{"id":45374,"date":"2024-07-04T22:13:07","date_gmt":"2024-07-04T22:13:07","guid":{"rendered":"https:\/\/kenjins.jp\/magazine\/?p=45374"},"modified":"2024-07-04T22:13:08","modified_gmt":"2024-07-04T22:13:08","slug":"meddpicc%e3%81%ae%e5%9f%ba%e6%9c%ac%e3%81%a8%e6%b3%95%e4%ba%ba%e5%96%b6%e6%a5%ad%e3%81%a7%e3%81%ae%e5%ae%9f%e8%b7%b5%e6%b3%95%e3%82%92%e5%be%b9%e5%ba%95%e8%a7%a3%e8%aa%ac","status":"publish","type":"post","link":"https:\/\/kenjins.jp\/magazine\/expert-interview\/45374\/","title":{"rendered":"MEDDPICC\u306e\u57fa\u672c\u3068\u6cd5\u4eba\u55b6\u696d\u3067\u306e\u5b9f\u8df5\u6cd5\u3092\u5fb9\u5e95\u89e3\u8aac"},"content":{"rendered":"\n

MEDDPICC\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u306e\u57fa\u672c\u3068\u5b9f\u8df5\u65b9\u6cd5<\/h1>\n\n\n\n

MEDDPICC\u306f\u55b6\u696d\u6226\u7565\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3042\u308a\u3001Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, Competition\u306e\u982d\u6587\u5b57\u3092\u53d6\u3063\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n

\u3053\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u6d3b\u7528\u3059\u308b\u3053\u3068\u3067\u3001\u55b6\u696d\u62c5\u5f53\u8005\u306f\u9867\u5ba2\u306e\u30cb\u30fc\u30ba\u3084\u8cfc\u8cb7\u30d7\u30ed\u30bb\u30b9\u3092\u3088\u308a\u6df1\u304f\u7406\u89e3\u3057\u3001\u52b9\u679c\u7684\u306a\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u884c\u3046\u3053\u3068\u304c\u3067\u304d\u307e\u3059\u3002<\/p>\n\n\n\n

\u307e\u305a\u306f\u3001\u9867\u5ba2\u306eMetrics\uff08\u30e1\u30c8\u30ea\u30af\u30b9\uff09\u3092\u7406\u89e3\u3057\u3001\u30d3\u30b8\u30cd\u30b9\u4e0a\u306e\u76ee\u6a19\u3084\u6210\u529f\u57fa\u6e96\u3092\u628a\u63e1\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

\u6b21\u306b\u3001Economic buyer\uff08\u7d4c\u6e08\u7684\u610f\u601d\u6c7a\u5b9a\u8005\uff09\u3068\u306e\u63a5\u70b9\u3092\u63a2\u308a\u3001\u610f\u601d\u6c7a\u5b9a\u306b\u5f71\u97ff\u3092\u4e0e\u3048\u308b\u4eba\u7269\u3092\u7279\u5b9a\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

\u307e\u305f\u3001Decision criteria\uff08\u6c7a\u5b9a\u57fa\u6e96\uff09\u3084Decision process\uff08\u6c7a\u5b9a\u30d7\u30ed\u30bb\u30b9\uff09\u3092\u660e\u3089\u304b\u306b\u3059\u308b\u3053\u3068\u3067\u3001\u63d0\u6848\u3084\u30a2\u30d7\u30ed\u30fc\u30c1\u306e\u65b9\u91dd\u3092\u7acb\u3066\u308b\u3053\u3068\u304c\u53ef\u80fd\u3067\u3059\u3002<\/p>\n\n\n\n

\u3055\u3089\u306b\u3001Identify pain\uff08\u8ab2\u984c\u306e\u7279\u5b9a\uff09\u3084Champion\uff08\u5185\u90e8\u63d0\u5531\u8005\uff09\u306e\u5b58\u5728\u3092\u628a\u63e1\u3057\u3001\u9867\u5ba2\u306e\u671f\u5f85\u306b\u5fdc\u3048\u308b\u305f\u3081\u306e\u6226\u7565\u3092\u7df4\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002<\/p>\n\n\n\n

\u6700\u5f8c\u306b\u3001Competition\uff08\u7af6\u5408\u4ed6\u793e\uff09\u3068\u306e\u5dee\u5225\u5316\u30dd\u30a4\u30f3\u30c8\u3092\u660e\u78ba\u306b\u3057\u3001\u81ea\u793e\u306e\u4fa1\u5024\u3092\u969b\u7acb\u305f\u305b\u308b\u3053\u3068\u304c\u6210\u529f\u3078\u306e\u30ab\u30ae\u3068\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

\u3053\u306e\u3088\u3046\u306b\u3001MEDDPICC\u306f\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u69cb\u7bc9\u3084\u63d0\u6848\u306e\u7acb\u6848\u306b\u304a\u3044\u3066\u3001\u5177\u4f53\u7684\u306a\u30ac\u30a4\u30c9\u30e9\u30a4\u30f3\u3092\u63d0\u4f9b\u3057\u3001\u55b6\u696d\u62c5\u5f53\u8005\u306b\u3068\u3063\u3066\u983c\u308a\u306b\u306a\u308b\u624b\u6cd5\u3068\u306a\u308b\u3067\u3057\u3087\u3046\u3002<\/p>\n\n\n\n

MEDDPICC\u3068\u306f?<\/h2>\n\n\n\n

MEDDPICC\u3068\u306f\u3001\u55b6\u696d\u6226\u7565\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3042\u308a\u3001\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u69cb\u7bc9\u3084\u63d0\u6848\u306e\u7acb\u6848\u306b\u5f79\u7acb\u3064\u624b\u6cd5\u3067\u3059\u3002<\/p>\n\n\n\n

\u3053\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u306f\u3001Metrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, Competition\u306e\u982d\u6587\u5b57\u3092\u53d6\u3063\u3066\u304a\u308a\u3001\u305d\u308c\u305e\u308c\u304c\u55b6\u696d\u6d3b\u52d5\u306b\u304a\u3051\u308b\u91cd\u8981\u306a\u8981\u7d20\u3092\u6307\u3057\u793a\u3057\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n

\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u69cb\u7bc9\u3084\u63d0\u6848\u306e\u7acb\u6848\u306b\u304a\u3044\u3066\u3001\u55b6\u696d\u62c5\u5f53\u8005\u304c\u628a\u63e1\u3059\u3079\u304d\u60c5\u5831\u3084\u30a2\u30d7\u30ed\u30fc\u30c1\u306e\u65b9\u91dd\u3092\u660e\u78ba\u306b\u3059\u308b\u306e\u306b\u5f79\u7acb\u3061\u307e\u3059\u3002

\u307e\u305a\u3001Metrics\u3067\u306f\u3001\u9867\u5ba2\u306e\u30d3\u30b8\u30cd\u30b9\u4e0a\u306e\u76ee\u6a19\u3084\u6210\u529f\u57fa\u6e96\u3092\u628a\u63e1\u3057\u3001\u305d\u308c\u3092\u5b9f\u73fe\u3059\u308b\u305f\u3081\u306e\u5177\u4f53\u7684\u306a\u53d6\u308a\u7d44\u307f\u3092\u898b\u636e\u3048\u307e\u3059\u3002<\/p>\n\n\n\n

Economic buyer\u3067\u306f\u3001\u610f\u601d\u6c7a\u5b9a\u306b\u5f71\u97ff\u3092\u4e0e\u3048\u308b\u4eba\u7269\u3092\u7279\u5b9a\u3057\u3001\u5f71\u97ff\u529b\u306e\u3042\u308b\u95a2\u4fc2\u69cb\u7bc9\u306b\u6ce8\u529b\u3057\u307e\u3059\u3002Decision criteria\u3084Decision process\u3067\u306f\u3001\u63d0\u6848\u3084\u30a2\u30d7\u30ed\u30fc\u30c1\u306e\u65b9\u91dd\u3092\u7acb\u3066\u308b\u305f\u3081\u306b\u3001\u9867\u5ba2\u306e\u6c7a\u5b9a\u57fa\u6e96\u3084\u6c7a\u5b9a\u30d7\u30ed\u30bb\u30b9\u3092\u660e\u3089\u304b\u306b\u3057\u307e\u3059\u3002

Identify pain\u3067\u306f\u3001\u9867\u5ba2\u306e\u8ab2\u984c\u3084\u30cb\u30fc\u30ba\u3092\u7279\u5b9a\u3057\u3001\u305d\u308c\u306b\u5fdc\u3048\u308b\u305f\u3081\u306e\u6226\u7565\u3092\u7df4\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

Champion\u3067\u306f\u3001\u9867\u5ba2\u306e\u4e2d\u3067\u81ea\u793e\u306e\u63d0\u6848\u3092\u63a8\u9032\u3059\u308b\u4eba\u7269\u3092\u898b\u3064\u3051\u3001\u63d0\u6848\u306e\u53d7\u5bb9\u3092\u4fc3\u9032\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

\u6700\u5f8c\u306bCompetition\u3067\u306f\u3001\u7af6\u5408\u4ed6\u793e\u3068\u306e\u5dee\u5225\u5316\u30dd\u30a4\u30f3\u30c8\u3092\u898b\u51fa\u3057\u3001\u81ea\u793e\u306e\u4fa1\u5024\u3092\u969b\u7acb\u305f\u305b\u308b\u65b9\u7b56\u3092\u7df4\u308a\u307e\u3059\u3002\u3053\u308c\u3089\u306e\u30b9\u30c6\u30c3\u30d7\u3092\u8e0f\u3080\u3053\u3068\u3067\u3001MEDDPICC\u306f\u55b6\u696d\u6226\u7565\u306e\u5b9f\u8df5\u306b\u5f79\u7acb\u3064\u624b\u6cd5\u3068\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

MEDDPICC\u306e\u5b9a\u7fa9\u3068\u69cb\u6210\u8981\u7d20<\/h3>\n\n\n\n

MEDDPICC\u306f\u55b6\u696d\u6226\u7565\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3042\u308a\u3001\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u69cb\u7bc9\u3084\u63d0\u6848\u306e\u7acb\u6848\u306b\u5f79\u7acb\u3064\u624b\u6cd5\u3067\u3059\u3002

\u3053\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u306e\u69cb\u6210\u8981\u7d20\u306fMetrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, Competition\u306e7\u3064\u306e\u8981\u7d20\u3067\u69cb\u6210\u3055\u308c\u3066\u3044\u307e\u3059\u3002\u5404\u8981\u7d20\u306f\u4ee5\u4e0b\u306e\u3088\u3046\u306a\u610f\u5473\u3092\u6301\u3063\u3066\u3044\u307e\u3059\u3002

1. Metrics\uff08\u30e1\u30c8\u30ea\u30af\u30b9\uff09: \u9867\u5ba2\u306e\u30d3\u30b8\u30cd\u30b9\u4e0a\u306e\u76ee\u6a19\u3084\u6210\u529f\u57fa\u6e96\u3092\u628a\u63e1\u3057\u3001\u305d\u308c\u3092\u5b9f\u73fe\u3059\u308b\u305f\u3081\u306e\u5177\u4f53\u7684\u306a\u53d6\u308a\u7d44\u307f\u3092\u898b\u636e\u3048\u307e\u3059\u3002<\/p>\n\n\n\n

2. Economic buyer\uff08\u7d4c\u6e08\u7684\u610f\u601d\u6c7a\u5b9a\u8005\uff09: \u610f\u601d\u6c7a\u5b9a\u306b\u5f71\u97ff\u3092\u4e0e\u3048\u308b\u4eba\u7269\u3092\u7279\u5b9a\u3057\u3001\u5f71\u97ff\u529b\u306e\u3042\u308b\u95a2\u4fc2\u69cb\u7bc9\u306b\u6ce8\u529b\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

3. Decision criteria\uff08\u6c7a\u5b9a\u57fa\u6e96\uff09: \u9867\u5ba2\u306e\u63d0\u6848\u3084\u30a2\u30d7\u30ed\u30fc\u30c1\u306e\u65b9\u91dd\u3092\u7acb\u3066\u308b\u305f\u3081\u306b\u3001\u9867\u5ba2\u306e\u6c7a\u5b9a\u57fa\u6e96\u3092\u660e\u3089\u304b\u306b\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

4. Decision process\uff08\u6c7a\u5b9a\u30d7\u30ed\u30bb\u30b9\uff09: \u9867\u5ba2\u306e\u6c7a\u5b9a\u30d7\u30ed\u30bb\u30b9\u3092\u660e\u3089\u304b\u306b\u3057\u3001\u63d0\u6848\u3084\u30a2\u30d7\u30ed\u30fc\u30c1\u306e\u65b9\u91dd\u3092\u7acb\u3066\u308b\u305f\u3081\u306e\u60c5\u5831\u3092\u53ce\u96c6\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

5. Identify pain\uff08\u8ab2\u984c\u306e\u7279\u5b9a\uff09: \u9867\u5ba2\u306e\u8ab2\u984c\u3084\u30cb\u30fc\u30ba\u3092\u7279\u5b9a\u3057\u3001\u305d\u308c\u306b\u5fdc\u3048\u308b\u305f\u3081\u306e\u6226\u7565\u3092\u7df4\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

6. Champion\uff08\u5185\u90e8\u63d0\u5531\u8005\uff09: \u63d0\u6848\u3092\u63a8\u9032\u3059\u308b\u4eba\u7269\u3092\u898b\u3064\u3051\u3001\u63d0\u6848\u306e\u53d7\u5bb9\u3092\u4fc3\u9032\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

7. Competition\uff08\u7af6\u5408\u4ed6\u793e\uff09: \u7af6\u5408\u4ed6\u793e\u3068\u306e\u5dee\u5225\u5316\u30dd\u30a4\u30f3\u30c8\u3092\u898b\u51fa\u3057\u3001\u81ea\u793e\u306e\u4fa1\u5024\u3092\u969b\u7acb\u305f\u305b\u308b\u65b9\u7b56\u3092\u7df4\u308a\u307e\u3059\u3002

\u3053\u308c\u3089\u306e\u69cb\u6210\u8981\u7d20\u3092\u6d3b\u7528\u3059\u308b\u3053\u3068\u3067\u3001\u55b6\u696d\u62c5\u5f53\u8005\u306f\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u69cb\u7bc9\u3084\u63d0\u6848\u306e\u7acb\u6848\u306b\u304a\u3044\u3066\u3001\u5177\u4f53\u7684\u306a\u30ac\u30a4\u30c9\u30e9\u30a4\u30f3\u3092\u624b\u306b\u5165\u308c\u308b\u3053\u3068\u304c\u3067\u304d\u307e\u3059\u3002<\/p>\n\n\n\n

\u305b\u3063\u304b\u304f\u306e\u6a5f\u4f1a\u3067\u3059\u306e\u3067\u3001\u662f\u975e\u3068\u3082\u3053\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u7406\u89e3\u3057\u3001\u5b9f\u8df5\u306b\u6d3b\u304b\u3057\u3066\u307f\u3066\u304f\u3060\u3055\u3044\u3002<\/p>\n\n\n\n

\u5404\u8981\u7d20\u306e\u8a73\u7d30\u89e3\u8aac<\/h3>\n\n\n\n

Metrics\uff08\u30e1\u30c8\u30ea\u30af\u30b9\uff09
\u9867\u5ba2\u306e\u30d3\u30b8\u30cd\u30b9\u4e0a\u306e\u76ee\u6a19\u3084\u6210\u529f\u57fa\u6e96\u3092\u628a\u63e1\u3059\u308b\u305f\u3081\u306e\u8981\u7d20\u3002\u9867\u5ba2\u306e\u512a\u5148\u4e8b\u9805\u3084\u30d3\u30b8\u30cd\u30b9\u76ee\u6a19\u3092\u660e\u78ba\u306b\u3057\u3001\u305d\u308c\u3092\u5b9f\u73fe\u3059\u308b\u305f\u3081\u306e\u5177\u4f53\u7684\u306a\u53d6\u308a\u7d44\u307f\u3092\u898b\u636e\u3048\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002

Economic buyer\uff08\u7d4c\u6e08\u7684\u610f\u601d\u6c7a\u5b9a\u8005\uff09
\u610f\u601d\u6c7a\u5b9a\u306b\u5f71\u97ff\u3092\u4e0e\u3048\u308b\u4eba\u7269\u3092\u7279\u5b9a\u3059\u308b\u305f\u3081\u306e\u8981\u7d20\u3002\u3053\u306e\u4eba\u7269\u3068\u306e\u95a2\u4fc2\u69cb\u7bc9\u304c\u6210\u529f\u306b\u4e0d\u53ef\u6b20\u3067\u3042\u308a\u3001\u305d\u306e\u305f\u3081\u306b\u306f\u76f8\u624b\u306e\u95a2\u5fc3\u3084\u8981\u6c42\u3092\u7406\u89e3\u3057\u3001\u4fe1\u983c\u3092\u7bc9\u304f\u3053\u3068\u304c\u5fc5\u8981\u3067\u3059\u3002

Decision criteria\uff08\u6c7a\u5b9a\u57fa\u6e96\uff09
\u9867\u5ba2\u306e\u63d0\u6848\u3084\u30a2\u30d7\u30ed\u30fc\u30c1\u306e\u65b9\u91dd\u3092\u7acb\u3066\u308b\u305f\u3081\u306e\u8981\u7d20\u3002\u9867\u5ba2\u304c\u5927\u5207\u306b\u3057\u3066\u3044\u308b\u4fa1\u5024\u89b3\u3084\u6c7a\u5b9a\u57fa\u6e96\u3092\u628a\u63e1\u3057\u3001\u305d\u308c\u306b\u5fdc\u3048\u308b\u63d0\u6848\u3092\u3059\u308b\u3053\u3068\u304c\u6c42\u3081\u3089\u308c\u307e\u3059\u3002

Decision process\uff08\u6c7a\u5b9a\u30d7\u30ed\u30bb\u30b9\uff09
\u63d0\u6848\u3084\u30a2\u30d7\u30ed\u30fc\u30c1\u306e\u65b9\u91dd\u3092\u7acb\u3066\u308b\u305f\u3081\u306b\u9867\u5ba2\u306e\u6c7a\u5b9a\u30d7\u30ed\u30bb\u30b9\u3092\u660e\u3089\u304b\u306b\u3059\u308b\u8981\u7d20\u3002\u8ab0\u304c\u95a2\u4e0e\u3057\u3001\u3069\u306e\u3088\u3046\u306b\u610f\u601d\u6c7a\u5b9a\u304c\u884c\u308f\u308c\u308b\u306e\u304b\u3092\u7406\u89e3\u3059\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002

Identify pain\uff08\u8ab2\u984c\u306e\u7279\u5b9a\uff09
\u9867\u5ba2\u306e\u8ab2\u984c\u3084\u30cb\u30fc\u30ba\u3092\u7279\u5b9a\u3059\u308b\u305f\u3081\u306e\u8981\u7d20\u3002\u9867\u5ba2\u304c\u62b1\u3048\u308b\u8ab2\u984c\u3084\u56f0\u96e3\u3092\u7406\u89e3\u3057\u3001\u305d\u308c\u306b\u5bfe\u3059\u308b\u89e3\u6c7a\u7b56\u3092\u63d0\u4f9b\u3059\u308b\u3053\u3068\u304c\u6c42\u3081\u3089\u308c\u307e\u3059\u3002

Champion\uff08\u5185\u90e8\u63d0\u5531\u8005\uff09
\u81ea\u793e\u306e\u63d0\u6848\u3092\u63a8\u9032\u3059\u308b\u4eba\u7269\u3092\u7279\u5b9a\u3059\u308b\u305f\u3081\u306e\u8981\u7d20\u3002\u3053\u306e\u63d0\u5531\u8005\u3068\u306e\u7d99\u7d9a\u7684\u306a\u95a2\u4fc2\u69cb\u7bc9\u304c\u6210\u529f\u306b\u4e0d\u53ef\u6b20\u3067\u3042\u308a\u3001\u76f8\u624b\u306e\u30cb\u30fc\u30ba\u3084\u76ee\u6a19\u306b\u6cbf\u3063\u305f\u63d0\u6848\u3092\u884c\u3046\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002

Competition\uff08\u7af6\u5408\u4ed6\u793e\uff09
\u7af6\u5408\u4ed6\u793e\u3068\u306e\u5dee\u5225\u5316\u30dd\u30a4\u30f3\u30c8\u3092\u898b\u51fa\u3059\u305f\u3081\u306e\u8981\u7d20\u3002\u81ea\u793e\u306e\u7279\u9577\u3084\u4ed8\u52a0\u4fa1\u5024\u3092\u660e\u78ba\u306b\u3057\u3001\u9867\u5ba2\u306e\u671f\u5f85\u306b\u5fdc\u3048\u308b\u305f\u3081\u306e\u6226\u7565\u3092\u7df4\u308b\u3053\u3068\u304c\u6c42\u3081\u3089\u308c\u307e\u3059\u3002<\/p>\n\n\n\n

Metrics\uff08\u6307\u6a19\uff09<\/h4>\n\n\n\n

\u55b6\u696d\u90e8\u9580\u306b\u304a\u3051\u308b\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u6226\u7565\u3068\u55b6\u696d\u6226\u7565\u306e\u9023\u643a\u306b\u3064\u3044\u3066<\/p>\n\n\n\n

Economic Buyer\uff08\u6c7a\u88c1\u6a29\u9650\u8005\uff09<\/h4>\n\n\n\n

\u55b6\u696d\u90e8\u9580\u3084\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u62c5\u5f53\u8005\u306b\u3068\u3063\u3066\u3001\u5916\u8cc7\u7cfb\u4f01\u696d\u3084\u5927\u624b\u4f01\u696d\u306b\u304a\u3051\u308b\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u5c0e\u5165\u306f\u91cd\u8981\u306a\u8ab2\u984c\u3067\u3059\u3002\u3053\u306e\u8a18\u4e8b\u3067\u306f\u3001\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u5c0e\u5165\u306e\u30e1\u30ea\u30c3\u30c8\u3084\u6210\u529f\u306e\u30dd\u30a4\u30f3\u30c8\u3001\u6ce8\u610f\u3059\u3079\u304d\u70b9\u306b\u3064\u3044\u3066\u89e3\u8aac\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

Decision Criteria\uff08\u610f\u601d\u6c7a\u5b9a\u57fa\u6e96\uff09<\/h4>\n\n\n\n

\u55b6\u696d\u90e8\u9580\u3084\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u62c5\u5f53\u8005\u304c\u5916\u8cc7\u7cfb\u4f01\u696d\u3084\u5927\u624b\u4f01\u696d\u3067\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u5c0e\u5165\u3092\u691c\u8a0e\u3059\u308b\u969b\u306b\u306f\u3001\u307e\u305a\u76ee\u6a19\u3092\u660e\u78ba\u306b\u3057\u3066\u304a\u304f\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002<\/p>\n\n\n\n

\u5177\u4f53\u7684\u306a\u6570\u5b57\u3084\u671f\u9650\u3092\u8a2d\u5b9a\u3057\u3001\u305d\u306e\u9054\u6210\u306b\u5411\u3051\u305f\u5177\u4f53\u7684\u306a\u884c\u52d5\u8a08\u753b\u3092\u7acb\u3066\u308b\u3053\u3068\u3067\u3001\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u5c0e\u5165\u306e\u6210\u529f\u306b\u3064\u306a\u304c\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

\u307e\u305f\u3001\u793e\u5185\u5916\u306e\u95a2\u4fc2\u8005\u3068\u306e\u30b3\u30df\u30e5\u30cb\u30b1\u30fc\u30b7\u30e7\u30f3\u3092\u5bc6\u306b\u3057\u3001\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u5c0e\u5165\u306b\u5fc5\u8981\u306a\u30ea\u30bd\u30fc\u30b9\u3084\u30b5\u30dd\u30fc\u30c8\u3092\u78ba\u4fdd\u3059\u308b\u3053\u3068\u3082\u5927\u5207\u3067\u3059\u3002<\/p>\n\n\n\n

MEDDPICC\u306e\u5b9f\u8df5\u65b9\u6cd5<\/h2>\n\n\n\n

MEDDPICC\u306e\u5b9f\u8df5\u65b9\u6cd5\u306b\u3064\u3044\u3066\u8a73\u3057\u304f\u898b\u3066\u3044\u304d\u307e\u3057\u3087\u3046\u3002\u3053\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u5b9f\u969b\u306e\u55b6\u696d\u6d3b\u52d5\u306b\u6d3b\u7528\u3059\u308b\u305f\u3081\u306b\u306f\u3001\u4ee5\u4e0b\u306e\u30b9\u30c6\u30c3\u30d7\u3092\u8ffd\u3046\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002

\u307e\u305a\u3001\u9867\u5ba2\u306eMetrics\uff08\u30e1\u30c8\u30ea\u30af\u30b9\uff09\u3092\u628a\u63e1\u3059\u308b\u305f\u3081\u306b\u306f\u3001\u9867\u5ba2\u4f01\u696d\u306e\u30d3\u30b8\u30e7\u30f3\u3084\u76ee\u6a19\u3001\u6210\u679c\u6307\u6a19\u306a\u3069\u3092\u78ba\u8a8d\u3057\u307e\u3057\u3087\u3046\u3002<\/p>\n\n\n\n

\u6b21\u306b\u3001Economic buyer\uff08\u7d4c\u6e08\u7684\u610f\u601d\u6c7a\u5b9a\u8005\uff09\u3068\u306e\u63a5\u70b9\u3092\u898b\u3064\u3051\u308b\u305f\u3081\u306b\u306f\u3001\u4f01\u696d\u5185\u90e8\u306e\u610f\u601d\u6c7a\u5b9a\u30d7\u30ed\u30bb\u30b9\u3084\u5f79\u5272\u3092\u7406\u89e3\u3057\u3001\u5f71\u97ff\u529b\u306e\u3042\u308b\u4eba\u7269\u3092\u7279\u5b9a\u3057\u307e\u3059\u3002

Decision criteria\uff08\u6c7a\u5b9a\u57fa\u6e96\uff09\u3084Decision process\uff08\u6c7a\u5b9a\u30d7\u30ed\u30bb\u30b9\uff09\u306b\u3064\u3044\u3066\u306f\u3001\u9867\u5ba2\u304c\u88fd\u54c1\u3084\u30b5\u30fc\u30d3\u30b9\u3092\u9078\u5b9a\u3059\u308b\u969b\u306e\u30dd\u30a4\u30f3\u30c8\u3084\u624b\u7d9a\u304d\u3092\u660e\u3089\u304b\u306b\u3059\u308b\u3053\u3068\u3067\u3001\u63d0\u6848\u3084\u30a2\u30d7\u30ed\u30fc\u30c1\u306e\u65b9\u91dd\u3092\u7acb\u3066\u307e\u3059\u3002<\/p>\n\n\n\n

\u540c\u6642\u306b\u3001Identify pain\uff08\u8ab2\u984c\u306e\u7279\u5b9a\uff09\u3092\u884c\u3044\u3001\u9867\u5ba2\u306e\u30cb\u30fc\u30ba\u3084\u8ab2\u984c\u306b\u7126\u70b9\u3092\u5f53\u3066\u307e\u3059\u3002Champion\uff08\u5185\u90e8\u63d0\u5531\u8005\uff09\u306e\u5b58\u5728\u3092\u78ba\u8a8d\u3057\u3001\u9867\u5ba2\u3068\u306e\u4fe1\u983c\u95a2\u4fc2\u3092\u7bc9\u304f\u305f\u3081\u306e\u652f\u63f4\u3092\u53d7\u3051\u307e\u3057\u3087\u3046\u3002

\u6700\u5f8c\u306b\u3001Competition\uff08\u7af6\u5408\u4ed6\u793e\uff09\u3068\u306e\u5dee\u5225\u5316\u30dd\u30a4\u30f3\u30c8\u3092\u8003\u616e\u3057\u3001\u81ea\u793e\u306e\u4fa1\u5024\u3092\u969b\u7acb\u305f\u305b\u308b\u3088\u3046\u306a\u63d0\u6848\u3092\u884c\u3044\u307e\u3059\u3002\u3053\u308c\u3089\u306e\u30b9\u30c6\u30c3\u30d7\u3092\u8e0f\u3080\u3053\u3068\u3067\u3001MEDDPICC\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u5b9f\u8df5\u3057\u3001\u52b9\u679c\u7684\u306a\u55b6\u696d\u6d3b\u52d5\u3092\u5c55\u958b\u3059\u308b\u3053\u3068\u304c\u53ef\u80fd\u3068\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306b\u304a\u3051\u308bMEDDPICC\u306e\u5fdc\u7528<\/h3>\n\n\n\n

\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306b\u304a\u3044\u3066\u3001MEDDPICC\u306f\u91cd\u8981\u306a\u5f79\u5272\u3092\u679c\u305f\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

\u307e\u3059\u307e\u3059\u8907\u96d1\u306b\u306a\u308bB2B\u55b6\u696d\u306b\u304a\u3044\u3066\u3001\u9867\u5ba2\u3068\u306e\u6df1\u3044\u95a2\u4fc2\u69cb\u7bc9\u3084\u52b9\u679c\u7684\u306a\u63d0\u6848\u304c\u6c42\u3081\u3089\u308c\u308b\u4e2d\u3067\u3001\u3053\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u6d3b\u7528\u3059\u308b\u3053\u3068\u3067\u3001\u52b9\u679c\u7684\u306a\u55b6\u696d\u6d3b\u52d5\u3092\u5c55\u958b\u3059\u308b\u3053\u3068\u304c\u3067\u304d\u307e\u3059\u3002

\u307e\u305a\u3001MEDDPICC\u3092\u6d3b\u7528\u3059\u308b\u3053\u3068\u3067\u3001\u9867\u5ba2\u306e\u8996\u70b9\u3084\u30cb\u30fc\u30ba\u3092\u7406\u89e3\u3057\u3001\u305d\u308c\u306b\u57fa\u3065\u3044\u305f\u63d0\u6848\u3084\u30bd\u30ea\u30e5\u30fc\u30b7\u30e7\u30f3\u3092\u63d0\u4f9b\u3059\u308b\u3053\u3068\u304c\u53ef\u80fd\u3068\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

\u9867\u5ba2\u4f01\u696d\u306e\u30d3\u30b8\u30e7\u30f3\u3084\u76ee\u6a19\u3001\u610f\u601d\u6c7a\u5b9a\u30d7\u30ed\u30bb\u30b9\u3001\u8ab2\u984c\u306a\u3069\u3092\u660e\u3089\u304b\u306b\u3057\u3001\u305d\u308c\u3089\u3092\u8e0f\u307e\u3048\u305f\u6226\u7565\u3092\u7df4\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002

\u307e\u305f\u3001MEDDPICC\u3092\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306b\u7d44\u307f\u8fbc\u3080\u3053\u3068\u3067\u3001\u55b6\u696d\u6d3b\u52d5\u306e\u52b9\u7387\u5316\u3084\u6210\u679c\u306e\u6700\u5927\u5316\u304c\u56f3\u308c\u307e\u3059\u3002<\/p>\n\n\n\n

\u9867\u5ba2\u4f01\u696d\u306e\u7d44\u7e54\u69cb\u9020\u3084\u610f\u601d\u6c7a\u5b9a\u30d7\u30ed\u30bb\u30b9\u3092\u7406\u89e3\u3057\u3001\u305d\u308c\u306b\u5408\u308f\u305b\u305f\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u884c\u3046\u3053\u3068\u3067\u3001\u7121\u99c4\u306a\u55b6\u696d\u6d3b\u52d5\u3092\u6e1b\u3089\u3057\u3001\u6210\u679c\u3092\u4e0a\u3052\u308b\u3053\u3068\u304c\u53ef\u80fd\u3068\u306a\u308a\u307e\u3059\u3002

\u3055\u3089\u306b\u3001MEDDPICC\u306f\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306b\u304a\u3051\u308b\u900f\u660e\u6027\u3084\u30bf\u30fc\u30b2\u30c3\u30c8\u306e\u660e\u78ba\u5316\u306b\u3082\u8ca2\u732e\u3057\u307e\u3059\u3002\u5404\u8981\u7d20\u3092\u660e\u78ba\u306b\u628a\u63e1\u3057\u3001\u305d\u308c\u3092\u30d9\u30fc\u30b9\u306b\u3057\u305f\u55b6\u696d\u6226\u7565\u3092\u69cb\u7bc9\u3059\u308b\u3053\u3068\u3067\u3001\u30d3\u30b8\u30cd\u30b9\u306e\u6210\u7d04\u7387\u5411\u4e0a\u3084\u30ea\u30bd\u30fc\u30b9\u306e\u52b9\u679c\u7684\u306a\u6d3b\u7528\u304c\u671f\u5f85\u3067\u304d\u307e\u3059\u3002

\u3053\u306e\u3088\u3046\u306b\u3001\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306b\u304a\u3051\u308bMEDDPICC\u306e\u5fdc\u7528\u306f\u3001\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u69cb\u7bc9\u3084\u6210\u679c\u306e\u6700\u5927\u5316\u306b\u5411\u3051\u3066\u3001\u55b6\u696d\u62c5\u5f53\u8005\u306b\u3068\u3063\u3066\u975e\u5e38\u306b\u6709\u76ca\u306a\u624b\u6cd5\u3068\u306a\u308b\u3067\u3057\u3087\u3046\u3002<\/p>\n\n\n\n

\u5177\u4f53\u7684\u306a\u30b9\u30c6\u30c3\u30d7\u3068\u6210\u529f\u4e8b\u4f8b<\/h3>\n\n\n\n

MEDDPICC\u306e\u5177\u4f53\u7684\u306a\u30b9\u30c6\u30c3\u30d7\u3068\u6210\u529f\u4e8b\u4f8b\u306b\u3064\u3044\u3066\u3054\u7d39\u4ecb\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

\u307e\u305a\u3001Metrics\uff08\u30e1\u30c8\u30ea\u30af\u30b9\uff09\u3092\u628a\u63e1\u3059\u308b\u305f\u3081\u306b\u306f\u3001\u9867\u5ba2\u4f01\u696d\u306e\u30d3\u30b8\u30e7\u30f3\u3084\u76ee\u6a19\u3001\u6210\u679c\u6307\u6a19\u306a\u3069\u3092\u30d2\u30a2\u30ea\u30f3\u30b0\u3057\u3001\u9867\u5ba2\u306e\u30d3\u30b8\u30cd\u30b9\u306b\u5bfe\u3059\u308b\u5177\u4f53\u7684\u306a\u671f\u5f85\u5024\u3092\u628a\u63e1\u3059\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002

\u6b21\u306b\u3001Economic buyer\uff08\u7d4c\u6e08\u7684\u610f\u601d\u6c7a\u5b9a\u8005\uff09\u3068\u306e\u63a5\u70b9\u3092\u898b\u3064\u3051\u308b\u305f\u3081\u306b\u306f\u3001\u4f01\u696d\u5185\u90e8\u306e\u610f\u601d\u6c7a\u5b9a\u30d7\u30ed\u30bb\u30b9\u3084\u5f79\u5272\u3092\u7406\u89e3\u3057\u3001\u5177\u4f53\u7684\u306a\u6210\u529f\u4e8b\u4f8b\u3084\u30d3\u30b8\u30cd\u30b9\u4e0a\u306e\u8ab2\u984c\u3092\u30d2\u30a2\u30ea\u30f3\u30b0\u3059\u308b\u3053\u3068\u3067\u3001\u610f\u601d\u6c7a\u5b9a\u306b\u5f71\u97ff\u3092\u4e0e\u3048\u308b\u4eba\u7269\u3092\u7279\u5b9a\u3057\u307e\u3059\u3002

Decision criteria\uff08\u6c7a\u5b9a\u57fa\u6e96\uff09\u3084Decision process\uff08\u6c7a\u5b9a\u30d7\u30ed\u30bb\u30b9\uff09\u306b\u3064\u3044\u3066\u306f\u3001\u7af6\u5408\u4ed6\u793e\u306e\u63d0\u6848\u5185\u5bb9\u3084\u9867\u5ba2\u4f01\u696d\u306e\u88fd\u54c1\u9078\u5b9a\u30d7\u30ed\u30bb\u30b9\u3092\u5206\u6790\u3057\u3001\u9867\u5ba2\u306e\u30cb\u30fc\u30ba\u3084\u9078\u5b9a\u57fa\u6e96\u3092\u628a\u63e1\u3057\u307e\u3059\u3002<\/p>\n\n\n\n

\u307e\u305f\u3001Identify pain\uff08\u8ab2\u984c\u306e\u7279\u5b9a\uff09\u3092\u884c\u3046\u305f\u3081\u306b\u306f\u3001\u9867\u5ba2\u3068\u306e\u30b3\u30df\u30e5\u30cb\u30b1\u30fc\u30b7\u30e7\u30f3\u3092\u6df1\u3081\u3001\u8ab2\u984c\u3084\u30cb\u30fc\u30ba\u306b\u3064\u3044\u3066\u306e\u60c5\u5831\u3092\u53d6\u5f97\u3057\u307e\u3059\u3002

Champion\uff08\u5185\u90e8\u63d0\u5531\u8005\uff09\u306e\u5b58\u5728\u3092\u78ba\u8a8d\u3059\u308b\u305f\u3081\u306b\u306f\u3001\u65e2\u5b58\u306e\u9867\u5ba2\u30c7\u30fc\u30bf\u3084\u30a2\u30ab\u30a6\u30f3\u30c8\u60c5\u5831\u3092\u6d3b\u7528\u3057\u3001\u5185\u90e8\u3067\u306e\u652f\u6301\u8005\u3084\u63d0\u5531\u8005\u3092\u7279\u5b9a\u3059\u308b\u3053\u3068\u304c\u6709\u52b9\u3067\u3059\u3002

\u3053\u308c\u3089\u306e\u30b9\u30c6\u30c3\u30d7\u3092\u8e0f\u3080\u3053\u3068\u3067\u3001MEDDPICC\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u5b9f\u8df5\u3057\u305f\u6210\u529f\u4e8b\u4f8b\u3068\u3057\u3066\u3001\u5927\u624b\u88fd\u9020\u696d\u306eA\u793e\u304c\u6319\u3052\u3089\u308c\u307e\u3059\u3002<\/p>\n\n\n\n

\u540c\u793e\u306f\u3001MEDDPICC\u3092\u5c0e\u5165\u3059\u308b\u3053\u3068\u3067\u55b6\u696d\u30d7\u30ed\u30bb\u30b9\u306e\u52b9\u7387\u5316\u3084\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u5f37\u5316\u306b\u6210\u529f\u3057\u3001\u58f2\u4e0a\u304a\u3088\u3073\u5229\u76ca\u306e\u62e1\u5927\u306b\u3064\u306a\u3052\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n

\u9867\u5ba2\u4f01\u696d\u306e\u30cb\u30fc\u30ba\u3092\u7684\u78ba\u306b\u7406\u89e3\u3057\u3001\u7af6\u5408\u4ed6\u793e\u3068\u306e\u5dee\u5225\u5316\u3092\u56f3\u308b\u305f\u3081\u306e\u5177\u4f53\u7684\u306a\u30a2\u30af\u30b7\u30e7\u30f3\u3092\u5b9f\u65bd\u3057\u305f\u3053\u3068\u304c\u3001\u5927\u304d\u306a\u6210\u679c\u3092\u3082\u305f\u3089\u3057\u305f\u3068\u8a00\u3048\u307e\u3059\u3002<\/p>\n\n\n\n

\u4ed6\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3068\u306e\u6bd4\u8f03<\/h2>\n\n\n\n

MEDDPICC\u3068\u3044\u3046\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u304c\u3042\u308a\u307e\u3059\u304c\u3001\u4ed6\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3068\u6bd4\u8f03\u3057\u3066\u3069\u306e\u3088\u3046\u306a\u9055\u3044\u304c\u3042\u308b\u306e\u3067\u3057\u3087\u3046\u304b\uff1f

\u307e\u305a\u3001MEDDPICC\u306f\u9867\u5ba2\u306e\u8cfc\u8cb7\u30d7\u30ed\u30bb\u30b9\u3092\u8a73\u7d30\u306b\u7406\u89e3\u3059\u308b\u3053\u3068\u3092\u91cd\u8996\u3057\u3066\u304a\u308a\u3001\u63d0\u6848\u3092\u9032\u3081\u308b\u969b\u306b\u5fc5\u8981\u306a\u30b9\u30c6\u30c3\u30d7\u3092\u660e\u78ba\u306b\u3057\u307e\u3059\u3002\u9867\u5ba2\u306eMetrics\u3084Economic buyer\u306a\u3069\u3001\u5177\u4f53\u7684\u306a\u8981\u7d20\u306b\u6ce8\u76ee\u3057\u3066\u3044\u307e\u3059\u3002

\u4e00\u65b9\u3001\u4ed6\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3068\u3057\u3066\u306fBANT\uff08Budget, Authority, Need, Timeframe\uff09\u304c\u3042\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

BANT\u306f\u53d6\u5f15\u5148\u306e\u4e88\u7b97\u3084\u6a29\u9650\u3001\u30cb\u30fc\u30ba\u3001\u6c7a\u5b9a\u30d5\u30ec\u30fc\u30e0\u3092\u8a55\u4fa1\u3059\u308b\u3053\u3068\u3092\u7279\u5fb4\u3068\u3057\u3066\u3044\u307e\u3059\u3002\u3053\u306e\u70b9\u304b\u3089\u3001MEDDPICC\u306f\u3088\u308a\u8a73\u7d30\u304b\u3064\u7dbf\u5bc6\u306a\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u63d0\u4f9b\u3057\u3066\u3044\u308b\u3068\u8a00\u3048\u307e\u3059\u3002

\u307e\u305f\u3001SPIN Selling\uff08Situation, Problem, Implication, Need-payoff\uff09\u3068\u3044\u3046\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3082\u3042\u308a\u307e\u3059\u3002\u3053\u3061\u3089\u306f\u9867\u5ba2\u306e\u72b6\u6cc1\u3084\u8ab2\u984c\u3001\u8ab2\u984c\u306e\u5f71\u97ff\u3001\u89e3\u6c7a\u7b56\u306e\u5fc5\u8981\u6027\u306b\u7126\u70b9\u3092\u5f53\u3066\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n

MEDDPICC\u3068SPIN Selling\u306e\u9055\u3044\u306f\u3001\u9867\u5ba2\u3068\u306e\u95a2\u308f\u308a\u65b9\u3084\u63d0\u6848\u5185\u5bb9\u306b\u5f71\u97ff\u3092\u4e0e\u3048\u308b\u3053\u3068\u304c\u8003\u3048\u3089\u308c\u307e\u3059\u3002

\u3053\u308c\u3089\u306e\u6bd4\u8f03\u304b\u3089\u3082\u308f\u304b\u308b\u3088\u3046\u306b\u3001MEDDPICC\u306f\u9867\u5ba2\u306e\u30cb\u30fc\u30ba\u3084\u8cfc\u8cb7\u30d7\u30ed\u30bb\u30b9\u306b\u6df1\u304f\u8e0f\u307f\u8fbc\u3093\u3060\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u63d0\u4f9b\u3057\u3066\u3044\u308b\u3068\u8a00\u3048\u307e\u3059\u3002<\/p>\n\n\n\n

\u4ed6\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3068\u306e\u9055\u3044\u3092\u7406\u89e3\u3059\u308b\u3053\u3068\u3067\u3001\u55b6\u696d\u62c5\u5f53\u8005\u306f\u72b6\u6cc1\u306b\u5fdc\u3058\u3066\u9069\u5207\u306a\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u9078\u629e\u3057\u3001\u52b9\u679c\u7684\u306a\u55b6\u696d\u6d3b\u52d5\u3092\u5c55\u958b\u3067\u304d\u308b\u3067\u3057\u3087\u3046\u3002<\/p>\n\n\n\n

MEDDIC\u3001MEDDICC\u3001MEDDPICC\u306e\u9055\u3044<\/h3>\n\n\n\n

\u3053\u308c\u3089\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u306f\u3001\u55b6\u696d\u6226\u7565\u3084\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u69cb\u7bc9\u306b\u304a\u3044\u3066\u6d3b\u7528\u3055\u308c\u307e\u3059\u304c\u3001\u305d\u308c\u305e\u308c\u3069\u306e\u3088\u3046\u306a\u9055\u3044\u304c\u3042\u308b\u306e\u3067\u3057\u3087\u3046\u304b\u3002

\u307e\u305a\u3001MEDDIC\u306fMetrics\u3001Economic buyer\u3001Decision process\u3001Decision criteria\u3001Identify pain\u3001Champion\u306e\u982d\u6587\u5b57\u3092\u8868\u3057\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n

\u4e00\u65b9\u3001MEDDICC\u306f\u3055\u3089\u306b\u3001Competition\u3082\u52a0\u308f\u308a\u3001Competition\u3068Champion\u306e\u8981\u7d20\u304c\u8ffd\u52a0\u3055\u308c\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n

\u305d\u3057\u3066\u3001MEDDPICC\u306fIdentify pain\u3068Champion\u306e\u8981\u7d20\u3092\u5f15\u304d\u7d9a\u304d\u542b\u3080\u3082\u306e\u306e\u3001Metrics\u3092\u6700\u5f8c\u5c3e\u306b\u79fb\u52d5\u3057\u3001Decision process\u3092\u65b0\u305f\u306b\u52a0\u3048\u3066\u3044\u307e\u3059\u3002

\u3053\u308c\u3089\u306e\u9055\u3044\u304b\u3089\u3082\u3001\u305d\u308c\u305e\u308c\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u304c\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u3092\u69cb\u7bc9\u3059\u308b\u969b\u306b\u7570\u306a\u308b\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u63d0\u4f9b\u3057\u3066\u3044\u308b\u3053\u3068\u304c\u308f\u304b\u308a\u307e\u3059\u3002

MEDDIC\u306fCompetition\u3092\u542b\u307e\u306a\u3044\u305f\u3081\u3001\u7af6\u5408\u4ed6\u793e\u3068\u306e\u6bd4\u8f03\u3092\u91cd\u8996\u3059\u308b\u30cb\u30fc\u30ba\u306b\u306f\u76f4\u63a5\u5bfe\u5fdc\u3067\u304d\u307e\u305b\u3093\u3002<\/p>\n\n\n\n

\u4e00\u65b9\u3001MEDDICC\u306fCompetition\u3092\u52a0\u3048\u308b\u3053\u3068\u3067\u3001\u81ea\u793e\u306e\u5dee\u5225\u5316\u30dd\u30a4\u30f3\u30c8\u3092\u660e\u78ba\u306b\u3059\u308b\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u63d0\u4f9b\u3057\u307e\u3059\u3002\u305d\u3057\u3066\u3001MEDDPICC\u306fDecision process\u3092\u65b0\u305f\u306b\u52a0\u3048\u3001\u8cfc\u8cb7\u30d7\u30ed\u30bb\u30b9\u3092\u7406\u89e3\u3057\u3001\u63d0\u6848\u3092\u9032\u3081\u308b\u969b\u306b\u5fc5\u8981\u306a\u30b9\u30c6\u30c3\u30d7\u3092\u660e\u78ba\u5316\u3059\u308b\u3053\u3068\u306b\u7126\u70b9\u3092\u5f53\u3066\u3066\u3044\u307e\u3059\u3002

\u3053\u306e\u3088\u3046\u306b\u3001\u305d\u308c\u305e\u308c\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u306b\u306f\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u3092\u6df1\u3081\u308b\u305f\u3081\u306e\u7570\u306a\u308b\u89b3\u70b9\u3084\u30a2\u30d7\u30ed\u30fc\u30c1\u304c\u3042\u308a\u307e\u3059\u3002\u55b6\u696d\u62c5\u5f53\u8005\u306f\u3001\u72b6\u6cc1\u3084\u9867\u5ba2\u306e\u30cb\u30fc\u30ba\u306b\u5fdc\u3058\u3066\u9069\u5207\u306a\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3092\u9078\u629e\u3057\u3001\u6709\u52b9\u306a\u55b6\u696d\u6226\u7565\u3092\u5c55\u958b\u3059\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3042\u308b\u3068\u8a00\u3048\u307e\u3059\u3002<\/p>\n\n\n\n

BANT\u3068\u306e\u9055\u3044\u3068\u4f7f\u3044\u5206\u3051<\/h3>\n\n\n\n

MEDDPICC\u3068BANT\u306e\u9055\u3044\u3068\u4f7f\u3044\u5206\u3051\u3067\u3059\u304c\u3001MEDDPICC\u3068BANT\u306f\u3001\u9867\u5ba2\u3068\u306e\u5546\u8ac7\u306b\u304a\u3044\u3066\u7570\u306a\u308b\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u63d0\u4f9b\u3057\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n

\u307e\u305a\u3001BANT\uff08Budget, Authority, Need, Timeframe\uff09\u306f\u53d6\u5f15\u5148\u306e\u4e88\u7b97\u3001\u6a29\u9650\u3001\u30cb\u30fc\u30ba\u3001\u6c7a\u5b9a\u6642\u671f\u306b\u30d5\u30a9\u30fc\u30ab\u30b9\u3092\u5f53\u3066\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n

\u3053\u308c\u306b\u5bfe\u3057\u3066\u3001MEDDPICC\u306fMetrics, Economic buyer, Decision criteria, Decision process, Identify pain, Champion, Competition\u3092\u30ad\u30fc\u8981\u7d20\u3068\u3057\u3066\u3044\u307e\u3059\u3002

BANT\u306f\u4e3b\u306b\u53d6\u5f15\u5148\u306e\u8cfc\u8cb7\u30d7\u30ed\u30bb\u30b9\u3084\u4e88\u7b97\u78ba\u4fdd\u306e\u53ef\u5426\u306b\u91cd\u70b9\u3092\u7f6e\u3044\u3066\u304a\u308a\u3001\u53d6\u5f15\u5148\u306e\u8ab2\u984c\u89e3\u6c7a\u306b\u7126\u70b9\u3092\u5f53\u3066\u305f\u3044\u5834\u5408\u306b\u9069\u3057\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n

\u4e00\u65b9\u3001MEDDPICC\u306f\u53d6\u5f15\u5148\u306e\u30cb\u30fc\u30ba\u3084\u8cfc\u8cb7\u30d7\u30ed\u30bb\u30b9\u3092\u3088\u308a\u6df1\u304f\u7406\u89e3\u3059\u308b\u3053\u3068\u3092\u76ee\u7684\u3068\u3057\u3066\u304a\u308a\u3001\u5951\u7d04\u307e\u3067\u306e\u30b9\u30c6\u30c3\u30d7\u3092\u91cd\u8996\u3057\u3066\u3044\u307e\u3059\u3002

BANT\u306e\u5834\u5408\u3001\u4e88\u7b97\u3084\u6a29\u9650\u306a\u3069\u306e\u8981\u7d20\u3092\u628a\u63e1\u3059\u308b\u3053\u3068\u3067\u3001\u30d3\u30b8\u30cd\u30b9\u6848\u4ef6\u306e\u9078\u5b9a\u3084\u9032\u6357\u72b6\u6cc1\u306e\u628a\u63e1\u306b\u6d3b\u7528\u3067\u304d\u307e\u3059\u3002\u4e00\u65b9\u3067\u3001MEDDPICC\u306f\u5951\u7d04\u307e\u3067\u306e\u30b9\u30c6\u30c3\u30d7\u3092\u660e\u78ba\u306b\u3057\u3001\u52b9\u679c\u7684\u306a\u63d0\u6848\u3084\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u5b9f\u73fe\u3059\u308b\u3053\u3068\u304c\u3067\u304d\u307e\u3059\u3002

\u55b6\u696d\u62c5\u5f53\u8005\u306f\u3001\u9867\u5ba2\u3068\u306e\u5546\u8ac7\u306b\u304a\u3044\u3066\u305d\u306e\u6642\u3005\u306e\u72b6\u6cc1\u3084\u76ee\u6a19\u306b\u5fdc\u3058\u3066\u3001BANT\u3068MEDDPICC\u3092\u4f7f\u3044\u5206\u3051\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002<\/p>\n\n\n\n

\u5177\u4f53\u7684\u306a\u30cb\u30fc\u30ba\u3084\u30b9\u30c6\u30c3\u30d7\u3092\u91cd\u8996\u3057\u305f\u3044\u5834\u5408\u306b\u306fMEDDPICC\u3092\u9069\u7528\u3057\u3001\u4e88\u7b97\u3084\u6a29\u9650\u306b\u95a2\u3059\u308b\u60c5\u5831\u3092\u91cd\u8996\u3057\u305f\u3044\u969b\u306b\u306fBANT\u3092\u6d3b\u7528\u3059\u308b\u3053\u3068\u3067\u3001\u3088\u308a\u52b9\u679c\u7684\u306a\u55b6\u696d\u6d3b\u52d5\u3092\u5c55\u958b\u3059\u308b\u3053\u3068\u304c\u53ef\u80fd\u3068\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

\u307e\u3068\u3081<\/h2>\n\n\n\n

MEDDPICC\u306f\u69cb\u9020\u5316\u3055\u308c\u305f\u55b6\u696d\u6226\u7565\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u3067\u3059\u3002\u9867\u5ba2\u306e\u30cb\u30fc\u30ba\u3084\u8cfc\u8cb7\u30d7\u30ed\u30bb\u30b9\u3092\u7406\u89e3\u3057\u3001\u52b9\u679c\u7684\u306a\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u884c\u3046\u305f\u3081\u306e\u624b\u6cd5\u3067\u3059\u3002<\/p>\n\n\n\n

Metrics\u3001Economic buyer\u3001Decision criteria\u3001Decision process\u3001Identify pain\u3001Champion\u3001Competition\u306a\u3069\u306e\u8981\u7d20\u304c\u542b\u307e\u308c\u307e\u3059\u3002\u9867\u5ba2\u306eMetrics\u3092\u7406\u89e3\u3059\u308b\u3053\u3068\u3067\u3001\u30d3\u30b8\u30cd\u30b9\u4e0a\u306e\u76ee\u6a19\u3084\u6210\u529f\u57fa\u6e96\u3092\u628a\u63e1\u3057\u3001\u63d0\u6848\u306e\u65b9\u91dd\u3092\u7acb\u3066\u307e\u3059\u3002<\/p>\n\n\n\n

Economic buyer\u3068\u306e\u63a5\u70b9\u3092\u63a2\u308a\u3001\u610f\u601d\u6c7a\u5b9a\u306b\u5f71\u97ff\u3092\u4e0e\u3048\u308b\u4eba\u7269\u3092\u7279\u5b9a\u3059\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002<\/p>\n\n\n\n

\u307e\u305f\u3001Decision criteria\u3084Decision process\u3092\u660e\u78ba\u306b\u3059\u308b\u3053\u3068\u3067\u3001\u63d0\u6848\u3084\u30a2\u30d7\u30ed\u30fc\u30c1\u306e\u65b9\u91dd\u3092\u7acb\u3066\u307e\u3059\u3002Identify pain\u3084Champion\u306e\u5b58\u5728\u3092\u628a\u63e1\u3057\u3001\u9867\u5ba2\u306e\u671f\u5f85\u306b\u5fdc\u3048\u308b\u305f\u3081\u306e\u6226\u7565\u3092\u7df4\u308b\u3053\u3068\u304c\u5fc5\u8981\u3067\u3059\u3002<\/p>\n\n\n\n

\u6700\u5f8c\u306b\u3001Competition\u3068\u306e\u5dee\u5225\u5316\u30dd\u30a4\u30f3\u30c8\u3092\u660e\u78ba\u306b\u3057\u3001\u81ea\u793e\u306e\u4fa1\u5024\u3092\u969b\u7acb\u305f\u305b\u308b\u3053\u3068\u304c\u6210\u529f\u306e\u9375\u3068\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n

\u3053\u306e\u3088\u3046\u306bMEDDPICC\u306f\u3001\u5177\u4f53\u7684\u306a\u30ac\u30a4\u30c9\u30e9\u30a4\u30f3\u3092\u63d0\u4f9b\u3057\u3001\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u69cb\u7bc9\u3084\u63d0\u6848\u306e\u7acb\u6848\u306b\u304a\u3044\u3066\u3001\u55b6\u696d\u62c5\u5f53\u8005\u306b\u3068\u3063\u3066\u983c\u308a\u306b\u306a\u308b\u624b\u6cd5\u3068\u306a\u308b\u3067\u3057\u3087\u3046\u3002<\/p>\n","protected":false},"excerpt":{"rendered":"

MEDDPICC\u306e\u30d5\u30ec\u30fc\u30e0\u30ef\u30fc\u30af\u306e\u57fa\u672c\u3068\u5b9f\u8df5\u65b9\u6cd5 MEDDPICC\u306f\u55b6\u696d\u6226\u7565\u306e\u30d5 … \u7d9a\u304d\u3092\u8aad\u3080 →<\/span><\/a><\/p>\n","protected":false},"author":1,"featured_media":45375,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"_mi_skip_tracking":false,"footnotes":""},"categories":[4],"tags":[],"class_list":["post-45374","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-expert-interview"],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/kenjins.jp\/magazine\/wp-json\/wp\/v2\/posts\/45374","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/kenjins.jp\/magazine\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/kenjins.jp\/magazine\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/kenjins.jp\/magazine\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/kenjins.jp\/magazine\/wp-json\/wp\/v2\/comments?post=45374"}],"version-history":[{"count":2,"href":"https:\/\/kenjins.jp\/magazine\/wp-json\/wp\/v2\/posts\/45374\/revisions"}],"predecessor-version":[{"id":45377,"href":"https:\/\/kenjins.jp\/magazine\/wp-json\/wp\/v2\/posts\/45374\/revisions\/45377"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/kenjins.jp\/magazine\/wp-json\/wp\/v2\/media\/45375"}],"wp:attachment":[{"href":"https:\/\/kenjins.jp\/magazine\/wp-json\/wp\/v2\/media?parent=45374"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/kenjins.jp\/magazine\/wp-json\/wp\/v2\/categories?post=45374"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/kenjins.jp\/magazine\/wp-json\/wp\/v2\/tags?post=45374"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}