u3064\u3042\u308b\u3002<\/p>\n<p>\uff11\u3064\u76ee\u306f\u3001\u58f2\u308a\u624b\u304c\u30e1\u30fc\u30eb\u3088\u308a\u3082\u96fb\u8a71\u306e\u65b9\u304c\u826f\u3044\u3068\u5224\u65ad\u3057\u305f\u53ef\u80fd\u6027\u3060\u3002\u300c\u30b3\u30ed\u30ca\u798d\u306f\u5728\u5b85\u52e4\u52d9\u304c\u5897\u52a0\u3057\u96fb\u8a71\u304c\u3064\u306a\u304c\u3089\u306a\u3044\u300d\u3068\u3044\u3063\u305f\u30b1\u30fc\u30b9\u304c\u591a\u767a\u3057\u305f\u53ef\u80fd\u6027\u304c\u3042\u308a\u3001\u305d\u306e\u7d50\u679c\u30e1\u30fc\u30eb\u304c\u6d3b\u7528\u3055\u308c\u305f\u304c\u3001\u73fe\u5728\u306f\u96fb\u8a71\u3082\u3064\u306a\u304c\u308b\u3088\u3046\u306b\u306a\u308a\u3001\u30e1\u30fc\u30eb\u3088\u308a\u3082\u96fb\u8a71\u3067\u30d5\u30a9\u30ed\u30fc\u3059\u308b\u65b9\u304c\u3044\u3044\u3068\u5224\u65ad\u3057\u3066\u3044\u308b\u53ef\u80fd\u6027\u304c\u8003\u3048\u3089\u308c\u308b\u3002<\/p>\n<p>\uff12\u3064\u76ee\u306f\u3001MA\u30c4\u30fc\u30eb\u304cBtoB\u4f01\u696d\u306b\u5c0e\u5165\u3055\u308c\u3001\u30e1\u30fc\u30eb\u304c\u6ea2\u308c\u308b\u3088\u3046\u306b\u306a\u3063\u305f\u3053\u3068\u3060\u3002\u300c\u8cb7\u3044\u624b\u300d\u304b\u3089\u307f\u308c\u3070\u3001\u300c\u6bce\u65e5\u3001\u5c71\u306e\u3088\u3046\u306b\u30e1\u30fc\u30eb\u304c\u6765\u308b\u72b6\u6cc1\u300d\u3067\u3001\u3059\u3079\u3066\u306e\u30e1\u30fc\u30eb\u3092\u898b\u308b\u3053\u3068\u304c\u3067\u304d\u306a\u3044\u3002\u9006\u306b\u58f2\u308a\u624b\u304b\u3089\u307f\u308c\u3070\u3001\u300c\u30e1\u30fc\u30eb\u3092\u9001\u3063\u3066\u3082\u898b\u3066\u304f\u308c\u3066\u3044\u308b\u306e\u3060\u308d\u3046\u304b\uff1f\u300d\u3068\u60a9\u3093\u3067\u3044\u308b\u53ef\u80fd\u6027\u304c\u3042\u308b\u3002\u5b9f\u969b\u306b\u5f0a\u793e\u306b\u3082\u4ee5\u4e0b\u306e\u3088\u3046\u306a\u76f8\u8ac7\u304c\u304d\u3066\u3044\u308b\u3002<\/p>\n<div class=\"voice cf l\"><figure class=\"icon\"><img decoding=\"async\" src=\"https:\/\/homepage.aluha.net\/column-wp\/wp-content\/uploads\/2019\/03\/nayami.jpg\"><figcaption class=\"name\"><\/figcaption><\/figure><div class=\"voicecomment\">\n<ul>\n\u30e1\u30fc\u30eb\u304c\u305f\u304f\u3055\u3093\u304f\u308b\u4e2d\u3067\u307b\u3068\u3093\u3069\u898b\u3089\u308c\u306a\u3044\u53ef\u80fd\u6027\u304c\u3042\u308b\u4e2d\u3001\u305d\u3082\u305d\u3082\u30e1\u30fc\u30eb\u304c\u6d3b\u7528\u3067\u304d\u308b\u306e\u304b\u3082\u77e5\u308a\u305f\u3044\uff08IT\u4f01\u696dB\u793e\uff09<br \/>\n<\/div><\/div>\n<p>\u3053\u306e\u305f\u3081\u3001\u30ea\u30fc\u30c9\u80b2\u6210\u306f\u4eca\u5f8c\u306f\u96fb\u8a71\u304c\u4e3b\u6d41\u306b\u306a\u308b\u53ef\u80fd\u6027\u304c\u9ad8\u304f\u306a\u3063\u3066\u3044\u308b\u3002<\/p>\n<p>\u3057\u304b\u3057\u3001\u3053\u306e\u72b6\u6cc1\u3092\u6253\u958b\u3059\u308b\u53ef\u80fd\u6027\u304c\u3042\u308b\u306e\u304c\u3001AI\u3060\u3002\u696d\u52d9\u306bAI\u304c\u6d78\u900f\u3057\u3066\u3044\u308b\u305f\u3081\u3001\u305f\u3068\u3048\u3070\u3001\u8cb7\u3044\u624b\u5074\u304c\u300c\u25cf\u25cf\u3092\u5c0e\u5165\u3057\u305f\u3044\u306e\u3060\u3051\u3069\u3001\u304a\u3059\u3059\u3081\u306e\u88fd\u54c1\u3092\u6559\u3048\u3066\u300d\u3068AI\u306b\u805e\u3044\u305f\u6642\u3001\u904e\u53bb\u306b\u53d7\u3051\u53d6\u3063\u305f\u30e1\u30fc\u30eb\u306e\u4e2d\u304b\u3089\u5019\u88dc\u306e\u4f1a\u793e\u3092\u63a2\u3059\u53ef\u80fd\u6027\u3082\u3042\u308b\u3002\u96fb\u8a71\u3067\u30ea\u30fc\u30c9\u80b2\u6210\u3092\u3059\u308b\u3068\u3001\u3053\u3046\u3044\u3063\u305fAI\u5bfe\u7b56\u304c\u96e3\u3057\u304f\u306a\u308b\u305f\u3081\u3001\u66f8\u3044\u624b\u5074\u306eAI\u6d3b\u7528\u306e\u52d5\u5411\u306b\u3088\u3063\u3066\u306f\u3001\u30e1\u30fc\u30eb\u3067\u306e\u30ea\u30fc\u30c9\u80b2\u6210\u306e\u91cd\u8981\u6027\u306f\u5927\u304d\u304f\u5909\u308f\u308b\u53ef\u80fd\u6027\u304c\u3042\u308b\u3002\u300c\u30e1\u30fc\u30eb\u3092\u914d\u4fe1\u3057\u306a\u3051\u308c\u3070\u3001AI\u306b\u304a\u3059\u3059\u3081\u3057\u3066\u3082\u3089\u3048\u306a\u3044\u300d\u3068\u3044\u3046\u3088\u3046\u306a\u4e8b\u614b\u304c\u5224\u660e\u3059\u308c\u3070\u3001\u30e1\u30fc\u30eb\u306e\u91cd\u8981\u6027\u306f\u4e00\u6c17\u306b\u9ad8\u307e\u308b\u3060\u308d\u3046\u3002<\/p>\n<h3>\u7814\u4fee\u30fb\u30bb\u30df\u30ca\u30fc\u30fb\u5c55\u793a\u4f1a\u306e\u91cd\u8981\u6027\u304c\u5897\u52a0<\/h3>\n<p>\u300c\u7814\u4fee\u30fb\u30bb\u30df\u30ca\u30fc\u30fb\u5c55\u793a\u4f1a\u3092\u60c5\u5831\u6e90\u306b\u3059\u308b\u300d\u3068\u56de\u7b54\u3057\u305f\u8cb7\u3044\u624b\u5074\u304c\u5897\u52a0\u3057\u3066\u3044\u308b\u305f\u3081\u30012026\u5e74\u306f\u7814\u4fee\u30fb\u30bb\u30df\u30ca\u30fc\u30fb\u5c55\u793a\u4f1a\u306e\u91cd\u8981\u6027\u304c\u5897\u52a0\u3059\u308b\u53ef\u80fd\u6027\u304c\u3042\u308b\u3002\u30bb\u30df\u30ca\u30fc\u3084\u5c55\u793a\u4f1a\u306f\u6d3e\u624b\u306b\u5b9f\u65bd\uff08\u8457\u540d\u4eba\u3092\u8b1b\u5e2b\u306b\u547c\u3076\u306a\u3069\uff09\u3059\u308c\u3070\u3001\u305d\u308c\u306a\u308a\u306e\u30ea\u30fc\u30c9\u7372\u5f97\u3082\u53ef\u80fd\u3067\u3042\u308b\u305f\u3081\u3001\u30ea\u30fc\u30c9\u7372\u5f97\u306e\u91cf\uff08\u4ef6\u6570\uff09\u3092\u91cd\u8996\u3059\u308b\u5834\u5408\u306f\u52b9\u679c\u7684\u306a\u6226\u8853\u3068\u306a\u308b\u53ef\u80fd\u6027\u304c\u9ad8\u3044\u3002<\/p>\n<p>\u3057\u304b\u3057\u3001\u30ea\u30fc\u30c9\u306e\u8cea\u3082\u91cd\u8996\u3057\u305f\u3044\u3068\u3044\u3046\u5834\u5408\u306f\u3001\u7814\u4fee\u30fb\u30bb\u30df\u30ca\u30fc\u30fb\u5c55\u793a\u4f1a\u3067\u300c\u72d9\u3063\u305f\u30bf\u30fc\u30b2\u30c3\u30c8\u3092\u3069\u308c\u3060\u3051\u7372\u5f97\u3067\u304d\u305f\u304b\uff1f\u300d\u300c\u5b9f\u969b\u306b\u5546\u8ac7\u3084\u53d7\u6ce8\u306b\u306a\u3063\u305f\u306e\u304b\uff1f\u300d\u3068\u3044\u3063\u305f\u5206\u6790\u3092\u884c\u3044\u3001\u8cea\u306e\u9ad8\u3044\u30ea\u30fc\u30c9\u304c\u7372\u5f97\u3067\u304d\u305f\u304b\u3069\u3046\u304b\u3092\u628a\u63e1\u3059\u308b\u5fc5\u8981\u304c\u3042\u308b\u3060\u308d\u3046\u3002\u8cea\u304c\u4f4e\u3044\u5834\u5408\u306f\u3001\u3044\u304f\u3089\u91cf\u304c\u591a\u304b\u3063\u305f\u3068\u3057\u3066\u3082\u3001\u7814\u4fee\u30fb\u30bb\u30df\u30ca\u30fc\u30fb\u5c55\u793a\u4f1a\u3092\u898b\u76f4\u3057\u3057\u7d9a\u3051\u308b\u5fc5\u8981\u304c\u3042\u308b\u3002<\/p>\n<div 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class=\"\">\u8abf\u67fb\u30ec\u30dd\u30fc\u30c8\uff5c\u30102023\u5e74\u3011BtoB\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3084\u55b6\u696d\u6226\u7565\u306e\u30c7\u30b8\u30bf\u30eb\u6d3b\u7528\u610f\u8b58\u8abf\u67fb<\/a>\n<\/div><\/div>\n<\/div><\/div>\n<\/div>\n<div class=\"su-row\">\n<div class=\"su-column su-column-size-1-2\"><div class=\"su-column-inner su-u-clearfix su-u-trim\">\n<div class=\"su-note\"  style=\"border-color:#e5e5e5;border-radius:3px;-moz-border-radius:3px;-webkit-border-radius:3px;\"><div class=\"su-note-inner su-u-clearfix su-u-trim\" style=\"background-color:#ffffff;border-color:#ffffff;color:#333333;border-radius:3px;-moz-border-radius:3px;-webkit-border-radius:3px;\">\n<a href=\"https:\/\/btobmarketing.aluha.net\/column-wp\/btobmarketing-sales-research2024\" title=\"\" target=\"_self\" rel=\"\" 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