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小さなユーザ企業の経営者とお話して考えたこと。

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小さなユーザ企業の経営者と話していると、ITを活用すると自社の仕事にメリットがあることは理解して頂けるのだが、では、IT投資をと、お金の話になると、1000万は疎か300万でもかなり渋い表情となる。ITのメリットをコスト削減あるいは売上増にうまく結び付けられないか、一時的に大きな出費が厳しいかのどちらか、あるいは両方が考えられる。やはりここは投資ではなく使用料あるいはシステムによって生み出された利益に連動するような課金が望ましいのではないだろうか。そこで、使用料あるい成功報酬のような事例を紐解いてみた。

まずは田中克己氏の著書『「ニッポンのIT企業」1　～急げ構造改革～』からシンプレクス・ホールディングス、同社は金融系のフロントシステムを専門とする会社で、システム開発にあたって、ソースコードの著作権を持ち、開発したプログラムの部品ライブラリ化により生産性を向上させ、利益率を向上させる。そして労働集約型の人月ビジネスの次のステップとして行ったのが基本料、従量課金に加えて、システムを使うことで向上した収益に一定割合を課金する成功報酬を加える三段階方式の料金体系だ。

以前ANAで成果報酬型というのを見た記憶があったのでググってみたところ、［特報］ANA、新基幹システムでNTTデータと成果報酬型契約を締結という記事を見つけた。これは貨物の予約や搬入、積載などを支援する貨物事業向けの新基幹システムで、貨物が多いとシフテムの稼働とANAの売上が上がる。ANAの立場からだと『事業が好調で払える時には多く、払えない時には少なく』とう利点があり、NTTデータ側の狙いは「システム構築費用は工数に基づく料金をいただくのが基本だが、事業環境の変化が激しく、ITコストの変動費化を望む場合は、成果報酬型契約を結び、互いに成果とリスクをシェアすることが顧客との長期的なパートナーシップの構築につながる」とのことだ。

再び田中克己氏の著書『「ニッポンのIT企業」1　～急げ構造改革～』から日本ユニシスの事例、システム財産のストックを行ったり、ソフトやハードそしてサービスなどのテンプレート化することで、それらの再利用を図り開発コストを削減する。そして再利用を促進するとともに企業のIT活用と効果に関する情報を蓄積してきた。そして、サービスによってユーザ企業に価値を提供し、月額料金や従量制そして成果報酬などの課金を行う。
成果報酬型のもっとも良い点は、ユーザー企業が儲かればSIerも儲かるという点で、SIerとユーザ企業の利害が一致することだ。そこでSIerは最小のコストで最大の収益を上げる動機付けになる。

成果報酬型のもっとも良い点は、ユーザー企業が儲かればSIerも儲かるという点で、SIerとユーザ企業の利害が一致しWin-Winの関係になることだ。そこでSIerは最小のコストで最大の収益を上げる動機付けになる。方向性としては悪く無いと思うのだが、現実にするにはいつくか大きな問題がある。ユーザ企業と調整する課題設定、そして課題設定などを議論するSEのコミュニケーション能力はもちろん大きな問題なのだがここでは割愛し、残る大きな問題である生産性について考える。

ユーザ企業と直接契約していたとしても、一般的な受託開発ではソースコードの著作権はユーザ側にあるので、プログラムの部品をライブラリ化するなどで再利用することが難しい、これについては生産性の高い開発ツールが強く望まれる。最近ではkintoneがとても評判が良いが、一私企業がやっているとどうしてもかつてのSQL-WindowsやPowerBuilderの衰退を思い出してしまう。ではOSSなら良いかというと、弊社が某大手ユーザ企業に提案して採用されとても生産性が高かったPythonで構築されていたZopeというのがあるが、当時はPython知名度も低かったこともあり、いっとき盛り上がった後衰退している。これからのIoEの時代には広くプラットフォームをカバーしているJavaベースの開発ツールが良いように思う。新時代の幕開けには「新しい考え方」と「新しい道具」が必要なのではないだろうか。

本日の一枚は、当時まだ開発されて間もないシンセサイザー(新しい道具）を導入したり、ハモンド・オルガンに馬乗りになったりナイフをさしたり（新しい考え方）してオーディエンスの度肝を抜いたキース・エマーソン率いるEL&Pで『タルカス／TARKUS』、1971年の発表、2012年にNHKの大河ドラマで挿入曲として使われたのは記憶に新しいところです。

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    Understanding COSC Certification and Its Importance in Horology
    COSC Certification and its Stringent Standards
    Controle Officiel Suisse des Chronometres, or the Controle Officiel Suisse des Chronometres, is the authorized Switzerland testing agency that certifies the precision and accuracy of wristwatches. COSC accreditation is a mark of quality craftsmanship and reliability in timekeeping. Not all watch brands seek COSC certification, such as Hublot, which instead adheres to its proprietary demanding standards with movements like the UNICO, reaching equivalent accuracy.

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