{"id":6507,"date":"2026-03-22T13:38:54","date_gmt":"2026-03-22T05:38:54","guid":{"rendered":"https:\/\/moresourcing.com\/how-software-startup-insightsquared-wrestled-with-creating-an-optimal-sales-and-marketing-strategy\/"},"modified":"2026-03-22T13:38:54","modified_gmt":"2026-03-22T05:38:54","slug":"how-software-startup-insightsquared-wrestled-with-creating-an-optimal-sales-and-marketing-strategy","status":"publish","type":"post","link":"https:\/\/moresourcing.com\/ja\/how-software-startup-insightsquared-wrestled-with-creating-an-optimal-sales-and-marketing-strategy\/","title":{"rendered":"\u30bd\u30d5\u30c8\u30a6\u30a7\u30a2 \u30b9\u30bf\u30fc\u30c8\u30a2\u30c3\u30d7\u306e InsightSquared \u304c\u6700\u9069\u306a\u8ca9\u58f2\u304a\u3088\u3073\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u6226\u7565\u306e\u7b56\u5b9a\u306b\u3069\u306e\u3088\u3046\u306b\u53d6\u308a\u7d44\u3093\u3060\u304b"},"content":{"rendered":"<p><\/p>\n<div id=\"transcript-section\">\n        <!-- let's remove the TRANSCRIPT header --><\/p>\n<p>BRIAN KENNY: Cold Call \u3078\u3088\u3046\u3053\u305d\u3002\u753b\u671f\u7684\u306a\u30a2\u30a4\u30c7\u30a2\u3084\u30cf\u30fc\u30d0\u30fc\u30c9 \u30d3\u30b8\u30cd\u30b9 \u30b9\u30af\u30fc\u30eb\u306e\u4e8b\u4f8b\u3092\u6df1\u304f\u6398\u308a\u4e0b\u3052\u308b\u30dd\u30c3\u30c9\u30ad\u30e3\u30b9\u30c8\u3067\u3059\u3002<a href=\"https:\/\/store.hbr.org\/product\/insightsquared-developing-the-sales-and-marketing-plan\/816074?sku=816074-PDF-ENG\">InsightSquared: \u8ca9\u58f2\u304a\u3088\u3073\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u8a08\u753b\u306e\u7b56\u5b9a<\/a>\u300d\u3067\u306f\u3001\u6210\u9577\u304c\u898b\u3089\u308c\u308b\u3068\u304d\u306b\u30ea\u30fc\u30c0\u30fc\u304c\u672c\u5f53\u306b\u4f55\u3092\u6c42\u3081\u308b\u3079\u304d\u304b\u3001\u305d\u3057\u3066\u521d\u671f\u306e\u6210\u529f\u304c\u975e\u5e38\u306b\u9ad8\u4fa1\u306a\u6559\u8a13\u306b\u306a\u308b\u306e\u3092\u907f\u3051\u308b\u65b9\u6cd5\u3092\u63a2\u308a\u307e\u3059\u3002<\/p>\n<p>\u79c1\u306f\u3042\u306a\u305f\u306e\u30db\u30b9\u30c8\u3001\u30d6\u30e9\u30a4\u30a2\u30f3 \u30b1\u30cb\u30fc\u3067\u3059\u3002\u3042\u306a\u305f\u306f HBR \u30dd\u30c3\u30c9\u30ad\u30e3\u30b9\u30c8 \u30cd\u30c3\u30c8\u30ef\u30fc\u30af\u3067\u30b3\u30fc\u30eb\u30c9 \u30b3\u30fc\u30eb\u3092\u805e\u3044\u3066\u3044\u307e\u3059\u3002<\/p>\n<p>\u30de\u30fc\u30af\u30fb\u30ed\u30d9\u30eb\u30b8\u30e5\u306f\u3001MBA \u30d7\u30ed\u30b0\u30e9\u30e0\u3067\u8d77\u696d\u5bb6\u7cbe\u795e\u306b\u57fa\u3065\u3044\u305f\u30bb\u30fc\u30eb\u30b9\u3068\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3092\u6559\u3048\u3066\u3044\u307e\u3059\u3002<\/p>\n<p>\u30de\u30fc\u30af\u30fb\u30ed\u30d9\u30eb\u30b8\u30e5\uff1a\u305d\u3046\u3067\u3059\u3088\u3002<\/p>\n<p>\u30d6\u30e9\u30a4\u30a2\u30f3\u30fb\u30b1\u30cb\u30fc\uff1a\u7d20\u6674\u3089\u3057\u3044\u3067\u3059\u306d\u3002<\/p>\n<p>\u30de\u30fc\u30af\u30fb\u30ed\u30d9\u30eb\u30b8\u30e5\uff1a\u3053\u3053\u306b\u6765\u3089\u308c\u3066\u5149\u6804\u3067\u3059\u3002<\/p>\n<p>\u30d6\u30e9\u30a4\u30a2\u30f3\u30fb\u30b1\u30cb\u30fc\uff1a\u305d\u3046\u3060\u306d\u3002<\/p>\n<p>\u30de\u30fc\u30af\u30fb\u30ed\u30d9\u30eb\u30b8\u30e5: 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\u975e\u5e38\u306b\u591a\u304f\u306e\u8cea\u554f\u304c\u3042\u308a\u307e\u3059\u304c\u3001\u305d\u308c\u304c\u660e\u3089\u304b\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n<p>\u30d6\u30e9\u30a4\u30a2\u30f3\u30fb\u30b1\u30cb\u30fc\uff1a\u305d\u3046\u3060\u306d\u3002<\/p>\n<p>\u30de\u30fc\u30af\u30fb\u30ed\u30d9\u30eb\u30b8\u30e5: \u3042\u308c\u307b\u3069\u306e\u624d\u80fd\u3092\u5f15\u304d\u4ed8\u3051\u308b\u306b\u306f\u3001\u3069\u306e\u3088\u3046\u306a\u63a1\u7528\u529b\u304c\u5fc5\u8981\u304b\u77e5\u3063\u3066\u3044\u307e\u3059\u304b?<\/p>\n<p>\u30d6\u30e9\u30a4\u30a2\u30f3\u30fb\u30b1\u30cb\u30fc\uff1a\u305d\u3046\u3060\u306d\u3002<\/p>\n<p>\u30d6\u30e9\u30a4\u30a2\u30f3\u30fb\u30b1\u30cb\u30fc: \u3053\u306e\u672c\u306e\u4e2d\u5fc3\u7684\u306a\u8b70\u8ad6\u306e 1 \u3064\u306f\u3001\u88fd\u54c1\u306e\u30de\u30fc\u30b1\u30c3\u30c8 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\u306e\u9045\u308c\u304c\u3042\u3063\u305f\u300d\u3068\u3044\u3046\u3053\u3068\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n<p>\u30d6\u30e9\u30a4\u30a2\u30f3\u30fb\u30b1\u30cb\u30fc: \u305d\u3046\u3067\u3059\u306d\u3001\u3067\u3082\u91cd\u8981\u306a\u306e\u306f\u4f1a\u8a71\u3092\u3059\u308b\u3053\u3068\u3067\u3059\u3088\u306d\uff1f<\/p>\n<p>\u30de\u30fc\u30af\u30fb\u30ed\u30d9\u30eb\u30b8\u30e5\uff1a\u305d\u306e\u3068\u304a\u308a\u3067\u3059\u3002<\/p>\n<p>\u30d6\u30e9\u30a4\u30a2\u30f3\u30fb\u30b1\u30cb\u30fc\uff1a\u81ea\u5206\u304c\u4f55\u3092\u3057\u3066\u3044\u308b\u306e\u304b\u3092\u5f7c\u3089\u306b\u983b\u7e41\u306b\u8aac\u660e\u3057\u3001\u8ab0\u304b\u306b\u60aa\u3044\u77e5\u3089\u305b\u304c\u98db\u3073\u8fbc\u3080\u306e\u3092\u5f85\u3063\u3066\u3044\u307e\u305b\u3093\u3002<\/p>\n<p>\u30de\u30fc\u30af\u30fb\u30ed\u30d9\u30eb\u30b8\u30e5: 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\u304c\u58f2\u4e0a\u3092\u3069\u3046\u5909\u3048\u308b\u304b\u300d\u3067\u3059\u3002<\/p>\n<p>\u30d6\u30e9\u30a4\u30a2\u30f3\u30fb\u30b1\u30cb\u30fc: \u3042\u3042\u3001\u305d\u308c\u3067\u3088\u304b\u3063\u305f\u3002<\/p>\n<p>\u30de\u30fc\u30af\u30fb\u30ed\u30d9\u30eb\u30b8\u30e5: \u305d\u3046\u3067\u3059\u306d\u3001\u305d\u308c\u306b\u3064\u3044\u3066\u306f\u5225\u306e\u30dd\u30c3\u30c9\u30ad\u30e3\u30b9\u30c8\u3092\u884c\u3046\u3053\u3068\u3082\u3067\u304d\u307e\u3059\u3002<\/p>\n<p>\u6065\u305a\u304b\u3057\u3044\u3053\u3068\u306b\u3001\u30bb\u30fc\u30eb\u30b9\u306e\u4e16\u754c\u306b\u306f\u300c\u30bb\u30fc\u30eb\u30b9\u30bf\u30a4\u30e0\u300d\u3068\u3044\u3046\u8a00\u8449\u304c\u3042\u308a\u307e\u3059\u3002<\/p>\n<p>\u30d5\u30a7\u30fc\u30ba 2 \u3067\u306f\u3001\u8ca9\u58f2\u8005\u304c AI \u30a8\u30fc\u30b8\u30a7\u30f3\u30c8\u306b\u306a\u308b\u3068\u601d\u3044\u307e\u3059\u3002<\/p>\n<p>\u305d\u306e\u5f8c\u3001\u8cfc\u5165\u8005\u306b\u3082\u4ee3\u7406\u5e97\u306b\u306a\u3063\u3066\u3082\u3089\u3046\u3053\u3068\u306b\u306a\u308b\u3068\u601d\u3044\u307e\u3059\u3002<\/p>\n<p>\u305d\u3057\u3066\u6700\u5f8c\u306e\u90e8\u5206\u306f\u3001\u79c1\u305f\u3061\u306e\u6a5f\u80fd\u3092\u66d6\u6627\u306b\u3059\u308b\u3053\u3068\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n<p>\u30d6\u30e9\u30a4\u30a2\u30f3\u30fb\u30b1\u30cb\u30fc\uff1a\u3053\u308c\u3092\u805e\u3044\u3066\u3044\u308b\u4eba\u306f\u3001\u300c\u3042\u3042\u3001\u3067\u3082\u3001\u305d\u3093\u306a\u306b\u591a\u304f\u306e\u4eba\u306f\u8981\u3089\u306a\u3044\u3060\u308d\u3046\u300d\u3068\u601d\u3046\u304b\u3082\u3057\u308c\u306a\u3044\u3068\u60f3\u50cf\u3067\u304d\u307e\u3059\u3002<\/p>\n<p>\u30de\u30fc\u30af\u30fb\u30ed\u30d9\u30eb\u30b8\u30e5: \u3042\u308b\u5834\u6240\u3067\u306f\u306d\u3002<\/p>\n<p>\u3057\u304b\u3057\u3001\u78ba\u304b\u306b\u3001AI \u304c\u305d\u306e\u4ed5\u4e8b\u3092\u3067\u304d\u308b\u72b6\u6cc1\u306f\u305f\u304f\u3055\u3093\u3042\u308b\u3060\u308d\u3046\u304c\u3001\u4eba\u9593\u306f\u4eba\u9593\u304c\u95a2\u4e0e\u3057\u3066\u95a2\u4e0e\u3059\u308b\u3053\u3068\u3092\u597d\u3080\u3060\u308d\u3046\u3068\u3044\u3046\u78ba\u4fe1\u3092\u6df1\u3081\u3066\u3044\u307e\u3059\u3002<\/p>\n<p>\u30d6\u30e9\u30a4\u30a2\u30f3\u30fb\u30b1\u30cb\u30fc\uff1a\u305d\u3046\u3060\u306d\u3002<\/p>\n<p>\u30de\u30fc\u30af\u30fb\u30ed\u30d9\u30eb\u30b8\u30e5\uff1a\u7d20\u6674\u3089\u3057\u3044\u4f8b\u3048\u3067\u3059\u306d\u3002<\/p>\n<p>\u30d6\u30e9\u30a4\u30a2\u30f3\u30fb\u30b1\u30cb\u30fc\uff1a\u305d\u3046\u3060\u306d\u3002<\/p>\n<p>\u30de\u30fc\u30af\u30fb\u30ed\u30d9\u30eb\u30b8\u30e5: \u305d\u3046\u3060\u306d\u3002<\/p>\n<p>2 \u3064\u76ee\u306e\u30dd\u30a4\u30f3\u30c8\u306f\u3001\u3053\u308c\u306f\u5358\u306b\u62c5\u5f53\u8005\u3092\u96c7\u7528\u3057\u3066\u30ce\u30eb\u30de\u3092\u4e0e\u3048\u308b\u3088\u308a\u3082\u306f\u308b\u304b\u306b\u8907\u96d1\u306a\u30b7\u30b9\u30c6\u30e0\u3067\u3042\u308b\u3068\u3044\u3046\u3053\u3068\u3067\u3059\u3002<\/p>\n<p>\u30d6\u30e9\u30a4\u30a2\u30f3\u30fb\u30b1\u30cb\u30fc\uff1a\u5206\u304b\u3063\u305f\u3002<\/p>\n<p>\u30de\u30fc\u30af\u30fb\u30ed\u30d9\u30eb\u30b8\u30e5: \u4f1a\u793e\u306b\u3068\u3063\u3066\u5317\u6975\u661f\u306f\u53ce\u76ca\u76ee\u6a19\u3067\u3042\u3063\u3066\u306f\u306a\u308a\u307e\u305b\u3093\u3002<\/p>\n<p>\u30d6\u30e9\u30a4\u30a2\u30f3\u30fb\u30b1\u30cb\u30fc: \u3042\u306a\u305f\u306e\u5507\u304b\u3089\u6295\u8cc7\u5bb6\u306e\u8033\u307e\u3067\u3002<\/p>\n<p>\u30de\u30fc\u30af\u30fb\u30ed\u30d9\u30eb\u30b8\u30e5: \u55b6\u696d\u30ea\u30fc\u30c0\u30fc\u304c\u305d\u3093\u306a\u3053\u3068\u3092\u8a00\u3046\u306e\u306f\u5947\u5999\u3067\u3059\u304c\u3001\u672c\u5f53\u3067\u3059\u3002<\/p>\n<p>\u30d6\u30e9\u30a4\u30a2\u30f3\u30fb\u30b1\u30cb\u30fc\uff1a\u305d\u3046\u3060\u306d\u3002<\/p>\n<p>\u30de\u30fc\u30af\u30fb\u30ed\u30d0\u30fc\u30b0: \u5149\u6804\u3067\u3059\u3001\u30d6\u30e9\u30a4\u30a2\u30f3\u3002<\/p>\n<p>BRIAN KENNY: Cold Call \u304c\u304a\u597d\u304d\u306a\u3089\u3001\u4ed6\u306e\u30dd\u30c3\u30c9\u30ad\u30e3\u30b9\u30c8\u3082\u6c17\u306b\u5165\u308b\u304b\u3082\u3057\u308c\u307e\u305b\u3093: <a href=\"https:\/\/www.hbs.edu\/environment\/podcast\/Pages\/default.aspx\">\u6c17\u5019\u4e0a\u6607<\/a>, <a href=\"https:\/\/hbr.org\/podcasts\/coaching-real-leaders\">\u771f\u306e\u30ea\u30fc\u30c0\u30fc\u3078\u306e\u30b3\u30fc\u30c1\u30f3\u30b0<\/a>, <a href=\"https:\/\/hbr.org\/podcasts\/ideacast\">\u30a2\u30a4\u30c7\u30a2\u30ad\u30e3\u30b9\u30c8<\/a>, <a href=\"https:\/\/www.hbs.edu\/managing-the-future-of-work\/podcast\/Pages\/default.aspx\">\u672a\u6765\u306e\u4ed5\u4e8b\u3092\u7ba1\u7406\u3059\u308b<\/a>, <a href=\"https:\/\/www.alumni.hbs.edu\/events\/Pages\/skydeck.aspx\">\u30b9\u30ab\u30a4\u30c7\u30c3\u30ad<\/a>\u305d\u3057\u3066 <a href=\"https:\/\/www.hbs.edu\/news\/podcasts\/think-big-buy-small\/podcast-details?episode=3618853027\">\u5927\u304d\u304f\u8003\u3048\u3066\u3001\u5c0f\u3055\u304f\u8cfc\u5165\u3057\u307e\u3057\u3087\u3046\u3002<\/a> \u30dd\u30c3\u30c9\u30ad\u30e3\u30b9\u30c8\u3092\u5165\u624b\u3067\u304d\u308b\u5834\u6240\u306a\u3089\u3069\u3053\u3067\u3082\u898b\u3064\u3051\u3066\u304f\u3060\u3055\u3044\u3002<\/p>\n<p>\u3054\u63d0\u6848\u304c\u3042\u308b\u5834\u5408\u3001\u307e\u305f\u306f\u5358\u306b\u3054\u6328\u62f6\u3057\u305f\u3044\u5834\u5408\u306f\u3001\u305c\u3072\u3054\u9023\u7d61\u304f\u3060\u3055\u3044\u3002 <a href=\"https:\/\/hbr.org\/podcast\/2026\/03\/mailto:coldcall@hbs.edu\">coldcall@hbs.edu<\/a>\u3002<\/p>\n<\/p><\/div>\n<p>#\u30bd\u30d5\u30c8\u30a6\u30a7\u30a2 #\u30b9\u30bf\u30fc\u30c8\u30a2\u30c3\u30d7 #\u30a4\u30f3\u30b5\u30a4\u30c8\u30b9\u30af\u30a8\u30a2\u30c9 #\u683c\u95d8 #\u5275\u9020 #\u6700\u9069\u5316 #\u8ca9\u58f2 #\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0 #\u6226\u7565<\/p>","protected":false},"excerpt":{"rendered":"<p>BRIAN KENNY: Cold Call \u3078\u3088\u3046\u3053\u305d\u3002\u753b\u671f\u7684\u306a\u30a2\u30a4\u30c7\u30a2\u3084\u30cf\u30fc\u30d0\u30fc\u30c9 \u30d3\u30b8\u30cd\u30b9 \u30b9\u30af\u30fc\u30eb\u306e\u4e8b\u4f8b\u3092\u6df1\u304f\u6398\u308a\u4e0b\u3052\u308b\u30dd\u30c3\u30c9\u30ad\u30e3\u30b9\u30c8\u3067\u3059\u3002<\/p>","protected":false},"author":1,"featured_media":3283,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"_monsterinsights_skip_tracking":false,"footnotes":""},"categories":[9],"tags":[],"class_list":["post-6507","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-management"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v25.7.1 (Yoast SEO v25.8) - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How Software Startup InsightSquared Wrestled with Creating an Optimal Sales and Marketing Strategy - MORE SOURCING LTD<\/title>\n<meta name=\"description\" content=\"Even with strong product market fit, these founders disagreed on how to best focus their strategy to scale.\" 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