インキュベイトファンド　代表パートナーのブログ（本間真彦）: ベンチャー運営の変数を減らす（絞り込むことの大切さ）

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2008年4 月13日 (日)

ベンチャー運営の変数を減らす（絞り込むことの大切さ）

ベンチャー経営者、起業家にとって、難しい経営上の課題がある。

それは、「絞り込むこと」である。

具体的には、製品・サービスの機能と対象顧客を絞り込むことである。

うちの会社は、誰々（顧客）向けの○○製品・サービスに特化して成長する、と決めることである。

それが当たり前だ、と思っている方も社長もいると思うが、私の知る限り、悩んでいる方が多いような気がする。特に、エンジニア出身の経営者の方は、結構悩むケースが多いように思う。

ソフトウェアビジネスは、人の想像力であらゆるものができる、非常に創造的で自由なビジネスだと思う。

ソフトウェアを書くことができない私にとっては、エンジニアの方はうらやましい。頭で思ったことを何でも作れるように見えるからだ。

しかし、その創造性や自由さが、逆に社長としての判断を難しくしているように見える。

優秀なエンジニアと思う方ほど、多様な可能性に対応すべく、いろいろな仕掛けをして難しい問題を抱えている。コンシューマ向け、大企業向け、中小企業向け、代理店販売、直販、etc。

それは、彼らが、ソフトウェアは時間とコストさえかければ、あらゆる可能性に応えることができると信じているからである、と私は思っている。

エンジニアとして有能な場合、何でもソフトウェアで作ることができる故に、製品と対象顧客を絞り込むことに抵抗があるように思う。

なぜ、なんでも開発することができるのに、製品と対象顧客を絞り込まないといけないのか。

それはキャッシュフローを生み出す仕組みをいち早く構築する為である。

キャッシュフローが安定的に生み出されて初めて、次の製品・サービスを違った領域の顧客に販売することができる。そしてその積み重ねが、優れたテクノロジーカンパニーを生み出す。

一方、いくつ同時に仕掛けても、初めの一段目を確実に築けなくては、次につながらない。

事業もソフトウェアの開発も共通だと思われる点は、変数を減らせばうまくいく確率が上がる、ということである。

複数の製品を複数のカテゴリーの顧客に販売しようと思えば、それだけ変数が多くなり、難易度は高くなる。難易度が高くなれば、失敗の可能性も上がる。

「ビジネスを育てる」という本に、以下のくだりがある。

「ビジネスを二つ始めないことだ。アイデアというものは一つで充分、それを軌道に乗るようにするだけでも大変な労力が必要だ。一つをやり遂げて初めて、次の新しいことに着手できる。」

「時に応じてビジネスが当初の目的を変えてはいけないと言っているのではない。十分あり得ることだ。小売ビジネスが卸に、製造メーカーが小売に、サービス業が製品販売に、それぞれ業態転換することは、「あり」だ。」

「ただ、これがOKなのは、市場が求めている場合と、転換する前のビジネスが好調な場合のみ許可される。」

下線部筆者。

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