{"version":3,"file":"GJAA2HdMc-2.acNUGebm.mjs","names":["o","n"],"sources":["https:/framerusercontent.com/modules/Gxiwm3F5BOQ6rdMgDtTN/esOeF9rIYis7JJuiVAZc/GJAA2HdMc-2.js"],"sourcesContent":["import{jsx as e,jsxs as t}from\"react/jsx-runtime\";import{Link as o}from\"framer\";import{motion as n}from\"framer-motion\";import*as i from\"react\";export const richText=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"AI is the new Excel.\"}),/*#__PURE__*/e(\"p\",{children:\"Spreadsheets revolutionized how businesses work with data. AI is about to fundamentally change how we work with information, creativity, and knowledge.\"}),/*#__PURE__*/e(\"p\",{children:\"Its impact will reach far beyond Excel's domain of calculations and data analysis, touching every aspect of how we work and create. And just like Excel became an essential business skill, AI proficiency will soon be non-negotiable in the professional world.\"}),/*#__PURE__*/e(\"h2\",{children:\"Excel forever changed how we work with data\"}),/*#__PURE__*/e(\"p\",{children:\"In 1985, Microsoft released a piece of software that would fundamentally transform how businesses operate: Excel.\"}),/*#__PURE__*/e(\"p\",{children:\"Before its arrival, financial modelling and data analysis were the domain of specialized accountants and analysts using physical ledgers or expensive mainframe computers. The spreadsheet revolution democratized data analysis, putting powerful analytical capabilities into the hands of regular business users.\"}),/*#__PURE__*/e(\"p\",{children:\"Excel's power lay in its ability to break down complex problems into manageable chunks – cells and formulas that anyone could understand and manipulate. Suddenly, everyone from small business owners to corporate managers could create budgets, forecast sales, and analyze trends without specialized training. A task that might have taken days to complete by hand could be done in hours or minutes with the right spreadsheet formulas.\"}),/*#__PURE__*/e(\"p\",{children:\"The learning curve was significant – users had to master concepts like cell references, formulas, and macros.\"}),/*#__PURE__*/e(\"p\",{children:\"But the productivity gains were so substantial that Excel expertise quickly became a standard business skill. Companies that adopted Excel early gained a significant competitive advantage, leading to its near-universal adoption in the business world.\"}),/*#__PURE__*/e(\"p\",{children:\"Today, we stand at a similar inflection point with Generative AI.\"}),/*#__PURE__*/e(\"h2\",{children:\"AI looks a lot like Excel in the early days\"}),/*#__PURE__*/e(\"p\",{children:\"Just as Excel democratized data analysis, AI is about to democratize cognitive tasks that were once the exclusive domain of specialists. And there are quite a few similarities:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Both are productivity multipliers: transforming hours of work into minutes through automation and computation.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Both break down complex problems into manageable pieces - Excel through cells and formulas, AI through prompts and iterations - making sophisticated tasks accessible to everyone.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Both serve as interfaces that bridge humans with complex processes: Excel connects us to computational tasks, while AI links us to cognitive ones.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Both follow similar adoption patterns, starting with a learning curve (formulas for Excel, prompting for AI).\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Both created competitive advantages for early adopters, driving rapid workplace adoption and fundamentally changing how work gets done.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"The key difference? While Excel revolutionized specific business functions, AI is transforming virtually every domain of human work and creativity, from writing and design to research and decision-making.\"}),/*#__PURE__*/e(\"h2\",{children:\"AI will forever change knowledge work\"}),/*#__PURE__*/e(\"p\",{children:\"While the Excel parallel is instructive, AI represents a far more profound transformation.\"}),/*#__PURE__*/e(\"p\",{children:\"Excel primarily revolutionized quantitative analysis and business operations. AI, on the other hand, is poised to transform nearly every aspect of human work and creativity:\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"850\",src:\"https://framerusercontent.com/images/2CUanLCTsliBG64T2Nrgp8HOxo.webp\",srcSet:\"https://framerusercontent.com/images/2CUanLCTsliBG64T2Nrgp8HOxo.webp?scale-down-to=512 512w,https://framerusercontent.com/images/2CUanLCTsliBG64T2Nrgp8HOxo.webp?scale-down-to=1024 1024w,https://framerusercontent.com/images/2CUanLCTsliBG64T2Nrgp8HOxo.webp?scale-down-to=2048 2048w,https://framerusercontent.com/images/2CUanLCTsliBG64T2Nrgp8HOxo.webp 3024w\",style:{aspectRatio:\"3024 / 1700\"},width:\"1512\"}),/*#__PURE__*/e(\"p\",{children:\"A few reasons why we believe AI's impact will be more far-reaching:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Its interface is natural language: where Excel required learning a specific interface and formula language, AI can be engaged through natural language. That will make it accessible to everyone.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"It shines with unstructured data: the reality is complex and nuance is needed to approach it. AI’s ability to process unstructured data will make it stand out and outperform traditional software solutions.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"It can transform all knowledge work: Excel automated calculations; AI augments human thinking itself. AI will touch everything from creative writing to scientific research, from customer service to healthcare diagnostics.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"AI isn't just another business tool - it's the new way knowledge work will be done. The big question that remains is how fast individuals and companies will adapt to it.\"}),/*#__PURE__*/e(\"p\",{children:\"My guess is once we will see the first organizations truly going AI-first and reaping the benefits, the rest will follow very quickly.\"})]});export const richText1=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"I recently commented \",/*#__PURE__*/e(o,{href:\"https://www.linkedin.com/feed/update/urn:li:activity:7112119874708987904/\",motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"a post from DHH\"})}),\" on Elon Musk’s algorithm to ship anything. It is a more advanced and refined version of the simple idea I want to outline in this post.\"]}),/*#__PURE__*/e(\"p\",{children:\"Here’s the algorithm:\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/xmZga31MiRsjnE9MyMjsOuLEx0.webp\",srcSet:\"https://framerusercontent.com/images/xmZga31MiRsjnE9MyMjsOuLEx0.webp?scale-down-to=512 512w,https://framerusercontent.com/images/xmZga31MiRsjnE9MyMjsOuLEx0.webp?scale-down-to=1024 1024w,https://framerusercontent.com/images/xmZga31MiRsjnE9MyMjsOuLEx0.webp 1294w\"}),/*#__PURE__*/e(\"p\",{children:\"You’d be well advised to try to remember it or even implement a version of it in your team. \"}),/*#__PURE__*/e(\"p\",{children:\"The takeaway is simple:\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"em\",{children:\"Shipping great things fast starts with a meticulous process of elimination.\"})}),/*#__PURE__*/t(\"p\",{children:[\"The best founders and operators - the top 1% - are world-class at challenging assumptions and saying \",/*#__PURE__*/e(\"strong\",{children:\"no\"}),\" to most suggestions that come to them.\"]}),/*#__PURE__*/e(\"h2\",{children:\"Just because you can build it doesn’t mean you should\"}),/*#__PURE__*/e(\"p\",{children:\"With no-code, anyone can potentially become a builder. There’s no problem with that - there are so many things to build.\"}),/*#__PURE__*/e(\"p\",{children:\"But oftentimes, builders like to build beyond reason. Our brains are wired towards problem solving: faced with a new challenge, it takes a millisecond to instantly switch to problem solving, optimizing, rationalizing, automating.\"}),/*#__PURE__*/e(\"p\",{children:\"Experienced no-code ops professionals and automation wizards are no exception. On the contrary: the more skilled you become, the more ways to solve the problem presented there are, the more you get pulled into problem solving mode … and end up solving a problem not worth solving after all.\"}),/*#__PURE__*/e(\"h2\",{children:\"Ask why every time and say no most times\"}),/*#__PURE__*/t(\"p\",{children:[\"Before shipping anything, ask the following question: \",/*#__PURE__*/e(\"strong\",{children:\"why are we doing this?\"})]}),/*#__PURE__*/e(\"p\",{children:\"Challenge that the problem that is presented to you deserves your attention, and time. There are no such things as quick automations. \\xa0Even if you can build it in 15 minutes:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"You’ll have to fix errors\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"You’ll have to maintain it in the future\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"You’ll need to document what it does\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"You’ll have to manage future dependencies\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Etc.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Spend your first 15 minutes evaluating whether it’s worth solving for in the first place.\"}),/*#__PURE__*/e(\"p\",{children:\"Once you’ve made that a habit, you can upgrade to Elon’s algorithm.\"})]});export const richText2=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"\\\"What should I automate?\\\"—This is a question we often encounter, and it's not an easy one to answer. Automation can be a potent tool for efficiency, yet the plethora of processes within a company can make the decision overwhelming. Simply jumping in and automating random tasks can backfire, leading to loss of time and resources. That's why having a systematic approach to evaluating automation opportunities is essential.\"}),/*#__PURE__*/e(\"p\",{children:\"If you’ve been assigned the task to prioritize automation initiatives, here’s a simple approach to get started.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/LpFdnxZZMJQ8EvpJaxuSmgz78U.webp\",srcSet:\"https://framerusercontent.com/images/LpFdnxZZMJQ8EvpJaxuSmgz78U.webp?scale-down-to=512 512w,https://framerusercontent.com/images/LpFdnxZZMJQ8EvpJaxuSmgz78U.webp?scale-down-to=1024 1024w,https://framerusercontent.com/images/LpFdnxZZMJQ8EvpJaxuSmgz78U.webp?scale-down-to=2048 2048w,https://framerusercontent.com/images/LpFdnxZZMJQ8EvpJaxuSmgz78U.webp 2761w\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Step 1: Break Down Each Process Into Steps\"})}),/*#__PURE__*/e(\"p\",{children:\"Before you can evaluate what to automate, you need to have a clear understanding of the existing processes. Outline each process in your organization by breaking it down into individual steps. Create a flowchart or use tools like process mapping software to get an aerial view of the operations.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"What to do\"})}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Identify the processes you want to evaluate.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"List all steps involved in the process.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Identify who is responsible for each step.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"List the tools or systems that are required to complete the process.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Document any dependencies between steps.\"})})]}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Step 2: Calculate How Much Each Process Costs\"})}),/*#__PURE__*/e(\"p\",{children:\"After outlining all processes, the next step is to evaluate how much each costs. For this example we’ll take time as the unit, but you can alternatively calculate a financial estimation. Collect data on the time it takes to complete each step and sum it up to get the total time spent on that process once. Then multiply that number by the number of times this process occurs monthly. Express your result in the same units so you can compare processes with one another.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"What to Do\"})}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Enter the time to complete the process once\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Enter the frequency and period (e.g. 10 times a week)\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Normalize the outcome (e.g express the result in hours per month)\"})})]}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Step 3: Evaluate How Much Could be Automated\"})}),/*#__PURE__*/e(\"p\",{children:\"Now that you have the process details and time metrics, evaluate the automation potential. Go through the steps and identify tasks that are repetitive and predictable. These are prime candidates for automation.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/d78FLVipBjTcAIa3gBVEtKimsg.webp\",srcSet:\"https://framerusercontent.com/images/d78FLVipBjTcAIa3gBVEtKimsg.webp?scale-down-to=512 512w,https://framerusercontent.com/images/d78FLVipBjTcAIa3gBVEtKimsg.webp?scale-down-to=1024 1024w,https://framerusercontent.com/images/d78FLVipBjTcAIa3gBVEtKimsg.webp 1512w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"What to do\"})}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Estimate the percentage of the process time that would be reduced to zero once these tasks are automated\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Multiply that percentage with the outcome of step 2 to derive total time savings.\"})})]}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Step 4: Calculate ROI\"})}),/*#__PURE__*/e(\"p\",{children:\"Finally, determine the expected ROI of building the automation. You'll need to weigh the time saved against the time and resources needed to implement the automation.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/hTsW9hhad6ORpgxf9a0y0vR4EQ.webp\",srcSet:\"https://framerusercontent.com/images/hTsW9hhad6ORpgxf9a0y0vR4EQ.webp?scale-down-to=512 512w,https://framerusercontent.com/images/hTsW9hhad6ORpgxf9a0y0vR4EQ.webp?scale-down-to=1024 1024w,https://framerusercontent.com/images/hTsW9hhad6ORpgxf9a0y0vR4EQ.webp 1514w\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"What to do\"})}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Assign a level of effort to each automation project\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Translate each level of effort into hours (or financial costs)\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Calculate the ROI against time savings you got in the previous step\"})})]}),/*#__PURE__*/e(\"p\",{children:\"And that’s it! You should now have a clear comparison of every automation opportunity, ranked by ROI.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/hGlSVxijgketVrlyipDbsLoZg.webp\",srcSet:\"https://framerusercontent.com/images/hGlSVxijgketVrlyipDbsLoZg.webp?scale-down-to=512 512w,https://framerusercontent.com/images/hGlSVxijgketVrlyipDbsLoZg.webp?scale-down-to=1024 1024w,https://framerusercontent.com/images/hGlSVxijgketVrlyipDbsLoZg.webp?scale-down-to=2048 2048w,https://framerusercontent.com/images/hGlSVxijgketVrlyipDbsLoZg.webp 3101w\"}),/*#__PURE__*/e(\"h2\",{children:\"Tweak this process to match your reality\"}),/*#__PURE__*/e(\"p\",{children:\"With this step-by-step guide, you can systematically evaluate each process in your organization and make informed decisions. In some cases, it might make sense for you to adapt it to the context of what you are trying to achieve and make some changes to it. That’s fine!\"}),/*#__PURE__*/e(\"p\",{children:\"Just keep in mind that for it to continue to work - the same unit of comparison should apply to all processes and be used in the ROI calculation. Other than that, you’re good to go!\"}),/*#__PURE__*/e(\"p\",{children:\"Happy automating!\"})]});export const richText3=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/e(\"blockquote\",{children:/*#__PURE__*/t(\"p\",{children:['\"Civilization advances by extending the number of important operations which we can perform without thinking of them.\"',/*#__PURE__*/e(\"br\",{}),\"‍\",/*#__PURE__*/e(\"strong\",{children:\"Alfred North Whitehead\"})]})}),/*#__PURE__*/e(\"p\",{children:\"Just as civilization progressed by automating essential yet routine tasks—whether it's the invention of the wheel, the assembly line, or even the internet—today's startups are leapfrogging stages of growth by automating their operations.\"}),/*#__PURE__*/e(\"p\",{children:\"Automation in startups serves a similar purpose; it takes repetitive, time-consuming tasks off human hands, allowing teams to focus on creative, complex problems that still require us, humans, to think and create.\"}),/*#__PURE__*/e(\"p\",{children:\"The invisible engine of automation is what allows some startups and scale-ups to operate at scale with small teams, win over their competitors, significantly improve their unit economics. In one word: win.\"}),/*#__PURE__*/e(\"p\",{children:\"But building such an engine doesn’t happen organically overnight. You will need someone to orchestrate it all.\"}),/*#__PURE__*/e(\"h2\",{children:\"Citizen Development is a Game-Changer. But Don’t Expect It To Run on Autopilot\"}),/*#__PURE__*/e(\"p\",{children:'No-code platforms have democratized the process of automating business operations. With drag-and-drop interfaces and pre-built modules, these platforms are putting the power of automation in the hands of \"citizen developers\"—people without formal coding skills but who understand the business processes deeply.'}),/*#__PURE__*/e(\"p\",{children:\"Citizen development allows startups to quickly implement solutions ranging from simple workflow automations to complex data integrations, all without writing a single line of code, without even bothering tech teams.\"}),/*#__PURE__*/e(\"p\",{children:\"This is great. But it’s not without its caveats.\"}),/*#__PURE__*/e(\"p\",{children:\"Citizen development can lead to more chaos than value if not properly managed. A disjointed set of no-code solutions, cobbled together without a coherent strategy, can create operational bottlenecks, data inconsistencies, and even security vulnerabilities.\"}),/*#__PURE__*/e(\"p\",{children:\"That's where the Chief Automation Officer comes in.\"}),/*#__PURE__*/e(\"h2\",{children:\"Chief Automation Officers To Pilot Citizen Development\"}),/*#__PURE__*/e(\"p\",{children:\"Just like a restaurant’s kitchen needs its chef, startups need a Chief Automation Officer (CAO) to turn the citizen development opportunity into a tangible win.\"}),/*#__PURE__*/e(\"p\",{children:\"The core of the CAO’s mission is to make sure citizen development delivers business outcomes in line with the company’s objectives.\"}),/*#__PURE__*/e(\"p\",{children:\"While their exact role may take different forms and shapes depending on the organization, you can expect CAOs to wear the following hats:\"}),/*#__PURE__*/e(\"h3\",{children:\"Automation Roadmap Owners\"}),/*#__PURE__*/e(\"p\",{children:\"One of the key responsibilities of a CAO is to align automation initiatives with the company's broader objectives. They set priorities, ensuring that automation projects deliver maximum impact in terms of cost reduction, revenue generation, or customer satisfaction.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/QUbirxtigAY4TGbMrC8QcQdapg.webp\",srcSet:\"https://framerusercontent.com/images/QUbirxtigAY4TGbMrC8QcQdapg.webp?scale-down-to=512 512w,https://framerusercontent.com/images/QUbirxtigAY4TGbMrC8QcQdapg.webp?scale-down-to=1024 1024w,https://framerusercontent.com/images/QUbirxtigAY4TGbMrC8QcQdapg.webp?scale-down-to=2048 2048w,https://framerusercontent.com/images/QUbirxtigAY4TGbMrC8QcQdapg.webp 2240w\"}),/*#__PURE__*/e(\"h3\",{children:\"Toolstack Masters\"}),/*#__PURE__*/e(\"p\",{children:\"The CAO is also the maestro of the company's internal tool stack, orchestrating how different solutions communicate with each other to create a harmonious tech environment. For this they will need a solid understanding of the capabilities of the SaaS applications the different business teams are using, APIs that can augment these capabilities, and no-code platforms that could be leveraged on top. Oh and there is this AI thing everyone seems to talk about these days.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/0RLMMk9oBGQvHqK2EsThVmoipw.webp\",srcSet:\"https://framerusercontent.com/images/0RLMMk9oBGQvHqK2EsThVmoipw.webp?scale-down-to=512 512w,https://framerusercontent.com/images/0RLMMk9oBGQvHqK2EsThVmoipw.webp?scale-down-to=1024 1024w,https://framerusercontent.com/images/0RLMMk9oBGQvHqK2EsThVmoipw.webp?scale-down-to=2048 2048w,https://framerusercontent.com/images/0RLMMk9oBGQvHqK2EsThVmoipw.webp?scale-down-to=4096 4096w,https://framerusercontent.com/images/0RLMMk9oBGQvHqK2EsThVmoipw.webp 6000w\"}),/*#__PURE__*/e(\"h3\",{children:\"Skillset Commanders\"}),/*#__PURE__*/e(\"p\",{children:\"CAOs seek to maximize the efficiency and productivity of everyone. In this role, they act as enablers, turning operators into no-code operators by helping them to leverage existing technology and automation tools to work more efficiently. They also manage a team of automation specialists and no-code builders dedicated to building more advanced projects.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/ipL7dnqL02pk7mqV47ozCwvlqU.webp\",srcSet:\"https://framerusercontent.com/images/ipL7dnqL02pk7mqV47ozCwvlqU.webp?scale-down-to=512 512w,https://framerusercontent.com/images/ipL7dnqL02pk7mqV47ozCwvlqU.webp?scale-down-to=1024 1024w,https://framerusercontent.com/images/ipL7dnqL02pk7mqV47ozCwvlqU.webp?scale-down-to=2048 2048w,https://framerusercontent.com/images/ipL7dnqL02pk7mqV47ozCwvlqU.webp?scale-down-to=4096 4096w,https://framerusercontent.com/images/ipL7dnqL02pk7mqV47ozCwvlqU.webp 6000w\"}),/*#__PURE__*/e(\"h3\",{children:\"Organizational Change Drivers\"}),/*#__PURE__*/e(\"p\",{children:\"Last but not least, CAOs are drivers of organizational change. They're not merely creating a strategic roadmap for the company’s automated future and selecting or implementing tools; they need to evangelize about the potential of no-code to transform operations and instill an automation-first mindset into the company culture.\"}),/*#__PURE__*/e(\"h2\",{children:\"Still An Option Today… A No-Brainer Tomorrow?\"}),/*#__PURE__*/e(\"p\",{children:\"As startups continue to recognize the transformative power of automation, the role of the Chief Automation Officer will only become more critical.\"}),/*#__PURE__*/e(\"p\",{children:\"Whether employed as a full-time executive or as a fractional leader for smaller ventures, the CAO is set to become a cornerstone of the startup ecosystem. By managing and guiding the company's automation efforts, the CAO ensures that startups not only keep pace with their growth but also position themselves for sustainable success in an increasingly automated world.\"})]});export const richText4=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"The right SaaS tools set-up the right way can take your processes to another level. No wonder the average number of SaaS applications companies use has grown \",/*#__PURE__*/e(o,{href:\"https://www.bettercloud.com/monitor/the-2023-state-of-saasops-report/\",motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"from 80 to 130 over the last 3 years\"})}),\".\"]}),/*#__PURE__*/e(\"p\",{children:\"While there is value at the end of the journey, it could rapidly turn into a disillusionment if you pick the wrong platform.\"}),/*#__PURE__*/e(\"p\",{children:\"So how can you be sure that the tool you’ve chosen will deliver on its promises?\"}),/*#__PURE__*/t(\"p\",{children:[\"There is, unfortunately, no magic formula. You have to do \",/*#__PURE__*/e(o,{href:\"https://www.go9x.com/blog/how-to-pick-the-right-tools\",motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"the work of diligently defining your requirements, comparing options\"})}),\" with each other.\"]}),/*#__PURE__*/e(\"p\",{children:\"However, if you are in a hurry, here are 9 essential questions that will help you avoid costly mistakes.\"}),/*#__PURE__*/e(\"h2\",{children:\"The 9 questions to ask - and answer - every time you are about to buy a new tool\"}),/*#__PURE__*/e(\"p\",{children:\"Can you answer these 9 questions?\"}),/*#__PURE__*/e(\"h3\",{children:\"Why do we want this tool?\"}),/*#__PURE__*/e(\"p\",{children:\"Like in any other project, you first need to be clear about your objectives. Why are you considering this solution in the first place? It’s easy to lose track of your goals during a discovery process. Make sure you don’t fall for the shiny object syndrome.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/Rx0uGHtgN4PF8WgGWavEhxPZrAc.png\",srcSet:\"https://framerusercontent.com/images/Rx0uGHtgN4PF8WgGWavEhxPZrAc.png?scale-down-to=512 512w,https://framerusercontent.com/images/Rx0uGHtgN4PF8WgGWavEhxPZrAc.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/Rx0uGHtgN4PF8WgGWavEhxPZrAc.png 1272w\"}),/*#__PURE__*/e(\"h3\",{children:\"‍Who will use this tool?\"}),/*#__PURE__*/e(\"p\",{children:\"Your tool may work very well for some people… but not at all for others.\"}),/*#__PURE__*/e(\"p\",{children:\"You want to be certain you understand the different type of users who are going to use the tool, what they are going to do with it and what is important to them.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/kIBg9eAxBXgyU3Z0Q41FKitnk.png\",srcSet:\"https://framerusercontent.com/images/kIBg9eAxBXgyU3Z0Q41FKitnk.png?scale-down-to=512 512w,https://framerusercontent.com/images/kIBg9eAxBXgyU3Z0Q41FKitnk.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/kIBg9eAxBXgyU3Z0Q41FKitnk.png 1270w\"}),/*#__PURE__*/e(\"h3\",{children:\"Which skills are required to use this tool?\"}),/*#__PURE__*/e(\"p\",{children:\"Some tools might require specific skills from your users to deliver maximum value.\"}),/*#__PURE__*/t(\"p\",{children:[\"One common example is \",/*#__PURE__*/e(\"em\",{children:\"writing\"}),\" \",/*#__PURE__*/e(\"em\",{children:\"skills\"}),\". Looking for an outbound emailing tool? A help center? A social media publishing tool? Almost as important as the tool itself is whether the people who will have to write in these can write good copy.\"]}),/*#__PURE__*/e(\"p\",{children:\"Garbage in, garbage out.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/rLE0wGp4EJ4YQoPrG9usmW9vFY.png\",srcSet:\"https://framerusercontent.com/images/rLE0wGp4EJ4YQoPrG9usmW9vFY.png?scale-down-to=512 512w,https://framerusercontent.com/images/rLE0wGp4EJ4YQoPrG9usmW9vFY.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/rLE0wGp4EJ4YQoPrG9usmW9vFY.png 1272w\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"How does this tool fit into our stack?\"})}),/*#__PURE__*/e(\"p\",{children:\"Don’t make the mistake of asking yourself this question only after you have purchased a new tool. Do the work of defining how this new solution will interact with your existing tools and complement them.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/gD0FC5oNyP2COIIWzGaLGK8qo.png\",srcSet:\"https://framerusercontent.com/images/gD0FC5oNyP2COIIWzGaLGK8qo.png?scale-down-to=512 512w,https://framerusercontent.com/images/gD0FC5oNyP2COIIWzGaLGK8qo.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/gD0FC5oNyP2COIIWzGaLGK8qo.png 1270w\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"How do we maintain the tool?\"})}),/*#__PURE__*/e(\"p\",{children:\"What maintenance work will the tool require?\"}),/*#__PURE__*/e(\"p\",{children:\"If you want outcomes, you will have to roll out and maintain the new solution. Have you planned for that? A common mistake we see early stage startups make is investing in an expensive CRM platform like Salesforce or HubSpot without planning for a dedicated person to manage it.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/6biPp6aSO2F0hdBoKvTCIEUoRuI.png\",srcSet:\"https://framerusercontent.com/images/6biPp6aSO2F0hdBoKvTCIEUoRuI.png?scale-down-to=512 512w,https://framerusercontent.com/images/6biPp6aSO2F0hdBoKvTCIEUoRuI.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/6biPp6aSO2F0hdBoKvTCIEUoRuI.png 1270w\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"How much does it cost?\"})}),/*#__PURE__*/e(\"p\",{children:\"You’re probably already asking this question every time. But how far does your cost assessment go?\"}),/*#__PURE__*/e(\"p\",{children:\"Make sure you include everything, not just the license costs: the full cost of buying, using and maintaining your new solution.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/SL8P5b5ljDNuXXOogScjg59xPM.png\",srcSet:\"https://framerusercontent.com/images/SL8P5b5ljDNuXXOogScjg59xPM.png?scale-down-to=512 512w,https://framerusercontent.com/images/SL8P5b5ljDNuXXOogScjg59xPM.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/SL8P5b5ljDNuXXOogScjg59xPM.png 1270w\"}),/*#__PURE__*/e(\"h3\",{children:\"Is it safe to use this tool?\"}),/*#__PURE__*/e(\"p\",{children:\"Will you get in trouble for using this tool?\"}),/*#__PURE__*/e(\"p\",{children:\"Regulation - for instance GDPR in Europe - has significantly changed the rules when it comes to what you can and cannot do with customer data. You also want to check the risk profile of the company making the tool. Early-stage startups are innovative but come with additional risk.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/8ERwFIeF9BKAU2S0dEbfpUTZw.png\",srcSet:\"https://framerusercontent.com/images/8ERwFIeF9BKAU2S0dEbfpUTZw.png?scale-down-to=512 512w,https://framerusercontent.com/images/8ERwFIeF9BKAU2S0dEbfpUTZw.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/8ERwFIeF9BKAU2S0dEbfpUTZw.png 1270w\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"How good is the service?\"})}),/*#__PURE__*/e(\"p\",{children:\"The tool you selected likely won’t be intuitive in all cases or cover everything you expected it too.\"}),/*#__PURE__*/e(\"p\",{children:\"A great customer service can help overcome some of these challenges while also giving you an indication of the product team velocity. Always chat with customer service to test the waters.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/vLcT0NAaEn69IH3uxptu4vFBec.png\",srcSet:\"https://framerusercontent.com/images/vLcT0NAaEn69IH3uxptu4vFBec.png?scale-down-to=512 512w,https://framerusercontent.com/images/vLcT0NAaEn69IH3uxptu4vFBec.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/vLcT0NAaEn69IH3uxptu4vFBec.png 1270w\"}),/*#__PURE__*/t(\"h3\",{children:[\"How much optionality \",/*#__PURE__*/e(\"strong\",{children:\"are we purchasing with this tool?\"})]}),/*#__PURE__*/e(\"p\",{children:\"Last (but not least): will the tool be part of your stack in 5 years? 10 years?\"}),/*#__PURE__*/e(\"p\",{children:\"Migrations - however sometimes necessary - are painful. If you have the opportunity to add a tool that can support your company through multiple growth periods, you should seriously consider it.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/GLgxw2l2qArjOkQDXeBU8eW0xg.png\",srcSet:\"https://framerusercontent.com/images/GLgxw2l2qArjOkQDXeBU8eW0xg.png?scale-down-to=512 512w,https://framerusercontent.com/images/GLgxw2l2qArjOkQDXeBU8eW0xg.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/GLgxw2l2qArjOkQDXeBU8eW0xg.png 1270w\"}),/*#__PURE__*/e(\"p\",{children:\"That’s it! You’re now good to go. If this list seems long to you, it’s nothing compared to the pain and cost of choosing the wrong SaaS solution.\"}),/*#__PURE__*/e(\"p\",{children:\"So the next time you are about to buy a new solution, try to answer these questions.\"})]});export const richText5=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"At 9x it’s our job to know tools.\"}),/*#__PURE__*/e(\"p\",{children:\"Clients hire us to build the right tools stack to power their operations, but we’re not big fans of reinventing the wheel. If an existing SaaS solution can do the job, we’d rather use this solution instead of rebuilding things from scratch.\"}),/*#__PURE__*/e(\"p\",{children:\"This means we have to know the SaaS tools that can already solve our clients problems in order to help them find the best option between “make” or “buy”.\"}),/*#__PURE__*/e(\"p\",{children:\"In this article, I want to explain a bit more what our methodology for picking tools at 9x is, so you can use it if needed.\"}),/*#__PURE__*/e(\"p\",{children:\"But before we dig into the details, let’s debunk one myth: there is rarely such a thing as the best tool.\"}),/*#__PURE__*/e(\"h2\",{children:\"One tool to rule them all? Rarely the case\"}),/*#__PURE__*/e(\"p\",{children:\"Tools are not always inherently better than one another - they will tend to better suit a certain type of organization, better answer particular needs, be more suited to a certain way of working, etc.\"}),/*#__PURE__*/e(\"p\",{children:\"For instance: is Salesforce a better CRM than HubSpot?\"}),/*#__PURE__*/e(\"p\",{children:\"If you value optionality, have unlimited budget, and want to build not only your CRM, but your entire ERP in one tool, then yes Salesforce will definitely prove to be a superior solution for you.\"}),/*#__PURE__*/e(\"p\",{children:\"But if you are just looking for a CRM for Marketing, Sales and Customer Success, your growth strategy heavily relies on inbound marketing, and you do not have large resources to put into customization, I would tend to lean towards HubSpot.\"}),/*#__PURE__*/e(\"p\",{children:\"The only way to find out which tool best fits your requirements is to do the work of assessing options based on your needs, not what G2Crowd tells you.\"}),/*#__PURE__*/e(\"h2\",{children:\"Our tool selection process that you can steal\"}),/*#__PURE__*/e(\"p\",{children:\"So now that we’ve established that, let’s get to it: how should you assess and select new tools? Here’s how we look at it at 9x, in five steps.\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Step 1: Define your objectives\"})}),/*#__PURE__*/e(\"h3\",{children:\"What do you want to achieve?\"}),/*#__PURE__*/e(\"p\",{children:\"The number one mistake people tend to make is not spending enough time defining what success looks like.\"}),/*#__PURE__*/e(\"p\",{children:\"If you are unclear about your objectives, you won’t be able to clearly define your requirements, and will likely end up buying functionality that does not help you move forward.\"}),/*#__PURE__*/e(\"p\",{children:\"You want to answer the following questions:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Why are you looking for a new software solution?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Which underlying business goals is this solution going to support?\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"How will the solution support these goals?\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Ideally, you will also want to define success metrics that you can measure before and after the implementation.\"}),/*#__PURE__*/e(\"p\",{children:\"Let’s take an example with an Inside Sales team looking for a Sales engagement platform.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/9qoDH829fvUfFjhAMIaXKQ332Y.png\",srcSet:\"https://framerusercontent.com/images/9qoDH829fvUfFjhAMIaXKQ332Y.png?scale-down-to=512 512w,https://framerusercontent.com/images/9qoDH829fvUfFjhAMIaXKQ332Y.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/9qoDH829fvUfFjhAMIaXKQ332Y.png 1268w\"}),/*#__PURE__*/e(\"p\",{children:\"Depending on your objectives, you could add granularity with conservative vs. base vs. stretch goals; or add anti-goals - things that you don't wan to happen.\"}),/*#__PURE__*/e(\"p\",{children:\"Once you have defined your objectives, move on to the second step.\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Step 2: Users\"})}),/*#__PURE__*/e(\"h3\",{children:\"Who needs the solution?\"}),/*#__PURE__*/e(\"p\",{children:\"You want to avoid the common mistake of assuming that the expectations around the tool are uniform accross everyone in your team. In reality, different users and stakeholders will have different requirements respects to what the tool should or should not do.\"}),/*#__PURE__*/e(\"p\",{children:\"In many cases you will typically have three types, not one:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"End-users\"}),\", who will end up using the tool to get their work done.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Administrators\"}),\", who will manage users and maintain the tool.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Stakeholders\"}),\", who will not always need to use the tool but will typically be interested in seeing and monitoring the results it brings.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"List the different types of users and stakeholders you see for this solution. Then, for each type, define:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Actions:\"}),\" list the main actions these users will need to perform in the tool\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Skills:\"}),\" list the important skills these users will need to successfully perform the actions you listed above\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"This will allow you to avoid a second common mistake: buying a tool without having the skills required to operate it.\"}),/*#__PURE__*/e(\"p\",{children:\"Back to our Sales engagement platform. Who needs it?\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/Iqj2zQunBW4jnKHyEqJROfsrZNk.png\",srcSet:\"https://framerusercontent.com/images/Iqj2zQunBW4jnKHyEqJROfsrZNk.png?scale-down-to=512 512w,https://framerusercontent.com/images/Iqj2zQunBW4jnKHyEqJROfsrZNk.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/Iqj2zQunBW4jnKHyEqJROfsrZNk.png 1270w\"}),/*#__PURE__*/e(\"p\",{children:\"As you can see, there are many potential points of failure where the tool won’t help you:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"If your Sales Operations Manager and your SDRs cannot create good email content, you will not get replies or meetings…\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"If your Sales Operations Manager doesn’t understand the market, SDRs won’t reach out to the better segments first…\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Etc.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Now that you are clear on your objectives and your users, it’s - finally - time to list your requirements.\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Step 3: Define your requirements\"})}),/*#__PURE__*/e(\"h3\",{children:\"What should the tool do?\"}),/*#__PURE__*/e(\"p\",{children:\"Requirements are the software functionalities - more commonly named features - you are looking to purchase in order to reach your objectives.\"}),/*#__PURE__*/e(\"p\",{children:\"Distinguish between two types of requirements:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Must-haves\"}),\", the critical requirements that the new tool must meet at all costs\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Nice-to-haves,\"}),\" the features which are a plus but not a must.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"Back to our example:\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/Q0xtisMrNapJGpMJU2pebcbA4uE.png\",srcSet:\"https://framerusercontent.com/images/Q0xtisMrNapJGpMJU2pebcbA4uE.png?scale-down-to=512 512w,https://framerusercontent.com/images/Q0xtisMrNapJGpMJU2pebcbA4uE.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/Q0xtisMrNapJGpMJU2pebcbA4uE.png 1270w\"}),/*#__PURE__*/e(\"p\",{children:\"One very important note: always treat your list of requirements as work in progress.\"}),/*#__PURE__*/e(\"p\",{children:\"As you go on and test tools evaluate tools to see whether they match your needs, you will learn about new functionalities you have not thought about in the first place, that could be very valuable. Add these to your must-haves and nice-to-haves to reflect your deeper understanding of your requirements.\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Step 4: Test and benchmark available options\"})}),/*#__PURE__*/e(\"h3\",{children:\"Which tools did you evaluate?\"}),/*#__PURE__*/e(\"p\",{children:\"You can finally start testing and benchmarking solutions!\"}),/*#__PURE__*/e(\"p\",{children:\"There are plenty of ways to do that - and I will get into the details another time - but the essential dimensions you should evaluate against are the costs of the solution vs. how it matches the \\xa0requirements you initially listed. For the latter, I like to use Simon-Kucher & Partners “Leaders, Fillers & Killers” analogy, where:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Leader features\"}),\" are the features you would want to buy the product for. These features meet your must-have requirements from step 3.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Fillers\"}),\" are the nice-to-haves the tool offers. Bonus points if these features cover our shortlist of nice-to-haves.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Killer features\"}),\" are features we don’t need but are priced in anyways. Ideally, we would like these to either be removed, or at least not pay extra for them.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"Repeat this process for every solution you consider until you get a clear overview of a) how each option covers your needs and b) how much it costs.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/gnWN52RYN10xMp6bvnvVLofVxNA.png\",srcSet:\"https://framerusercontent.com/images/gnWN52RYN10xMp6bvnvVLofVxNA.png?scale-down-to=512 512w,https://framerusercontent.com/images/gnWN52RYN10xMp6bvnvVLofVxNA.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/gnWN52RYN10xMp6bvnvVLofVxNA.png 1272w\"}),/*#__PURE__*/e(\"p\",{children:\"Do we have a decision? Not yet. You still need to take into consideration how this tool fits in your stack\"}),/*#__PURE__*/e(\"h3\",{children:/*#__PURE__*/e(\"strong\",{children:\"Step 5: Tool implementation checklist\"})}),/*#__PURE__*/e(\"h3\",{children:\"How to add this tool to your stack?\"}),/*#__PURE__*/e(\"p\",{children:\"You might get everything right until step 4 and still not realize value if you overlook this one. Most tools need to be connected and work well with each other in order to deliver the expected value. In this last step, outline for each tool what would be the implementation checklist, should you go for this solution.\"}),/*#__PURE__*/e(\"p\",{children:\"Your implementation checklist should at least contain setup and integration tasks:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Setup tasks:\"}),\" are what will need to be configured in the tool itself before you can start using it\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Integration tasks:\"}),\" are the different connections you want to establish with your existing tools.\"]})})]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/aqJOIdeLo9IPWS0IKgCgEtezYY.png\",srcSet:\"https://framerusercontent.com/images/aqJOIdeLo9IPWS0IKgCgEtezYY.png?scale-down-to=512 512w,https://framerusercontent.com/images/aqJOIdeLo9IPWS0IKgCgEtezYY.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/aqJOIdeLo9IPWS0IKgCgEtezYY.png 1270w\"}),/*#__PURE__*/e(\"p\",{children:\"This last step will help you understand that different setups can work, and that potentially blockers you have identified when evaluating the solution out of the box can be overcome during the implementation. Don’t skip it!\"}),/*#__PURE__*/e(\"h2\",{children:\"Now you have all cards in hand!\"}),/*#__PURE__*/e(\"p\",{children:\"If you’ve made it all this way and…\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"… are now clear on your \",/*#__PURE__*/e(\"strong\",{children:\"Objectives\"})]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"… know who your \",/*#__PURE__*/e(\"strong\",{children:\"Users\"}),\" are\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"… have outlined your \",/*#__PURE__*/e(\"strong\",{children:\"Requirements\"})]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"… have \",/*#__PURE__*/e(\"strong\",{children:\"benchmarked relevant solutions\"})]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"… and understand how each of these could be \",/*#__PURE__*/e(\"strong\",{children:\"implemented\"})]})})]}),/*#__PURE__*/e(\"p\",{children:\"… you‘ve already done a better job than most companies in 90% cases.\"}),/*#__PURE__*/e(\"p\",{children:\"Congrats!\"}),/*#__PURE__*/e(\"p\",{children:\"If you still need support in answering the hard questions, or feel that you’d need support in implementing this process, get in touch with the team at 9x or feel free to DM me.\"})]});export const richText6=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"You’ve reached the point where you and your team are using too many tools.\"}),/*#__PURE__*/e(\"p\",{children:\"Switching between them has become a hassle. Your team complains of the growing complexity to do even simple things. It’s time for a change.\"}),/*#__PURE__*/e(\"p\",{children:\"The solution to your problems is clear: it’s time to put everything into one place.\"}),/*#__PURE__*/e(\"h2\",{children:\"The most harmful ideas are bad ideas that look like good ones\"}),/*#__PURE__*/e(\"p\",{children:\"The idea of an all-in-one platform is tempting. Consolidating all software capabilities into one internal tool seems like a great way to simplify operations, increase productivity, and save money.\"}),/*#__PURE__*/e(\"p\",{children:\"It’s also what many software platforms want you to think. They will claim to offer everything your business needs, out of the box. They will promise to save you time and money by eliminating the need to use multiple tools.\"}),/*#__PURE__*/e(\"p\",{children:\"I have yet to see one business powered on just a few platforms. And in a rapidly-changing environment, betting everything on one or a few vendors actually seems like the riskiest thing to do.\"}),/*#__PURE__*/e(\"p\",{children:\"Let’s evaluate.\"}),/*#__PURE__*/e(\"h2\",{children:\"Why we tend to want one platform\"}),/*#__PURE__*/e(\"p\",{children:\"There are many valid reasons to want a single platform to manage everything.\"}),/*#__PURE__*/e(\"p\",{children:\"To name a few:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"It’s convenient:\"}),\" using one tool is more convenient than using many tools. You don't have to switch between different interfaces, remember different logins, or learn different interfaces.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"It’s generally cheaper:\"}),\" you’ll only pay one subscription for one tool, and may get a discount for bundling. You’re getting your company a good deal!\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"All your data in one place:\"}),\" with one\\xa0platform, you can centralize your data and build all your reportings in the same tool\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"You won’t need to build integrations:\"}),\" an all-in-one platform already works seamlessly with all its components. No need to worry about compatibility issues, data transfer, or version control. Things should already work well with each other.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"That all sounds great. And I am certainly forgetting more arguments here. In reality, most of these arguments are bad ideas that look like good ones: it’s not that convenient to use one tool if its UX sucks; it’s rarely the cheaper option; all your data does not need to be in one place, unless we are talking about analytics; and you will still need to do a lot of work integrating and customizing your platform.\"}),/*#__PURE__*/e(\"p\",{children:\"You’re better off picking the best tools for each job and making them work together.\"}),/*#__PURE__*/e(\"h2\",{children:\"Orchestrating specialized tools gives you an edge\"}),/*#__PURE__*/e(\"p\",{children:\"Here is why it’s better to build a tools stack of specialized tools that you connect with each other:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"It’s better to bet on multiple product visions than one:\"}),\" picking a new tool is betting on a new development team, with a particular vision on how a problem should be solved. Unlike incumbents, new tools don’t have the constraint to fit their features into the existing platform. They can zoom in on a narrower problem and attempt to solve it entirely.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"You get today’s innovation… today:\"}),\" Specialized tools are in the business of innovating. A tool can provide a completely new way of tackling a problem and give your company a temporary advantage. All-in-one platforms are in the business of building what is proven. When innovation arrives on these platforms, it’s often too late.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"It gives you options:\"}),\" don’t like your email marketing tool? Replace it with a better alternative. Want to test acquisition on Tiktok? There are specialized tools for that. Just test out new solutions regularly, and keep what works for your business.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"It’s cheaper:\"}),\" yes, if you do this exercise, you will save money on subscription costs. Convenience is priced in, and all-in-one platforms are very good at putting the features you need on their higher paying plans. For example: HubSpot is a great CRM platform, but you need an Enterprise plan to trigger webhooks. With no-code platforms, you can still build missing premium features instead of upgrading and save costs.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Connecting tools has become 10x easier:\"}),\" 10 years ago, your only options to connect tools with each other was to ask developers to do it for you. This is no longer true. Integration platforms like Zapier or Make, or a sync platform like Whalesync allow operators to create the missing integrations they need without writing code.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"Once you’ve abandoned the idea of the all-in-one platform, a world of infinite combinations and possibilities opens up, where you exact requirements can be met and your expectations exceeded.\"}),/*#__PURE__*/e(\"p\",{children:\"So why aren’t we all doing it already?\"}),/*#__PURE__*/e(\"h2\",{children:\"Sounds good in theory. But who has time to do this in reality?\"}),/*#__PURE__*/e(\"p\",{children:\"This alternative way where you build and constantly tweak your tools stack won’t happen by itself. It’s a long journey with massive wins but also its part of failed experiments. \\xa0No pain, no gain.\"}),/*#__PURE__*/e(\"p\",{children:\"Approach it as an investment in your team’s productivity. To set yourself for success:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Make this a strategic topic:\"}),\" make discussing your tools stack a recurring discussion topic within your organization. Set a budget for the tools you use and define objectives in terms of productivity gains you expect to gain from them.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Always be on the lookout for new tools:\"}),\" have several people in your organization monitor new tools on the market and attend product demos to understand what these tools could do for you.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Have at least one person taking care of internal tools:\"}),\" appoint one person in-house dedicated to maintaining and connecting your tools. If you have a CRM manager in your team, this person should also able to connect tools and create automations outside your CRM.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Talk to peers in other companies:\"}),\" which tools are they using for this process? How satisfied are they with it?\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Get support from experts:\"}),\" consultants and automation specialists who can help you accelerate things with all of the above and train your team on these topics.\"]})})]}),/*#__PURE__*/e(\"h2\",{children:\"We live in the era of specialized tools.\"}),/*#__PURE__*/e(\"p\",{children:\"There is a premium for those who do the work of constantly looking for better tools to add to their arsenal.\"}),/*#__PURE__*/e(\"p\",{children:\"Forget the all-in-one platform, it’s not a dream worth chasing.\"}),/*#__PURE__*/e(\"p\",{children:\"Embrace specialized tools and you and your team will unlock new levels of productivity.\"}),/*#__PURE__*/e(\"p\",{children:\"‍\"})]});export const richText7=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"“Follow your leads from first touchpoint to revenue.”\"}),/*#__PURE__*/e(\"p\",{children:\"“Close the loop between Marketing, Sales and Customer Success.”\"}),/*#__PURE__*/e(\"p\",{children:\"“A 360\\xb0 view on your customers.”\"}),/*#__PURE__*/e(\"p\",{children:\"I could go on.\"}),/*#__PURE__*/e(\"p\",{children:\"We’ve all heard the promises of CRM vendors - old ones and modern ones alike. Your CRM is where you should be able to manage the relationships with your prospects and customers effectively. Where you track everything, record every interaction, every data point. And where you can make sense of all that information, visualize it through dashboards updated in real-time, and improve your Marketing and Sales processes. Hypergrowth and ROI are just around the corner…\"}),/*#__PURE__*/e(\"p\",{children:\"Sounds amazing.\"}),/*#__PURE__*/t(\"p\",{children:[\"Except that’s not quite happening in reality. Most companies who’ve bought Pipedrive, \",/*#__PURE__*/e(o,{href:{pathVariables:{L5Tqxi7ny:\"hubspot\"},unresolvedPathSlugs:{L5Tqxi7ny:{collectionId:\"RZI_SeveK\",collectionItemId:\"ogZ_lroHm\"}},webPageId:\"d1YBk8_4V\"},motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"HubSpot\"})}),\" or even Salesforce struggle to make this vision a reality. And one of the main reasons for that is simple: I like to call it the “CRM-channel gap”.\"]}),/*#__PURE__*/e(\"h2\",{children:\"What’s the CRM-channel gap?\"}),/*#__PURE__*/e(\"p\",{children:\"CRMs are great at tracking emails, calls and activities. But today, your prospects might instead be on social media, online communities, or attend online events - where CRMs can’t quite yet know what’s going on.\"}),/*#__PURE__*/e(\"p\",{children:\"If you are prospecting on LinkedIn, but none of the interactions you are having there gets recorded in your CRM, you are probably experiencing the following:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Manual steps and a lot of context-switching that hinder the productivity of your team\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Little to no data to understand how your Sales efforts are going\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Uncoordinated efforts, two people from your Sales team might be talking to the same contact without even knowing it\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Lack of capacity to do more or innovate in your outreach tactics since everyone is too busy executing\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Being stuck in this state is not an option. It is an obstacle that hinders both you and your team from selling more, and it’s costing you way more than just a few percentage points of annual growth.\"}),/*#__PURE__*/e(\"p\",{children:\"Enters no-code.\"}),/*#__PURE__*/e(\"h2\",{children:\"No-code platforms to bridge the gap\"}),/*#__PURE__*/e(\"p\",{children:\"No-code platforms are software development tools that require little to no programming knowledge to use. They allow business users to create custom integrations and \\xa0applications to address their unique needs without relying on developers or IT teams.\"}),/*#__PURE__*/e(\"p\",{children:\"While the first decade of the no-code movement primarily focused on early adopters building websites and MVPs, we are now witnessing the rise of no-code operators - operators leveraging these platforms to build better processes.\"}),/*#__PURE__*/e(\"p\",{children:\"Within this new trend, we see a higher adoption from forward-thinking Marketing and Sales teams.\"}),/*#__PURE__*/t(\"p\",{children:[\"Integration platforms like \",/*#__PURE__*/e(o,{href:\"/tools/zapier\",motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"Zapier\"})}),\" or \",/*#__PURE__*/e(o,{href:\"/tools/make\",motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"Make\"})}),\" are now part of their survival kit because they allow them to bridge important gaps between their CRM and their acquisition channels. Building infrastructure that extends the capabilities of their Growth stack has become one of their top priorities.\"]}),/*#__PURE__*/e(\"p\",{children:\"For their peers who have not yet embraced this approach, this usually begs one question: is this investment really worth it?\"}),/*#__PURE__*/e(\"h2\",{children:\"In a fast-changing environment, advantage is temporary\"}),/*#__PURE__*/e(\"p\",{children:\"In the long term, CRMs will adapt to new Sales practices and build these missing features - or they will be replaced by a competitor who does.\"}),/*#__PURE__*/e(\"p\",{children:\"Why not simply wait for your tools to become better? What’s the point in hacking functionality that will likely be available for everyone in a year?\"}),/*#__PURE__*/e(\"p\",{children:\"There are at least three good reasons.\"}),/*#__PURE__*/e(\"p\",{children:\"First, there is no guarantee these channel features are coming anytime soon. Is it HubSpot’s priority to enable social selling on LinkedIn? Or are they chasing another opportunity? What CRMs are missing to offer you today might not be on the top of their product roadmap.\"}),/*#__PURE__*/e(\"p\",{children:\"Moreover, when these are made available to everyone, it’s usually too late. Channels tend to saturate over time and there is a premium on being early.\"}),/*#__PURE__*/e(\"p\",{children:\"And lastly, there will always be new channels and with them new opportunities to “being early”. Yesterday: Instagram. Today: TikTok. Tomorrow? Something else.\"}),/*#__PURE__*/e(\"p\",{children:\"No-code operators have understood that and are willing to pay the price of experimentation and sometimes failed attempts - which will be compensated in the long run by the few successful \\xa0projects that will give them a temporary competitive edge.\"}),/*#__PURE__*/e(\"p\",{children:\"The CRM-channel gap is real for most businesses selling online - and it’s here to stay. Teams embracing no-code solutions will turn this challenge into an opportunity to create advantage.\"}),/*#__PURE__*/e(\"p\",{children:\"‍\"})]});export const richText8=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"In this article, I reflect on a personal turning point, when I chose to embrace and learn technology instead of continuing to avoid it. I wrote this piece in the hope of inspiring as many people without technical background to take the leap and learn some technical skills.\"}),/*#__PURE__*/e(\"h2\",{children:\"Why I needed to learn technical skills - and why you might want that too\"}),/*#__PURE__*/t(\"p\",{children:[\"In summer 2019, I enrolled for \",/*#__PURE__*/e(o,{href:\"https://www.lewagon.com/web-development-course\",motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"Le Wagon’s web development course\"})}),\" as a part time student. Out of frustration. I had been working in software companies for over half a decade… and yet I understood little to nothing about how software was made. In every role I had, my work basically consisted in either making presentations, building things in spreadsheets or sending emails.\"]}),/*#__PURE__*/e(\"p\",{children:\"While there were surely opportunities for me to continue doing just that, I felt this wasn’t going to cut it for me:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"I did not understand what developers were doing and it frustrated me.\"}),\" I was working in the tech industry and knew nothing about tech. What my developer colleagues were doing seemed very interesting - for many of them it was a passion before it became a job. But it seemed out of reach if you had not taught yourself programming for years.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"I wasn’t intellectually challenged by my work.\"}),\" What I was learning each day at work did not really excite me anymore. New process here, new document there. Different every time, but also same same. All I wanted was to experience - again - a high pace of learning.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Not understanding technology limited my options at work.\"}),\" I worked for almost 2 years for a bank providing its services via APIs. Back then - like most of my colleagues there - I did not really know how an API worked. In hindsight, this really hindered me from understanding some discussions and doing my best work.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"So, here I was, motivated to learn as much as I could about software development.\"}),/*#__PURE__*/e(\"h2\",{children:\"Learning (technical) skills really is just about starting\"}),/*#__PURE__*/e(\"p\",{children:\"Le Wagon was a great experience . If you want to learn coding and don’t know where to start, do it. You will learn the foundations of web development with a group of people as motivated as you, supported by amazing and passionate teachers.\"}),/*#__PURE__*/e(\"p\",{children:\"I did not become a software developer after the program. This would have required me to dedicate myself entirely to programming, which was not my intention. What it did for me was remove my limiting beliefs when it comes to technology.\"}),/*#__PURE__*/e(\"p\",{children:\"A few examples:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"I knew how to search for technical answers:\"}),\" maybe the most valuable lesson I learned during the program was that the answer to any question was probably already written somewhere online. In order to find it, I needed to master was the art of asking with precision.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"I could build (simple) things myself:\"}),\" I learned how to build and even deploy CRUD applications in Ruby on Rails during the program. Of course there is so much more that you have to learn to become a developer - but it was already quite something to be able to do these things by myself and it definitely built confidence.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"I was not afraid of technical documentation anymore:\"}),\" Before the bootcamp, my reflex when seeing technical documentation would be to stop thinking and forward it to “someone technical” \\xa0to review it for me. Now I felt confident that if I would dedicate enough time to it, I would be able to learn and understand such documentation.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"I started having interesting conversations with developers.\"}),\" It made some of them laugh at first. But most of them were actually happy to see one of the business guys trying to figure out their world - and many shared valuable resources and tips with me.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"In short: the bootcamp did not make me become a software developer in 6 months. But it changed my relationship to technology. I was now ready and willing to use it at work.\"}),/*#__PURE__*/t(\"h2\",{children:[\"N\",/*#__PURE__*/e(\"strong\",{children:\"o-code is your shortcut to leverage technology\"})]}),/*#__PURE__*/e(\"p\",{children:\"Around the same time when I finished Le Wagon, I fell into no-code.\"}),/*#__PURE__*/e(\"p\",{children:\"At first, I was very skeptical: “I’ve just spent the last 6 months learning to code, and you’re telling me I can get the same result without writing a single line of code if I use Bubble?” \\xa0What these platforms were selling seemed too good to be true.\"}),/*#__PURE__*/e(\"p\",{children:\"And yet, after experimenting with Airtable, Make and Bubble among others, it became clear that I was wrong. I started with small experiments and quickly ended up building solutions to concrete problems I had at work.\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Missing an integration between two tools? Build it with Zapier or Make.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Need to automate a process currently run from a spreadsheet? Just use Airtable.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Want a beautiful landing page but don’t know any HTML or CSS? No problem, build it on Carrd or Webflow.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"And this was 4 years ago. Since then, no-code tools have significantly improved and so has the number of things I can do nowadays without writing code. Unlike me, you won’t even need to learn programming to leverage technology.\"}),/*#__PURE__*/e(\"p\",{children:\"It would be a mistake if you did not learn how to.\"}),/*#__PURE__*/e(\"h2\",{children:\"There’s never been a better time to start\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"“Civilization advances by extending the number of important operations which we can perform without thinking of them.”\"}),\" \\xa0Alfred North Whitehead\"]}),/*#__PURE__*/e(\"p\",{children:\"The future of work is automated - and your work is no exception. Will you be the actor of this change or will you let others take the lead? I don’t know for certain which approach is best, but I know which one I would pick.\"}),/*#__PURE__*/e(\"p\",{children:\"‍\"})]});export const richText9=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"The modern business landscape is heavily influenced by technology and the collection of data. This has created a need for businesses to utilize customer data platforms (CDPs) to efficiently manage and utilize their customer data. In this article, we'll examine the role of CDPs in the martech landscape and the benefits they provide to businesses.\"}),/*#__PURE__*/e(\"h2\",{children:\"Understanding Customer Data Platforms\"}),/*#__PURE__*/e(\"p\",{children:\"A CDP is a centralized system that collects, integrates, and manages customer data from various sources. This data can include information from various touchpoints, such as website visits, marketing campaigns, and customer interactions. The goal of a CDP is to create a single, unified view of the customer that can be used to improve the customer experience and drive business outcomes.\"}),/*#__PURE__*/e(\"h2\",{children:\"The role of CDPs in your marketing tech stack\"}),/*#__PURE__*/e(\"p\",{children:\"A CDPs is a crucial component of a modern marketing technology (martech) stack. It integrates data from multiple sources and provides a unified view of customer information, enabling marketers to gain a deep understanding of their customers and personalize their interactions. By integrating with other martech solutions, CDPs help streamline marketing processes and deliver valuable insights, leading to more effective marketing strategies and improved customer experiences. In short, a CDP is an essential tool for marketers looking to maximize their marketing efforts and drive better outcomes.\"}),/*#__PURE__*/e(\"h2\",{children:\"Benefits of Implementing a CDP\"}),/*#__PURE__*/e(\"p\",{children:\"Implementing a CDP has numerous benefits for businesses. Some of the key advantages include:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Improved Customer Understanding: By having a centralized location for customer data, businesses can gain a more comprehensive understanding of their customers and their behavior. This allows for more personalized and effective marketing efforts.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Enhanced Data Quality: A CDP ensures that customer data is clean, accurate, and up-to-date. This leads to better decision-making and a more streamlined customer experience.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Increased Efficiency: With a CDP, businesses can automate processes and streamline workflows, leading to increased efficiency and a more effective use of resources.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Better Insights: CDPs provide businesses with rich insights into customer behavior and preferences. This allows for better decision-making and a more targeted marketing strategy.\"})})]}),/*#__PURE__*/e(\"h2\",{children:\"Which CDP should you choose?\"}),/*#__PURE__*/e(\"p\",{children:\"When choosing a customer data platform (CDP), there are several factors to consider, including data integration capabilities, user-friendliness, scalability, and cost. Here are four specific CDPs that marketers should consider:\"}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(o,{href:{pathVariables:{L5Tqxi7ny:\"segment\"},unresolvedPathSlugs:{L5Tqxi7ny:{collectionId:\"RZI_SeveK\",collectionItemId:\"K5CCIk8fa\"}},webPageId:\"d1YBk8_4V\"},motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"Segment\"})}),\": This CDP offers easy data integration with a wide range of marketing and analytics tools, and has a user-friendly interface. Additionally, it offers a scalable platform that can grow with your business, making it a great option for marketers looking to expand their martech stack.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(o,{href:{pathVariables:{L5Tqxi7ny:\"rudderstack\"},unresolvedPathSlugs:{L5Tqxi7ny:{collectionId:\"RZI_SeveK\",collectionItemId:\"b476hVm3x\"}},webPageId:\"d1YBk8_4V\"},motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"Rudderstack\"})}),\": This CDP provides advanced data integration and management capabilities, allowing marketers to gain a comprehensive view of customer data from multiple sources. It also offers a user-friendly interface and flexible pricing options, making it a great choice for marketers looking to maximize their marketing efforts.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"Ultimately, the best CDP for your business will depend on your specific needs and goals. Be sure to thoroughly research each option and consider the factors mentioned above to make an informed decision.\"}),/*#__PURE__*/e(\"h2\",{children:\"Conclusion\"}),/*#__PURE__*/e(\"p\",{children:\"In conclusion, customer data platforms play a critical role in the martech landscape and provide numerous benefits to businesses. By improving customer understanding, enhancing data quality, increasing efficiency, and providing better insights, CDPs can help businesses drive better outcomes and improve the customer experience.\"}),/*#__PURE__*/e(\"h2\",{children:\"‍\"}),/*#__PURE__*/e(\"p\",{children:\"‍\"})]});export const richText10=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Processes are how companies create sustained value every day. Inputs undergo a series of transformations to be turned into higher value outputs. On the flip side, each process implies certain execution costs, and optimizing them will allow companies to capture and retain more value.\"}),/*#__PURE__*/e(\"p\",{children:\"Process automation is the clearest way to optimize your processes. Below are 9 reasons you should start automating your processes.\"}),/*#__PURE__*/e(\"h3\",{children:\"It’s faster\"}),/*#__PURE__*/e(\"p\",{children:\"Automating process steps will increase your speed of execution. Workflows will execute as soon as pre-defined conditions are met. Notifications pushing the right information to the right people will allow them to react faster. Complex data manipulation operations that would take minutes to replicate manually happen within seconds. Delegating work to computers first means you gain speed.\"}),/*#__PURE__*/e(\"h3\",{children:\"It facilitates coordination\"}),/*#__PURE__*/e(\"p\",{children:\"Processes involving multiple teams frequently fail because of a single point of failure or overall poor coordination. An automated process step removes unnecessary coordination efforts while providing visibility on how each process instance was performed. Human to human coordination will always be necessary, but in some areas you’re just better off leaving it to the machines.\"}),/*#__PURE__*/e(\"h3\",{children:\"It ensures reliable outputs\"}),/*#__PURE__*/e(\"p\",{children:\"A fully automated process removes the need for human intervention, thereby avoiding manual mistakes. Whenever it is not possible to automate everything and you still need humans in the loop, data checks and monitoring dashboards can still help companies manage and reduce these.\"}),/*#__PURE__*/e(\"h3\",{children:\"It saves you time\"}),/*#__PURE__*/e(\"p\",{children:\"Some processes will involve repetitive manual tasks you and your team must perform. Automating these will save you a significant amount of time. Time that can be immediately reinvested in high value activities.\"}),/*#__PURE__*/e(\"h3\",{children:\"It’s cheaper at scale\"}),/*#__PURE__*/e(\"p\",{children:\"There is definitely a trade-off to consider before jumping into automating any process. Building an automation, even with a no-code platform, still requires time and effort and should be evaluated as an investment. That said, pretty much anything that is expected to imply large volumes of repetitive work is a no-brainer to automate when you take a long-term view.\"}),/*#__PURE__*/e(\"h3\",{children:\"It unlocks new insights\"}),/*#__PURE__*/e(\"p\",{children:\"You can measure many more things in an automated process than in a manual one, since you are dealing with software. For instance, you can easily count process runs or send automated reports to Slack. You can also more easily break data silos by combining multiple data sources together. What took multiple CSV exports and a heavy dose of VLOOKUPs can now displayed on screen, in real time. These new insights allow teams to find new ways to create value and better operate.\"}),/*#__PURE__*/e(\"h3\",{children:\"It opens up new possibilities\"}),/*#__PURE__*/e(\"p\",{children:\"As you start automating multiple processes around you, things will start to connect and the scope of what is possible starts to broaden. For instance, if your CRM is automatically enriched using external APIs, and as soon as a new lead enters it you are able to precisely score it, you could push that information back to your Marketing team running ad campaigns. Instead of waiting that more information is available on the leads they generated, or how much revenue was generated along the way, they would get near instant feedback on a campaign targeting performance.\"}),/*#__PURE__*/e(\"h3\",{children:\"It’s fun\"}),/*#__PURE__*/e(\"p\",{children:\"Yes, you read that right. Automating a process can be incredibly fun and engaging, especially when the person building the solution is the same person that used to run it manually. In some cases, it could even turn an extremely tedious and repetitive process into a fun project. For instance, reconciling revenue each month done the usual way involves Excel, pivot tables and endless VLOOKUPs. Automating this matching process becomes a game of finding and building logical steps to match 80%, then 90% then 95% of all invoices.\"}),/*#__PURE__*/e(\"h3\",{children:\"You could make money with it\"}),/*#__PURE__*/e(\"p\",{children:\"Last but not least, in some cases your automated process could become a product or a productized service on its own. This is definitely more an edge case than the rule. However, truly outstanding execution turned into a full-fledged software or a productized service has a lot of value for people and companies trying to do the same thing.\"}),/*#__PURE__*/t(\"p\",{children:[\"There has never been a better time than now to start looking at automating your internal processes. No-code tools like \",/*#__PURE__*/e(o,{href:{pathVariables:{L5Tqxi7ny:\"airtable\"},unresolvedPathSlugs:{L5Tqxi7ny:{collectionId:\"RZI_SeveK\",collectionItemId:\"sWyVEIC0T\"}},webPageId:\"d1YBk8_4V\"},motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"Airtable\"})}),\", \",/*#__PURE__*/e(o,{href:{pathVariables:{L5Tqxi7ny:\"make\"},unresolvedPathSlugs:{L5Tqxi7ny:{collectionId:\"RZI_SeveK\",collectionItemId:\"vfmV4_Ni1\"}},webPageId:\"d1YBk8_4V\"},motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"Make\"})}),\" or \",/*#__PURE__*/e(o,{href:{pathVariables:{L5Tqxi7ny:\"zapier\"},unresolvedPathSlugs:{L5Tqxi7ny:{collectionId:\"RZI_SeveK\",collectionItemId:\"yRbJi_kpc\"}},webPageId:\"d1YBk8_4V\"},motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"Zapier\"})}),\", among others, allow operators to automate entire processes on their own, without depending on developers.\"]}),/*#__PURE__*/e(\"p\",{children:\"Operators, the ball is now in your court. Jump on the no-code train!\"}),/*#__PURE__*/e(\"p\",{children:\"‍\"})]});export const richText11=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"After the SaaS revolution comes the no-code revolution. No-code is going to transform how every operational function works in a company. In the near future, there will be builders in every department, whose jobs will be to turn work processes into workflows or apps.\"}),/*#__PURE__*/e(\"h2\",{children:\"The convergence of Tech and Operations, second act\"}),/*#__PURE__*/e(\"p\",{children:\"In 2006, Amazon CTO Werner Vogels famously coined the statement “you build it, you run it”, which sparked the DevOps movement. Behind this, a simple idea: if developers eat their own dog food, they will build better solutions.\"}),/*#__PURE__*/e(\"blockquote\",{children:/*#__PURE__*/t(\"p\",{children:[\"“\",/*#__PURE__*/e(\"em\",{children:\"The traditional model is that you take your software to the wall that separates development and operations and throw it over and then forget about it. Not at Amazon. You build it, you run it. This brings developers into contact with the day-to-day operation of their software. It also brings them into day-to-day contact with the customer. This customer feedback loop is essential for improving the quality of the service.”\"})]})}),/*#__PURE__*/e(\"p\",{children:\"The best builder is his own customer. When you are building to solve your own problem, it takes the guesswork out of the equation.\"}),/*#__PURE__*/e(\"p\",{children:\"Today we are again seeing a convergence between Tech and Operations, but this time coming from Operations. And the key enabler behind this trend is technology, more specifically the emergence and rise of no-code.\"}),/*#__PURE__*/e(\"p\",{children:\"No-code allows non-developers to build workflows, websites and web apps without writing code. Technology has become way easier to use because the code barrier is now gone:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"You can call APIs with \",/*#__PURE__*/e(o,{href:\"/tools/zapier\",motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"Zapier\"})}),\" or \",/*#__PURE__*/e(o,{href:\"/tools/make\",motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"Make\"})}),\" - and might not even need to know APIs are behind this\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"You can build websites with Webflow without writing a single line of code\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"You can now even build your own app with platforms like \",/*#__PURE__*/e(o,{href:{pathVariables:{L5Tqxi7ny:\"bubble\"},unresolvedPathSlugs:{L5Tqxi7ny:{collectionId:\"RZI_SeveK\",collectionItemId:\"LCEBmgWKD\"}},webPageId:\"d1YBk8_4V\"},motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"Bubble\"})}),\", \",/*#__PURE__*/e(o,{href:\"/tools/softr\",motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"Softr\"})}),\", or Bildr\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"And so a new wave of builders, very different from software developers, started emerging.\"}),/*#__PURE__*/e(\"h2\",{children:\"The case for the long-tail of software development\"}),/*#__PURE__*/e(\"p\",{children:\"What will this new generation of builders build?\"}),/*#__PURE__*/e(\"p\",{children:\"While the majority of the no-code community is staring at Bubble MVPs and pondering when no-code builders are going to replace software developers, we’d argue there is another, more exciting opportunity that is getting less attention: the long-tail of software use cases.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/imW1KrTvVTMshVFtDKUDCbrYc.webp\",srcSet:\"https://framerusercontent.com/images/imW1KrTvVTMshVFtDKUDCbrYc.webp?scale-down-to=512 512w,https://framerusercontent.com/images/imW1KrTvVTMshVFtDKUDCbrYc.webp?scale-down-to=1024 1024w,https://framerusercontent.com/images/imW1KrTvVTMshVFtDKUDCbrYc.webp?scale-down-to=2048 2048w,https://framerusercontent.com/images/imW1KrTvVTMshVFtDKUDCbrYc.webp 2939w\"}),/*#__PURE__*/e(\"p\",{children:\"What is the long tail of software use cases? \\xa0It’s the processes and process steps that eat up your time on a daily basis. These tend to be:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"specific\"}),\" to you or your company\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"frequently \",/*#__PURE__*/e(\"em\",{children:\"changing in scope\"})]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"too small\"}),\" to justify that any developer in our outside your company looks at it and automates it.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"Every company has hundreds of these, and when they start growing these start to add up. As a result companies - even some you would expect to be tech savvy - end up with many employees swamped with repetitive manual tasks.\"}),/*#__PURE__*/e(\"h2\",{children:\"It’s time for everyone in tech companies - not just developers - to leverage technology\"}),/*#__PURE__*/e(\"p\",{children:\"In 2023, can you really call yourself a tech company if no one outside your tech team leverages technology? It’s time to onboard the rest of your team by having them embrace no-code, low-code and APIs.\"}),/*#__PURE__*/e(\"p\",{children:\"It’s time for the convergence between business and tech:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"There will never be enough software developers to build everything your company needs. And they should anyways spend the maximum amount of their time building and improving the core app or service your company sells.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"While SaaS tools are great at covering the short head of core operational processes, they fall short with embracing the long tail and are not always connected with each other the way you need them to be.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"A lot of the cultural friction between tech and business can be eliminated if business started understanding more how tech works. Sure, building an app with \",/*#__PURE__*/e(o,{href:\"/tools/softr\",motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"Softr\"})}),\" is very different from building an app in React Native. But some of the learnings will bring the business person who built the former closer to the dev team that builds the company’s app the next time they need to collaborate.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"What sets apart great from average execution is nailing the details, improving and adapting as scopes change, leaving no stone unturned. Rinse and repeat until the raw diamond starts to shine. For the first time, no-code gives operators full control over every detail of their processes. We can’t wait to see what the best operators will invent with their newly acquired superpowers.\"}),/*#__PURE__*/e(\"p\",{children:\"‍\"})]});export const richText12=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"In the previous article we outlined \",/*#__PURE__*/e(o,{href:{pathVariables:{UTJtZgow6:\"why-you-should-implement-aors\"},unresolvedPathSlugs:{UTJtZgow6:{collectionId:\"GJAA2HdMc\",collectionItemId:\"yPGvtzs1x\"}},webPageId:\"XZBqP0EKn\"},motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!1,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:\"why organizations should implement AoRs\"})}),\". In this piece, we want to cover how to get started with \",/*#__PURE__*/e(\"em\",{children:\"mapping\"}),\" them.\"]}),/*#__PURE__*/e(\"p\",{children:\"By the end of this three-step process you will have an overview of how responsibilities are shared across your team. The three steps are the following:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Step 1: Collect AoRs from your team\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Step 2: Rework your AoRs list\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Step 3: Assign ownership to each AoR\"})})]}),/*#__PURE__*/e(\"h2\",{children:\"Step 1: Collect AoRs from your team\"}),/*#__PURE__*/e(\"p\",{children:\"In this step you want to get a first picture of what everyone is doing. To get there you can \\xa0combine a top-down with a bottom-up approach:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Top-down:\"}),\" have every team leader from your organization list their team’s AoRs. The pros here are that you should get a reliable overview of important AoRs - and in the best cases these should already be well scoped too.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Bottom-up:\"}),\" ask every individual contributor to list the AoRs they are responsible for. This should help you identify AoRs uncovered with the top-down approach and get closer to a comprehensive list. With this approach, however, you will likely end up with less coherent information that you will need to rework.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"In both approaches, do not put too much focus on the term AoR yet. Instead, ask the following questions:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"“Which processes do you use at work?”\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"“Which tasks are you performing on a recurring basis?”\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"“What needs to happen every week? Every month? Etc.”\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"“What are you responsible for?”\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Once defined, AoRs should answer these questions. But if you have not implemented these yet, asking the questions above will help you identify current responsibilities.\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/DhEKMeWMPcuRVj7pn86unUPA.png\",srcSet:\"https://framerusercontent.com/images/DhEKMeWMPcuRVj7pn86unUPA.png?scale-down-to=512 512w,https://framerusercontent.com/images/DhEKMeWMPcuRVj7pn86unUPA.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/DhEKMeWMPcuRVj7pn86unUPA.png 1400w\"}),/*#__PURE__*/e(\"h2\",{children:\"Step 2: Rework your AoR list\"}),/*#__PURE__*/e(\"p\",{children:\"Once you have collected everyone’s input, it’s time to rework the list. The goal of this step is to get a comprehensive and coherent list of AoRs for every team in your organization.\"}),/*#__PURE__*/e(\"h3\",{children:\"Use a naming convention\"}),/*#__PURE__*/e(\"p\",{children:\"A good naming convention will make it easier for anyone to understand what each AoR is about without having to dig into the details. It will also set a standard for upcoming AoRs.\"}),/*#__PURE__*/e(\"p\",{children:\"Your naming convention should contain at least:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"A name\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"A short description\"})})]}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/MaFmC1rYa9drjmrtyS5dzIh7g.png\",srcSet:\"https://framerusercontent.com/images/MaFmC1rYa9drjmrtyS5dzIh7g.png?scale-down-to=512 512w,https://framerusercontent.com/images/MaFmC1rYa9drjmrtyS5dzIh7g.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/MaFmC1rYa9drjmrtyS5dzIh7g.png 1400w\"}),/*#__PURE__*/e(\"h3\",{children:\"Group them into categories\"}),/*#__PURE__*/e(\"p\",{children:\"Rework your list of AoRs by grouping them into categories. To keep things simple, you can start with two dimensions:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Department:\"}),\" each AoRs must fall under one team’s responsibility. For AoRs involving the collaboration between multiple departments, pick the team that should oversee things. You can also break down these cross-department AoRs into multiple ones and assign one to each department involved, but this option will result in more AoRs and more coordination needed. Avoid it when possible.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Type:\"}),\" here you want to further specify what type of process the AoR relates to. For instance: \",/*#__PURE__*/e(\"em\",{children:\"Team\"}),\" for team and people topics, \",/*#__PURE__*/e(\"em\",{children:\"Planning\"}),\" for planning, goal-setting and budgeting, \",/*#__PURE__*/e(\"em\",{children:\"Reporting\"}),\" for any reporting produced by the team on are regular basis, etc.\"]})})]}),/*#__PURE__*/t(\"p\",{children:[\"Depending on the size and structure of your company, you might need to add other dimensions. For instance, if your company is operating in multiple countries, it might then make sense to add a \",/*#__PURE__*/e(\"em\",{children:\"Country\"}),\" or \",/*#__PURE__*/e(\"em\",{children:\"Office\"}),\" dimension to your AoRs.\"]}),/*#__PURE__*/e(\"h3\",{children:\"Remove duplicates or merge overlapping areas\"}),/*#__PURE__*/e(\"p\",{children:\"Your initial list will likely contain AoRs that are similar or overlapping. Make sure that every item in your final list is unique by removing duplicate AoRs or combining overlapping AoRs into one. If multiple team members reported the same AoR, make sure to keep track of this information for now.\"}),/*#__PURE__*/e(\"p\",{children:\"At this stage, your goal should be to avoid having too many AoRs within each team. This should help you visualize large blocks of responsibilities and how they might relate to each other. Large areas of responsibility can always be broken down into multiple ones later, when you dive into each area.\"}),/*#__PURE__*/e(\"h2\",{children:\"Assign ownership to each AoR\"}),/*#__PURE__*/t(\"p\",{children:[\"In this last step, assign ownership. You want to distinguish between \",/*#__PURE__*/e(\"em\",{children:\"owners\"}),\", \",/*#__PURE__*/e(\"em\",{children:\"deputies\"}),\" and \",/*#__PURE__*/e(\"em\",{children:\"contributors.\"})]}),/*#__PURE__*/e(\"p\",{children:\"For each AoR, aim for:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"A unique owner\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"At least one deputy to take things over when the owner can’t\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Depending on the AoR, one or multiple contributors, or no contributor at all.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Ownership is where things usually get harder. To help you figure this step out, let’s dive into two examples.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Example 1: AoR without contributors\"})}),/*#__PURE__*/e(\"p\",{children:\"Let’s assume Sales needs a report on a weekly basis summarizing the past week’s performance. How to assign ownership in this case?\"}),/*#__PURE__*/e(\"p\",{children:\"Here is a suggestion:\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/bdOZjXjahdZjMxvwQ0jNe7C0XTA.png\",srcSet:\"https://framerusercontent.com/images/bdOZjXjahdZjMxvwQ0jNe7C0XTA.png?scale-down-to=512 512w,https://framerusercontent.com/images/bdOZjXjahdZjMxvwQ0jNe7C0XTA.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/bdOZjXjahdZjMxvwQ0jNe7C0XTA.png 1400w\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Owner:\"}),\" \",/*#__PURE__*/e(\"em\",{children:\"Operations Intern\"}),\". Creating a weekly Sales report is an AoR with clear scope. Assuming that a standard has already been established - what is the report format, when is it created each week, where and with whom is it shared, etc. - a junior profile can be the owner of this AoR, in this case an Operations Intern.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Deputy:\"}),\" \",/*#__PURE__*/e(\"em\",{children:\"CRM Manager\"}),\". The company’s CRM manager, who initially created this report before handing it over, acts as deputy and will create the report if the intern is sick or absent. This person also interacts with the Operations Intern regarding any potential changes to be made to the report.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Contributors:\"}),\" none. The AoR should be sufficiently covered with 2 people in this case. No need for additional contributors.\"]})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Example 2: AoR with contributors\"})}),/*#__PURE__*/e(\"p\",{children:\"In this second case, let’s take an area that scales in volume of work over time: inbound qualifications for a SaaS company.\"}),/*#__PURE__*/e(\"p\",{children:\"On the first year, the company got an average of 15 inbounds per week that could all be processed by one person alone. Here is a suggestion for assigning ownership:\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/n4beTyQooJ6MdOIy3Y4XawIydGY.png\",srcSet:\"https://framerusercontent.com/images/n4beTyQooJ6MdOIy3Y4XawIydGY.png?scale-down-to=512 512w,https://framerusercontent.com/images/n4beTyQooJ6MdOIy3Y4XawIydGY.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/n4beTyQooJ6MdOIy3Y4XawIydGY.png 1400w\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Owner:\"}),\" Inbound SDR. One person in the Sales team was made Inbound SDR and owned this AoR. Given the volume of leads to process, the owner was personally taking care of every inbound lead.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Deputy:\"}),\" Outbound SDR. One Outbound SDR was appointed deputy and took over inbound leads whenever the Inbound SDR was not there.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Contributors:\"}),\" none. All the work was handled by the owner and his deputy.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"On the second year, the company now gets an average of 50 inbounds per week, a volume of work that needs to be handled by multiple people. Here is a how the ownership changes for this AoR:\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/tVcd2PoOPFz9MtY6whND5wZ17I.png\",srcSet:\"https://framerusercontent.com/images/tVcd2PoOPFz9MtY6whND5wZ17I.png?scale-down-to=512 512w,https://framerusercontent.com/images/tVcd2PoOPFz9MtY6whND5wZ17I.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/tVcd2PoOPFz9MtY6whND5wZ17I.png 1400w\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Owner:\"}),\" \",/*#__PURE__*/e(\"em\",{children:\"Lead Inbound SDR\"}),\". One Inbound SDR is owning this AoR - this can be even tied to this person’s job title. In this example, the owner is still actively taking part in the process and qualifying inbound leads. But owning this AoR means this person is first responsible for all contributors performing in this process.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Deputy:\"}),\" \",/*#__PURE__*/e(\"em\",{children:\"Head of Sales\"}),\". The owner’s team manager is the deputy supporting the owner in the definition and improvement of the process.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Contributors:\"}),\" \",/*#__PURE__*/e(\"em\",{children:\"All other Inbound SDRs\"}),\" are contributing to this AoR. Contributors are the ones doing most the work here: they reach out to inbound leads and try to qualify them. They report to the owner, whose role is to ensure that they are performing in this area.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"What changed between year 1 and year 2? The amount of work as outgrown the capacity of one individual, so the owner had to “recruit” contributors.\"}),/*#__PURE__*/t(\"p\",{children:[\"What remained a constant? One person in the organization is the \",/*#__PURE__*/e(\"em\",{children:\"directly responsible individual\"}),\" (DRI) to make this process work and the people doing it perform. It is up to this person to make it work. The key to defining ownership is keeping this principle in mind: in the end, you want one person to own each topic.\"]}),/*#__PURE__*/e(\"h3\",{children:\"What’s next?\"}),/*#__PURE__*/e(\"p\",{children:\"Going through this process won’t be a walk in the park. Defining and scoping AoRs, or assigning ownership will likely spark discussions within your team. But going through the exercise will force them to proactively organize their work processes and take a new perspective on distributing ownership across the whole team.\"}),/*#__PURE__*/e(\"p\",{children:\"After completing these steps, you should now have an up-to-date list of all AoRs for each team with ownership clearly defined. It’s time to use your AoRs as a tool to drive performance company-wide.\"}),/*#__PURE__*/e(\"p\",{children:\"In the next article we will start with discussing the different levels of documentation for AoRs.\"}),/*#__PURE__*/e(\"p\",{children:\"‍\"})]});export const richText13=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"When everyone owns a process or task, no one really does. And with no one officially in charge, don’t expect to get good results.\"}),/*#__PURE__*/e(\"p\",{children:\"AoRs are a simple, yet powerful tool that addresses this exact problem. They make sure everything important is owned by one person in your team. They clarify who owns what, how things get done, and bring transparency across all teams.\"}),/*#__PURE__*/e(\"p\",{children:\"Implementing AoRs starts with listing what each person in your organization is responsible for and reworking that list until you have covered all core aspects of your company and have one person owning each item. The AoR list then becomes a tool helping you visualize and manage ownership across teams and individuals.\"}),/*#__PURE__*/e(\"p\",{children:\"In this series of blog articles dedicated to AoRs we will zoom in on this management concept and give you actionable advice to help you successfully implement these with your team.\"}),/*#__PURE__*/e(\"p\",{children:\"In this first article we want to introduce you to the concept of AoRs and convince you - if you haven’t yet - to implement AoRs in your organization.\"}),/*#__PURE__*/e(\"p\",{children:\"Let’s go!\"}),/*#__PURE__*/e(\"h2\",{children:\"What are AoRs?\"}),/*#__PURE__*/e(\"p\",{children:\"AoRs stands for “Areas of Responsibility”. AoRs allow you to capture and distribute responsibilities within your organization.\"}),/*#__PURE__*/t(\"p\",{children:[\"They work as follows: each AoR has a \",/*#__PURE__*/e(\"em\",{children:\"unique owner\"}),\". The owner of the AoR is responsible - among other things - for the following:\"]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Scope\"}),\": clearly defining what the AoR is about, where it starts and where it ends.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Point of contact:\"}),\" being the first point of contact for any related issues and questions.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Documentation\"}),\": keeping an up-to-date documentation of how things are done to manage this work area.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Decisions\"}),\": making final decisions related to the AoR.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Outcomes\"}),\": owning the results attributable to the AoR.\"]})})]}),/*#__PURE__*/t(\"p\",{children:[\"Additionally,\",/*#__PURE__*/e(\"strong\",{children:\" \"}),\"one or multiple contributors can support the owner on the execution part. This means the owner does not need to do all the work; if they need extra help, they should get it from contributors, whose work they then have to coordinate.\"]}),/*#__PURE__*/e(\"h3\",{children:\"A first example\"}),/*#__PURE__*/e(\"p\",{children:\"Here is a first example of an AoR from the Sales department:\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",src:\"https://framerusercontent.com/images/Fg1hZrd7hyKa8zqpABCVEcj33cs.png\",srcSet:\"https://framerusercontent.com/images/Fg1hZrd7hyKa8zqpABCVEcj33cs.png?scale-down-to=512 512w,https://framerusercontent.com/images/Fg1hZrd7hyKa8zqpABCVEcj33cs.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/Fg1hZrd7hyKa8zqpABCVEcj33cs.png 1356w\"}),/*#__PURE__*/t(\"p\",{children:[\"‍\",/*#__PURE__*/e(\"strong\",{children:\"‍\"}),\"Dwight is owning this AoR and is deputy Jim will take over if needed. The responsibility at hand is producing and sharing the Sales performance metrics every week. Everything around this AoR is managed by them:\"]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Here the \",/*#__PURE__*/e(\"strong\",{children:\"scope\"}),\" will revolve around the reporting format, who it is shared with, via which medium, etc.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"They are first \",/*#__PURE__*/e(\"strong\",{children:\"point of contact\"}),\" in case any questions or feedback regarding this reporting\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"They must maintain at least some \",/*#__PURE__*/e(\"strong\",{children:\"documentation\"}),\" explaining how this report is created; they might as well have to document how certain metrics are calculated and what they mean.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"They \",/*#__PURE__*/e(\"strong\",{children:\"decide\"}),\" on potential changes to reporting process and format.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"They own the \",/*#__PURE__*/e(\"strong\",{children:\"outcome\"}),\": first, the reporting must be created and shared on time. But beyond that, the purpose of such reporting is that everyone in Sales gets a clear picture of where they stand.\"]})})]}),/*#__PURE__*/e(\"h2\",{children:\"Why should companies implement AoRs?\"}),/*#__PURE__*/e(\"p\",{children:\"There is a reason why implementing AoRs has become common practice in fast growing tech companies: they come with many benefits.\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"AoRs distribute ownership:\"}),\" with them you can go beyond the org chart and delegate responsibilities to everyone. Give every person in your team the opportunity to own something and show what they can do with it.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"AoRs bring clarity:\"}),\" listing AoRs and sharing them publicly within your organization brings transparency and can help prevent silos of work. They force teams into defining their scope of influence and aligning with each other on ownership distribution on overlapping areas.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"AoRs force everyone to level up:\"}),\" with everyone owning something and having to assume the responsibilities of the owner, soon enough people doing a great job with their AoR will become visible. And inspire others to do the same for theirs.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"AoRs help visualize roles in your organization:\"}),\" looking at someone’s AoRs will give you an accurate picture of their actual responsibilities. From there it is then easier to evaluate which ones they should let go of, and which ones would make sense for them to take on.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"‍\"}),/*#__PURE__*/e(\"p\",{children:\"AoRs set a standard on how to operate across all teams and hold everyone accountable. These benefits compound as your organization and the complexity of your daily operations grow.\"}),/*#__PURE__*/e(\"p\",{children:\"In the next articles we will outline how you can start implementing AoRs and distributing ownership across your organization. Stay tuned!\"})]});export const richText14=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"There is a new standard in operations that has developed in technology ventures and that will end up reaching traditional sectors. “No-code ops” - short for no-code operations - \\xa0has arrived, and is going to radically transform how companies operate.\"}),/*#__PURE__*/e(\"h2\",{children:\"What is no-code operations?\"}),/*#__PURE__*/e(\"p\",{children:\"Let’s start with a definition:\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"em\",{children:\"“No-code ops is leveraging no-code tools for internal business operations.”\"})}),/*#__PURE__*/t(\"p\",{children:[\"No-code tools have emerged as one of the most exciting software categories. With these platforms, non-technical users can create software functionality without writing code.\",/*#__PURE__*/e(\"br\",{}),/*#__PURE__*/e(\"br\",{}),\"While most of the discussion around no-code has so far gravitated around how it might impact software development - no-code ops is another paradigm shift that got too little attention in comparison. For the first time, operators are in charge of automating their processes instead of relying on developers. They can build integrations, automate workflows, create custom internal tools and maintain these on their own.\"]}),/*#__PURE__*/e(\"h2\",{children:\"What made this shift possible?\"}),/*#__PURE__*/e(\"h3\",{children:\"SaaS \"}),/*#__PURE__*/e(\"p\",{children:\"Over the last 20 years, software engineers have progressively abstracted away successive technical layers, making them accessible as cloud-services. We all now use dozens of SaaS applications to get our work done, and all we need for that is our web browser. This has spearheaded new ways to collaborate that on-premise would never match. SaaS is here to stay.\"}),/*#__PURE__*/e(\"h3\",{children:\"APIs‍\"}),/*#__PURE__*/e(\"p\",{children:\"Many SaaS vendors have understood the importance of providing an API on top of the GUI to allow for programmable interactions with their software. Today, if you are using a popular SaaS solution, in 90% of the cases they also provide an API. This means actions performed through the GUI can be performed by computers instead.\"}),/*#__PURE__*/e(\"h3\",{children:\"No-code platforms‍\"}),/*#__PURE__*/e(\"p\",{children:\"The missing piece of the puzzle to let non-techies do what only developers could before started emerging with platforms like Zapier, Airtable and Bubble. These platforms provide a visual programming layer on top of code. With these, written instructions with code are replaced by menus and visual interfaces that anyone can learn in a relatively short amount of time.\"}),/*#__PURE__*/e(\"p\",{children:\"Combine these three and you get a picture of today’s reality: all work gets done through SaaS tools; all SaaS tools have APIs; operators can have the tools to build on top these APIs without developers.\"}),/*#__PURE__*/e(\"h2\",{children:\"What does it change?\"}),/*#__PURE__*/e(\"p\",{children:\"Everything.\"}),/*#__PURE__*/e(\"h3\",{children:\"Operators are now in charge \"}),/*#__PURE__*/e(\"p\",{children:\"They no longer need the developers from their tech teams doing things for them. This solves a long lasting problem for both sides: engineers would rather work on engineering problems rather than operating automation topics, operators go from pitching their ideas and hoping they get put in the next sprint to actually building them\"}),/*#__PURE__*/e(\"h3\",{children:\"The speed of automation increases \"}),/*#__PURE__*/e(\"p\",{children:\"With one or more no-code builders in each department, processes start improving every week. What used to be manual checklist is templated and turned into a Make scenario in two weeks by the very person running the process. They optimize the process as they run it, with close feedback loops since they use what they build on a daily basis.\"}),/*#__PURE__*/e(\"h3\",{children:\"No more divide between tech and business\"}),/*#__PURE__*/e(\"p\",{children:\"No-code forces business people to take a step towards understanding tech. There is no such thing as no code at all: no-code tools just abstract code, and the same laws apply. You will get errors and will need to find out how to solve them. Getting into building gets operators closer to understanding how tech works. As a result, tech teams will be positively surprised as they get smarter questions from their business peers.\"}),/*#__PURE__*/e(\"p\",{children:\"‍\"}),/*#__PURE__*/e(\"p\",{children:\"No-code ops is what will increasingly separate tech enabled businesses from tech companies with just a tech team. Are you a tech company? Then everyone should understand tech, not just your tech team.\"}),/*#__PURE__*/e(\"p\",{children:\"‍\"})]});export const richText15=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"We’re pleased to announce \",/*#__PURE__*/e(\"strong\",{children:\"9x\"}),\" is partnering with \",/*#__PURE__*/e(o,{href:\"https://www.travelperk.com/?utm_source=google&utm_medium=cpc&utm_campaign=1247_G_DE_EN_BND_EX_TravelPerk&utm_term=travelperk&utm_content=EX_Misspelling&hl1=&utm_id=go_cmp-15238813397_adg-180422501980_ad-752606123438_kwd-366024080853_dev-c_ext-_prd-&gad_source=1&gad_campaignid=15238813397&gbraid=0AAAAACw7EoRXt8xGTBjNwI1rZY53jN3Co&gclid=CjwKCAjw6NrBBhB6EiwAvnT_rjTlhVCdtfICW1bM8bmtagDrA1q8_nx94FVjtN_rEi-ClEyjD6jdFBoCy5AQAvD_BwE\",motionChild:!0,nodeId:\"GJAA2HdMc\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(n.a,{children:/*#__PURE__*/e(\"strong\",{children:\"TravelPerk\"})})}),\" to focus on a shared mission: transforming TravelPerk into an AI-first company.\"]}),/*#__PURE__*/e(\"p\",{children:\"We’ll work closely with TravelPerk to embed AI where it drives efficiency and real impact - and most importantly enable everyone in the company to confidently and proficiently use AI at work.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Our next chapter\"})}),/*#__PURE__*/e(\"p\",{children:\"At 9x, our goal is to become the leading brand for AI enablement.\"}),/*#__PURE__*/e(\"p\",{children:\"No one has cracked the playbook for turning large companies into truly AI-first organizations — anyone who says otherwise is selling a fantasy.\"}),/*#__PURE__*/e(\"p\",{children:\"This partnership will give us the opportunity to work deeply with a fast-growing scale-up to define what it means to truly operationalize AI — not just in tools, but in culture, capability, and everyday workflows.\"}),/*#__PURE__*/e(\"p\",{children:\"The team at TravelPerk is the best we've met — talented, ambitious, and execution-focused. We couldn't have dreamt of a better partner to figure this out with.\"}),/*#__PURE__*/e(\"p\",{children:\"We’re embarking on our most exciting journey yet.\"}),/*#__PURE__*/e(\"p\",{children:\"Excited to get to work!\"})]});export const richText16=/*#__PURE__*/t(i.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"I remember the days we first started 9x.\"}),/*#__PURE__*/e(\"p\",{children:\"We were a small agency with big dreams, helping businesses navigate the no-code revolution. Back then, watching someone's eyes light up when they built their first automation – that was everything.\"}),/*#__PURE__*/e(\"p\",{children:\"Little did we know at the time we were just scratching the surface.\"}),/*#__PURE__*/e(\"p\",{children:\"Today, I'm incredibly excited to share what's next: 9x is going all-in on AI training.\"}),/*#__PURE__*/e(\"p\",{children:\"Not because it's trendy, but because we've seen firsthand how it's about to transform everything: from entire industries to every individual job.\"}),/*#__PURE__*/e(\"p\",{children:\"Yes, yours too.\"}),/*#__PURE__*/e(\"h2\",{children:\"Finally: we found our why\"}),/*#__PURE__*/e(\"p\",{children:\"One thought has been keeping me up at night this whole year: we're living through the biggest technological revolution in history, yet most people are still on the sidelines.\"}),/*#__PURE__*/e(\"p\",{children:\"Let that sink in.\"}),/*#__PURE__*/e(\"p\",{children:\"Despite all the AI hype, we're seeing a massive disconnect:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Most professionals haven't integrated a single AI use case into their work\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Those who try often stop at basic ChatGPT queries, missing 90% of what's possible\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:'Even \"tech-savvy\" folks struggle to prompt effectively or leverage AI strategically'})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The vast majority of businesses aren't even scratching the surface of AI's potential\"})})]}),/*#__PURE__*/e(\"p\",{children:\"And here's the wild part: while most people are still figuring out how to write better prompts in ChatGPT, the technology has already leapt miles ahead.\"}),/*#__PURE__*/e(\"p\",{children:\"We're talking about AI agents that can browse the web, analyze data, and make decisions autonomously. Voice APIs that can clone your voice and have real-time conversations. AI assistants that can control your computer, write code, and execute complex tasks.\"}),/*#__PURE__*/e(\"p\",{children:\"There’s never been a better time to start or run a company. A whole world of new opportunities is opening up right now, up for grabs.\"}),/*#__PURE__*/e(\"p\",{children:\"To seize them, you will need to combine your expertise with AI skills.\"}),/*#__PURE__*/e(\"p\",{children:\"Our mission is simple: bring you these skills on a silver platter.\"}),/*#__PURE__*/e(\"p\",{children:\"Come learn AI with us. \"}),/*#__PURE__*/e(\"p\",{children:\"I promise you won’t regret it.\"})]});\nexport const __FramerMetadata__ = {\"exports\":{\"richText14\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText16\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText12\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText6\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText3\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText15\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText5\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText10\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText9\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText13\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText4\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText1\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText2\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText7\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText8\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText11\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"__FramerMetadata__\":{\"type\":\"variable\"}}}"],"mappings":"yWACa,AADb,GAAkD,IAA8B,IAAuC,IAAwB,CAAa,EAAsB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,sBAAuB,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,yJAA0J,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mQAAoQ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,6CAA8C,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mHAAoH,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sTAAuT,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,kbAAmb,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,+GAAgH,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,4PAA6P,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mEAAoE,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,6CAA8C,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,kLAAmL,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,gHAAiH,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,oLAAqL,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,oJAAqJ,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,+GAAgH,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,yIAA0I,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,8MAA+M,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,uCAAwC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,4FAA6F,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,+KAAgL,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,qWAAqW,MAAM,CAAC,YAAY,aAAc,EAAC,MAAM,MAAO,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qEAAsE,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,mMAAoM,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,+MAAgN,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,+NAAgO,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,2KAA4K,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wIAAyI,EAAC,AAAC,CAAC,EAAC,CAAc,EAAuB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,wBAAqC,EAAEA,EAAE,CAAC,KAAK,4EAA4E,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,iBAAkB,EAAC,AAAC,EAAC,CAAC,0IAA2I,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uBAAwB,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,sQAAuQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,8FAA+F,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,yBAA0B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAsB,EAAE,KAAK,CAAC,SAAS,6EAA8E,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,wGAAqH,EAAE,SAAS,CAAC,SAAS,IAAK,EAAC,CAAC,yCAA0C,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,uDAAwD,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0HAA2H,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uOAAwO,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oSAAqS,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,0CAA2C,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,yDAAsE,EAAE,SAAS,CAAC,SAAS,wBAAyB,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mLAAoL,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,2BAA4B,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,0CAA2C,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,sCAAuC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,2CAA4C,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,MAAO,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,2FAA4F,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qEAAsE,EAAC,AAAC,CAAC,EAAC,CAAc,EAAuB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,yaAA4a,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iHAAkH,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,oWAAqW,EAAC,CAAc,EAAE,KAAK,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,4CAA6C,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,ySAA0S,EAAC,CAAc,EAAE,IAAI,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,YAAa,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,8CAA+C,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,yCAA0C,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,4CAA6C,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,sEAAuE,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,0CAA2C,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,+CAAgD,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,udAAwd,EAAC,CAAc,EAAE,IAAI,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,YAAa,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,6CAA8C,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,uDAAwD,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,mEAAoE,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,8CAA+C,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oNAAqN,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,sQAAuQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,YAAa,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,0GAA2G,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,mFAAoF,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,uBAAwB,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wKAAyK,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,sQAAuQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,YAAa,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,qDAAsD,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,gEAAiE,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,qEAAsE,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uGAAwG,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,sEAAsE,OAAO,gWAAiW,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,0CAA2C,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gRAAiR,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uLAAwL,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mBAAoB,EAAC,AAAC,CAAC,EAAC,CAAc,EAAuB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,aAAa,CAAC,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,yHAAsI,EAAE,KAAK,CAAE,EAAC,CAAC,IAAiB,EAAE,SAAS,CAAC,SAAS,wBAAyB,EAAC,AAAC,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,+OAAgP,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uNAAwN,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,+MAAgN,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gHAAiH,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,gFAAiF,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wTAAyT,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,yNAA0N,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,kDAAmD,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,kQAAmQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qDAAsD,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,wDAAyD,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,kKAAmK,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qIAAsI,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,2IAA4I,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,2BAA4B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,4QAA6Q,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,oWAAqW,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,mBAAoB,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wdAAyd,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,kcAAmc,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,qBAAsB,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qWAAsW,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,kcAAmc,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,+BAAgC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,yUAA0U,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,+CAAgD,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oJAAqJ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,kXAAmX,EAAC,AAAC,CAAC,EAAC,CAAc,EAAuB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,iKAA8K,EAAED,EAAE,CAAC,KAAK,wEAAwE,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,sCAAuC,EAAC,AAAC,EAAC,CAAC,GAAI,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,8HAA+H,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,kFAAmF,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,6DAA0E,EAAED,EAAE,CAAC,KAAK,wDAAwD,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,sEAAuE,EAAC,AAAC,EAAC,CAAC,mBAAoB,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0GAA2G,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,kFAAmF,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mCAAoC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,2BAA4B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,kQAAmQ,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,sQAAuQ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,0BAA2B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0EAA2E,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mKAAoK,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,qEAAqE,OAAO,gQAAiQ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,6CAA8C,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oFAAqF,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,yBAAsC,EAAE,KAAK,CAAC,SAAS,SAAU,EAAC,CAAC,IAAiB,EAAE,KAAK,CAAC,SAAS,QAAS,EAAC,CAAC,2MAA4M,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0BAA2B,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,sEAAsE,OAAO,mQAAoQ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,wCAAyC,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,6MAA8M,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,qEAAqE,OAAO,gQAAiQ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,8BAA+B,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,8CAA+C,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wRAAyR,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,sQAAuQ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,wBAAyB,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oGAAqG,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iIAAkI,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,sEAAsE,OAAO,mQAAoQ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,8BAA+B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,8CAA+C,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,2RAA4R,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,qEAAqE,OAAO,gQAAiQ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,0BAA2B,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uGAAwG,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,6LAA8L,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,sEAAsE,OAAO,mQAAoQ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAC,wBAAqC,EAAE,SAAS,CAAC,SAAS,mCAAoC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iFAAkF,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oMAAqM,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,sEAAsE,OAAO,mQAAoQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mJAAoJ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sFAAuF,EAAC,AAAC,CAAC,EAAC,CAAc,EAAuB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,mCAAoC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,kPAAmP,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,2JAA4J,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,6HAA8H,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,2GAA4G,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,4CAA6C,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0MAA2M,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wDAAyD,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qMAAsM,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iPAAkP,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,yJAA0J,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,+CAAgD,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iJAAkJ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,gCAAiC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,8BAA+B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0GAA2G,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mLAAoL,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,6CAA8C,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,kDAAmD,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,oEAAqE,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,4CAA6C,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iHAAkH,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0FAA2F,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,sEAAsE,OAAO,mQAAoQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gKAAiK,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oEAAqE,EAAC,CAAc,EAAE,KAAK,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,eAAgB,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,yBAA0B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oQAAqQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,6DAA8D,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,WAAY,EAAC,CAAC,0DAA2D,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,gBAAiB,EAAC,CAAC,gDAAiD,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,cAAe,EAAC,CAAC,6HAA8H,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,4GAA6G,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,UAAW,EAAC,CAAC,qEAAsE,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,SAAU,EAAC,CAAC,uGAAwG,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uHAAwH,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sDAAuD,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,sQAAuQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,2FAA4F,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,wHAAyH,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,oHAAqH,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,MAAO,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,4GAA6G,EAAC,CAAc,EAAE,KAAK,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,kCAAmC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,0BAA2B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,+IAAgJ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gDAAiD,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,YAAa,EAAC,CAAC,sEAAuE,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,gBAAiB,EAAC,CAAC,gDAAiD,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sBAAuB,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,sQAAuQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sFAAuF,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iTAAkT,EAAC,CAAc,EAAE,KAAK,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,8CAA+C,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,+BAAgC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,2DAA4D,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,8UAA+U,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,iBAAkB,EAAC,CAAC,uHAAwH,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,SAAU,EAAC,CAAC,8GAA+G,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,iBAAkB,EAAC,CAAC,+IAAgJ,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sJAAuJ,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,sQAAuQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,4GAA6G,EAAC,CAAc,EAAE,KAAK,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,uCAAwC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,qCAAsC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,+TAAgU,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oFAAqF,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,cAAe,EAAC,CAAC,uFAAwF,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,oBAAqB,EAAC,CAAC,gFAAiF,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,sEAAsE,OAAO,mQAAoQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iOAAkO,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,iCAAkC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qCAAsC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,2BAAwC,EAAE,SAAS,CAAC,SAAS,YAAa,EAAC,AAAC,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,mBAAgC,EAAE,SAAS,CAAC,SAAS,OAAQ,EAAC,CAAC,MAAO,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,wBAAqC,EAAE,SAAS,CAAC,SAAS,cAAe,EAAC,AAAC,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,UAAuB,EAAE,SAAS,CAAC,SAAS,gCAAiC,EAAC,AAAC,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,+CAA4D,EAAE,SAAS,CAAC,SAAS,aAAc,EAAC,AAAC,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sEAAuE,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,WAAY,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,kLAAmL,EAAC,AAAC,CAAC,EAAC,CAAc,EAAuB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,4EAA6E,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,6IAA8I,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qFAAsF,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,+DAAgE,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sMAAuM,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gOAAiO,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iMAAkM,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iBAAkB,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,kCAAmC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,8EAA+E,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gBAAiB,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,kBAAmB,EAAC,CAAC,4KAA6K,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,yBAA0B,EAAC,CAAC,+HAAgI,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,6BAA8B,EAAC,CAAC,oGAAqG,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,uCAAwC,EAAC,CAAC,4MAA6M,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,+ZAAga,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sFAAuF,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,mDAAoD,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uGAAwG,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,0DAA2D,EAAC,CAAC,ySAA0S,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,oCAAqC,EAAC,CAAC,wSAAyS,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,uBAAwB,EAAC,CAAC,sOAAuO,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,eAAgB,EAAC,CAAC,wZAAyZ,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,yCAA0C,EAAC,CAAC,mSAAoS,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iMAAkM,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wCAAyC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,gEAAiE,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,yMAA0M,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wFAAyF,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,8BAA+B,EAAC,CAAC,gNAAiN,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,yCAA0C,EAAC,CAAC,qJAAsJ,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,yDAA0D,EAAC,CAAC,iNAAkN,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,mCAAoC,EAAC,CAAC,+EAAgF,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,2BAA4B,EAAC,CAAC,uIAAwI,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,0CAA2C,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,8GAA+G,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iEAAkE,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,yFAA0F,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,GAAI,EAAC,AAAC,CAAC,EAAC,CAAc,EAAuB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,uDAAwD,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iEAAkE,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,kCAAsC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gBAAiB,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mdAAod,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iBAAkB,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,yFAAsG,EAAED,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,SAAU,EAAC,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAY,CAAC,EAAC,UAAU,WAAY,EAAC,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,SAAU,EAAC,AAAC,EAAC,CAAC,sJAAuJ,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,6BAA8B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qNAAsN,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,+JAAgK,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,uFAAwF,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,kEAAmE,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,qHAAsH,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,uGAAwG,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wMAAyM,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iBAAkB,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,qCAAsC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gQAAiQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sOAAuO,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,kGAAmG,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,8BAA2C,EAAED,EAAE,CAAC,KAAK,gBAAgB,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,QAAS,EAAC,AAAC,EAAC,CAAC,OAAoB,EAAED,EAAE,CAAC,KAAK,cAAc,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,MAAO,EAAC,AAAC,EAAC,CAAC,4PAA6P,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,8HAA+H,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,wDAAyD,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gJAAiJ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sJAAuJ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wCAAyC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iRAAkR,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wJAAyJ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gKAAiK,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,2PAA4P,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,6LAA8L,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,GAAI,EAAC,AAAC,CAAC,EAAC,CAAc,EAAuB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,mRAAoR,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,0EAA2E,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,kCAA+C,EAAED,EAAE,CAAC,KAAK,iDAAiD,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,mCAAoC,EAAC,AAAC,EAAC,CAAC,uTAAwT,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sHAAuH,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,uEAAwE,EAAC,CAAC,+QAAgR,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,gDAAiD,EAAC,CAAC,2NAA4N,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,0DAA2D,EAAC,CAAC,oQAAqQ,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mFAAoF,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,2DAA4D,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iPAAkP,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,6OAA8O,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iBAAkB,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,6CAA8C,EAAC,CAAC,+NAAgO,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,uCAAwC,EAAC,CAAC,8RAA+R,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,sDAAuD,EAAC,CAAC,2RAA4R,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,6DAA8D,EAAC,CAAC,oMAAqM,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,8KAA+K,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAC,IAAiB,EAAE,SAAS,CAAC,SAAS,gDAAiD,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qEAAsE,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gQAAiQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0NAA2N,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,yEAA0E,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,iFAAkF,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,yGAA0G,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qOAAsO,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oDAAqD,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,2CAA4C,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,wHAAyH,EAAC,CAAC,6BAA8B,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iOAAkO,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,GAAI,EAAC,AAAC,CAAC,EAAC,CAAc,EAAuB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,6VAA8V,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,uCAAwC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qYAAsY,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,+CAAgD,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,ulBAAwlB,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,gCAAiC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,8FAA+F,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,uPAAwP,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,8KAA+K,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,sKAAuK,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,oLAAqL,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,8BAA+B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qOAAsO,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAED,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,SAAU,EAAC,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAY,CAAC,EAAC,UAAU,WAAY,EAAC,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,SAAU,EAAC,AAAC,EAAC,CAAC,4RAA6R,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAED,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,aAAc,EAAC,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAY,CAAC,EAAC,UAAU,WAAY,EAAC,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,aAAc,EAAC,AAAC,EAAC,CAAC,+TAAgU,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,4MAA6M,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,YAAa,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0UAA2U,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,GAAI,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,GAAI,EAAC,AAAC,CAAC,EAAC,CAAc,EAAwB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,6RAA8R,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oIAAqI,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,aAAc,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uYAAwY,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,6BAA8B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,4XAA6X,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,6BAA8B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wRAAyR,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,mBAAoB,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oNAAqN,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,uBAAwB,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,+WAAgX,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,yBAA0B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,2dAA4d,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,+BAAgC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,2jBAA4jB,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,UAAW,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,khBAAmhB,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,8BAA+B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qVAAsV,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,0HAAuI,EAAED,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,UAAW,EAAC,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAY,CAAC,EAAC,UAAU,WAAY,EAAC,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,UAAW,EAAC,AAAC,EAAC,CAAC,KAAkB,EAAED,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,MAAO,EAAC,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAY,CAAC,EAAC,UAAU,WAAY,EAAC,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,MAAO,EAAC,AAAC,EAAC,CAAC,OAAoB,EAAED,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,QAAS,EAAC,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAY,CAAC,EAAC,UAAU,WAAY,EAAC,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,QAAS,EAAC,AAAC,EAAC,CAAC,6GAA8G,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sEAAuE,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,GAAI,EAAC,AAAC,CAAC,EAAC,CAAc,EAAwB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,4QAA6Q,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,oDAAqD,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oOAAqO,EAAC,CAAc,EAAE,aAAa,CAAC,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,IAAiB,EAAE,KAAK,CAAC,SAAS,yaAA0a,EAAC,AAAC,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oIAAqI,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sNAAuN,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,6KAA8K,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,0BAAuC,EAAED,EAAE,CAAC,KAAK,gBAAgB,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,QAAS,EAAC,AAAC,EAAC,CAAC,OAAoB,EAAED,EAAE,CAAC,KAAK,cAAc,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,MAAO,EAAC,AAAC,EAAC,CAAC,yDAA0D,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,2EAA4E,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,2DAAwE,EAAED,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,QAAS,EAAC,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAY,CAAC,EAAC,UAAU,WAAY,EAAC,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,QAAS,EAAC,AAAC,EAAC,CAAC,KAAkB,EAAED,EAAE,CAAC,KAAK,eAAe,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,OAAQ,EAAC,AAAC,EAAC,CAAC,YAAa,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,2FAA4F,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,oDAAqD,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,kDAAmD,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iRAAkR,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,sEAAsE,OAAO,gWAAiW,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iJAAkJ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,UAAW,EAAC,CAAC,yBAA0B,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,cAA2B,EAAE,KAAK,CAAC,SAAS,mBAAoB,EAAC,AAAC,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,WAAY,EAAC,CAAC,0FAA2F,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gOAAiO,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,yFAA0F,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,2MAA4M,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0DAA2D,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,0NAA2N,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,6MAA8M,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,gKAA6K,EAAED,EAAE,CAAC,KAAK,eAAe,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,OAAQ,EAAC,AAAC,EAAC,CAAC,qOAAsO,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iYAAkY,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,GAAI,EAAC,AAAC,CAAC,EAAC,CAAc,EAAwB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,uCAAoD,EAAED,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,+BAAgC,EAAC,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAY,CAAC,EAAC,UAAU,WAAY,EAAC,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAS,yCAA0C,EAAC,AAAC,EAAC,CAAC,6DAA0E,EAAE,KAAK,CAAC,SAAS,SAAU,EAAC,CAAC,QAAS,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,yJAA0J,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,qCAAsC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,+BAAgC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,sCAAuC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,qCAAsC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gJAAiJ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,WAAY,EAAC,CAAC,qNAAsN,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,YAAa,EAAC,CAAC,+SAAgT,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0GAA2G,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,uCAAwC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,wDAAyD,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,sDAAuD,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,iCAAkC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0KAA2K,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,oEAAoE,OAAO,6PAA8P,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,8BAA+B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wLAAyL,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,yBAA0B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qLAAsL,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iDAAkD,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,QAAS,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,qBAAsB,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,qEAAqE,OAAO,gQAAiQ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,4BAA6B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sHAAuH,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,aAAc,EAAC,CAAC,sXAAuX,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,SAAS,OAAQ,EAAC,CAAC,4FAAyG,EAAE,KAAK,CAAC,SAAS,MAAO,EAAC,CAAC,gCAA6C,EAAE,KAAK,CAAC,SAAS,UAAW,EAAC,CAAC,8CAA2D,EAAE,KAAK,CAAC,SAAS,WAAY,EAAC,CAAC,oEAAqE,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,oMAAiN,EAAE,KAAK,CAAC,SAAS,SAAU,EAAC,CAAC,OAAoB,EAAE,KAAK,CAAC,SAAS,QAAS,EAAC,CAAC,0BAA2B,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,8CAA+C,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,4SAA6S,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,6SAA8S,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,8BAA+B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,wEAAqF,EAAE,KAAK,CAAC,SAAS,QAAS,EAAC,CAAC,KAAkB,EAAE,KAAK,CAAC,SAAS,UAAW,EAAC,CAAC,QAAqB,EAAE,KAAK,CAAC,SAAS,eAAgB,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wBAAyB,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,gBAAiB,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,8DAA+D,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,+EAAgF,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,+GAAgH,EAAC,CAAc,EAAE,IAAI,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,qCAAsC,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oIAAqI,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uBAAwB,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,sQAAuQ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,QAAS,EAAC,CAAC,IAAiB,EAAE,KAAK,CAAC,SAAS,mBAAoB,EAAC,CAAC,0SAA2S,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,SAAU,EAAC,CAAC,IAAiB,EAAE,KAAK,CAAC,SAAS,aAAc,EAAC,CAAC,mRAAoR,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,eAAgB,EAAC,CAAC,gHAAiH,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,kCAAmC,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,6HAA8H,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sKAAuK,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,sQAAuQ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,QAAS,EAAC,CAAC,uLAAwL,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,SAAU,EAAC,CAAC,0HAA2H,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,eAAgB,EAAC,CAAC,8DAA+D,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,8LAA+L,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,sEAAsE,OAAO,mQAAoQ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,QAAS,EAAC,CAAC,IAAiB,EAAE,KAAK,CAAC,SAAS,kBAAmB,EAAC,CAAC,4SAA6S,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,SAAU,EAAC,CAAC,IAAiB,EAAE,KAAK,CAAC,SAAS,eAAgB,EAAC,CAAC,iHAAkH,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,eAAgB,EAAC,CAAC,IAAiB,EAAE,KAAK,CAAC,SAAS,wBAAyB,EAAC,CAAC,sOAAuO,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oJAAqJ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,mEAAgF,EAAE,KAAK,CAAC,SAAS,iCAAkC,EAAC,CAAC,gOAAiO,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,cAAe,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mUAAoU,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wMAAyM,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mGAAoG,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,GAAI,EAAC,AAAC,CAAC,EAAC,CAAc,EAAwB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,mIAAoI,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,4OAA6O,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gUAAiU,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sLAAuL,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uJAAwJ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,WAAY,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,gBAAiB,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gIAAiI,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,wCAAqD,EAAE,KAAK,CAAC,SAAS,cAAe,EAAC,CAAC,iFAAkF,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,OAAQ,EAAC,CAAC,8EAA+E,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,mBAAoB,EAAC,CAAC,yEAA0E,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,eAAgB,EAAC,CAAC,wFAAyF,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,WAAY,EAAC,CAAC,8CAA+C,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,UAAW,EAAC,CAAC,+CAAgD,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,gBAA6B,EAAE,SAAS,CAAC,SAAS,GAAI,EAAC,CAAC,0OAA2O,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,iBAAkB,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,8DAA+D,EAAC,CAAc,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,IAAI,uEAAuE,OAAO,sQAAuQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,IAAiB,EAAE,SAAS,CAAC,SAAS,GAAI,EAAC,CAAC,oNAAqN,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,YAAyB,EAAE,SAAS,CAAC,SAAS,OAAQ,EAAC,CAAC,0FAA2F,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,kBAA+B,EAAE,SAAS,CAAC,SAAS,kBAAmB,EAAC,CAAC,6DAA8D,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,oCAAiD,EAAE,SAAS,CAAC,SAAS,eAAgB,EAAC,CAAC,oIAAqI,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,QAAqB,EAAE,SAAS,CAAC,SAAS,QAAS,EAAC,CAAC,wDAAyD,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAC,gBAA6B,EAAE,SAAS,CAAC,SAAS,SAAU,EAAC,CAAC,+KAAgL,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,sCAAuC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,kIAAmI,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,4BAA6B,EAAC,CAAC,0LAA2L,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,qBAAsB,EAAC,CAAC,+PAAgQ,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,kCAAmC,EAAC,CAAC,gNAAiN,CAAC,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,CAAc,EAAE,SAAS,CAAC,SAAS,iDAAkD,EAAC,CAAC,gOAAiO,CAAC,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,GAAI,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,sLAAuL,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,2IAA4I,EAAC,AAAC,CAAC,EAAC,CAAc,EAAwB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,+PAAgQ,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,6BAA8B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gCAAiC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAsB,EAAE,KAAK,CAAC,SAAS,6EAA8E,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,gLAA6L,EAAE,KAAK,CAAE,EAAC,CAAc,EAAE,KAAK,CAAE,EAAC,CAAC,maAAoa,CAAC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,gCAAiC,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,OAAQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0WAA2W,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,OAAQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uUAAwU,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,oBAAqB,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iXAAkX,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,4MAA6M,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,sBAAuB,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,aAAc,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,8BAA+B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,6UAA8U,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,oCAAqC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qVAAsV,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,0CAA2C,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,4aAA6a,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,GAAI,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0MAA2M,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,GAAI,EAAC,AAAC,CAAC,EAAC,CAAc,EAAwB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,CAAC,6BAA0C,EAAE,SAAS,CAAC,SAAS,IAAK,EAAC,CAAC,uBAAoC,EAAED,EAAE,CAAC,KAAK,+aAA+a,aAAa,EAAE,OAAO,YAAY,cAAc,EAAE,QAAQ,oBAAoB,cAAc,EAAE,SAAsB,EAAEC,EAAE,EAAE,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,YAAa,EAAC,AAAC,EAAC,AAAC,EAAC,CAAC,kFAAmF,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iMAAkM,EAAC,CAAc,EAAE,IAAI,CAAC,SAAsB,EAAE,SAAS,CAAC,SAAS,kBAAmB,EAAC,AAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mEAAoE,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iJAAkJ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uNAAwN,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iKAAkK,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mDAAoD,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,yBAA0B,EAAC,AAAC,CAAC,EAAC,CAAc,EAAwB,EAAA,EAAa,CAAC,SAAS,CAAc,EAAE,IAAI,CAAC,SAAS,0CAA2C,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uMAAwM,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,qEAAsE,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wFAAyF,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mJAAoJ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,iBAAkB,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,2BAA4B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gLAAiL,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mBAAoB,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,6DAA8D,EAAC,CAAc,EAAE,KAAK,CAAC,SAAS,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,4EAA6E,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,mFAAoF,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,qFAAsF,EAAC,AAAC,EAAC,CAAc,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsB,EAAE,IAAI,CAAC,SAAS,sFAAuF,EAAC,AAAC,EAAC,AAAC,CAAC,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,0JAA2J,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,mQAAoQ,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,uIAAwI,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,wEAAyE,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,oEAAqE,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,yBAA0B,EAAC,CAAc,EAAE,IAAI,CAAC,SAAS,gCAAiC,EAAC,AAAC,CAAC,EAAC,CACzzuH,EAAqB,CAAC,QAAU,CAAC,WAAa,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,WAAa,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,WAAa,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,WAAa,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,WAAa,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,WAAa,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,SAAW,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,WAAa,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAI,CAAC,EAAC,mBAAqB,CAAC,KAAO,UAAW,CAAC,CAAC"}