{"id":60896,"date":"2026-04-15T06:21:22","date_gmt":"2026-04-14T21:21:22","guid":{"rendered":"https:\/\/kenjins.jp\/magazine\/?p=60896"},"modified":"2026-04-15T06:23:30","modified_gmt":"2026-04-14T21:23:30","slug":"btob%e3%81%a7%e3%83%97%e3%83%ad%e3%82%b9%e3%83%9a%e3%82%af%e3%83%88%e3%82%92%e8%a6%8b%e6%a5%b5%e3%82%81%e3%82%8b%e5%9f%ba%e6%9c%ac","status":"publish","type":"post","link":"https:\/\/kenjins.jp\/magazine\/expert-interview\/60896\/","title":{"rendered":"BtoB\u3067\u30d7\u30ed\u30b9\u30da\u30af\u30c8\u3092\u898b\u6975\u3081\u308b\u57fa\u672c\u3092\u6574\u7406\u3059\u308b"},"content":{"rendered":"\n<h1 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class=\"wp-block-heading\" 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class=\"wp-block-heading\" 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class=\"wp-block-heading\" id=\"section-2-1\">\u9055\u3044\u306f\u898b\u8fbc\u307f\u5ea6\u3068\u63a5\u89e6\u60c5\u5831\u306e\u78ba\u304b\u3055<\/h3>\n\n\n\n<p>\u6e29\u5ea6\u611f\u306e\u30ba\u30ec\u306f\u3001\u9023\u7d61\u5148\u306e\u4fe1\u983c\u6027\u3068\u3001\u76f8\u624b\u304c\u9032\u307f\u305d\u3046\u304b\u3069\u3046\u304b\u3068\u3044\u3046\u898b\u8fbc\u307f\u5ea6\u306e2\u3064\u3067\u8d77\u304d\u307e\u3059\u3002\u55b6\u696d\u30ea\u30b9\u30c8\u304c\u540c\u3058\u3088\u3046\u306b\u898b\u3048\u3066\u3082\u3001\u63a5\u89e6\u60c5\u5831\u304c\u53e4\u3044\u3068\u521d\u56de\u63a5\u89e6\u306e\u6b69\u7559\u307e\u308a\u304c\u843d\u3061\u307e\u3059\u3057\u3001\u898b\u8fbc\u307f\u5ea6\u304c\u4f4e\u3044\u306e\u306b\u5927\u91cf\u306b\u8ffd\u3063\u3066\u3082\u5546\u8ac7\u5316\u3057\u307e\u305b\u3093\u3002\u3060\u304b\u3089\u3053\u305d<strong>\u5224\u65ad\u8ef8\u306f\u5206\u3051\u3066\u6301\u3064<\/strong>\u306e\u304c\u52b9\u679c\u7684\u3067\u3059\u3002<\/p>\n\n\n\n<p>\u898b\u8fbc\u307f\u5ea6\u306f\u3001\u610f\u601d\u6c7a\u5b9a\u306e\u8fd1\u3055\u3084\u691c\u8a0e\u30d5\u30a7\u30fc\u30ba\u304b\u3089\u63a8\u5b9a\u3057\u307e\u3059\u3002\u305f\u3068\u3048\u3070\u300c\u5c0e\u5165\u691c\u8a0e\u4e2d\u300d\u300c\u6765\u671f\u4e88\u7b97\u3067\u5224\u65ad\u4e88\u5b9a\u300d\u3068\u3044\u3063\u305f\u5177\u4f53\u60c5\u5831\u304c\u3042\u308c\u3070\u3001\u512a\u5148\u9806\u4f4d\u306f\u4e0a\u304c\u308a\u307e\u3059\u3002\u63a5\u89e6\u60c5\u5831\u306e\u78ba\u304b\u3055\u306f\u3001\u96fb\u8a71\u756a\u53f7\u3084\u30e1\u30fc\u30eb\u30a2\u30c9\u30ec\u30b9\u304c\u5b9f\u5728\u3057\u3001\u62c5\u5f53\u90e8\u7f72\u306b\u7d10\u3065\u3044\u3066\u3044\u308b\u304b\u3067\u6e2c\u308a\u307e\u3059\u3002\u7b46\u8005\u306e\u7d4c\u9a13\u3067\u306f\u3001\u898b\u8fbc\u307f\u5ea6\u304c\u9ad8\u304f\u3066\u3082\u9023\u7d61\u60c5\u5831\u304c\u4e0d\u6b63\u78ba\u3060\u3068\u3001\u521d\u56de\u306e\u30ec\u30b9\u304c\u53d6\u308c\u305a\u5931\u6ce8\u6271\u3044\u306b\u306a\u308b\u30b1\u30fc\u30b9\u304c\u3042\u308a\u307e\u3059\u3002<\/p>\n\n\n\n<p>\u5b9f\u52d9\u3067\u306f\u3001\u898b\u8fbc\u307f\u5ea6\u304c\u9ad8\u3044\u76f8\u624b\u306b\u306f\u65e9\u304f\u78ba\u5b9f\u306b\u9023\u7d61\u3057\u3001\u60c5\u5831\u304c\u602a\u3057\u3044\u5834\u5408\u306f\u7d39\u4ecb\u3084\u4e00\u6b21\u60c5\u5831\u3067\u88cf\u53d6\u308a\u3057\u3066\u304b\u3089\u6b21\u5de5\u7a0b\u3078\u9032\u3081\u308b\u3079\u304d\u3067\u3059\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\" id=\"section-2-2\">\u55b6\u696d\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3067\u5b9a\u7fa9\u304c\u305a\u308c\u308b\u554f\u984c<\/h3>\n\n\n\n<p>\u30ea\u30fc\u30c9\u306e\u5b9a\u7fa9\u306f\u63c3\u3063\u3066\u3044\u308b\u306f\u305a\u306a\u306e\u306b\u3001\u55b6\u696d\u3068\u30de\u30fc\u30b1\u306e\u4f1a\u8a71\u304c\u565b\u307f\u5408\u308f\u306a\u3044\u65e5\u304c\u3042\u308a\u307e\u3059\u3002\u539f\u56e0\u306f\u300c\u8ab0\u3092\u3044\u3064\u307e\u3067\u306b\u6b21\u5de5\u7a0b\u3078\u6e21\u3059\u304b\u300d\u3092\u3001\u4e21\u8005\u304c\u5225\u306e\u8a00\u8449\u3067\u8868\u3057\u3066\u3044\u308b\u304b\u3089\u3067\u3059\u3002\u55b6\u696d\u5074\u306f\u8fd4\u4fe1\u7387\u3084\u5546\u8ac7\u5316\u7387\u3067\u59a5\u5f53\u6027\u3092\u898b\u307e\u3059\u304c\u3001\u30de\u30fc\u30b1\u5074\u306f\u7372\u5f97\u6570\u3084\u80b2\u6210\u306e\u9032\u6357\u3067\u5224\u65ad\u3057\u304c\u3061\u3067\u3059\u3002\u3053\u306e\u5dee\u304c\u7a4d\u307f\u91cd\u306a\u308b\u3068\u3001<strong>\u540c\u3058\u30ea\u30b9\u30c8\u3092\u898b\u3066\u3082\u7d50\u8ad6\u304c\u4e00\u81f4\u3057\u306a\u304f\u306a\u308b<\/strong>\u72b6\u614b\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n<p>\u305f\u3068\u3048\u3070\u3001\u30de\u30fc\u30b1\u304c\u300c\u63a5\u89e6\u6e08\u307f\uff1d\u30ea\u30fc\u30c9\u300d\u3068\u3057\u3066\u6e21\u3057\u305f\u76f8\u624b\u3067\u3082\u3001\u55b6\u696d\u304c\u5fc5\u8981\u3068\u3057\u3066\u3044\u308b\u306e\u306f\u300c\u8ab2\u984c\u304c\u7279\u5b9a\u3055\u308c\u3001\u610f\u601d\u6c7a\u5b9a\u8005\u306b\u8fd1\u3044\u72b6\u614b\u300d\u3067\u3059\u3002\u3053\u3053\u3092\u64e6\u308a\u5408\u308f\u305b\u305a\u306b\u9032\u3081\u308b\u3068\u3001\u55b6\u696d\u306f\u201c\u8cea\u304c\u4f4e\u3044\u201d\u3068\u53d7\u3051\u53d6\u308a\u3001\u30de\u30fc\u30b1\u306f\u201c\u80b2\u6210\u304c\u53cd\u6620\u3055\u308c\u3066\u3044\u306a\u3044\u201d\u3068\u611f\u3058\u307e\u3059\u3002<\/p>\n\n\n\n<p>\u4f59\u8ac7\u3060\u304c\u3001\u5b9a\u7fa9\u306e\u98df\u3044\u9055\u3044\u306f\u8cc7\u6599\u306e\u7c92\u5ea6\u3060\u3051\u3067\u306a\u304f\u3001\u4f1a\u8b70\u4f53\u306e\u30b4\u30fc\u30eb\u8a2d\u5b9a\u3067\u3082\u8d77\u304d\u307e\u3059\u3002\u9031\u6b21\u306e\u4f1a\u8b70\u304c\u300c\u6570\u306e\u5831\u544a\u300d\u4e2d\u5fc3\u306a\u3089\u3001\u8cea\u306e\u6539\u5584\u306b\u8ad6\u70b9\u304c\u79fb\u308a\u306b\u304f\u3044\u3067\u3059\u3002\u3060\u304b\u3089\u3053\u305d\u3001KPI\u3092\u63c3\u3048\u308b\u306e\u3068\u540c\u6642\u306b\u3001\u300c\u6b21\u306b\u5fc5\u8981\u306a\u60c5\u5831\u306f\u4f55\u304b\u300d\u3092\u5171\u540c\u3067\u5b9a\u3081\u308b\u3079\u304d\u3067\u3059\u3002<\/p>\n\n\n\n<h2 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