B2B 商流テンプレート集

対応章: 日本 B2B の商談・有償パイロット・契約・導入・更新
最終更新: 2026-08-01

このファイルは案件を漏れなく運用するための記入書式であり、法律文書の雛形ではない。契約条項、税務、個人情報、規制業務、知財、責任は案件ごとに専門家へ確認する。

使い方

1. 案件ごとにこのファイルを複製する。
2. 不明は空欄でなく Unknown とし、確認 owner と期限を置く。
3. 顧客の原文、観測事実、自分の推論を分ける。
4. 変更時は古い値を消さず、版・変更日・承認者を残す。
5. 顧客機密、個人情報、社内営業メモの共有範囲を分ける。
6. 各テンプレートの URL、文書、メール、ログ等の証拠を案件フォルダへ保存する。

共通の文書状態。商談・提供・請求・契約関係の状態とは別である。

Document status: Draft / Customer review / Agreed / Superseded / Closed
Evidence: 原文、文書URL、event ID、請求・入金記録
Confidence: Confirmed / Inferred / Unknown
Owner: 顧客側または提供者側の実名

TPL-11-01 Stakeholder / decision map

Account:
Opportunity:
Commercial owner:
Last verified:

| Person | Role | Decision authority | Success means | Main concern | Required action | Due | Evidence | Status |
|---|---|---|---|---|---|---|---|---|
|  | User |  |  |  |  |  |  |  |
|  | Workflow owner |  |  |  |  |  |  |  |
|  | Champion |  |  |  |  |  |  |  |
|  | Economic buyer |  |  |  |  |  |  |  |
|  | Signatory |  |  |  |  |  |  |  |
|  | Procurement / AP |  |  |  |  |  |  |  |
|  | IT / Security / Legal |  |  |  |  |  |  |  |
|  | Data owner |  |  |  |  |  |  |  |
|  | Implementation owner |  |  |  |  |  |  |  |

未確認の役割:
一人へ依存している役割:
署名権限の確認方法:
最終判断会議の参加者:
Champion が社内共有する資料:
次の multi-thread action:

TPL-11-02 Qualification card

Account / opportunity:
ICP 適合:
Source / trigger:

最近の実例:
発生日:
開始から終了までの現行手順:
関係者:
現在の代替:
現在の時間・費用・遅延・品質・損失:
原文・証拠:

次の自然な発生日:
顧客の目標:
Pilot_purchase_decision_due_at:
Production_decision_due_at:
なぜ今か:
何もしない場合:

標準範囲で解く部分:
対象外:
必要データ・権限:
安全・規制・責任 tier:
専門家または顧客責任者の確認:

利用 owner:
価値判定 owner:
Economic buyer:
Signatory:
Procurement / AP:
Data / security owner:

予算源・価格帯の確認:
決定工程:
競合・現状維持:
本契約の想定時期:

Founder 獲得時間見積:
導入時間見積:
継続支援時間見積:
現金変動費:
想定価格:
09章の容量・貢献判定:

最大の反証:
顧客の次行動 / owner / 期限 / 証拠:
提供者の次行動 / owner / 期限 / 証拠:

判定: Qualified / Hold until [trigger] / Disqualified
判定根拠:
判定者 / 日付:

TPL-11-03 Mutual Action Plan

Account / pilot:
Production_decision_due_at:
Plan agreed by customer:
Plan agreed by provider:
Last reviewed:

| Milestone | Uncertainty / risk | Completion evidence | Customer owner | Provider owner | Due | Status | Blocker | Next action |
|---|---|---|---|---|---|---|---|---|
| Baseline confirmed |  |  |  |  |  |  |  |  |
| Security / privacy / AI |  |  |  |  |  |  |  |  |
| Contract / order |  |  |  |  |  |  |  |  |
| Vendor / PO / invoice setup |  |  |  |  |  |  |  |  |
| Data / access ready |  |  |  |  |  |  |  |  |
| Kickoff |  |  |  |  |  |  |  |  |
| First representative job |  |  |  |  |  |  |  |  |
| Midpoint review |  |  |  |  |  |  |  |  |
| Final value review |  |  |  |  |  |  |  |  |
| Production decision |  |  |  |  |  |  |  |  |
| Start or closeout |  |  |  |  |  |  |  |  |

顧客依存の遅延ルール:
計画変更の承認方法:
次回レビュー:

TPL-11-04 Paid pilot offer / charter

契約へ取り込む場合は専門家が確認する。説明資料と拘束力ある文書を混同しない。Binding order / SOW を選んでも、この書式単独を法定の発注明示とみなさず、フリーランス法・取適法等の適用と不足項目を確認する。

Document type: Proposal / Non-binding summary / Binding order / SOW
Account:
Provider:
Version / date:
Approvers / signatories:

1. 顧客の状況と検証目的
対象 workflow:
減らす不確実性:
現在の基準値:
本導入で予定する意思決定:

2. Scope
対象組織・拠点・利用者:
対象件数・利用枠:
入力:
提供するサービス・成果物:
対象外:
標準 SaaS部分:
顧客専用作業:

3. Schedule
Pilot_contract_effective_at（予定 / 実績）:
Planned_ready_at / ready_at:
Kickoff_at:
Original_planned_end_at:
Revised_planned_end_at / change record:
Actual_end_at:
中間 review:
Final_readout_at:
Production_decision_due_at:

3A. Deliverable acceptance（成果物検収が必要な場合だけ）
Deliverable_id:
Acceptance_required: YES / NO
Acceptance_criteria_version:
Acceptance_owner:
Submitted_at / acceptance_due_at:
Accepted_at / rejected_at / rejection_reason:
Source_document:

4. Responsibilities
顧客側 owner・作業・期限:
提供者側 owner・作業・期限:
人間確認・承認:
Support 範囲・時間:
緊急停止・連絡:

5. Measurement
主結果:
Guardrail / Red veto:
Baseline source:
判定 owner:
Planned_first_value_due_at:
Planned_independent_value_due_at:
Repeat_maturity_at:
帰属上の注意:

6. Commercial
Pilot fee:
税・通貨:
請求日・支払日:
前払 / milestone / credit 条件:
追加作業単価:
返金・途中終了・顧客遅延の扱い:

Applicable-law order fields
委託・発注日:
給付・役務の具体的内容:
受領日 / 役務提供日:
受領・提供場所:
検査の有無 / 検査完了期日:
確定可能な報酬額 / 具体的支払期日:
現金以外の支払方法・必要事項:
フリーランス法 / 取適法の適用判定・確認者:

7. Production hypothesis
標準 production scope:
導入費:
月額 / 年額 / 従量・上限:
本番で別途必要な審査・連携・SLA:
自動移行の有無:

8. Data / security / AI
データ項目・分類:
利用目的:
処理区分: 顧客からの委託 / 提供者の独自利用 / 第三者提供
保存・削除:
Subprocessor / 処理国 / 外国からのアクセス:
外国第三者提供の該当性・適法根拠:
相当措置の継続確認 / 再委託 / 削除確認:
AI 入力・出力・学習利用:
事故通知:

9. IP / confidentiality / public reference
既存知財:
個別成果・設定・feedback:
顧客データ:
事例・ロゴ利用:

10. Decision
顧客の Buy / No-buy 判定条件:
提供者の Accept / Decline 判定条件:
Production readiness 条件:
有償延長の条件:
Redesign / Stop 条件:
終了時 export・削除・精算:

適用文書と優先順位:
専門家確認事項:

TPL-11-05 Document and Start-ready matrix

Account / pilot:
Planned start:

| Item | Required? | Version / value | Customer approver | Provider owner | Due | Evidence | Status |
|---|---|---|---|---|---|---|---|
| NDA |  |  |  |  |  |  |  |
| Proposal / quote |  |  |  |  |  |  |  |
| Order / pilot contract |  |  |  |  |  |  |  |
| Master terms / Terms of use |  |  |  |  |  |  |  |
| Terms acceptance method / displayed version / timestamp / authority |  |  |  |  |  |  |  |
| SOW / acceptance |  |  |  |  |  |  |  |
| DPA / privacy |  |  |  |  |  |  |  |
| Security / AI appendix |  |  |  |  |  |  |  |
| SLA |  |  |  |  |  |  |  |
| Subprocessor list |  |  |  |  |  |  |  |
| Vendor registration |  |  |  |  |  |  |  |
| PO number |  |  |  |  |  |  |  |
| Freelance Act / 取適法 applicability and statutory order fields |  |  |  |  |  |  |  |
| Invoice recipient / method |  |  |  |  |  |  |  |
| Invoice registration / statutory fields / collection fields |  |  |  |  |  |  |  |
| Electronic transaction retention: sent/received, readable, searchable, tamper-controlled |  |  |  |  |  |  |  |
| Payment / credit approval |  |  |  |  |  |  |  |
| Baseline frozen |  |  |  |  |  |  |  |
| Data / access available |  |  |  |  |  |  |  |
| Provider security measures implemented / evidence |  |  |  |  |  |  |  |
| Retention / deletion / subprocessor controls confirmed |  |  |  |  |  |  |  |
| Processing role / foreign access / lawful basis confirmed |  |  |  |  |  |  |  |
| Named owners / calendar |  |  |  |  |  |  |  |
| Stop / rollback / incident path |  |  |  |  |  |  |  |

Document precedence and subject matter:
顧客 PO 約款との差:
未解決の法務・税務・security:

Deliverable acceptance（業務価値の指標とは別）
| Deliverable ID | Required? | Criteria version | Acceptance owner | Submitted | Due | Accepted / rejected | Evidence / reason |
|---|---|---|---|---|---|---|---|
|  |  |  |  |  |  |  |  |

Start-ready: YES / NO
ready_at:
Approved by / date:

TPL-11-06 Success metric card

主結果ごとに一枚作る。

Metric ID / version:
Account / pilot:
Decision supported:
Metric type: Outcome / Leading value / Quality / Safety / Delivery / Economics
Unit: account_id / opportunity_id / pilot_id / agreement_id / invoice_id / job_id
Cohort entered_at / inclusion rule:
As_of:

対象 workflow:
単位・eligible event:
Numerator:
Denominator:

Baseline value:
Baseline period:
Baseline source / owner:
Baseline limitations:

Target:
Guardrail:
Red veto:
Observation window:
Plan version:
Original maturity date:
Current maturity date:
Exclusions:

Data owner:
Calculation owner:
Customer decision owner:
Source query / report / event IDs:

Customer work required:
Confounders / attribution limits:
Missing-data rule:
Agreed assistance limit / unit:
Assistance observation window:
Included time classes:
Actual assistance:
Status derivation rule:
Stop-now veto / containment:
Pause condition / resume evidence:
No-go-at-maturity condition:

Definition frozen_at:
Change history:
Actual:
Status: Green / Yellow / Red / Unknown
Evidence / customer confirmation:

TPL-11-07 Kickoff and onboarding plan

Account / pilot:
Pilot_contract_effective_at:
Original/current planned_ready_at / ready_at:
Kickoff_at:
First_workflow_at:
Original/current planned_first_value_due_at / first_value_confirmed_at:
Original/current planned_independent_value_due_at / independent_value_at:
Original/current repeat_maturity_at / repeat_value_at:
Original_planned_end_at / revised_planned_end_at / actual_end_at:
Final_readout_at:
Original/current production_decision_due_at:
Customer_decision_at / provider_decision_at:

Plan milestone history
| Milestone | Plan version | Original due | Current due | Changed at | Reason | Customer / provider approval |
|---|---|---|---|---|---|---|
|  |  |  |  |  |  |  |

RACI
| Work | Responsible | Accountable | Consulted | Informed | Due |
|---|---|---|---|---|---|
| Data approval |  |  |  |  |  |
| Account / permission setup |  |  |  |  |  |
| Baseline approval |  |  |  |  |  |
| Representative job |  |  |  |  |  |
| Output approval |  |  |  |  |  |
| Incident / stop |  |  |  |  |  |
| Final decision |  |  |  |  |  |

Workflow walk-through:
Input → validation → processing → human review → approval → output → audit / correction

Data mapping:
Permission / least privilege:
Synthetic/sample stage:
Shadow stage:
Assisted stage:
Controlled self-service stage:

First representative job / scheduled_at:
First value confirmed definition:
Independent value definition / founder-assistance limit:
Repeat value definition / natural cycle:
Training / handoff:
Support channel / hours / response expectation:
Emergency stop / rollback:

顧客依存の pause 条件:
Scope / schedule change path:
Midpoint / final review calendar:

TPL-11-08 Weekly pilot status

Week ending:
Overall: Green / Yellow / Red / Unknown
Production_decision_due_at:
Days remaining:

1. Value delivered this week
- Eligible jobs:
- No output:
- Initially accepted:
- Accepted after human correction:
- Finally rejected / abandoned:
- Critical failure flag（他分類と重複可）:
- Customer-confirmed outcome:

2. Metric status
| Metric | Baseline | Target | Current | Status | Evidence | Limitation |
|---|---:|---:|---:|---|---|---|

3. MAP
- Completed customer commitments:
- Overdue customer commitments:
- Completed provider commitments:
- Overdue provider commitments:

4. Risk and issues
| Issue | Type: Stop-now / Pause / No-go | Severity | Owner | Containment / resume evidence | Due | Decision impact |
|---|---|---|---|---|---|---|

5. Scope / change
- New request:
- Classification:
- Pending approval:

6. Economics
- Precontract_commercial_hours:
- Onboarding_to_ready_hours:
- Pilot_fulfillment_hours:
- Support_incident_hours:
- Customer_specific_change_hours:
- Reusable_product_work_hours:
- Cash variable cost:
- Allocated fully-loaded CAC:
- Pilot fully-loaded contribution:
- AI/API cost and max event:
- Invoice / due / payment status:

7. Next week
- Customer action / owner / due / evidence:
- Provider action / owner / due / evidence:
- Decision needed:

TPL-11-09 Change request

Change ID / date:
Requested by:
Account / pilot:

Request and business reason:
Original agreement / source document:
Classification: Defect / Standard configuration / Reusable improvement / Customer-specific work

Impact
- Value / metric:
- Quality / safety:
- Data / privacy / AI:
- Security / SLA / support:
- Schedule / decision date:
- Founder hours / capacity:
- Cash cost:
- Price / invoice:
- IP / maintenance:

Options:
1. Reject / reason
2. Replace existing scope
3. Add paid scope
4. Move to product roadmap
5. Redesign pilot

Selected option:
New acceptance / evidence:
Customer approval / date:
Provider approval / date:
Updated documents / versions:

TPL-11-10 Final value review and conversion memo

Account / pilot:
Final review_at:
Participants / decision authority:

Executive summary:
Original decision to support:
Pilot scope / exclusions:

Evidence table
| Domain | Baseline / expectation | Actual | Status | Evidence | Limitation / next risk |
|---|---|---|---|---|---|
| Business outcome |  |  |  |  |  |
| Workflow adoption |  |  |  |  |  |
| Quality & risk |  |  |  |  |  |
| Delivery / MAP |  |  |  |  |  |
| Commercial |  |  |  |  |  |
| Founder economics |  |  |  |  |  |

Critical incidents / failures:
Human corrections / shadow work:
Customer effort:
Founder time by class:
- Precontract commercial:
- Onboarding to ready:
- Pilot fulfillment:
- Support / incident:
- Customer-specific change:
- Reusable product work:
Pilot fee / variable cash cost / allocated CAC / fully-loaded contribution:
Attribution limitations:

Production readiness
| Requirement | Required? | Pass criterion | Evidence | Owner / reviewer | Status: Pass / Conditional / Fail / Unknown | Exception approver / risk owner | Remediation due / expiry |
|---|---|---|---|---|---|---|---|
|  |  |  |  |  |  |  |  |

Active Stop-now veto:
Production_readiness_status:
Approved_by / approved_at / valid_until:
Trigger snapshot: model / provider / data class / purpose / use case / permission / integration / SLA
Material-change re-review required: YES / NO
Production offer: scope / price / start / support / limits
Original/current planned_go_live_at / plan version:
Customer procurement steps:

Customer decision: Buy / Extend / No-buy / Undecided
Customer decision owner / customer_decision_at:
Provider decision: Accept / Conditional / Redesign / Decline
Provider decision owner / provider_decision_at:
Commercial outcome: Production contract effective / Not contracted
Production_contract_effective_at:
Operational outcome: Readiness pass / Conditional approved / Fail / Unknown
Service_started_at:
Active_gate_passed_at / contract event / readiness review / service event:
Service_state: Not-started / Running / Suspended / Ended
Suspended_at / resumed_at / reason / evidence:
Conditions / remaining work:
Next action / owner / due / evidence:

If no-go / stop:
Export:
Access revoke:
Deletion / backup expiry:
Outstanding invoice / refund:
Confidential materials / reference rights:

TPL-11-11 Invoice and receivable ledger

一つの請求ごとに一行。13 週資金表と照合する。

Invoice
| Account | Agreement / pilot | Contract amount | Invoice total gross | Credit-note amount | Amount applied | Outstanding amount | PO | Invoice ID | Issue date | Tax / currency | Due date | Expected receipt | Invoice status | Dispute status | 13W inflow ref | Evidence |
|---|---|---:|---:|---:|---:|---:|---|---|---|---|---|---|---|---|---|---|
|  |  |  |  |  |  |  |  |  |  |  |  |  |  |  |  |  |

Outstanding amount = max(0, invoice total gross - credit-note amount - amount applied)

PaymentReceipt（一入金一行）
| Invoice ID | Received at | Amount applied to invoice | Net cash received | Payment fee | Evidence / 13W inflow ref |
|---|---|---:|---:|---:|---|
|  |  |  |  |  |  |

CreditNote（一件一行）
| Invoice ID | Issued at | Amount | Reason | Evidence |
|---|---|---:|---|---|
|  |  |  |  |  |

Refund（13W の別 outflow）
| Invoice ID | Expected at | Paid at | Amount | 13W outflow ref | Reason / evidence |
|---|---|---|---:|---|---|
|  |  |  |  |  |  |

Invoice recipient / submission method:
Qualified invoice registration status:
Payment term source:
Bank / payment fee treatment:
取適法適用時の振込手数料控除なし確認:
Collection owner:
Dispute reason / next action:
Electronic record archive path:
Sent / received electronic data retained:
Readable without vendor account:
Search by date / amount / counterparty:
Tamper control: timestamp / correction-deletion history / office procedure
Retention rule / legal basis / delete_at:

TPL-11-12 Renewal, expansion, or exit plan

Account / contract:
Start / end:
Renewal_effective_date:
Auto-renewal:
Notice deadline:
Internal_review_buffer:
Budget decision date:
Procurement / security lead time:
Natural_cycle_length:
Next_cycle_at:
Wait_until_next_cycle:
Evidence_review_buffer:
Value_evidence_lead_time:
Renewal work start:

Current value
- Contract baseline:
- Actual outcome / customer confirmation:
- Repeat value:
- Independent value / founder assistance:
- Reliability / incidents:
- Customer and founder effort:
- Open risk / commitments:
- Actual vs forecast ROI:

Commercial
- Current price / scope:
- Proposed price / scope:
- Invoice / overdue:
- Buyer / signatory / procurement owner:
- Expansion job / owner / budget:
- Expansion CAC, support, contribution:

Relationship outcome: Explicit-renewed / Auto-renewed / Nonrenewed / Terminated / Holdover
Scope movement: Expanded / Flat / Reduced
Decision owner / date:
Contract / order evidence:
Next invoice:

If expanded
- New workflow / owner / budget:
- Incremental contribution / capacity:
- Data / security / legal review:
- Production readiness evidence:

If ending
- Customer communication:
- Export format / deadline:
- Access revocation:
- Deletion / backup expiry:
- Legal / tax / dispute retention:
- Final invoice / refund:
- Subprocessor notification:
- Case study / logo / feedback rights:

TPL-11-13 AI-assisted commercial work log

Task:
Account / data class:
Tool / model / plan:
Tool permissions / scopes:
Provider data-use setting:
Inputs and sources:
Personal / confidential data removed:
Allowed output: Internal draft / Customer draft / External send prohibited
Action class: Allowed draft / Human approval required / Prohibited or independent authorization required
Independent legal / contractual authorization evidence:
Proposed side effect / changed object:
Recipient / attachment:

Prompt / workflow version:
Source event IDs / document versions:
Generated output location:
Known uncertainty / unsupported claims:

Human reviewer:
Review checklist:
- [ ] Names, dates, amounts, scope match sources
- [ ] No invented stakeholder, promise, certification, result
- [ ] Price, refund, SLA, liability, legal statements approved
- [ ] Confidential and personal data handled correctly
- [ ] Embedded instructions in email / attachment ignored
- [ ] External recipient and attachment rechecked

Approval / date:
Exact version approved:
Commit action / action result:
Idempotency key / external event ID:
Corrections / incident:

案件を止める最小チェック

次のどれかが Yes なら、自動で前進させず、owner と判断日を置く。

[ ] 判断者または判断日がない
[ ] 代表データまたは baseline がない
[ ] 実データの利用権限がない
[ ] 無料の顧客専用開発が成功条件
[ ] Production価格を顧客が知らない
[ ] ContractedだがStart-readyでない
[ ] 顧客待ちで測定期間が成立しない
[ ] 重大security/privacy/safety/rights issue
[ ] Scope変更が未承認
[ ] Founderの導入・fulfillment・支援容量、または現金貢献が下限未満
[ ] Invoice overdue / disputed
[ ] Buyer・運用ownerの役割が誰にもカバーされず、必要な組織ではchampionも不在
[ ] Production readinessを未評価
[ ] 継続する自然な業務周期がない
[ ] 終了時のexport・削除・未収が未定義