{"id":1927,"date":"2026-05-15T09:57:13","date_gmt":"2026-05-15T00:57:13","guid":{"rendered":"https:\/\/www.crtm.co.jp\/media\/?p=1927"},"modified":"2026-06-30T10:59:12","modified_gmt":"2026-06-30T01:59:12","slug":"post-1927","status":"publish","type":"post","link":"https:\/\/www.crtm.co.jp\/media\/insidesales\/post-1927\/","title":{"rendered":"\u30a2\u30c3\u30d7\u30bb\u30eb\u3068\u30af\u30ed\u30b9\u30bb\u30eb\u306e\u9055\u3044\u3068\u306f\uff1f\u610f\u5473\u30fb\u30e1\u30ea\u30c3\u30c8\u30fb\u6210\u529f\u4e8b\u4f8b\u3092\u89e3\u8aac"},"content":{"rendered":"\n<p class=\"wp-block-paragraph\">\u65b0\u898f\u9867\u5ba2\u306e\u7372\u5f97\u304c\u96e3\u3057\u304f\u306a\u308b\u4e2d\u3001<span 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class=\"ez-toc-link ez-toc-heading-25\" href=\"https:\/\/www.crtm.co.jp\/media\/insidesales\/post-1927\/#%E3%82%A2%E3%83%83%E3%83%97%E3%82%BB%E3%83%AB_%E3%82%AF%E3%83%AD%E3%82%B9%E3%82%BB%E3%83%AB%E3%81%AB%E9%96%A2%E3%81%99%E3%82%8B%E3%82%88%E3%81%8F%E3%81%82%E3%82%8B%E8%B3%AA%E5%95%8F\" title=\"\u30a2\u30c3\u30d7\u30bb\u30eb \u30af\u30ed\u30b9\u30bb\u30eb\u306b\u95a2\u3059\u308b\u3088\u304f\u3042\u308b\u8cea\u554f\">\u30a2\u30c3\u30d7\u30bb\u30eb \u30af\u30ed\u30b9\u30bb\u30eb\u306b\u95a2\u3059\u308b\u3088\u304f\u3042\u308b\u8cea\u554f<\/a><ul class='ez-toc-list-level-3' ><li class='ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-26\" href=\"https:\/\/www.crtm.co.jp\/media\/insidesales\/post-1927\/#Q_BtoB%E5%96%B6%E6%A5%AD%E3%81%A7%E3%82%82%E5%8A%B9%E6%9E%9C%E3%81%AF%E3%81%82%E3%82%8B%EF%BC%9F\" title=\"Q. BtoB\u55b6\u696d\u3067\u3082\u52b9\u679c\u306f\u3042\u308b\uff1f\">Q. BtoB\u55b6\u696d\u3067\u3082\u52b9\u679c\u306f\u3042\u308b\uff1f<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-27\" href=\"https:\/\/www.crtm.co.jp\/media\/insidesales\/post-1927\/#Q_%E6%8F%90%E6%A1%88%E3%81%AB%E6%9C%80%E9%81%A9%E3%81%AA%E3%82%BF%E3%82%A4%E3%83%9F%E3%83%B3%E3%82%B0%E3%81%AF%EF%BC%9F\" title=\"Q. \u63d0\u6848\u306b\u6700\u9069\u306a\u30bf\u30a4\u30df\u30f3\u30b0\u306f\uff1f\">Q. \u63d0\u6848\u306b\u6700\u9069\u306a\u30bf\u30a4\u30df\u30f3\u30b0\u306f\uff1f<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-28\" href=\"https:\/\/www.crtm.co.jp\/media\/insidesales\/post-1927\/#Q_%E3%82%A2%E3%83%83%E3%83%97%E3%82%BB%E3%83%AB%E3%81%A8%E3%82%AF%E3%83%AD%E3%82%B9%E3%82%BB%E3%83%AB%E3%81%AF%E3%81%A9%E3%81%A1%E3%82%89%E3%82%92%E5%84%AA%E5%85%88%E3%81%99%E3%81%B9%E3%81%8D%EF%BC%9F\" title=\"Q. \u30a2\u30c3\u30d7\u30bb\u30eb\u3068\u30af\u30ed\u30b9\u30bb\u30eb\u306f\u3069\u3061\u3089\u3092\u512a\u5148\u3059\u3079\u304d\uff1f\">Q. \u30a2\u30c3\u30d7\u30bb\u30eb\u3068\u30af\u30ed\u30b9\u30bb\u30eb\u306f\u3069\u3061\u3089\u3092\u512a\u5148\u3059\u3079\u304d\uff1f<\/a><\/li><\/ul><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-29\" href=\"https:\/\/www.crtm.co.jp\/media\/insidesales\/post-1927\/#%E3%81%BE%E3%81%A8%E3%82%81\" title=\"\u307e\u3068\u3081\">\u307e\u3068\u3081<\/a><\/li><\/ul><\/nav><\/div>\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E3%82%A2%E3%83%83%E3%83%97%E3%82%BB%E3%83%AB%E3%81%A8%E3%82%AF%E3%83%AD%E3%82%B9%E3%82%BB%E3%83%AB%E3%81%AF%E4%BD%95%E3%81%8C%E9%81%95%E3%81%86%EF%BC%9F\"><\/span>\u30a2\u30c3\u30d7\u30bb\u30eb\u3068\u30af\u30ed\u30b9\u30bb\u30eb\u306f\u4f55\u304c\u9055\u3046\uff1f<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img loading=\"lazy\" decoding=\"async\" width=\"644\" height=\"413\" src=\"https:\/\/www.crtm.co.jp\/media\/wp-content\/uploads\/2026\/05\/\u30b9\u30af\u30ea\u30fc\u30f3\u30b7\u30e7\u30c3\u30c8-2026-05-11-114832-1.png\" alt=\"\" class=\"wp-image-1935\" style=\"aspect-ratio:1.5593489479952363;width:488px;height:auto\"\/><\/figure>\n<\/div>\n\n\n<p class=\"wp-block-paragraph\">\u30a2\u30c3\u30d7\u30bb\u30eb\u3068\u30af\u30ed\u30b9\u30bb\u30eb\u306e\u9055\u3044\u306f\u3001\u63d0\u6848\u3059\u308b\u5546\u54c1\u306e\u7a2e\u985e\u306b\u3042\u308a\u307e\u3059\u3002<br>\u30a2\u30c3\u30d7\u30bb\u30eb\u3068\u306f\u3001\u9867\u5ba2\u304c\u691c\u8a0e\u3057\u3066\u3044\u308b\u5546\u54c1\u3088\u308a\u3082\u9ad8\u4fa1\u683c\u5e2f\u306e<strong>\u4e0a\u4f4d\u30e2\u30c7\u30eb\u3092\u63d0\u6848<\/strong>\u3059\u308b\u624b\u6cd5\u3067\u3059\u3002<br>\u4e00\u65b9\u3001\u30af\u30ed\u30b9\u30bb\u30eb\u306f\u691c\u8a0e\u4e2d\u306e\u5546\u54c1\u306b<strong>\u95a2\u9023\u3059\u308b\u5225\u306e\u5546\u54c1\u3092\u63d0\u6848<\/strong>\u3057\u3001\u30bb\u30c3\u30c8\u3067\u306e\u8cfc\u5165\u3092\u4fc3\u3057\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u305d\u308c\u305e\u308c\u306e\u5b9a\u7fa9\u3068\u610f\u5473\u3092\u7406\u89e3\u3057\u3001\u9055\u3044\u3092\u660e\u78ba\u306b\u3059\u308b\u3053\u3068\u304c\u6d3b\u7528\u306e\u7b2c\u4e00\u6b69\u3067\u3059\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E3%82%A2%E3%83%83%E3%83%97%E3%82%BB%E3%83%AB%E3%81%A8%E3%81%AF\"><\/span>\u30a2\u30c3\u30d7\u30bb\u30eb\u3068\u306f<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u30a2\u30c3\u30d7\u30bb\u30eb\u3068\u306f\u3001\u9867\u5ba2\u304c\u8cfc\u5165\u3092\u691c\u8a0e\u3057\u3066\u3044\u308b\u5546\u54c1\u3084\u5229\u7528\u4e2d\u306e\u30b5\u30fc\u30d3\u30b9\u3088\u308a\u3082\u3001\u9ad8\u6a5f\u80fd\u30fb\u9ad8\u4fa1\u683c\u306a<strong>\u4e0a\u4f4d\u7248\u3092\u63d0\u6848<\/strong>\u3059\u308b\u624b\u6cd5\u3067\u3059\u3002<br>\u82f1\u8a9e\u306e\u300cUpsell\u300d\u304c\u8a9e\u6e90\u3067\u3001\u65e5\u672c\u8a9e\u3067\u306f\u300c\u5358\u4fa1\u5411\u4e0a\u300d\u3068\u8a33\u3055\u308c\u308b\u3053\u3068\u3082\u3042\u308a\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u4e3b\u306b\u3001\u9867\u5ba2\u306e\u8cfc\u5165\u610f\u6b32\u304c\u9ad8\u307e\u3063\u3066\u3044\u308b\u300c\u8cfc\u5165\u524d\u300d\u3084\u300c\u5951\u7d04\u66f4\u65b0\u6642\u300d\u306b\u63d0\u6848\u3055\u308c\u308b\u3053\u3068\u304c\u591a\u304f\u3001\u9867\u5ba2\u5358\u4fa1\u306e\u5411\u4e0a\u3092\u76ee\u7684\u3068\u3057\u3066\u6d3b\u7528\u3055\u308c\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u4f8b\u3048\u3070\u3001\u6a19\u6e96\u30d7\u30e9\u30f3\u3092\u691c\u8a0e\u3057\u3066\u3044\u308b\u9867\u5ba2\u306b\u3001\u3088\u308a\u6a5f\u80fd\u304c\u5145\u5b9f\u3057\u305f\u4e0a\u4f4d\u30d7\u30e9\u30f3\u3092\u63d0\u6848\u3059\u308b\u30b1\u30fc\u30b9\u304c\u3053\u308c\u306b\u3042\u305f\u308a\u307e\u3059\u3002<br>\u30a2\u30c3\u30d7\u30bb\u30eb\u306f\u3001\u9867\u5ba2\u6e80\u8db3\u5ea6\u3092\u9ad8\u3081\u306a\u304c\u3089\u58f2\u4e0a\u5411\u4e0a\u3092\u76ee\u6307\u305b\u308b\u4ee3\u8868\u7684\u306a\u624b\u6cd5\u3067\u3059\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E3%82%AF%E3%83%AD%E3%82%B9%E3%82%BB%E3%83%AB%E3%81%A8%E3%81%AF\"><\/span>\u30af\u30ed\u30b9\u30bb\u30eb\u3068\u306f<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u30af\u30ed\u30b9\u30bb\u30eb\u3068\u306f\u3001\u9867\u5ba2\u304c\u8cfc\u5165\u3057\u3088\u3046\u3068\u3057\u3066\u3044\u308b\u5546\u54c1\u306b<strong>\u95a2\u9023\u3059\u308b\u5225\u306e\u5546\u54c1\u3092\u63d0\u6848<\/strong>\u3057\u3001\u4e00\u7dd2\u306b\u8cfc\u5165\u3057\u3066\u3082\u3089\u3046\u624b\u6cd5\u3067\u3059\u3002<br>\u82f1\u8a9e\u306e\u300cCross-sell\u300d\u304c\u8a9e\u6e90\u3067\u3042\u308a\u3001\u65e5\u672c\u8a9e\u3067\u306f\u300c\u5408\u308f\u305b\u8cb7\u3044\u300d\u3084\u300c\u3064\u3044\u3067\u8cb7\u3044\u300d\u3092\u4fc3\u3059\u3053\u3068\u3068\u5b9a\u7fa9\u3055\u308c\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u4e3b\u306b\u3001\u5546\u54c1\u8cfc\u5165\u6642\u3084\u8cfc\u5165\u5f8c\u306e\u30d5\u30a9\u30ed\u30fc\u6642\u306a\u3069\u3001\u95a2\u9023\u30cb\u30fc\u30ba\u304c\u751f\u307e\u308c\u3084\u3059\u3044\u30bf\u30a4\u30df\u30f3\u30b0\u3067\u6d3b\u7528\u3055\u308c\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u4f8b\u3048\u3070\u3001\u30d1\u30bd\u30b3\u30f3\u3092\u8cfc\u5165\u3059\u308b\u9867\u5ba2\u306b\u30de\u30a6\u30b9\u3084\u30ad\u30fc\u30dc\u30fc\u30c9\u3092\u63d0\u6848\u3059\u308b\u30b1\u30fc\u30b9\u304c\u30af\u30ed\u30b9\u30bb\u30eb\u306e\u5178\u578b\u4f8b\u3067\u3059\u3002<br>\u30af\u30ed\u30b9\u30bb\u30eb\u306f\u3001\u9867\u5ba2\u304c\u6c17\u3065\u3044\u3066\u3044\u306a\u304b\u3063\u305f\u30cb\u30fc\u30ba\u3092\u6e80\u305f\u3057\u3001\u8cfc\u5165\u70b9\u6570\u3084\u9867\u5ba2\u6e80\u8db3\u5ea6\u306e\u5411\u4e0a\u306b\u3064\u306a\u304c\u308a\u307e\u3059\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E9%81%95%E3%81%84%E3%82%92%E6%AF%94%E8%BC%83%E8%A1%A8%E3%81%A7%E3%83%81%E3%82%A7%E3%83%83%E3%82%AF\"><\/span>\u9055\u3044\u3092\u6bd4\u8f03\u8868\u3067\u30c1\u30a7\u30c3\u30af<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u30a2\u30c3\u30d7\u30bb\u30eb\u3068\u30af\u30ed\u30b9\u30bb\u30eb\u306e\u9055\u3044\u3092\u3001\u4ee5\u4e0b\u306e\u6bd4\u8f03\u8868\u306b\u307e\u3068\u3081\u3066\u6574\u7406\u3057\u307e\u3059\u3002<br>\u4e21\u8005\u306e\u76ee\u7684\u3084\u63d0\u6848\u5185\u5bb9\u3001\u5b9f\u65bd\u3059\u308b\u30bf\u30a4\u30df\u30f3\u30b0\u3068\u306e\u9055\u3044\u3092\u628a\u63e1\u3059\u308b\u3053\u3068\u3067\u3001\u72b6\u6cc1\u306b\u5fdc\u3058\u305f\u9069\u5207\u306a\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u9078\u629e\u3067\u304d\u307e\u3059\u3002<\/p>\n\n\n\n<figure class=\"wp-block-table is-style-regular\"><table><thead><tr><th>\u9805\u76ee<\/th><th>\u30a2\u30c3\u30d7\u30bb\u30eb<\/th><th>\u30af\u30ed\u30b9\u30bb\u30eb<\/th><\/tr><\/thead><tbody><tr><td>\u76ee\u7684<\/td><td>\u9867\u5ba2\u5358\u4fa1\u3092\u4e0a\u3052\u308b<\/td><td>\u8cfc\u5165\u70b9\u6570\u3092\u5897\u3084\u3059<\/td><\/tr><tr><td>\u63d0\u6848\u5185\u5bb9<\/td><td>\u3088\u308a\u9ad8\u984d\u30fb\u9ad8\u6a5f\u80fd\u306a\u5546\u54c1\u3084\u30d7\u30e9\u30f3<\/td><td>\u95a2\u9023\u5546\u54c1\u3084\u8ffd\u52a0\u30b5\u30fc\u30d3\u30b9<\/td><\/tr><tr><td>\u30bf\u30a4\u30df\u30f3\u30b0<\/td><td>\u8cfc\u5165\u76f4\u524d\u30fb\u5951\u7d04\u66f4\u65b0\u6642<\/td><td>\u8cfc\u5165\u6642\u30fb\u8cfc\u5165\u5f8c<\/td><\/tr><tr><td>\u5177\u4f53\u4f8b<\/td><td>\u5bb9\u91cf\u304c\u5927\u304d\u3044\u4e0a\u4f4d\u30b9\u30de\u30db\u3092\u63d0\u6848<\/td><td>\u30b9\u30de\u30db\u30b1\u30fc\u30b9\u3084\u4fdd\u8b77\u30d5\u30a3\u30eb\u30e0\u3092\u63d0\u6848<\/td><\/tr><tr><td>\u4e3b\u306a\u52b9\u679c<\/td><td>LTV\u5411\u4e0a\u30fb\u58f2\u4e0a\u6539\u5584<\/td><td>\u6e80\u8db3\u5ea6\u5411\u4e0a\u30fb\u8ffd\u52a0\u8cfc\u5165<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E3%82%A2%E3%83%83%E3%83%97%E3%82%BB%E3%83%AB%E3%81%A8%E3%82%AF%E3%83%AD%E3%82%B9%E3%82%BB%E3%83%AB%E3%82%92%E5%AE%9F%E6%96%BD%E3%81%99%E3%82%8B%EF%BC%93%E3%81%A4%E3%81%AE%E3%83%A1%E3%83%AA%E3%83%83%E3%83%88\"><\/span>\u30a2\u30c3\u30d7\u30bb\u30eb\u3068\u30af\u30ed\u30b9\u30bb\u30eb\u3092\u5b9f\u65bd\u3059\u308b\uff13\u3064\u306e\u30e1\u30ea\u30c3\u30c8<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n<div class=\"wp-block-image\">\n<figure class=\"aligncenter size-full is-resized\"><img loading=\"lazy\" decoding=\"async\" width=\"527\" height=\"441\" src=\"https:\/\/www.crtm.co.jp\/media\/wp-content\/uploads\/2026\/05\/\u30b9\u30af\u30ea\u30fc\u30f3\u30b7\u30e7\u30c3\u30c8-2026-05-11-113555.png\" alt=\"\" class=\"wp-image-1932\" style=\"aspect-ratio:1.1950770971848919;width:330px;height:auto\"\/><\/figure>\n<\/div>\n\n\n<p class=\"wp-block-paragraph\">\u8fd1\u5e74\u306f\u3001\u65b0\u898f\u9867\u5ba2\u306e\u7372\u5f97\u30b3\u30b9\u30c8\u304c\u9ad8\u307e\u3063\u3066\u3044\u308b\u3053\u3068\u304b\u3089\u3001\u65e2\u5b58\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u3092\u6df1\u3081\u306a\u304c\u3089\u58f2\u4e0a\u3092\u4f38\u3070\u3059\u65bd\u7b56\u304c\u91cd\u8981\u8996\u3055\u308c\u3066\u3044\u307e\u3059\u3002<br>\u305d\u306e\u4e2d\u3067\u3082\u3001\u30a2\u30c3\u30d7\u30bb\u30eb\u3084\u30af\u30ed\u30b9\u30bb\u30eb\u306f\u3001\u9867\u5ba2\u5358\u4fa1\u306e\u5411\u4e0a\u3060\u3051\u3067\u306a\u304f\u3001\u7d99\u7d9a\u5229\u7528\u3084\u95a2\u4fc2\u5f37\u5316\u306b\u3082\u3064\u306a\u304c\u308b\u624b\u6cd5\u3068\u3057\u3066\u6ce8\u76ee\u3055\u308c\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u9867\u5ba2\u306b\u5408\u3063\u305f\u63d0\u6848\u3092\u884c\u3046\u3053\u3068\u3067\u3001\u4f01\u696d\u5074\u30fb\u9867\u5ba2\u5074\u306e\u53cc\u65b9\u306b\u30e1\u30ea\u30c3\u30c8\u304c\u751f\u307e\u308c\u307e\u3059\u3002<br>\u3053\u3053\u3067\u306f\u3001\u30a2\u30c3\u30d7\u30bb\u30eb\u3068\u30af\u30ed\u30b9\u30bb\u30eb\u3092\u5b9f\u65bd\u3059\u308b\u4ee3\u8868\u7684\u306a\u30e1\u30ea\u30c3\u30c8\u30923\u3064\u7d39\u4ecb\u3057\u307e\u3059\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E3%83%A1%E3%83%AA%E3%83%83%E3%83%881%EF%BC%9ALTV%E5%90%91%E4%B8%8A\"><\/span>\u30e1\u30ea\u30c3\u30c81\uff1aLTV\u5411\u4e0a<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u30a2\u30c3\u30d7\u30bb\u30eb\u3084\u30af\u30ed\u30b9\u30bb\u30eb\u306f\u3001<span class=\"marker\">LTV\uff08\u9867\u5ba2\u751f\u6daf\u4fa1\u5024\uff09\u306e\u5411\u4e0a<\/span>\u306b\u3064\u306a\u304c\u308a\u307e\u3059\u3002<br>\u7d99\u7d9a\u5229\u7528\u3084\u8ffd\u52a0\u8cfc\u5165\u304c\u5897\u3048\u308b\u3053\u3068\u3067\u30011\u4eba\u306e\u9867\u5ba2\u304b\u3089\u9577\u671f\u7684\u306b\u5f97\u3089\u308c\u308b\u58f2\u4e0a\u3092\u4f38\u3070\u3057\u3084\u3059\u304f\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u307e\u305f\u3001\u65e2\u5b58\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u3092\u7dad\u6301\u3057\u3084\u3059\u304f\u306a\u308b\u305f\u3081\u3001\u5b89\u5b9a\u3057\u305f\u58f2\u4e0a\u57fa\u76e4\u306e\u69cb\u7bc9\u306b\u3082\u5f79\u7acb\u3061\u307e\u3059\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E3%83%A1%E3%83%AA%E3%83%83%E3%83%882%EF%BC%9A%E5%A3%B2%E4%B8%8A%E6%94%B9%E5%96%84\"><\/span>\u30e1\u30ea\u30c3\u30c82\uff1a\u58f2\u4e0a\u6539\u5584<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u65e2\u5b58\u9867\u5ba2\u3078\u306e\u63d0\u6848\u306f\u3001\u65b0\u898f\u9867\u5ba2\u3092\u7372\u5f97\u3059\u308b\u3088\u308a\u3082\u6bd4\u8f03\u7684\u4f4e\u30b3\u30b9\u30c8\u3067\u5b9f\u65bd\u3057\u3084\u3059\u3044\u70b9\u304c\u7279\u5fb4\u3067\u3059\u3002<br>\u305d\u306e\u305f\u3081\u3001\u52b9\u7387\u7684\u306a\u58f2\u4e0a\u6539\u5584\u306b\u3064\u306a\u304c\u308a\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u307e\u305f\u3001\u9867\u5ba2\u3054\u3068\u306b\u9069\u5207\u306a\u63d0\u6848\u3092\u884c\u3046\u3053\u3068\u3067\u3001\u8cfc\u5165\u91d1\u984d\u306e\u5897\u52a0\u3084\u5229\u7528\u30b5\u30fc\u30d3\u30b9\u306e\u62e1\u5927\u3082\u671f\u5f85\u3067\u304d\u307e\u3059\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E3%83%A1%E3%83%AA%E3%83%83%E3%83%883%EF%BC%9A%E9%96%A2%E4%BF%82%E5%BC%B7%E5%8C%96\"><\/span>\u30e1\u30ea\u30c3\u30c83\uff1a\u95a2\u4fc2\u5f37\u5316<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u30a2\u30c3\u30d7\u30bb\u30eb\u3084\u30af\u30ed\u30b9\u30bb\u30eb\u306f\u3001\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u5f37\u5316\u306b\u3082\u3064\u306a\u304c\u308a\u307e\u3059\u3002<br>\u9867\u5ba2\u306e\u72b6\u6cc1\u3084\u8ab2\u984c\u306b\u5408\u308f\u305b\u305f\u63d0\u6848\u3092\u884c\u3046\u3053\u3068\u3067\u3001\u300c\u81ea\u5206\u306b\u5408\u3063\u305f\u63d0\u6848\u3092\u3057\u3066\u304f\u308c\u308b\u300d\u3068\u3044\u3046\u4fe1\u983c\u611f\u3084\u5b89\u5fc3\u611f\u304c\u751f\u307e\u308c\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u305d\u306e\u7d50\u679c\u3001\u7d99\u7d9a\u5229\u7528\u3084\u30ea\u30d4\u30fc\u30c8\u8cfc\u5165\u306b\u3064\u306a\u304c\u308a\u3001\u9577\u671f\u7684\u306a\u95a2\u4fc2\u3092\u7bc9\u304d\u3084\u3059\u304f\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E8%BA%AB%E8%BF%91%E3%81%AA%E3%82%B5%E3%83%BC%E3%83%93%E3%82%B9%E3%81%8B%E3%82%89%E5%AD%A6%E3%81%B6%E5%85%B7%E4%BD%93%E4%BE%8B\"><\/span>\u8eab\u8fd1\u306a\u30b5\u30fc\u30d3\u30b9\u304b\u3089\u5b66\u3076\u5177\u4f53\u4f8b<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">\u30a2\u30c3\u30d7\u30bb\u30eb\u3084\u30af\u30ed\u30b9\u30bb\u30eb\u306e\u6226\u7565\u306f\u3001\u79c1\u305f\u3061\u306e\u8eab\u8fd1\u306a\u591a\u304f\u306e\u30b5\u30fc\u30d3\u30b9\u306b\u7d44\u307f\u8fbc\u307e\u308c\u3066\u3044\u307e\u3059\u3002<br>EC\u30b5\u30a4\u30c8\u306e\u30ec\u30b3\u30e1\u30f3\u30c9\u6a5f\u80fd\u304b\u3089\u3001\u6cd5\u4eba\u5411\u3051\u306eSaaS\u63d0\u6848\u3001\u30b3\u30fc\u30eb\u30bb\u30f3\u30bf\u30fc\u3067\u306e\u55b6\u696d\u5bfe\u5fdc\u307e\u3067\u3001\u69d8\u3005\u306a\u5834\u9762\u3067\u52b9\u679c\u7684\u306a\u65b9\u6cd5\u3068\u3057\u3066\u6d3b\u7528\u3055\u308c\u3066\u3044\u307e\u3059\u3002<br>\u5177\u4f53\u7684\u306a\u4f8b\u3092\u77e5\u308b\u3053\u3068\u3067\u3001\u81ea\u793e\u306e\u30d3\u30b8\u30cd\u30b9\u306b\u5fdc\u7528\u3059\u308b\u30d2\u30f3\u30c8\u304c\u5f97\u3089\u308c\u307e\u3059\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"EC%E3%82%B5%E3%82%A4%E3%83%88\"><\/span>EC\u30b5\u30a4\u30c8<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">EC\u30b5\u30a4\u30c8\u3067\u306f\u3001\u8cfc\u5165\u5c0e\u7dda\u306e\u4e2d\u3067\u81ea\u7136\u306b\u30a2\u30c3\u30d7\u30bb\u30eb\u30fb\u30af\u30ed\u30b9\u30bb\u30eb\u304c\u6d3b\u7528\u3055\u308c\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th>\u30a2\u30c3\u30d7\u30bb\u30eb<\/th><th>\u30af\u30ed\u30b9\u30bb\u30eb<\/th><\/tr><\/thead><tbody><tr><td>\u30ce\u30fc\u30c8\u30d1\u30bd\u30b3\u30f3\u306e\u5546\u54c1\u30da\u30fc\u30b8\u3067\u3001\u300c\u3088\u308a\u9ad8\u6027\u80fd\u306aCPU\u3092\u642d\u8f09\u3057\u305f\u3053\u3061\u3089\u306e\u30e2\u30c7\u30eb\u3082\u304a\u3059\u3059\u3081\u3067\u3059\u300d\u3068\u4e0a\u4f4d\u6a5f\u7a2e\u3092\u8868\u793a\u3059\u308b<\/td><td>\u5546\u54c1\u3092\u30ab\u30fc\u30c8\u306b\u5165\u308c\u305f\u30bf\u30a4\u30df\u30f3\u30b0\u3067\u3001\u300c\u3053\u306e\u5546\u54c1\u3092\u8cfc\u5165\u3057\u305f\u4eba\u306f\u3053\u3061\u3089\u3082\u898b\u3066\u3044\u307e\u3059\u300d\u3068\u95a2\u9023\u5546\u54c1\uff08PC\u30b1\u30fc\u30b9\u3084\u30de\u30a6\u30b9\u306a\u3069\uff09\u3092\u30ec\u30b3\u30e1\u30f3\u30c9\u3059\u308b<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"SaaS%E6%8F%90%E6%A1%88\"><\/span>SaaS\u63d0\u6848<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">SaaS\uff08Software as a Service\uff09\u3067\u306f\u3001\u5229\u7528\u72b6\u6cc1\u3084\u8ab2\u984c\u306b\u5408\u308f\u305b\u3066\u30a2\u30c3\u30d7\u30bb\u30eb\u30fb\u30af\u30ed\u30b9\u30bb\u30eb\u304c\u63d0\u6848\u3055\u308c\u3066\u3044\u307e\u3059\u3002<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th>\u30a2\u30c3\u30d7\u30bb\u30eb<\/th><th>\u30af\u30ed\u30b9\u30bb\u30eb<\/th><\/tr><\/thead><tbody><tr><td>\u7121\u6599\u30d7\u30e9\u30f3\u306e\u5229\u7528\u8005\u306b\u3001\u30c7\u30fc\u30bf\u4fdd\u5b58\u5bb9\u91cf\u306e\u8ffd\u52a0\u3084\u5229\u7528\u30e6\u30fc\u30b6\u30fc\u6570\u3092\u62e1\u5f35\u3067\u304d\u308b\u6709\u6599\u30d7\u30e9\u30f3\u3092\u63d0\u6848\u3059\u308b<\/td><td>\u57fa\u672c\u30d7\u30e9\u30f3\u306e\u5951\u7d04\u8005\u306b\u3001\u30c7\u30fc\u30bf\u5206\u6790\u30c4\u30fc\u30eb\u3084\u30b3\u30f3\u30b5\u30eb\u30c6\u30a3\u30f3\u30b0\u306a\u3069\u306e\u8ffd\u52a0\u30aa\u30d7\u30b7\u30e7\u30f3\u3092\u63d0\u6848<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E3%82%B3%E3%83%BC%E3%83%AB%E3%82%BB%E3%83%B3%E3%82%BF%E3%83%BC%E5%AF%BE%E5%BF%9C\"><\/span>\u30b3\u30fc\u30eb\u30bb\u30f3\u30bf\u30fc\u5bfe\u5fdc<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u30b3\u30fc\u30eb\u30bb\u30f3\u30bf\u30fc\u3067\u306f\u3001\u554f\u3044\u5408\u308f\u305b\u5bfe\u5fdc\u306e\u4e2d\u3067\u81ea\u7136\u306a\u63d0\u6848\u3092\u884c\u3044\u3084\u3059\u3044\u7279\u5fb4\u304c\u3042\u308a\u307e\u3059\u3002<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table class=\"has-fixed-layout\"><thead><tr><th>\u30a2\u30c3\u30d7\u30bb\u30eb<\/th><th>\u30af\u30ed\u30b9\u30bb\u30eb<\/th><\/tr><\/thead><tbody><tr><td>\u30b9\u30de\u30fc\u30c8\u30d5\u30a9\u30f3\u306e\u901a\u4fe1\u901f\u5ea6\u306b\u95a2\u3059\u308b\u76f8\u8ac7\u6642\u306b\u3001\u3088\u308a\u5feb\u9069\u306b\u5229\u7528\u3067\u304d\u308b\u5927\u5bb9\u91cf\u30c7\u30fc\u30bf\u30d7\u30e9\u30f3\u3092\u63d0\u6848<\/td><td>\u5546\u54c1\u306e\u64cd\u4f5c\u65b9\u6cd5\u306b\u95a2\u3059\u308b\u554f\u3044\u5408\u308f\u305b\u5f8c\u306b\u3001\u300c\u6545\u969c\u306b\u5099\u3048\u3066\u4fdd\u8a3c\u30b5\u30fc\u30d3\u30b9\u306f\u3044\u304b\u304c\u3067\u3059\u304b\uff1f\u300d\u3068\u95a2\u9023\u30b5\u30fc\u30d3\u30b9\u3092\u6848\u5185<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\"><\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E6%8A%BC%E3%81%97%E5%A3%B2%E3%82%8A%E3%81%AB%E3%81%AA%E3%82%89%E3%81%AA%E3%81%84%E6%88%90%E5%8A%9F%E3%81%AE%E3%82%B3%E3%83%84\"><\/span>\u62bc\u3057\u58f2\u308a\u306b\u306a\u3089\u306a\u3044\u6210\u529f\u306e\u30b3\u30c4<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<p class=\"wp-block-paragraph\">\u30a2\u30c3\u30d7\u30bb\u30eb\u3084\u30af\u30ed\u30b9\u30bb\u30eb\u3092\u6210\u529f\u3055\u305b\u308b\u306b\u306f\u3001\u5358\u306b\u5546\u54c1\u3092\u63d0\u6848\u3059\u308b\u306e\u3067\u306f\u306a\u304f\u3001\u9867\u5ba2\u306b\u300c\u81ea\u5206\u306b\u5408\u3063\u305f\u63d0\u6848\u3060\u300d\u3068\u611f\u3058\u3066\u3082\u3089\u3046\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002<br>\u7279\u306b\u3001\u9867\u5ba2\u7406\u89e3\u3084\u63d0\u6848\u306e\u30bf\u30a4\u30df\u30f3\u30b0\u3092\u610f\u8b58\u3059\u308b\u3053\u3068\u3067\u3001\u6e80\u8db3\u5ea6\u3092\u9ad8\u3081\u306a\u304c\u3089\u81ea\u7136\u306a\u63d0\u6848\u306b\u3064\u306a\u3052\u3084\u3059\u304f\u306a\u308a\u307e\u3059\u3002<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">\u3053\u3053\u3067\u306f\u3001\u62bc\u3057\u58f2\u308a\u306b\u306a\u3089\u305a\u6210\u679c\u306b\u3064\u306a\u304c\u308b3\u3064\u306e\u30dd\u30a4\u30f3\u30c8\u3092\u7d39\u4ecb\u3057\u307e\u3059\u3002<\/p>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E9%A1%A7%E5%AE%A2%E3%83%87%E3%83%BC%E3%82%BF%E3%82%92%E5%88%86%E6%9E%90\"><\/span>\u9867\u5ba2\u30c7\u30fc\u30bf\u3092\u5206\u6790<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u6210\u529f\u306e\u9375\u306f\u3001\u9867\u5ba2\u3092\u6df1\u304f\u7406\u89e3\u3059\u308b\u3053\u3068\u306b\u3042\u308a\u307e\u3059\u3002<br>CRM\uff08\u9867\u5ba2\u95a2\u4fc2\u7ba1\u7406\uff09\u30c4\u30fc\u30eb\u306a\u3069\u3092\u6d3b\u7528\u3057\u3001\u9867\u5ba2\u306e\u8cfc\u8cb7\u5c65\u6b74\u3001\u95b2\u89a7\u5c65\u6b74\u3001\u554f\u3044\u5408\u308f\u305b\u5185\u5bb9\u3068\u3044\u3063\u305f\u30c7\u30fc\u30bf\u3092\u5206\u6790\u3057\u307e\u3059\u3002<br>\u3053\u306e\u65bd\u7b56\u306b\u3088\u308a\u3001\u300c\u3069\u306e\u3088\u3046\u306a\u9867\u5ba2\u304c\u300d\u300c\u3069\u306e\u30bf\u30a4\u30df\u30f3\u30b0\u3067\u300d\u300c\u4f55\u306b\u95a2\u5fc3\u3092\u6301\u3064\u304b\u300d\u3068\u3044\u3063\u305f\u50be\u5411\u3092\u628a\u63e1\u3067\u304d\u307e\u3059\u3002<\/p>\n\n\n\n<p 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src=\"https:\/\/www.crtm.co.jp\/media\/wp-content\/uploads\/2026\/05\/\u30b9\u30af\u30ea\u30fc\u30f3\u30b7\u30e7\u30c3\u30c8-2026-05-11-115249-1-1024x302.png\" alt=\"\" class=\"wp-image-1937\" srcset=\"https:\/\/www.crtm.co.jp\/media\/wp-content\/uploads\/2026\/05\/\u30b9\u30af\u30ea\u30fc\u30f3\u30b7\u30e7\u30c3\u30c8-2026-05-11-115249-1-1024x302.png 1024w, https:\/\/www.crtm.co.jp\/media\/wp-content\/uploads\/2026\/05\/\u30b9\u30af\u30ea\u30fc\u30f3\u30b7\u30e7\u30c3\u30c8-2026-05-11-115249-1-300x88.png 300w, https:\/\/www.crtm.co.jp\/media\/wp-content\/uploads\/2026\/05\/\u30b9\u30af\u30ea\u30fc\u30f3\u30b7\u30e7\u30c3\u30c8-2026-05-11-115249-1-768x226.png 768w, https:\/\/www.crtm.co.jp\/media\/wp-content\/uploads\/2026\/05\/\u30b9\u30af\u30ea\u30fc\u30f3\u30b7\u30e7\u30c3\u30c8-2026-05-11-115249-1.png 1239w, https:\/\/www.crtm.co.jp\/media\/wp-content\/uploads\/2026\/05\/\u30b9\u30af\u30ea\u30fc\u30f3\u30b7\u30e7\u30c3\u30c8-2026-05-11-115249-1-1024x302.png 856w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/figure>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E3%83%AC%E3%82%B3%E3%83%A1%E3%83%B3%E3%83%89%E6%A9%9F%E8%83%BD%E3%82%92%E6%B4%BB%E7%94%A8\"><\/span>\u30ec\u30b3\u30e1\u30f3\u30c9\u6a5f\u80fd\u3092\u6d3b\u7528<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p 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id=\"%E3%83%A1%E3%83%AB%E3%83%9E%E3%82%AC%E3%81%A7%E6%9C%80%E9%81%A9%E6%8F%90%E6%A1%88\"><\/span>\u30e1\u30eb\u30de\u30ac\u3067\u6700\u9069\u63d0\u6848<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p 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class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"CRM%E3%81%A7%E9%A1%A7%E5%AE%A2%E5%88%86%E6%9E%90\"><\/span>CRM\u3067\u9867\u5ba2\u5206\u6790<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p 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id=\"%E5%A3%B2%E3%82%8A%E8%BE%BC%E3%81%BF%E9%87%8D%E8%A6%96\"><\/span>\u58f2\u308a\u8fbc\u307f\u91cd\u8996<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p 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class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E6%83%85%E5%A0%B1%E4%B8%8D%E8%B6%B3\"><\/span>\u60c5\u5831\u4e0d\u8db3<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u9867\u5ba2\u306e\u8cfc\u8cb7\u5c65\u6b74\u3084\u5229\u7528\u72b6\u6cc1\u3068\u3044\u3063\u305f\u30c7\u30fc\u30bf\u3092\u5341\u5206\u306b\u5206\u6790\u305b\u305a\u3001\u52d8\u3084\u7d4c\u9a13\u3060\u3051\u306b\u983c\u3063\u305f\u63d0\u6848\u306f\u5931\u6557\u3057\u3084\u3059\u304f\u306a\u308a\u307e\u3059\u3002<br>\u9867\u5ba2\u304c\u3069\u306e\u3088\u3046\u306a\u8ab2\u984c\u3092\u62b1\u3048\u3066\u3044\u308b\u306e\u304b\u3001\u3069\u306e\u3088\u3046\u306a\u5546\u54c1\u306b\u95a2\u5fc3\u304c\u3042\u308b\u306e\u304b\u3092\u7406\u89e3\u3057\u306a\u3044\u307e\u307e\u63d0\u6848\u3057\u3066\u3082\u3001\u7684\u5916\u308c\u306b\u306a\u308b\u53ef\u80fd\u6027\u304c\u9ad8\u3044\u3067\u3059\u3002<br>\u60c5\u5831\u4e0d\u8db3\u306e\u307e\u307e\u884c\u308f\u308c\u308b\u63d0\u6848\u306f\u3001\u9867\u5ba2\u306b\u3068\u3063\u3066\u4fa1\u5024\u304c\u306a\u304f\u3001\u4e0d\u4fe1\u611f\u3092\u62b1\u304b\u305b\u308b\u7d50\u679c\u306b\u3064\u306a\u304c\u308a\u307e\u3059\u3002<\/p>\n\n\n\n<h2 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"%E3%82%A2%E3%83%83%E3%83%97%E3%82%BB%E3%83%AB_%E3%82%AF%E3%83%AD%E3%82%B9%E3%82%BB%E3%83%AB%E3%81%AB%E9%96%A2%E3%81%99%E3%82%8B%E3%82%88%E3%81%8F%E3%81%82%E3%82%8B%E8%B3%AA%E5%95%8F\"><\/span>\u30a2\u30c3\u30d7\u30bb\u30eb \u30af\u30ed\u30b9\u30bb\u30eb\u306b\u95a2\u3059\u308b\u3088\u304f\u3042\u308b\u8cea\u554f<span class=\"ez-toc-section-end\"><\/span><\/h2>\n\n\n\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Q_BtoB%E5%96%B6%E6%A5%AD%E3%81%A7%E3%82%82%E5%8A%B9%E6%9E%9C%E3%81%AF%E3%81%82%E3%82%8B%EF%BC%9F\"><\/span>Q. BtoB\u55b6\u696d\u3067\u3082\u52b9\u679c\u306f\u3042\u308b\uff1f<span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\">\u306f\u3044\u3001BtoB\u55b6\u696d\u3067\u3082\u30a2\u30c3\u30d7\u30bb\u30eb\u3084\u30af\u30ed\u30b9\u30bb\u30eb\u306f\u975e\u5e38\u306b\u52b9\u679c\u7684\u306a\u6226\u7565\u3067\u3059\u3002<br>\u4f8b\u3048\u3070\u3001SaaS\u30d3\u30b8\u30cd\u30b9\u3067\u306e\u4e0a\u4f4d\u30d7\u30e9\u30f3\u3078\u306e\u30a2\u30c3\u30d7\u30b0\u30ec\u30fc\u30c9\u63d0\u6848\u3084\u3001\u5c0e\u5165\u3057\u305f\u30b7\u30b9\u30c6\u30e0\u306b\u5bfe\u3059\u308b\u4fdd\u5b88\u30fb\u30b3\u30f3\u30b5\u30eb\u30c6\u30a3\u30f3\u30b0\u5951\u7d04\u306e\u8ffd\u52a0\u63d0\u6848\u306a\u3069\u304c\u6319\u3052\u3089\u308c\u307e\u3059\u3002<br>\u9577\u671f\u7684\u306a\u95a2\u4fc2\u69cb\u7bc9\u304c\u91cd\u8981\u306aBtoB\u306b\u304a\u3044\u3066\u3001LTV\u5411\u4e0a\u306b\u4e0d\u53ef\u6b20\u306a\u55b6\u696d\u624b\u6cd5\u3067\u3059\u3002<\/p>\n\n\n\n<h3 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