{
  "version": 3,
  "sources": ["ssg:https://framerusercontent.com/modules/TGAldHsDHT0RkNdGxBlZ/V5jiH46xxb699Yb6JhCV/DNFW_QdcY-11.js"],
  "sourcesContent": ["import{jsx as e,jsxs as t}from\"react/jsx-runtime\";import{Link as a}from\"framer\";import{motion as i}from\"framer-motion\";import*as r from\"react\";export const richText=/*#__PURE__*/t(r.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"Are you a \",/*#__PURE__*/e(a,{href:{webPageId:\"f4yO_LaPN\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales leader\"})}),\" struggling to choose between SalesRabbit and Spotio for your field sales teams? As businesses increasingly rely on digital tools to \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"optimizing-your-b2b-sales-funnel-in-hubspot\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"T8Hzx_Clk\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"optimize their sales\"})}),\" processes, making the right choice between these platforms can significantly impact your revenue and team performance.\"]}),/*#__PURE__*/e(\"p\",{children:\"Drawing from our experience working with hundreds of sales teams using both platforms, we'll provide an in-depth comparison that goes beyond surface-level features to help you make an informed decision for your specific needs.\"}),/*#__PURE__*/e(\"h2\",{children:\"Why Spotio vs SalesRabbit Comparison Matters for Sales Leaders\"}),/*#__PURE__*/t(\"p\",{children:[\"The stakes are high when selecting a field sales platform. According to recent data, companies using the right field \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"best-sales-management-software\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"bAwrEUKyS\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales management tools\"})}),\" see a 66% increase in \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"essential-strategies-to-boost-your-sales-quota-attainment\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"hJDgUWOIc\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"revenue attainment\"})}),\" and 82% higher quota achievement. However, choosing the wrong platform can lead to decreased productivity, frustrated sales reps, and lost opportunities.\"]}),/*#__PURE__*/e(\"p\",{children:\"As field sales teams grow and scale their operations, they often face common challenges:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Managing multiple systems while trying to maintain data accuracy\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Tracking sales performance across dispersed field teams\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Streamlining lead management and territory optimization\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Integrating new tools with existing sales processes\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Both Spotio and SalesRabbit address these challenges, but they do so in distinctly different ways that can impact your team\u2019s success by streamlining and automating various stages of the sales process.\"}),/*#__PURE__*/e(\"h2\",{children:\"Forecastio: Smarter Sales Performance Tracking for HubSpot Users\"}),/*#__PURE__*/t(\"p\",{children:[\"When comparing SalesRabbit and Spotio, businesses focus on field sales management and territory tracking\u2014but sales teams also need clear insights into \",/*#__PURE__*/e(a,{href:{webPageId:\"BUVDGjVWa\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"pipeline health\"})}),\", deal progress, and revenue performance to drive predictable growth. Forecastio is a sales performance management platform built for HubSpot users, helping \",/*#__PURE__*/e(a,{href:{webPageId:\"f4yO_LaPN\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales leaders\"})}),\" track key sales metrics, identify at-risk deals, and optimize sales execution using advanced analytics.\"]}),/*#__PURE__*/t(\"p\",{children:[\"By analyzing historical sales data and deal movement, Forecastio provides real-time visibility into \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"how-to-set-realistic-sales-quotas\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"gOdyYZh5o\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"quota attainment\"})}),\", revenue trends, and team performance. With seamless HubSpot integration, it eliminates manual tracking, enabling sales teams to make data-driven decisions and improve forecasting accuracy.\"]}),/*#__PURE__*/e(\"p\",{children:\"For HubSpot users looking to gain deeper pipeline visibility and improve sales performance, Forecastio offers a simple yet powerful solution to drive more predictable revenue growth.\"}),/*#__PURE__*/e(\"h2\",{children:\"Market Position and Evolution\"}),/*#__PURE__*/e(\"p\",{children:\"In the competitive landscape of field sales software, both platforms have carved out their niches. SalesRabbit, established in 2013, has grown to serve over 85,000 sales professionals daily, focusing primarily on streamlining door-to-door sales operations. Their platform emphasizes real-time collaboration and integrated sales processes.\"}),/*#__PURE__*/e(\"p\",{children:\"Spotio, meanwhile, has positioned itself as a comprehensive field sales acceleration platform, serving industries ranging from home services to telecommunications. Their approach centers on robust analytics and territory optimization, helping sales managers make data-driven decisions. Spotio vs SalesRabbit comparisons often highlight differences in customer distribution by geography, market share in the Sales Productivity category, and overall performance in specific markets.\"}),/*#__PURE__*/e(\"h2\",{children:\"Core Feature Analysis: What Really Matters for Revenue Impact\"}),/*#__PURE__*/e(\"p\",{children:\"When evaluating SalesRabbit vs Spotio, understanding how their features translate to revenue impact becomes crucial. Let's examine how each platform addresses key sales performance challenges.\"}),/*#__PURE__*/e(\"h3\",{children:\"Lead Management and Territory Optimization\"}),/*#__PURE__*/e(\"p\",{children:\"SalesRabbit's approach to lead management centers on real-time collaboration and automated workflows. The platform's strength lies in its ability to help sales teams grow through intelligent lead distribution and territory mapping. Sales managers particularly appreciate the system's capability to prevent territory overlap and optimize route planning, reducing unproductive field time by up to 30%.\"}),/*#__PURE__*/e(\"img\",{alt:\"SalesRabbit\",className:\"framer-image\",height:\"760\",src:\"https://framerusercontent.com/images/reQP7UPznUMBoi2zUXNk38Qe1I.png\",srcSet:\"https://framerusercontent.com/images/reQP7UPznUMBoi2zUXNk38Qe1I.png?scale-down-to=512 512w,https://framerusercontent.com/images/reQP7UPznUMBoi2zUXNk38Qe1I.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/reQP7UPznUMBoi2zUXNk38Qe1I.png?scale-down-to=2048 2048w,https://framerusercontent.com/images/reQP7UPznUMBoi2zUXNk38Qe1I.png 2722w\",style:{aspectRatio:\"2722 / 1520\"},width:\"1361\"}),/*#__PURE__*/e(\"p\",{children:\"Spotio takes a different angle, focusing on data-driven territory management. Their platform excels in helping sales reps track and manage leads through customizable sales processes. A standout feature is their advanced filtering system, allowing managers to segment territories based on multiple criteria such as deal size, industry, and historical performance data.\"}),/*#__PURE__*/e(\"h3\",{children:\"Sales Performance Tracking and Analytics\"}),/*#__PURE__*/e(\"p\",{children:\"Both platforms offer performance tracking, but their approaches serve different organizational needs. SalesRabbit provides immediate visibility into field activities through their mobile-first platform. Sales managers can track key metrics like: Time spent in the field, conversation rates, and deal progression through the pipeline. The platform's real-time dashboards help identify bottlenecks and optimize sales processes quickly.\"}),/*#__PURE__*/e(a,{href:{webPageId:\"PWpwhv6Jq\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{className:\"framer-image\",\"data-preset-tag\":\"img\",children:/*#__PURE__*/e(\"img\",{alt:\"Sales Compensation Calculator\",className:\"framer-image\",height:\"246\",src:\"https://framerusercontent.com/images/ca2S11nUir43aKwVxGsinKfuDQQ.png\",srcSet:\"https://framerusercontent.com/images/ca2S11nUir43aKwVxGsinKfuDQQ.png?scale-down-to=512 512w,https://framerusercontent.com/images/ca2S11nUir43aKwVxGsinKfuDQQ.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/ca2S11nUir43aKwVxGsinKfuDQQ.png 1800w\",style:{aspectRatio:\"1800 / 492\"},width:\"900\"})})}),/*#__PURE__*/e(\"p\",{children:\"Spotio's analytics capabilities focus more on predictive insights and pattern recognition. Their platform integrates various data points to help sales teams optimize their approach. For instance, their activity correlation analysis helps identify which actions most strongly correlate with closed deals, allowing managers to replicate successful patterns across their teams.\"}),/*#__PURE__*/e(\"h3\",{children:\"Integration Capabilities and Tech Stack Considerations\"}),/*#__PURE__*/e(\"p\",{children:\"A critical factor for many sales leaders is how these platforms fit into their existing tech stack. SalesRabbit offers native integration with major CRM platforms, including HubSpot, making it particularly attractive for organizations heavily invested in these ecosystems. Their API allows for custom integrations, though some users report needing developer support for complex implementations.\"}),/*#__PURE__*/e(\"p\",{children:\"Spotio's integration approach emphasizes flexibility and customization. While they offer standard CRM integrations, their strength lies in connecting with specialized industry tools and databases. This makes them particularly valuable for teams that rely on industry-specific software or need to maintain connections with multiple systems.\"}),/*#__PURE__*/e(\"h3\",{children:\"Mobile Experience and Field Usage\"}),/*#__PURE__*/e(\"p\",{children:\"The mobile experience is crucial for field sales teams, and both platforms recognize this. SalesRabbit's mobile app focuses on simplicity and speed, prioritizing features that sales reps use most frequently in the field. Their offline mode is particularly robust, allowing reps to continue working even in areas with poor connectivity.\"}),/*#__PURE__*/e(\"img\",{alt:\"SPOTIO\",className:\"framer-image\",height:\"758\",src:\"https://framerusercontent.com/images/bEtUuwAN2vz6mFspZXvk7hf4gzM.png\",srcSet:\"https://framerusercontent.com/images/bEtUuwAN2vz6mFspZXvk7hf4gzM.png?scale-down-to=512 512w,https://framerusercontent.com/images/bEtUuwAN2vz6mFspZXvk7hf4gzM.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/bEtUuwAN2vz6mFspZXvk7hf4gzM.png?scale-down-to=2048 2048w,https://framerusercontent.com/images/bEtUuwAN2vz6mFspZXvk7hf4gzM.png 2610w\",style:{aspectRatio:\"2610 / 1516\"},width:\"1305\"}),/*#__PURE__*/e(\"p\",{children:\"Spotio's mobile platform emphasizes data capture and real-time communication. Their app includes features like voice-to-text note-taking and automated check-ins, which help reduce manual data entry while maintaining accurate records. This approach has proven especially valuable for teams operating in industries where detailed documentation is crucial.\"}),/*#__PURE__*/e(\"h2\",{children:\"Pricing Considerations and ROI Analysis\"}),/*#__PURE__*/e(\"p\",{children:\"Understanding the true cost of implementing either platform requires looking beyond the base subscription fees. SalesRabbit's pricing model is more transparent, with tiered options based on team size and feature requirements. Their entry-level plans start with essential features, allowing teams to scale up as needed.\"}),/*#__PURE__*/e(\"p\",{children:\"Spotio's pricing structure, while less transparent upfront, offers more customization options. They work with organizations to create tailored packages based on specific needs and usage patterns. While this might require more initial discussion, it can result in better alignment with organizational requirements and budget constraints.\"}),/*#__PURE__*/e(\"h2\",{children:\"Implementation Success Factors and Team Adoption\"}),/*#__PURE__*/e(\"p\",{children:\"The success of either SalesRabbit or Spotio largely depends on how well they're implemented within your existing sales processes. Our analysis of successful implementations reveals several critical factors that determine long-term success.\"}),/*#__PURE__*/e(\"h3\",{children:\"Change Management and Team Buy-In\"}),/*#__PURE__*/e(\"p\",{children:\"Sales teams often resist new software adoption, particularly when it means changing established workflows. SalesRabbit addresses this challenge through its intuitive interface and gradual feature rollout approach. Their platform's streamlined design helps sales reps transition smoothly from manual processes or previous systems.\"}),/*#__PURE__*/e(\"p\",{children:\"Spotio's strength in this area lies in its customizable user interface, allowing teams to maintain familiar workflows while adding new capabilities. Their platform's ability to automate manual tasks often becomes a key selling point for user adoption, as sales reps quickly see the value in reduced administrative burden.\"}),/*#__PURE__*/e(\"h3\",{children:\"Training and Support Experience\"}),/*#__PURE__*/e(\"p\",{children:\"Support quality significantly impacts your team's ability to leverage either platform effectively. SalesRabbit provides comprehensive onboarding support, including dedicated phone support and online training resources. Their response times for technical issues average under four hours, which helps minimize disruptions to sales activities.\"}),/*#__PURE__*/e(\"p\",{children:\"Spotio emphasizes self-service resources while maintaining strong person-to-person support options. Their knowledge base and video tutorials are particularly well-regarded, allowing teams to solve common issues quickly. However, some users report longer response times for complex technical questions compared to SalesRabbit.\"}),/*#__PURE__*/e(\"h2\",{children:\"Making the Right Choice: Decision Framework\"}),/*#__PURE__*/e(\"p\",{children:\"To help you make an informed decision between SalesRabbit and Spotio, consider these key factors:\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Choose SalesRabbit if your organization:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Prioritizes streamlined territory management and route optimization\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Needs strong mobile capabilities for door-to-door sales teams\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Values simplified user interface and quick team adoption\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Requires robust integration with standard CRM platforms\"})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Choose Spotio if your organization:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Needs advanced analytics and customizable reporting\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Requires complex territory management rules\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Values extensive customization options\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Operates in industries requiring specialized integrations\"})})]}),/*#__PURE__*/e(\"h2\",{children:\"Final Thoughts and Recommendations\"}),/*#__PURE__*/t(\"p\",{children:[\"Both SalesRabbit and Spotio offer compelling solutions for field sales teams, but their strengths align differently with various organizational needs. Based on our analysis, SalesRabbit excels in providing a streamlined, user-friendly experience ideal for teams focused on traditional field sales activities. Their platform particularly shines in door-to-door \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"what-if-scenarios-the-secret-weapon-of-top-performing-sales-leaders\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"E0ZZPZQNP\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales scenarios\"})}),\" where quick adoption and simple territory management are crucial.\"]}),/*#__PURE__*/e(\"p\",{children:\"Spotio, meanwhile, offers more sophisticated analytics and customization options, making it a strong choice for organizations with complex sales processes or unique industry requirements. Their platform's ability to handle detailed reporting and advanced territory rules makes it particularly valuable for larger enterprises or teams with specialized needs.\"}),/*#__PURE__*/e(\"p\",{children:\"Remember that success with either platform ultimately depends on clear alignment with your sales processes, team capabilities, and organizational goals. Consider starting with a pilot program to evaluate how either solution performs in your specific context before making a full-scale commitment.\"}),/*#__PURE__*/e(\"p\",{children:\"For sales leaders looking to make this critical decision, we recommend scheduling demos with both platforms and involving key stakeholders in the evaluation process. Pay particular attention to how each platform's specific features align with your most pressing sales challenges and growth objectives.\"}),/*#__PURE__*/e(\"h2\",{children:\"Frequently Asked Questions\"}),/*#__PURE__*/e(\"h3\",{children:\"How do SalesRabbit and Spotio compare in terms of sales tracking capabilities?\"}),/*#__PURE__*/e(\"p\",{children:\"Both platforms offer robust sales tracking features, but their approaches differ. SalesRabbit focuses on real-time activity tracking with an emphasis on field sales teams' daily operations. Their system excels at tracking door-to-door sales activities, providing instant visibility into rep location, activity status, and performance metrics.\"}),/*#__PURE__*/t(\"p\",{children:[\"Spotio's \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"sales-tracking-software\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"xYq_7s5xB\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales tracking\"})}),\" capabilities are more analytically focused, offering detailed insights into sales performance patterns. Their platform particularly shines in tracking long-term trends and correlating different sales activities with success rates. This makes it especially valuable for sales managers looking to optimize their team's approach based on data-driven insights.\"]}),/*#__PURE__*/e(\"h3\",{children:\"What integration options are available for existing CRM systems?\"}),/*#__PURE__*/e(\"p\",{children:\"SalesRabbit provides seamless integration with major CRM platforms, particularly excelling in HubSpot and Salesforce connections. Their API allows for custom integrations, though some users note that complex customizations may require technical support. The platform's strength lies in maintaining data consistency across multiple systems while minimizing manual data entry.\"}),/*#__PURE__*/e(\"p\",{children:\"Spotio offers both standard CRM integrations and advanced API access for custom solutions. Their integration capabilities extend beyond basic CRM connectivity, allowing teams to connect with industry-specific tools and databases. This flexibility makes it particularly valuable for organizations with complex tech stacks or specialized software requirements.\"}),/*#__PURE__*/e(\"h3\",{children:\"Which platform better supports remote sales teams?\"}),/*#__PURE__*/e(\"p\",{children:\"Both platforms offer strong support for remote sales teams, but their features cater to different needs. SalesRabbit's mobile-first approach and offline capabilities make it ideal for field sales teams operating in areas with unreliable internet connectivity. Their platform emphasizes easy mobile data entry and real-time synchronization when connectivity is restored.\"}),/*#__PURE__*/e(\"p\",{children:\"Spotio's remote team support focuses more on data analytics and performance tracking across dispersed teams. Their platform provides robust tools for territory management and activity monitoring, helping managers maintain oversight of remote sales operations while optimizing territory coverage and resource allocation.\"}),/*#__PURE__*/e(\"h3\",{children:\"How do the platforms handle lead management and distribution?\"}),/*#__PURE__*/e(\"p\",{children:\"SalesRabbit's lead management system emphasizes automated distribution based on territory boundaries and rep availability. Their platform includes features for lead scoring and prioritization, helping teams focus on the most promising opportunities. The system particularly excels at preventing territory conflicts and optimizing route planning for field visits.\"}),/*#__PURE__*/e(\"p\",{children:\"Spotio approaches lead management with a focus on customizable workflows and detailed tracking. Their system allows for complex lead assignment rules and includes features for lead nurturing and status tracking. This makes it particularly effective for organizations with lengthy sales cycles or complex qualification processes.\"}),/*#__PURE__*/e(\"h3\",{children:\"What kind of support and training resources are available?\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"SalesRabbit provides comprehensive support including:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Dedicated phone support with quick response times\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Online knowledge base and video tutorials\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Personalized onboarding assistance\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Regular training webinars for new features\"})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Spotio offers:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Extensive self-service documentation\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Video training libraries\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Email and chat support\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Custom training programs for enterprise clients\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Both platforms maintain strong support systems, but SalesRabbit typically offers more direct, person-to-person assistance, while Spotio emphasizes self-service resources with backup support when needed.\"}),/*#__PURE__*/e(\"h3\",{children:\"How do the platforms handle territory mapping and optimization?\"}),/*#__PURE__*/e(\"p\",{children:\"This is a crucial consideration for field sales teams. SalesRabbit's territory mapping features focus on simplicity and efficiency, offering visual territory assignment and automatic conflict detection. Their system excels at helping teams optimize routes and manage territory boundaries effectively.\"}),/*#__PURE__*/e(\"p\",{children:\"Spotio provides more advanced territory mapping capabilities, including demographic data integration and sophisticated territory-splitting tools. Their platform allows for complex territory rules and hierarchies, making it particularly useful for larger organizations with multiple teams and overlapping territories.\"})]});export const richText1=/*#__PURE__*/t(r.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"Sales forecasting directly impacts your revenue and business survival. \"}),/*#__PURE__*/e(\"p\",{children:\"Over 50% of sales leaders lack confidence in their forecasts, but using the right method can fix this. \"}),/*#__PURE__*/e(\"p\",{children:\"Start with bottom-up forecasting \u2013 look at individual deals and reps first, then build up to total projections. \"}),/*#__PURE__*/e(\"p\",{children:\"Track deal stages and assign close probabilities (like 30% for discovery, 80% for negotiation). \"}),/*#__PURE__*/e(\"p\",{children:\"For new businesses without history, gather insights from sales reps and market experts. \"}),/*#__PURE__*/e(\"p\",{children:\"Avoid messy data and outdated spreadsheets \u2013 they kill accuracy. \"}),/*#__PURE__*/e(\"p\",{children:\"Use forecasting software that connects to your CRM for real-time updates.\"})]});export const richText2=/*#__PURE__*/t(r.Fragment,{children:[/*#__PURE__*/e(\"h2\",{children:\"Introduction\"}),/*#__PURE__*/t(\"p\",{children:[\"Sales forecasting has become a cornerstone of modern \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"b2b-sales-strategy\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"O1NpgS_80\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales strategy\"})}),\", frequently appearing in countless articles, LinkedIn posts, and influencer blogs. Despite its widespread discussion among industry experts and the wealth of resources available, many organizations still struggle to achieve accurate sales forecasts. According to the \",/*#__PURE__*/e(\"em\",{children:\"Gartner State of Sales Operation Survey\"}),\", over 50% of sales leaders express a lack of confidence in their sales forecasting accuracy\u2014a gap that often leads to misaligned goals and missed opportunities.\"]}),/*#__PURE__*/t(\"p\",{children:[\"From my own experience, sales forecasting has always been a challenging yet essential task. The ability to predict future sales not only drives strategic planning but also ensures better resource allocation, budget planning, and revenue forecasting. However, mastering sales forecasting requires more than just intuition\u2014it demands time, effort, internal buy-in, and the right \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"sales-forecasting-software\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"A1hhTQeSp\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales forecasting software\"})}),\".\"]}),/*#__PURE__*/e(\"p\",{children:\"In this article, we\u2019ll explore why achieving accurate sales forecasting is so critical for B2B organizations. We\u2019ll examine the best sales forecasting methods available, such as regression analysis, historical sales data forecasting, and qualitative forecasting, while also addressing the common pitfalls that sales leaders, sales reps, and RevOps teams encounter during the sales forecasting process. By understanding these challenges and leveraging historical sales data effectively, organizations can improve sales forecasting accuracy and drive better business outcomes.\"}),/*#__PURE__*/e(\"h2\",{children:\"The definition of sales forecasting\"}),/*#__PURE__*/e(\"p\",{children:\"Sales forecasting is the practice of predicting future sales by analyzing various data points, such as historical sales data, current market trends, sales pipeline performance, and broader economic indicators. This forecasting process is vital for businesses to anticipate future revenue, enabling strategic planning, resource allocation, and improved sales performance. Accurate sales forecasting helps businesses stay ahead of market fluctuations and ensures they make informed decisions.\"}),/*#__PURE__*/e(\"p\",{children:\"The responsibility for creating an accurate sales forecast often depends on the company's size, organizational structure, and stage of development. In startups and small businesses, the VP of Sales or Head of Sales typically oversees the sales forecasting process. These sales leaders rely on their intimate understanding of the sales pipeline and past sales data to create intuitive forecasts. This hands-on approach allows smaller teams to adapt quickly to changing conditions and provides flexibility during the early stages of growth.\"}),/*#__PURE__*/t(\"p\",{children:[\"As companies expand, their forecasting needs grow more complex. At this stage, sales forecasting is often handed over to dedicated teams such as Sales Operations or Revenue Operations (RevOps). These teams leverage advanced sales forecasting models, like regression analysis and multivariable analysis forecasting, to improve sales forecasting accuracy. They gather relevant data from historical sales figures, current market trends, and opportunity stage forecasting to align \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"sales-projection-guide\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"t8_8Z043P\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales projections\"})}),\" with the company\u2019s broader strategic goals. The formation of such teams reflects a company\u2019s evolution toward a data-driven forecasting process, ensuring accurate forecasts that drive strategic planning.\"]}),/*#__PURE__*/e(\"p\",{children:\"For larger organizations, sales forecasting becomes even more critical. With higher annual revenues, bigger budgets, and diverse sales teams, forecasting accuracy plays a pivotal role in maintaining operational efficiency and meeting stakeholder expectations. In these scenarios, relying on the right sales forecasting methods\u2014such as time series analysis, AI forecasting, and qualitative forecasting \u2014becomes essential. Inaccurate sales forecasting can lead to resource mismanagement, missed sales opportunities, and decreased revenue, underlining the importance of improving sales forecasting accuracy.\"}),/*#__PURE__*/e(\"p\",{children:\"In summary, sales forecasting is a dynamic function that evolves with a company\u2019s growth. While initially managed by sales leaders in smaller businesses, it transitions to specialized teams as organizations scale. Whether you're using sales forecasting software or leveraging qualitative sales forecasting techniques, understanding this progression is key to predicting future sales accurately and supporting long-term business success.\"}),/*#__PURE__*/e(\"h2\",{children:\"The difference between sales forecasting and sales planning\"}),/*#__PURE__*/t(\"p\",{children:[\"Sales forecasting and \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"sales-planning-process-steps-tips-and-tools\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"BOmLvziGR\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales planning\"})}),\" are two fundamental processes in any sales organization. While they are closely related, they serve distinct purposes and operate within different time frames. Together, they form a comprehensive approach to predict future sales and drive business success. Understanding the differences between these two concepts is crucial for sales leaders, sales managers, and RevOps teams aiming to improve sales performance and align strategic goals.\"]}),/*#__PURE__*/e(\"h3\",{children:\"Sales Forecasting vs. Sales Planning: A Detailed Comparison\"}),/*#__PURE__*/e(\"p\",{children:\"Sales forecasting focuses on predicting future sales revenue by analyzing historical sales data, market trends, and the sales pipeline. This process is best suited for short-term predictions, such as monthly or quarterly sales projections. Accurate forecasts help businesses allocate resources, improve sales forecasting accuracy, and adapt quickly to real-time changes in the market.\"}),/*#__PURE__*/t(\"p\",{children:[\"On the other hand, sales planning takes a broader, long-term perspective. It involves setting strategic \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"strategies-for-setting-and-achieving-effective-sales-goals\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"prdvsa5NZ\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales targets\"})}),\", estimating the resources needed to achieve those goals, and preparing for various scenarios that could impact future revenue. Sales planning often includes what-if analyses to simulate potential market changes, shifts in sales performance, or other influencing factors.\"]}),/*#__PURE__*/e(\"p\",{children:\"Here\u2019s a side-by-side comparison to highlight the key differences:\"}),/*#__PURE__*/e(\"img\",{alt:\"Key Difference Between Sales Forecasting and Sales Planning\",className:\"framer-image\",height:\"1024\",src:\"https://framerusercontent.com/images/WA67yagxi1nGqWCOdDY6imYm0p0.png\",srcSet:\"https://framerusercontent.com/images/WA67yagxi1nGqWCOdDY6imYm0p0.png?scale-down-to=1024 959w,https://framerusercontent.com/images/WA67yagxi1nGqWCOdDY6imYm0p0.png?scale-down-to=2048 1919w,https://framerusercontent.com/images/WA67yagxi1nGqWCOdDY6imYm0p0.png 1920w\",style:{aspectRatio:\"1920 / 2049\"},width:\"960\"}),/*#__PURE__*/e(\"h3\",{children:\"When to Use Sales Forecasting vs. Sales Planning\"}),/*#__PURE__*/e(\"p\",{children:\"Sales forecasting is ideal for organizations that need to monitor sales performance closely and adjust their strategies in real time. It helps sales teams predict future sales within manageable time frames, ensuring efficient resource allocation and accurate forecasts.\"}),/*#__PURE__*/e(\"p\",{children:\"Sales planning, on the other hand, is critical for companies aiming to set ambitious long-term goals and align their teams around a cohesive strategy. By considering potential market trends and future sales conditions, sales planning provides a robust framework for sustained growth and success.\"}),/*#__PURE__*/e(\"h3\",{children:\"Conclusion\"}),/*#__PURE__*/e(\"p\",{children:\"While sales forecasting and sales planning are complementary processes, understanding their differences allows sales leaders, RevOps teams, and sales managers to use them effectively. Combining short-term forecasting accuracy with long-term strategic planning ensures businesses can navigate immediate challenges while staying focused on achieving their future sales targets.\"}),/*#__PURE__*/e(\"p\",{children:\"By integrating accurate sales forecasting and comprehensive sales planning into their sales process, organizations can improve sales forecasting accuracy, anticipate future revenue, and drive long-term business success.\"}),/*#__PURE__*/e(\"h2\",{children:\"The importance of sales forecasting\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:'\"Accurately Predicting Sales is Impossible\"\u2014Is it Really?'})}),/*#__PURE__*/t(\"p\",{children:[\"Have you ever heard statements like, \",/*#__PURE__*/e(\"em\",{children:'\"Accurately predicting sales is impossible in this fast-changing market\"'}),\" or \",/*#__PURE__*/e(\"em\",{children:'\"As a startup, we\u2019re too small to worry about forecasting; our priority is acquiring new accounts\"'}),\"? You\u2019re not alone. Many businesses, especially startups, underestimate the vital role of accurate sales forecasting in ensuring long-term success.\"]}),/*#__PURE__*/e(\"p\",{children:\"To understand the significance of an accurate sales forecast, let\u2019s explore the consequences of poor sales forecasting and its impact on business operations and growth:\"}),/*#__PURE__*/e(\"h3\",{children:\"1. Inefficient Resource Allocation\"}),/*#__PURE__*/e(\"p\",{children:\"Inaccurate sales forecasts can lead to mismanagement of resources. Companies often overspend on marketing campaigns, hiring, sales tools, or product innovations, which drives up costs without improving efficiency. This misallocation not only reduces profitability but also increases cash burn\u2014especially critical for startups operating on tight budgets.\"}),/*#__PURE__*/e(\"h3\",{children:\"2. Investor Confidence and Fundraising Challenges\"}),/*#__PURE__*/e(\"p\",{children:\"Poor sales forecasting is often seen as a reflection of weak understanding of market trends, sales data, and revenue potential. Investors depend on reliable sales forecasting models to assess growth opportunities and risks. Overly optimistic or inconsistent sales projections can erode trust, damaging the company\u2019s credibility and hindering its ability to raise funds.\"}),/*#__PURE__*/e(\"h3\",{children:\"3. Limited Investments in Growth and Innovation\"}),/*#__PURE__*/e(\"p\",{children:\"Consistently missing sales projections creates unpredictability and reduces confidence in future forecasts. This uncertainty often forces businesses to prioritize managing cash risks over growth initiatives, such as scaling teams, investing in innovation, or experimenting with new sales strategies. Accurate forecasting is essential to balance these priorities effectively.\"}),/*#__PURE__*/e(\"h3\",{children:\"4. Leadership Credibility and Team Morale\"}),/*#__PURE__*/e(\"p\",{children:\"Whether created by a Sales Leader, RevOps team, or Sales Operations department, inaccurate sales forecasting undermines leadership credibility. Missed revenue targets can highlight deficiencies in forecasting processes, historical sales data, tools, or team alignment. This not only casts doubt on leadership effectiveness but also negatively impacts team morale and sales performance.\"}),/*#__PURE__*/e(\"p\",{children:\"Recognizing the importance of accurate sales forecasting is critical for business sustainability and growth. Leveraging the right sales forecasting methods can significantly improve sales forecasting accuracy.\"}),/*#__PURE__*/e(\"p\",{children:\"Now, let\u2019s delve into the best forecasting methods and models used by B2B sales organizations to predict future sales, align resources, and achieve reliable sales projections.\"}),/*#__PURE__*/e(\"h2\",{children:\"Sales forecasting methods\"}),/*#__PURE__*/e(\"p\",{children:\"Sales forecasting is a critical aspect of strategic planning and revenue management, but there\u2019s no universal solution. The 'one size fits all' approach simply doesn\u2019t apply to sales forecasting methods.\"}),/*#__PURE__*/e(\"p\",{children:\"Every company is unique, with its own set of influencing factors, such as:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The amount of historical sales data\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The maturity of the sales process\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The sales model (e.g., subscription-based, enterprise sales, or transactional sales)\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Market dynamics and trends\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"The specific industry\"})})]}),/*#__PURE__*/e(\"p\",{children:\"These factors must be carefully considered when selecting the right sales forecasting method. Choosing a method that aligns with your business's structure and objectives can significantly improve sales forecasting accuracy and drive actionable insights.\"}),/*#__PURE__*/e(\"h3\",{children:\"Top-Down Sales Forecasting\"}),/*#__PURE__*/e(\"p\",{children:\"Top-down sales forecasting begins with the big picture, analyzing overall market conditions, industry trends, and historical revenue data to predict future sales. This approach involves:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Assessing key market indicators, such as demand fluctuations and competitive dynamics.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Analyzing broad trends to estimate the total addressable market (TAM) and the company\u2019s potential market share.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Using historical \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"increase-sales-performance\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"os19Ha3Gy\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales data and performance\"})}),\" trends to refine projections.\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"This method works well for companies seeking to align sales strategies with macroeconomic conditions or when little granular data is available from sales reps. However, its effectiveness relies heavily on accurate trend analysis and a deep understanding of the market.\"}),/*#__PURE__*/e(\"h3\",{children:\"Bottom-Up Forecasting\"}),/*#__PURE__*/t(\"p\",{children:[\"In contrast, \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"top-down-vs-bottom-up-forecasting\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"HLXpKmIdL\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"bottom-up forecasting\"})}),\" starts at the individual level. This approach focuses on aggregating forecasts from sales reps, territories, or verticals to create a comprehensive forecast for the entire business. Key elements include:\"]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Collecting individual sales projections during one-on-one meetings with sales reps.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Leveraging sales pipeline data and opportunity stage forecasting to assess potential revenue.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Summing up forecasts across teams, customer segments, or regions to provide a holistic sales projection.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Bottom-up forecasting benefits from the deep knowledge of sales reps, who are often closest to the customer and pipeline activity. This method is particularly effective for companies with a well-established sales process and a strong understanding of historical sales performance at the micro level.\"}),/*#__PURE__*/e(\"h3\",{children:\"Historical Sales Data Forecasting\"}),/*#__PURE__*/e(\"p\",{children:\"Historical sales data forecasting is one of the most straightforward and widely used sales forecasting methods. It relies on analyzing past sales data to identify trends, seasonality, and patterns that can be used to predict future sales. This method is especially effective for companies with reliable and consistent historical revenue data and works well when external conditions, such as the market and industry trends, remain relatively stable.\"}),/*#__PURE__*/e(\"h4\",{children:\"When is Historical Sales Data Forecasting Applicable?\"}),/*#__PURE__*/e(\"p\",{children:\"This method is best suited for:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Businesses with several years of historical sales data.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Stable industries with predictable sales cycles and minimal market disruption.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Companies looking for a straightforward approach to generate accurate sales forecasts without relying on complex models.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Scenarios where identifying seasonal trends or long-term patterns is necessary for resource planning, inventory management, and target setting.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"However, it may not be ideal for businesses experiencing rapid changes in their sales process, market dynamics, or customer behavior, as it assumes past trends will continue into the future.\"}),/*#__PURE__*/e(\"h4\",{children:\"How Historical Forecasting Works\"}),/*#__PURE__*/e(\"p\",{children:\"At its core, historical forecasting involves analyzing past sales performance to estimate future outcomes. Common techniques include the Simple Moving Average (SMA) approach.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Formula:\"})}),/*#__PURE__*/e(\"img\",{alt:\"Simple Moving Average (SMA) formula\",className:\"framer-image\",height:\"226\",src:\"https://framerusercontent.com/images/ffR0Ism7fWSfqgqczsOVxVRLEE4.png\",srcSet:\"https://framerusercontent.com/images/ffR0Ism7fWSfqgqczsOVxVRLEE4.png?scale-down-to=512 512w,https://framerusercontent.com/images/ffR0Ism7fWSfqgqczsOVxVRLEE4.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/ffR0Ism7fWSfqgqczsOVxVRLEE4.png 1689w\",style:{aspectRatio:\"1689 / 453\"},width:\"844\"}),/*#__PURE__*/e(\"p\",{children:\"Where:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"n = Number of periods used in the calculation.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Sales values are taken from \",/*#__PURE__*/e(\"strong\",{children:\"historical sales data\"}),\".\"]})})]}),/*#__PURE__*/e(\"h4\",{children:\"Example\"}),/*#__PURE__*/e(\"p\",{children:\"A company wants to forecast sales for April using the sales data from January, February, and March:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"January sales = $10,000\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"February sales = $12,000\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"March sales = $11,000\"})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Using the SMA formula:\"})}),/*#__PURE__*/e(\"p\",{children:\"SMA for April = (10,000 + 12,000 + 11,000) / 3 = 11,000\"}),/*#__PURE__*/e(\"p\",{children:\"The forecasted sales for April are $11,000\"}),/*#__PURE__*/e(\"h3\",{children:\"Opportunity Stage Forecasting\"}),/*#__PURE__*/e(\"p\",{children:\"Opportunity stage forecasting is a sales forecasting method that evaluates deals in the sales pipeline based on their stage within the sales cycle. By assigning probabilities to each stage, businesses can estimate the likelihood of closing deals and generate more accurate sales forecasts. This method is particularly effective for companies with a well-defined sales process and a structured sales pipeline.\"}),/*#__PURE__*/e(\"h4\",{children:\"When is Opportunity Stage Forecasting Applicable?\"}),/*#__PURE__*/e(\"p\",{children:\"This method works well for:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Companies with a mature sales process and clearly defined pipeline stages.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Businesses looking for a deal-by-deal approach to forecast future sales revenue.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Sales teams that rely on consistent sales rep input and CRM systems to track opportunities.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Scenarios where management wants to assess pipeline health and prioritize high-probability deals.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Opportunity stage forecasting is most applicable in environments with complex sales cycles, where deals progress through multiple stages before closing.\"}),/*#__PURE__*/e(\"h4\",{children:\"How Opportunity Stage Forecasting Works\"}),/*#__PURE__*/e(\"p\",{children:\"Steps to Perform Opportunity Stage Forecasting\"}),/*#__PURE__*/e(\"ol\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Define Sales Pipeline Stages\"})})})}),/*#__PURE__*/e(\"p\",{children:'Clearly outline stages in the sales process, such as \"Prospecting,\" \"Discovery,\" \"Proposal Sent,\" and \"Negotiation.\"'}),/*#__PURE__*/e(\"ol\",{start:\"2\",children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Assign Probabilities to Each Stage\"})})})}),/*#__PURE__*/e(\"p\",{children:\"Assign a probability of closing for each stage based on historical data. For example:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Prospecting: 10%\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Discovery: 30%\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Proposal Sent: 60%\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Negotiation: 80%\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Closed-Won: 100%\"})})]}),/*#__PURE__*/e(\"ol\",{start:\"3\",children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Calculate Weighted Revenue for Each Opportunity\"})})})}),/*#__PURE__*/e(\"p\",{children:\"Multiply the deal value by the probability associated with its current stage.\"}),/*#__PURE__*/e(\"ol\",{start:\"4\",children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Sum the Weighted Revenues\"})})})}),/*#__PURE__*/e(\"p\",{children:\"Add up all weighted revenues to forecast total pipeline revenue.\"}),/*#__PURE__*/e(\"h4\",{children:\"Example\"}),/*#__PURE__*/e(\"p\",{children:\"A company has the following opportunities in its sales pipeline:\"}),/*#__PURE__*/e(\"img\",{alt:\"Opportunity Stage Forecasting Example\",className:\"framer-image\",height:\"357\",src:\"https://framerusercontent.com/images/dwmq8kPbIYaWVotljaFDacCowzA.png\",srcSet:\"https://framerusercontent.com/images/dwmq8kPbIYaWVotljaFDacCowzA.png?scale-down-to=512 512w,https://framerusercontent.com/images/dwmq8kPbIYaWVotljaFDacCowzA.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/dwmq8kPbIYaWVotljaFDacCowzA.png 1690w\",style:{aspectRatio:\"1690 / 715\"},width:\"845\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Total Forecasted Revenue\"}),\" = $5,000 + $24,000 + $60,000 + $32,000 = $121,000\"]}),/*#__PURE__*/e(\"h3\",{children:\"Length of Sales Cycle Forecasting\"}),/*#__PURE__*/e(\"p\",{children:\"Length of sales cycle forecasting is a method that predicts future sales revenue by analyzing the average time it takes for deals to progress through the sales cycle and close. By understanding the typical duration of a sales cycle, businesses can estimate when current opportunities are likely to close and generate accurate sales forecasts.\"}),/*#__PURE__*/e(\"h4\",{children:\"When is Length of Sales Cycle Forecasting Applicable?\"}),/*#__PURE__*/e(\"p\",{children:\"This method is particularly effective for:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Companies with consistent and well-documented sales cycles.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Businesses tracking the time deals spend in each pipeline stage.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Organizations with repetitive or recurring sales processes, such as B2B subscription models.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Sales teams seek to predict revenue timing based on pipeline activity and \",/*#__PURE__*/e(a,{href:\"https://forecastio.ai/blog/hubspot-deal-stages\",motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"deal velocity\"})}),\".\"]})})]}),/*#__PURE__*/e(\"p\",{children:\"This approach works best in environments where the length of the sales cycle is stable and not influenced by external variables, such as market disruptions or significant changes in sales strategies.\"}),/*#__PURE__*/e(\"h4\",{children:\"How Length of Sales Cycle Forecasting Works\"}),/*#__PURE__*/e(\"p\",{children:\"This method calculates the average duration of the sales cycle from initial contact to deal closure and applies this duration to current opportunities to estimate when revenue will be realized.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Steps to Perform Length of Sales Cycle Forecasting:\"})}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Analyze Historical Sales Data. Use historical revenue data to determine the average sales cycle length for past deals.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Segment Deals by Similar Characteristics. Group deals by size, industry, customer segment, or other relevant factors to identify patterns in the sales cycle.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Apply the Average Cycle Length to Current Opportunities. For each deal in the pipeline, estimate the closing date based on its entry date and the average cycle length.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Calculate Forecasted Revenue by Period. Sum the values of deals expected to close within a specific time frame (e.g., monthly or quarterly).\"})})]}),/*#__PURE__*/e(\"h4\",{children:\"Limitations\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Assumes sales cycle lengths remain consistent, which may not be true in dynamic markets.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Requires accurate tracking of deal entry dates and sales cycle duration.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Less effective for businesses with highly variable or undefined sales cycles.\"})})]}),/*#__PURE__*/e(\"blockquote\",{children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:/*#__PURE__*/e(\"strong\",{children:\"To learn more about this method and explore real examples with numbers, download the\"})}),/*#__PURE__*/e(a,{href:{webPageId:\"q1po3U4OK\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:/*#__PURE__*/e(\"em\",{children:/*#__PURE__*/e(\"strong\",{children:\" eBook \u201C13 Sales Forecasting Methods.\"})})})})]})}),/*#__PURE__*/e(\"h3\",{children:\"Lead-Driven Sales Forecasting\"}),/*#__PURE__*/e(\"p\",{children:\"Lead-driven forecasting is a sales forecasting method that uses the volume of leads entering the sales pipeline and their historical conversion rates to estimate future sales revenue. This method ties sales projections directly to the performance of marketing and sales efforts, making it an essential tool for businesses with a high focus on lead generation and nurturing strategies.\"}),/*#__PURE__*/e(\"h4\",{children:\"When is Lead-Driven Forecasting Applicable?\"}),/*#__PURE__*/e(\"p\",{children:\"Lead-driven forecasting is particularly effective for:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Companies with a predictable sales process and well-documented lead conversion rates.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Businesses that generate a high volume of leads through consistent sales strategies or marketing campaigns.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Organizations with a clear understanding of how lead quantity and quality impact sales performance.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Teams seek to predict future revenue based on the volume and behavior of leads entering the pipeline.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"This method works best for companies with stable lead sources and consistent sales cycle durations.\"}),/*#__PURE__*/e(\"h4\",{children:\"How Lead-Driven Forecasting Works\"}),/*#__PURE__*/e(\"p\",{children:\"This approach predicts future sales revenue by analyzing the following factors:\"}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Lead Volume: The number of leads entering the pipeline within a specific period.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Conversion Rate: The historical percentage of leads that convert into closed deals.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Average Deal Value: The typical revenue generated from a single deal.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"By multiplying these factors, businesses can estimate their total future sales revenue.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Formula:\"})}),/*#__PURE__*/e(\"p\",{children:\"Forecasted Revenue = Lead Volume X Conversion Rate X Average Deal Value\"}),/*#__PURE__*/e(\"h4\",{children:\"Limitations\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Assumes consistent lead quality, which may not always be the case.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Relies on accurate tracking of leads and historical conversion data.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Less effective for companies with long or unpredictable sales cycles.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"External factors, such as market changes or competitive dynamics, may impact actual sales outcomes.\"})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"To learn more about this method and explore real examples with numbers, download our free Sales Forecasting Guide.\"})}),/*#__PURE__*/e(a,{href:{webPageId:\"q1po3U4OK\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{className:\"framer-image\",\"data-preset-tag\":\"img\",children:/*#__PURE__*/e(\"img\",{alt:\"Sales Forecasting Guide\",className:\"framer-image\",height:\"246\",src:\"https://framerusercontent.com/images/lkoEIARUMSIQl1DHcUHBxuTZE.png\",srcSet:\"https://framerusercontent.com/images/lkoEIARUMSIQl1DHcUHBxuTZE.png?scale-down-to=512 512w,https://framerusercontent.com/images/lkoEIARUMSIQl1DHcUHBxuTZE.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/lkoEIARUMSIQl1DHcUHBxuTZE.png 1800w\",style:{aspectRatio:\"1800 / 492\"},width:\"900\"})})}),/*#__PURE__*/e(\"h3\",{children:\"Forecasting based on deal probabilities\"}),/*#__PURE__*/e(\"p\",{children:\"Forecasting based on deal probabilities is a method that predicts future sales revenue by assigning a probability of closure to each deal in the sales pipeline. This approach provides a granular, data-driven forecast that takes into account the likelihood of individual deals closing.\"}),/*#__PURE__*/e(\"h4\",{children:\"When is Forecasting Based on Deal Probabilities Applicable?\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"This method is particularly effective for:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Companies with a structured sales process and detailed deal tracking.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Businesses that manage a variety of deals with differing sizes, stages, and closing probabilities.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Teams looking to generate accurate sales forecasts by assessing the health of the sales pipeline at an individual deal level.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Organizations aiming to improve sales forecasting accuracy by incorporating real-time data into the forecasting process.\"})})]}),/*#__PURE__*/e(\"h4\",{children:\"How Forecasting Based on Deal Probabilities Works\"}),/*#__PURE__*/e(\"p\",{children:\"The method involves calculating the weighted value of each deal by multiplying its value by its probability of closing. These weighted values are then summed to create the total forecasted revenue.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Steps to Perform Deal Probability Forecasting:\"})}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Assign Probabilities to Each Deal. Determine the likelihood of each deal closing based on its stage in the sales cycle or other relevant factors.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Calculate Weighted Revenue. Multiply the deal value by its probability to determine its contribution to the forecast.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Sum the Weighted Values. Add up all weighted values to calculate the total forecasted revenue.\"})})]}),/*#__PURE__*/e(\"h4\",{children:\"Example\"}),/*#__PURE__*/e(\"p\",{children:\"A company has the following deals in its sales pipeline:\"}),/*#__PURE__*/e(\"img\",{alt:\"Forecasting based on deal probabilities example\",className:\"framer-image\",height:\"333\",src:\"https://framerusercontent.com/images/LjRoifIeB2pSMHdSNDuvfIKphY.png\",srcSet:\"https://framerusercontent.com/images/LjRoifIeB2pSMHdSNDuvfIKphY.png?scale-down-to=512 512w,https://framerusercontent.com/images/LjRoifIeB2pSMHdSNDuvfIKphY.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/LjRoifIeB2pSMHdSNDuvfIKphY.png 1862w\",style:{aspectRatio:\"1862 / 666\"},width:\"931\"}),/*#__PURE__*/e(\"p\",{children:\"Forecasted Revenue = $10,000 + $40,000 + $70,000 = $120,000\"}),/*#__PURE__*/e(\"h3\",{children:\"Time Series Analysis\"}),/*#__PURE__*/e(\"p\",{children:\"Time series analysis is a sales forecasting method that uses historical sales data to identify patterns, trends, and seasonality over time. By analyzing these recurring patterns, businesses can make data-driven predictions about future sales performance. This method is particularly effective for organizations with consistent sales data over an extended period and is widely used to create accurate forecasts.\"}),/*#__PURE__*/e(\"h4\",{children:\"When is Time Series Analysis Applicable?\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"This method is ideal for:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Companies with sufficient historical sales data to identify trends and patterns.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Businesses operating in industries with strong seasonality or predictable sales cycles.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Organizations looking to predict sales over specific time frames, such as monthly, quarterly, or annually.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Scenarios requiring long-term forecasts that incorporate historical trends and cyclicality.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Time series analysis works best when external market conditions and sales strategies remain relatively stable, ensuring historical patterns are a reliable predictor of future sales.\"}),/*#__PURE__*/e(\"h4\",{children:\"How Time Series Analysis Works\"}),/*#__PURE__*/e(\"p\",{children:\"Time series analysis involves decomposing historical data into components such as trend, seasonality, and residuals. Common techniques include trend analysis, moving averages, and autoregressive models like ARIMA (Autoregressive Integrated Moving Average).\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Steps in Time Series Analysis for Sales Forecasting:\"})}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Collect Historical Data\"}),/*#__PURE__*/e(\"br\",{}),\"Use historical sales data to create a time series. Ensure data is consistent and spans a meaningful period.\"]})}),/*#__PURE__*/t(\"li\",{\"data-preset-tag\":\"p\",children:[/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Decompose the Data\"}),/*#__PURE__*/e(\"br\",{}),\"Break the time series into its components:\"]}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Trend: Long-term direction of sales performance.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Seasonality: Regular, repeating patterns (e.g., higher sales in holiday seasons).\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Residuals: Irregular variations or noise.\"})})]})]}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Choose a Time Series Model\"}),/*#__PURE__*/e(\"br\",{}),\"Select an appropriate model, such as Simple Moving Average (SMA), ARIMA, or Exponential Smoothing, depending on the data\u2019s complexity and objectives.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Generate Forecasts\"}),/*#__PURE__*/e(\"br\",{}),\"Use the model to predict future sales based on historical patterns and trends.\"]})})]}),/*#__PURE__*/e(\"blockquote\",{children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:/*#__PURE__*/e(\"strong\",{children:\"To learn more about this method and explore real examples with formulas and numbers, download the\"})}),/*#__PURE__*/e(a,{href:{webPageId:\"q1po3U4OK\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:/*#__PURE__*/e(\"em\",{children:/*#__PURE__*/e(\"strong\",{children:\" eBook \u201C13 Sales Forecasting Methods.\"})})})})]})}),/*#__PURE__*/e(\"h3\",{children:\"Monte Carlo Simulation\"}),/*#__PURE__*/e(\"p\",{children:\"The Monte Carlo method is a powerful and advanced sales forecasting technique that uses probability and random sampling to predict future sales performance. Unlike traditional deterministic methods, this approach accounts for uncertainty, variability, and randomness in the sales process, offering a range of possible outcomes rather than a single point estimate. It\u2019s especially useful for businesses operating in complex, dynamic markets or those with high variability in sales cycles and deal sizes.\"}),/*#__PURE__*/e(\"h4\",{children:\"When is the Monte Carlo Method Applicable?\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"The Monte Carlo simulation is particularly effective for:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Companies dealing with uncertain variables, such as fluctuating sales cycles, conversion rates, or market conditions.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Businesses managing a large number of deals with varying probabilities of closure.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Scenarios requiring risk analysis or probabilistic forecasting to account for inaccurate sales forecasting or unpredictable events.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Organizations with access to robust sales forecasting software and relevant data for simulations.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"It is ideal for businesses seeking to assess a range of potential outcomes and their likelihoods rather than relying on a single forecast.\"}),/*#__PURE__*/e(\"h4\",{children:\"How the Monte Carlo Method Works\"}),/*#__PURE__*/e(\"p\",{children:\"The Monte Carlo simulation generates thousands of scenarios based on input variables (e.g., deal size, probability of closure, sales cycle length) to create a probabilistic distribution of outcomes. This allows businesses to see the likelihood of different revenue levels within a specified timeframe.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Steps to Perform Monte Carlo Simulation for Sales Forecasting:\"})}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Define Key Variables\"}),/*#__PURE__*/e(\"br\",{}),\"Identify the variables that influence future sales revenue, such as deal size, conversion rates, sales cycle length, and lead volume.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Set Probability Distributions\"}),/*#__PURE__*/e(\"br\",{}),\"Assign probability distributions (e.g., normal, uniform) to each variable based on historical sales data or market trends.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Run Simulations\"}),/*#__PURE__*/e(\"br\",{}),\"Use random sampling techniques to simulate thousands (or more) possible outcomes by varying the input variables.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Analyze Results\"}),/*#__PURE__*/e(\"br\",{}),\"Examine the distribution of outcomes to identify likely revenue ranges, confidence intervals, and risks.\"]})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Formula\"})}),/*#__PURE__*/e(\"p\",{children:\"While the Monte Carlo method does not rely on a single formula, the general process involves:\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Simulated Outcome = \"}),/*#__PURE__*/e(\"em\",{children:/*#__PURE__*/e(\"strong\",{children:\"f \"})}),/*#__PURE__*/e(\"strong\",{children:\"(Random Inputs from Defined Distributions)\"})]}),/*#__PURE__*/t(\"p\",{children:[\"Where\",/*#__PURE__*/e(\"em\",{children:\" f \"}),\"is the model that calculates sales revenue based on the chosen input variables.\"]}),/*#__PURE__*/e(\"h4\",{children:\"Example\"}),/*#__PURE__*/e(\"p\",{children:\"A business has three key variables influencing sales revenue:\"}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Number of Deals: Normally distributed with a mean of 50 and a standard deviation of 5.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Average Deal Size: Uniformly distributed between $10,000 and $15,000.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Conversion Rate: Normally distributed with a mean of 20% and a standard deviation of 3%.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"Using these distributions, the Monte Carlo simulation generates thousands of random samples for each variable, calculates the revenue for each scenario, and creates a revenue distribution.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Sample Calculation for One Simulation:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Deals: 52 (randomly selected from the distribution)\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Deal Size: $12,000 (randomly selected)\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Conversion Rate: 22% (randomly selected)\"})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Revenue for this simulation:\"})}),/*#__PURE__*/e(\"p\",{children:\"Revenue = 52 x 12,000 x 0.22 = $137, 280\"}),/*#__PURE__*/e(\"p\",{children:\"Repeating this process thousands of times produces a range of potential revenues, such as:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"10th Percentile: $800,000\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"50th Percentile (Median): $1,100,000\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"90th Percentile: $1,400,000\"})})]}),/*#__PURE__*/e(\"p\",{children:\"This result allows the business to predict future sales revenue within a probabilistic framework and assess risks.\"}),/*#__PURE__*/e(\"h4\",{children:\"Limitations\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Requires significant data and expertise to set up and run simulations effectively.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Can be computationally intensive without access to the right tools.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Results depend heavily on the accuracy of input variables and probability distributions.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Not suitable for businesses with limited or poor-quality historical sales data.\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Qualitative Sales Forecasting\"}),/*#__PURE__*/e(\"p\",{children:\"Qualitative sales forecasting is a forecasting method that relies on subjective opinions and insights from sales reps, frontline teams, or industry experts rather than purely on historical sales data. This approach involves gathering individual perspectives to predict future sales performance, making it particularly useful in scenarios where quantitative data may be limited or unavailable.\"}),/*#__PURE__*/e(\"h4\",{children:\"When is Qualitative Sales Forecasting Applicable?\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"This method is commonly used in the following situations:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Startups or businesses without sufficient historical revenue data.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Industries experiencing rapid changes, where past trends may not reliably predict the future.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Companies entering new markets or launching new products without established sales histories.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Organizations seeking to incorporate on-the-ground insights from sales reps or subject matter experts.\"})})]}),/*#__PURE__*/e(\"p\",{children:\"While qualitative sales forecasting can offer valuable insights, its reliance on intuition and subjective judgments means it is best paired with other methods to enhance forecasting accuracy.\"}),/*#__PURE__*/e(\"h4\",{children:\"How Qualitative Sales Forecasting Works\"}),/*#__PURE__*/e(\"p\",{children:\"This approach involves gathering insights and opinions from knowledgeable individuals through methods such as:\"}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Pipeline Reviews\"}),/*#__PURE__*/e(\"br\",{}),\"Sales managers and sales reps review the current sales pipeline, assess deals, and offer opinions on the likelihood of closing deals based on their sales process understanding.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Expert Panels\"}),/*#__PURE__*/e(\"br\",{}),\"A group of experts, such as industry leaders or market analysts, provides projections on future sales based on their understanding of market conditions, market trends, and competitive dynamics.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Team Input\"}),/*#__PURE__*/e(\"br\",{}),\"Frontline teams provide real-time feedback and intuitive insights during regular meetings, contributing to a more nuanced understanding of potential sales outcomes.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Scenario Analysis\"}),/*#__PURE__*/e(\"br\",{}),\"Opinions are gathered to simulate possible future scenarios, such as changes in sales strategies or shifts in customer behavior, to anticipate their impact on future sales revenue.\"]})})]}),/*#__PURE__*/e(\"h4\",{children:\"Key Features of Qualitative Sales Forecasting\"}),/*#__PURE__*/e(\"img\",{alt:\"Key Features of Qualitative Sales Forecasting\",className:\"framer-image\",height:\"816\",src:\"https://framerusercontent.com/images/D3Fsw89MTu75tPc9k7gxEwqyDMk.png\",srcSet:\"https://framerusercontent.com/images/D3Fsw89MTu75tPc9k7gxEwqyDMk.png?scale-down-to=512 512w,https://framerusercontent.com/images/D3Fsw89MTu75tPc9k7gxEwqyDMk.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/D3Fsw89MTu75tPc9k7gxEwqyDMk.png 1920w\",style:{aspectRatio:\"1920 / 1632\"},width:\"960\"}),/*#__PURE__*/e(\"h4\",{children:\"Example\"}),/*#__PURE__*/e(\"p\",{children:\"Scenario: A company launching a new product in an unfamiliar market has no prior historical sales data. During a team meeting, sales reps provide opinions on the likelihood of closing deals in the current pipeline, while an expert panel forecasts sales growth based on anticipated customer demand and market trends.\"}),/*#__PURE__*/e(\"p\",{children:\"Forecast: Based on this combined input, the company estimates potential revenue of $500,000 for the quarter, understanding that this is a subjective estimate that may require adjustments as more data becomes available.\"}),/*#__PURE__*/e(\"h4\",{children:\"Limitations\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Highly subjective and prone to bias, reducing sales forecasting accuracy.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Relies heavily on the expertise and intuition of individuals, which may vary.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Lacks the robustness of data-driven methods, making it less suitable for precise sales projections.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Limited scalability in large organizations with complex sales cycles.\"})})]}),/*#__PURE__*/e(\"blockquote\",{children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:/*#__PURE__*/e(\"strong\",{children:\"To learn more about other sales forecasting methods and explore real examples, download the\"})}),/*#__PURE__*/e(a,{href:{webPageId:\"q1po3U4OK\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:/*#__PURE__*/e(\"em\",{children:/*#__PURE__*/e(\"strong\",{children:\" eBook \u201C13 Sales Forecasting Methods.\"})})})})]})}),/*#__PURE__*/e(\"h2\",{children:\"Most Common Mistakes and Pitfalls\"}),/*#__PURE__*/e(\"p\",{children:\"Accurate sales forecasting is critical for predicting future sales, allocating resources, and achieving business growth. However, many companies face challenges that lead to inaccurate forecasts. Let\u2019s explore the most common reasons behind failures in sales forecasting and how to overcome them using appropriate sales forecasting methods and tools.\"}),/*#__PURE__*/e(\"h3\",{children:\"1. Data Limitations\"}),/*#__PURE__*/e(\"p\",{children:\"A lack of historical sales data is a common issue for startups and newly established businesses. Without a sales history, creating accurate sales forecasts can be challenging.\"}),/*#__PURE__*/e(\"p\",{children:\"To address this:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Prioritize defining the data you need to collect and implement systems to gather it from the outset.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Employ qualitative sales forecasting or methods like pipeline-based forecasting, which rely on current sales pipeline insights rather than historical data. These techniques can provide valuable projections even with limited data.\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"2. Data Inaccuracy\"}),/*#__PURE__*/e(\"p\",{children:\"Poor data quality is a leading cause of inaccurate sales forecasting. Ensuring data accuracy should be a top priority for any company aiming to improve forecast accuracy.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Common causes of data inaccuracy include:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Human error during manual data entry by sales reps.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Outdated or incomplete information in CRM systems.\"})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Solutions:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Schedule regular data clean-up initiatives.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Use CRM rules and triggers to validate data.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Automate data enrichment processes, especially for customer information.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Ensure your CRM integrates seamlessly with other data sources.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Foster a culture of data accuracy within your team and offer incentives for maintaining clean data.\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"3. Irrelevant or Outdated Data\"}),/*#__PURE__*/e(\"p\",{children:\"Even accurate data can lead to inaccurate forecasts if it is irrelevant or outdated. This issue is common among companies relying on spreadsheets for sales forecasting, as these tools often lack real-time updates and integration with CRM systems.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"The solution:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Implement sales forecasting software that leverages real-time CRM data.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Replace outdated spreadsheet systems with tools that provide comprehensive and up-to-date sales forecasting models.\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"4. Lack of Stakeholder Buy-In\"}),/*#__PURE__*/e(\"p\",{children:\"For sales forecasting to succeed, it must be ingrained in the company culture. Without the support of senior management and other stakeholders, forecasting accuracy can suffer.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Common challenges include:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Lack of prioritization of forecasting by leadership.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Perception that forecasting is unimportant for small businesses.\"})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"How to address this:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/t(\"p\",{children:[\"Emphasize the \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"b2b-sales-forecasting\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"nO6J_4Xmw\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"importance of sales forecasting\"})}),\" accuracy for business survival and growth.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Demonstrate the value of accurate forecasts using techniques suited to the company\u2019s size and stage.\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"5. Undefined Forecasting Process\"}),/*#__PURE__*/e(\"p\",{children:\"Sales forecasting is an ongoing process, not a one-time task. Companies without a clear process often face challenges in achieving reliable sales projections.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Key components of a defined forecasting process:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Establish data entry standards for sales reps.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Schedule regular forecasting reviews and team meetings.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Deploy appropriate tools, such as sales forecasting software.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Continuously refine forecasting models based on feedback and outcomes.\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"6. Inappropriate Forecasting Methods\"}),/*#__PURE__*/e(\"p\",{children:\"Choosing the wrong sales forecasting method is a common pitfall. Not all methods suit every business or situation, and selecting an inappropriate model can lead to inaccurate sales forecasting.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Examples of mismatches:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Time series forecasting requires sufficient historical data and is unsuitable for companies lacking this.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Sales cycle length forecasting doesn\u2019t work effectively if the cycle is too short to yield meaningful insights.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Opportunity stage forecasting fails if your sales process lacks structure or sufficient data to calculate probabilities.\"})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"The solution:\"})}),/*#__PURE__*/e(\"ul\",{children:/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Select the right sales forecasting method that aligns with your current data, process maturity, and goals.\"})})}),/*#__PURE__*/e(\"h3\",{children:\"7. Failure to Employ Forecasting Software\"}),/*#__PURE__*/e(\"p\",{children:\"Many companies still rely on spreadsheets for sales forecasting, a practice that is both time-consuming and prone to errors. Spreadsheets lack the capabilities to implement advanced sales forecasting models effectively.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Challenges with spreadsheets:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Manual updates are labor-intensive and error-prone.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Limited support for complex forecasting techniques, such as Monte Carlo simulations or multivariable analysis forecasting.\"})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Why use forecasting software:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Modern tools integrate seamlessly with CRM systems, enabling real-time data updates.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"They support advanced methods like opportunity stage forecasting, historical forecasting, and lead-driven forecasting.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"These tools are increasingly affordable and scalable for businesses of all sizes.\"})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Recommendation:\"})}),/*#__PURE__*/e(\"p\",{children:\"Invest in sales forecasting software that aligns with your needs, offers robust capabilities, and requires minimal setup or implementation complexity.\"}),/*#__PURE__*/e(\"h2\",{children:\"Final Words on Sales Forecasting\"}),/*#__PURE__*/e(\"p\",{children:\"Sales forecasting has been a cornerstone of my work since I first entered the B2B sales space. I am a strong advocate for the power of sales forecasting, believing it is essential for businesses striving to achieve predictable growth and improve sales performance.\"}),/*#__PURE__*/e(\"p\",{children:\"No matter the size of the organization or the sales model it employs, I firmly believe that every company should prioritize sales forecasting. By dedicating time to refining their sales forecasting process and implementing strategies to enhance forecast accuracy, businesses can pave the way for sustainable and efficient growth.\"}),/*#__PURE__*/e(\"p\",{children:\"Investing in accurate sales forecasts is not just about predicting revenue\u2014it\u2019s about making informed decisions that drive success.\"}),/*#__PURE__*/e(\"blockquote\",{children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:/*#__PURE__*/e(\"strong\",{children:\"To learn more about other sales forecasting methods and explore real examples, download the\"})}),/*#__PURE__*/e(a,{href:{webPageId:\"q1po3U4OK\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:/*#__PURE__*/e(\"em\",{children:/*#__PURE__*/e(\"strong\",{children:\" eBook \u201C13 Sales Forecasting Methods.\"})})})})]})})]});export const richText3=/*#__PURE__*/t(r.Fragment,{children:[/*#__PURE__*/e(\"p\",{children:\"73% of sales leaders say poor planning hurts their revenue goals, but the right software can fix this. \"}),/*#__PURE__*/e(\"p\",{children:\"Modern tools boost forecast accuracy by 28% and territory planning by 15%. \"}),/*#__PURE__*/e(\"p\",{children:\"Leading platforms like Forecastio connect to your CRM instantly, while traditional options take 2-3 months to set up. \"}),/*#__PURE__*/e(\"p\",{children:\"Forecastio starts at $149 monthly and focuses on HubSpot users, while enterprise tools like Varicent cost $100K+ to implement. \"}),/*#__PURE__*/e(\"p\",{children:\"Choose cloud tools for quick wins \u2013 they work day one. \"}),/*#__PURE__*/e(\"p\",{children:\"Pick enterprise platforms if you need complex modeling across many territories. \"}),/*#__PURE__*/e(\"p\",{children:\"Track adoption through login rates and forecast accuracy to prove success.\"})]});export const richText4=/*#__PURE__*/t(r.Fragment,{children:[/*#__PURE__*/t(\"p\",{children:[\"Are you struggling to accurately forecast your sales targets? Finding it challenging to optimize your territory coverage? You're not alone. According to recent studies, 73% of sales leaders report that ineffective \",/*#__PURE__*/e(a,{href:{webPageId:\"Bqh_ya3Aj\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales planning\"})}),\" is their biggest obstacle to achieving revenue targets.\"]}),/*#__PURE__*/t(\"p\",{children:[\"In this comprehensive guide, we'll explore how sales planning software can transform your \",/*#__PURE__*/e(a,{href:{webPageId:\"ZzuQ2lj5K\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales performance\"})}),\", optimize your entire sales process, and help you consistently hit your revenue targets. Whether you're a VP of Sales, Sales Director, or Head of Sales Operations, you'll discover how to leverage these powerful tools to make data-driven decisions and drive predictable growth.\"]}),/*#__PURE__*/e(\"h2\",{children:\"What is Sales Planning Software?\"}),/*#__PURE__*/t(\"p\",{children:[\"Sales planning software represents a new generation of tools designed to help \",/*#__PURE__*/e(a,{href:{webPageId:\"f4yO_LaPN\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales leaders \"})}),\"optimize their sales strategies, resource allocation, and revenue forecasting. These platforms go beyond traditional CRM capabilities, offering advanced analytics, AI-powered insights, and comprehensive planning features that align your sales efforts with business objectives.\"]}),/*#__PURE__*/e(\"h3\",{children:\"Why Sales Leaders Need Modern Planning Tools\"}),/*#__PURE__*/e(\"p\",{children:\"The complexity of B2B sales has increased exponentially in recent years. Consider these common challenges:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/t(\"p\",{children:[\"Your sales forecasts consistently miss the mark despite having experienced sales reps and detailed pipeline reviews. According to Gartner, companies using advanced planning tools \",/*#__PURE__*/e(a,{href:{webPageId:\"YHpaG_amw\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"improve forecast accuracy\"})}),\" by up to 28%.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Territory planning feels more like guesswork than strategy, leading to uneven workload distribution and missed opportunities. Research shows that effective territory planning can increase revenue by up to 15%.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"sales-capacity-planning\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"vdFRMLCTe\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Sales capacity planning\"})}),\" becomes a quarterly nightmare as you try to balance headcount, quotas, and revenue targets while maintaining team motivation.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Modern sales planning software addresses these challenges by providing a comprehensive platform that combines advanced analytics, real-time insights, and automated workflows to optimize every aspect of your sales operation.\"})})]}),/*#__PURE__*/e(\"h2\",{children:\"Core Components of Effective Sales Planning Solutions\"}),/*#__PURE__*/e(\"h3\",{children:\"Strategic Planning and Forecasting\"}),/*#__PURE__*/e(\"p\",{children:\"At the heart of any robust sales planning software is the ability to develop and execute data-driven sales strategies. Modern platforms leverage artificial intelligence and machine learning to transform how you approach sales planning:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Advanced analytics analyze historical performance data to identify patterns and predict future outcomes with unprecedented accuracy. This helps sales leaders make informed decisions about resource allocation and strategy adjustment.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/t(\"p\",{children:[\"Real-time monitoring of \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"sales-pipeline\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"lPzGQMmHG\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales pipeline\"})}),\" health enables quick identification of risks and opportunities, allowing for proactive strategy adjustments rather than reactive responses to missed targets.\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Predictive analytics help identify which opportunities are most likely to close, enabling better resource allocation and more accurate revenue projections.\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Territory and Quota Management\"}),/*#__PURE__*/e(\"p\",{children:\"One of the most significant advantages of modern sales planning software is its ability to optimize territory design and quota setting. Instead of relying on gut feelings or basic spreadsheets, sales leaders can now use data-driven approaches to:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Create balanced territories based on multiple factors including geographic distribution, account potential, and historical performance data. This ensures fair opportunity distribution while maximizing market coverage.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Set achievable yet motivating quotas by analyzing historical performance, market potential, and individual rep capabilities. This data-driven approach leads to better motivation and reduced turnover.\"})})]}),/*#__PURE__*/e(a,{href:{webPageId:\"t74kAUPdU\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{className:\"framer-image\",\"data-preset-tag\":\"img\",children:/*#__PURE__*/e(\"img\",{alt:\"sales planning\",className:\"framer-image\",height:\"279\",src:\"https://framerusercontent.com/images/iOML7uD2dM3f5Cc5b1fCtt9HE.png\",srcSet:\"https://framerusercontent.com/images/iOML7uD2dM3f5Cc5b1fCtt9HE.png?scale-down-to=512 512w,https://framerusercontent.com/images/iOML7uD2dM3f5Cc5b1fCtt9HE.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/iOML7uD2dM3f5Cc5b1fCtt9HE.png 1800w\",style:{aspectRatio:\"1800 / 558\"},width:\"900\"})})}),/*#__PURE__*/e(\"h2\",{children:\"How Modern Sales Planning Software Transforms Performance\"}),/*#__PURE__*/e(\"p\",{children:\"Today's sales planning solutions do more than just track numbers \u2013 they provide comprehensive tools to analyze sales performance, optimize sales strategies, and enable sales teams to consistently hit their revenue targets. Let's explore how these platforms are revolutionizing the way sales leaders approach their entire sales process.\"}),/*#__PURE__*/e(\"h3\",{children:\"Data-Driven Decision Making\"}),/*#__PURE__*/e(\"p\",{children:\"Modern sales planning tools leverage advanced analytics to transform raw sales data into actionable intelligence. The platform's advanced analytics help sales leaders identify trends in customer data, predict market shifts, and make strategic decisions about resource allocation. This data-driven approach is particularly valuable when analyzing customer interactions and optimizing sales coverage models.\"}),/*#__PURE__*/e(\"p\",{children:\"Sales leaders can now base their decisions on real-time insights rather than intuition. For example, when analyzing sales performance, managers can quickly identify which sales reps are exceeding their quota and understand the factors contributing to their success. This enables sales teams to replicate winning strategies across territories and improve overall sales team's performance.\"}),/*#__PURE__*/e(\"h3\",{children:\"Enhanced Sales Capacity Planning\"}),/*#__PURE__*/e(\"p\",{children:\"One of the most challenging aspects of sales leadership is optimizing sales capacity across different territories and market segments. Modern sales planning software excels at helping leaders:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Create effective sales capacity plans that align with revenue targets and market opportunities. The software analyzes historical performance data, market potential, and existing tools to optimize resource allocation.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Deploy optimized quotas based on territory potential and individual rep capabilities. This data-driven approach ensures that sales targets are both challenging and achievable.\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Enhance collaboration between sales territories by providing clear visibility into resource allocation and market coverage. This helps sales leaders identify gaps and opportunities for improved territory planning.\"})})]}),/*#__PURE__*/e(a,{href:{webPageId:\"Bqh_ya3Aj\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{className:\"framer-image\",\"data-preset-tag\":\"img\",children:/*#__PURE__*/e(\"img\",{alt:\"Sales Capacity Planning\",className:\"framer-image\",height:\"653\",src:\"https://framerusercontent.com/images/yGNuO7LHxUf4KY6ExzZEz1DThw.png\",srcSet:\"https://framerusercontent.com/images/yGNuO7LHxUf4KY6ExzZEz1DThw.png?scale-down-to=512 512w,https://framerusercontent.com/images/yGNuO7LHxUf4KY6ExzZEz1DThw.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/yGNuO7LHxUf4KY6ExzZEz1DThw.png?scale-down-to=2048 2048w,https://framerusercontent.com/images/yGNuO7LHxUf4KY6ExzZEz1DThw.png 2864w\",style:{aspectRatio:\"2864 / 1306\"},width:\"1432\"})})}),/*#__PURE__*/e(\"h3\",{children:\"Revenue Intelligence and Market Insights\"}),/*#__PURE__*/e(\"p\",{children:\"Today's sales planning solutions incorporate sophisticated buyer propensity insights and revenue intelligence capabilities. These features help sales teams:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Understand market trends and buyer intent signals across different customer segments\\xa0\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Analyze customer lifecycle patterns to optimize sales strategies\\xa0\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Identify risks and opportunities in the sales pipeline before they impact revenue\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Workflow Automation and Efficiency\"}),/*#__PURE__*/e(\"p\",{children:\"Modern sales planning software streamlines the sales process through intelligent workflow automation. This allows sales reps to focus more time on customer interactions while ensuring consistent execution of sales strategies. Key benefits include:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Automated data synchronization between CRM platforms and planning tools\\xa0\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Streamlined quota planning and territory management processes\\xa0\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Enhanced real-time insights into sales performance metrics\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Advanced Sales Performance Analytics\"}),/*#__PURE__*/e(\"p\",{children:\"The platform's advanced reporting capabilities provide unprecedented visibility into sales performance across multiple dimensions. Sales leaders can:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Gain insights into individual and team performance metrics\\xa0\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Track progress against revenue targets in real time\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Create territories based on multiple criteria for optimal market coverage\\xa0\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",children:/*#__PURE__*/e(\"p\",{children:\"Deploy optimized quotas using data-driven decision making\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Integration with Existing Sales Stack\"}),/*#__PURE__*/e(\"p\",{children:\"Modern sales planning tools understand the importance of working seamlessly with your existing tools. They offer robust integration capabilities with:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Popular CRM data systems\\xa0\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Lead management platforms\\xa0\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Pricing models and configuration tools\\xa0\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Customer data systems\"})})]}),/*#__PURE__*/e(\"h2\",{children:\"Top 10 Sales Planning Software Solutions for 2025\"}),/*#__PURE__*/e(\"p\",{children:\"Let's examine the leading sales planning solutions that are transforming how sales teams operate and achieve their revenue targets.\"}),/*#__PURE__*/e(\"h3\",{children:\"1. Forecastio\"}),/*#__PURE__*/e(\"img\",{alt:\"\",className:\"framer-image\",height:\"778\",src:\"https://framerusercontent.com/images/G4CnYwiE5CIG3zec9set88VdECc.png\",srcSet:\"https://framerusercontent.com/images/G4CnYwiE5CIG3zec9set88VdECc.png?scale-down-to=512 512w,https://framerusercontent.com/images/G4CnYwiE5CIG3zec9set88VdECc.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/G4CnYwiE5CIG3zec9set88VdECc.png?scale-down-to=2048 2048w,https://framerusercontent.com/images/G4CnYwiE5CIG3zec9set88VdECc.png 2784w\",style:{aspectRatio:\"2784 / 1556\"},width:\"1392\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(a,{href:{webPageId:\"iXkyfi6I7\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Forecastio\"})}),\" stands out as the ultimate sales planning solution specifically designed for B2B companies using HubSpot CRM. This platform excels in transforming complex sales planning processes into intuitive, actionable insights through automated scenario planning and real-time performance tracking.\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Key Features:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"What-if scenario planning:\"}),\" Model different potential outcomes to optimize resource allocation and ensure achievable sales targets under various conditions\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Ready-to-use planning templates:\"}),\" Pre-built templates for different sales models (Inbound, Outbound, Hybrid) and customer segments (SMB, Enterprise)\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Automated goal setting:\"}),\" Create and update plans based on historical performance data from HubSpot with real-time integration\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Resource estimation:\"}),\" Accurately calculate required resources (traffic, leads, demos, salespeople) to meet sales quotas\"]})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Performance monitoring:\"}),\" Automatic assessments and notifications for unattainable quotas based on historical and current performance\"]})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Integration Advantages:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"One-click HubSpot integration\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Real-time data synchronization\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Zero data migration required\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Instant setup and deployment\"})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Unique Benefits:\"})}),/*#__PURE__*/e(\"p\",{children:\"What truly distinguishes Forecastio is its laser focus on solving the specific challenges faced by HubSpot users. The platform's scenario planning capabilities allow sales leaders to model different outcomes and optimize their resource allocation with confidence.\\xa0\"}),/*#__PURE__*/e(\"img\",{alt:\"sales scenario planning\",className:\"framer-image\",height:\"643\",src:\"https://framerusercontent.com/images/6nggKGRSMuYTyyf8Imv3IIQ8.png\",srcSet:\"https://framerusercontent.com/images/6nggKGRSMuYTyyf8Imv3IIQ8.png?scale-down-to=512 512w,https://framerusercontent.com/images/6nggKGRSMuYTyyf8Imv3IIQ8.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/6nggKGRSMuYTyyf8Imv3IIQ8.png?scale-down-to=2048 2048w,https://framerusercontent.com/images/6nggKGRSMuYTyyf8Imv3IIQ8.png 2860w\",style:{aspectRatio:\"2860 / 1286\"},width:\"1430\"}),/*#__PURE__*/e(\"p\",{children:\"Sales teams can leverage pre-built templates for different sales models, saving valuable time in the planning process while ensuring best practices are followed. The automated quota attainability checks provide peace of mind by continuously monitoring performance and alerting teams when targets might need adjustment.\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Best For:\"}),\" Forecastio is the ideal choice for small and mid-sized B2B companies using HubSpot CRM who need sophisticated scenario planning and sales forecasting capabilities without the complexity and cost of enterprise-level solutions.\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"The platform is particularly valuable for companies looking to streamline their planning process and make more data-driven decisions about resource allocation and sales targets.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Pricing:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Basic Plan: $149/month\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Professional Plan: Custom pricing based on team size and number of deals in the pipeline.\"})})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Implementation Time: \"}),\"Same-day deployment with immediate value delivery through pre-built templates and automated data synchronization.\"]}),/*#__PURE__*/e(\"h3\",{children:\"2. Varicent Sales Planning\"}),/*#__PURE__*/e(\"img\",{alt:\"Varicent Sales Planning\",className:\"framer-image\",height:\"714\",src:\"https://framerusercontent.com/images/kSLqWaWaHDsTMukB8J1ZWpjoVm4.png\",srcSet:\"https://framerusercontent.com/images/kSLqWaWaHDsTMukB8J1ZWpjoVm4.png?scale-down-to=512 512w,https://framerusercontent.com/images/kSLqWaWaHDsTMukB8J1ZWpjoVm4.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/kSLqWaWaHDsTMukB8J1ZWpjoVm4.png?scale-down-to=2048 2048w,https://framerusercontent.com/images/kSLqWaWaHDsTMukB8J1ZWpjoVm4.png 2824w\",style:{aspectRatio:\"2824 / 1428\"},width:\"1412\"}),/*#__PURE__*/t(\"p\",{children:[\"Varicent excels in enterprise-level sales planning tool with sophisticated territory and quota management capabilities. The platform combines AI-driven analytics with robust \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"sales-compensation-plans\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"q4wZ1YKX_\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"compensation management\"})}),\" tools, making it ideal for complex sales organizations.\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Key Features:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"AI-powered territory optimization\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Advanced quota modeling\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Performance analytics dashboard\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Compensation management\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Resource allocation tools\"})})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Best For:\"}),\" Large enterprises with complex \",/*#__PURE__*/e(a,{href:{webPageId:\"R8sURvbMg\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"sales operations\"})}),\" and multiple territories.\\xa0\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Pricing: \"}),\"Contact vendor for custom enterprise pricing\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"According to G2 and peer reviews, enterprises should expect:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Implementation costs typically range from $100,000 to $500,000\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Annual licensing costs vary based on company size and features needed\\xa0\"})})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Note: \"}),\"These are industry estimates based on user reviews and should be verified with Varicent for accurate pricing.\"]}),/*#__PURE__*/e(\"blockquote\",{children:/*#__PURE__*/t(\"p\",{children:[\"Evaluate the vitality of your sales funnel \u2014 try our \",/*#__PURE__*/e(a,{href:{webPageId:\"BUVDGjVWa\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"Pipeline Health Score Calculator\"})}),\" to gain actionable insights and drive better sales outcomes.\"]})}),/*#__PURE__*/e(\"h3\",{children:\"3. Workday Adaptive Planning\"}),/*#__PURE__*/e(\"img\",{alt:\"Workday Adaptive Planning\",className:\"framer-image\",height:\"739\",src:\"https://framerusercontent.com/images/K9jfgmntWmOVosCrOx4VCPv4fM.png\",srcSet:\"https://framerusercontent.com/images/K9jfgmntWmOVosCrOx4VCPv4fM.png?scale-down-to=512 512w,https://framerusercontent.com/images/K9jfgmntWmOVosCrOx4VCPv4fM.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/K9jfgmntWmOVosCrOx4VCPv4fM.png?scale-down-to=2048 2048w,https://framerusercontent.com/images/K9jfgmntWmOVosCrOx4VCPv4fM.png 2806w\",style:{aspectRatio:\"2806 / 1478\"},width:\"1403\"}),/*#__PURE__*/e(\"p\",{children:\"Workday Adaptive Planning offers powerful scenario modeling and strategic planning capabilities, with strong integration into financial systems. The platform stands out for its ability to connect sales planning with broader business operations.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Key Features:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Comprehensive scenario modeling\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Resource capacity planning\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Financial integration\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Performance analytics\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Collaborative planning tools\"})})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Best For:\"}),\" Mid to large-sized organizations requiring sophisticated financial integration.\\xa0\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Pricing: \"}),\"Contact vendor for custom pricing\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"Based on industry analysis and user reviews:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Typical implementations start at $50,000\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Annual subscription costs vary based on company size and modules selected\"})})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Note: \"}),\"Actual pricing should be confirmed with Workday directly.\"]}),/*#__PURE__*/e(\"h3\",{children:\"4. Clari Revenue Platform\"}),/*#__PURE__*/e(\"img\",{alt:\"Clari Revenue Platform\",className:\"framer-image\",height:\"601\",src:\"https://framerusercontent.com/images/B2H43BUlVnnp9LMbRdRmoGfeU.png\",srcSet:\"https://framerusercontent.com/images/B2H43BUlVnnp9LMbRdRmoGfeU.png?scale-down-to=512 512w,https://framerusercontent.com/images/B2H43BUlVnnp9LMbRdRmoGfeU.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/B2H43BUlVnnp9LMbRdRmoGfeU.png?scale-down-to=2048 2048w,https://framerusercontent.com/images/B2H43BUlVnnp9LMbRdRmoGfeU.png 2828w\",style:{aspectRatio:\"2828 / 1202\"},width:\"1414\"}),/*#__PURE__*/e(\"p\",{children:\"Clari leverages AI to provide deep insights into sales performance and revenue operations. The platform excels in pipeline analysis and forecasting accuracy.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Key Features:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"AI-powered revenue intelligence\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Advanced forecasting engine\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Pipeline analytics\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Activity capture\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Deal insights\"})})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Best For:\"}),\" Enterprise organizations focusing on revenue operations and advanced analytics.\\xa0\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Pricing:\"}),\" Enterprise pricing starts at $30,000/year\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"Based on user reviews:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Average implementation costs: $15,000-$50,000\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Typical annual contracts range from $30,000 to $150,000 depending on company size\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"5. HubSpot Sales Hub\"}),/*#__PURE__*/e(\"img\",{alt:\"HubSpot Sales Hub\",className:\"framer-image\",height:\"682\",src:\"https://framerusercontent.com/images/OQrXmJv9XbBBaz9Am2UbRKmGA8.png\",srcSet:\"https://framerusercontent.com/images/OQrXmJv9XbBBaz9Am2UbRKmGA8.png?scale-down-to=512 512w,https://framerusercontent.com/images/OQrXmJv9XbBBaz9Am2UbRKmGA8.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/OQrXmJv9XbBBaz9Am2UbRKmGA8.png?scale-down-to=2048 2048w,https://framerusercontent.com/images/OQrXmJv9XbBBaz9Am2UbRKmGA8.png 2640w\",style:{aspectRatio:\"2640 / 1364\"},width:\"1320\"}),/*#__PURE__*/e(\"p\",{children:\"A comprehensive sales and CRM platform offering robust planning features alongside marketing integration. Ideal for growing organizations seeking an all-in-one solution.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Key Features:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Integrated CRM capabilities\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Pipeline management\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Sales automation\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Performance tracking\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Marketing alignment\"})})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Best For: \"}),\"Growing companies needing integrated sales and marketing solutions.\\xa0\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Pricing: \"}),\"Professional starts at $100/user/month\"]}),/*#__PURE__*/e(\"h3\",{children:\"6. Salesforce Sales Cloud\"}),/*#__PURE__*/e(\"img\",{alt:\"Salesforce Sales Cloud\",className:\"framer-image\",height:\"772\",src:\"https://framerusercontent.com/images/6XdCQR2msmDhmWL8oCMJEfQJRW8.png\",srcSet:\"https://framerusercontent.com/images/6XdCQR2msmDhmWL8oCMJEfQJRW8.png?scale-down-to=512 512w,https://framerusercontent.com/images/6XdCQR2msmDhmWL8oCMJEfQJRW8.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/6XdCQR2msmDhmWL8oCMJEfQJRW8.png?scale-down-to=2048 2048w,https://framerusercontent.com/images/6XdCQR2msmDhmWL8oCMJEfQJRW8.png 2824w\",style:{aspectRatio:\"2824 / 1544\"},width:\"1412\"}),/*#__PURE__*/e(\"p\",{children:\"Salesforce Sales Cloud combines comprehensive sales planning capabilities with extensive customization options within its CRM ecosystem. The platform's Einstein AI provides predictive insights that help sales teams optimize their planning and execution, while its vast marketplace of integrations enables seamless connectivity with other business tools.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Key Features:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Einstein AI analytics\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Territory management\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Opportunity tracking\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Mobile capabilities\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Extensive customization\"})})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Best For:\"}),\" Organizations heavily invested in the Salesforce ecosystem.\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Pricing:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Starter: $25/user/month\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Professional: $100/user/month\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Enterprise: $165/user/month\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Unlimited: $330/user/month\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Einstein: $500/user/month\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"7. Anaplan for Sales\"}),/*#__PURE__*/e(\"img\",{alt:\"Anaplan for Sales\",className:\"framer-image\",height:\"616\",src:\"https://framerusercontent.com/images/UOMQ5IWjrLsHGl3KqXseV1Jzvk.png\",srcSet:\"https://framerusercontent.com/images/UOMQ5IWjrLsHGl3KqXseV1Jzvk.png?scale-down-to=512 512w,https://framerusercontent.com/images/UOMQ5IWjrLsHGl3KqXseV1Jzvk.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/UOMQ5IWjrLsHGl3KqXseV1Jzvk.png?scale-down-to=2048 2048w,https://framerusercontent.com/images/UOMQ5IWjrLsHGl3KqXseV1Jzvk.png 2702w\",style:{aspectRatio:\"2702 / 1232\"},width:\"1351\"}),/*#__PURE__*/e(\"p\",{children:\"Anaplan specializes in connecting sales planning processes across departments through sophisticated modeling capabilities. Its real-time calculation engine enables complex scenario planning and analysis, making it particularly effective for enterprises managing large-scale sales operations across multiple markets.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Key Features:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Connected planning\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Advanced modeling\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Resource optimization\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Performance analytics\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Cross-functional integration\"})})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Best For:\"}),\" Large enterprises requiring complex modeling capabilities and sales capacity planning software.\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Pricing: \"}),\"Contact vendor for custom pricing\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"Industry estimates from analyst reports suggest:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Initial implementation: $100,000-$250,000\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Annual licensing: Starting around $75,000\\xa0\"})})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Note:\"}),\" These are market estimates and should be verified with Anaplan.\"]}),/*#__PURE__*/e(\"blockquote\",{children:/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"em\",{children:\"Advanced planning tools like Pigment and Anaplan take financial forecasting to the next level. \"}),/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"pigment-vs-anaplan\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"fJMUrSSyS\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:/*#__PURE__*/e(\"em\",{children:\"Discover their differences\"})})}),/*#__PURE__*/e(\"em\",{children:\" and see which is right for your needs.\"})]})}),/*#__PURE__*/e(\"h3\",{children:\"8. InsightSquared\"}),/*#__PURE__*/e(\"img\",{alt:\"InsightSquared\",className:\"framer-image\",height:\"594\",src:\"https://framerusercontent.com/images/3H9qlKM4HmHj9UGjgs2BqGSX2H8.png\",srcSet:\"https://framerusercontent.com/images/3H9qlKM4HmHj9UGjgs2BqGSX2H8.png?scale-down-to=512 512w,https://framerusercontent.com/images/3H9qlKM4HmHj9UGjgs2BqGSX2H8.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/3H9qlKM4HmHj9UGjgs2BqGSX2H8.png?scale-down-to=2048 2048w,https://framerusercontent.com/images/3H9qlKM4HmHj9UGjgs2BqGSX2H8.png 2822w\",style:{aspectRatio:\"2822 / 1188\"},width:\"1411\"}),/*#__PURE__*/e(\"p\",{children:\"InsightSquared combines sales planning with revenue intelligence to provide actionable insights for sales operations. The platform analyzes historical performance data to guide future planning cycles and helps sales leaders identify and replicate successful behaviors across their teams.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Key Features:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Revenue intelligence\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Forecasting tools\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Activity analytics\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Custom reporting\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Coaching insights\"})})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Best For:\"}),\" Mid-sized organizations seeking strong analytics capabilities.\\xa0\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Pricing:\"}),\" Custom pricing based on organization size\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"According to user reviews:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Starting price typically ranges from $65-$95 per user/month\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Enterprise implementations usually start at $30,000 annually\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"9. SAP Sales Cloud\"}),/*#__PURE__*/e(\"img\",{alt:\"SAP Sales Cloud\",className:\"framer-image\",height:\"767\",src:\"https://framerusercontent.com/images/Dkdg06WualG19Kel0ofGUlLvvLw.png\",srcSet:\"https://framerusercontent.com/images/Dkdg06WualG19Kel0ofGUlLvvLw.png?scale-down-to=512 512w,https://framerusercontent.com/images/Dkdg06WualG19Kel0ofGUlLvvLw.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/Dkdg06WualG19Kel0ofGUlLvvLw.png?scale-down-to=2048 2048w,https://framerusercontent.com/images/Dkdg06WualG19Kel0ofGUlLvvLw.png 2776w\",style:{aspectRatio:\"2776 / 1534\"},width:\"1388\"}),/*#__PURE__*/e(\"p\",{children:\"SAP Sales Cloud delivers enterprise-grade sales planning with seamless ERP integration. The platform excels in managing complex, global sales operations while maintaining compliance with regional requirements and aligning sales planning with broader business operations.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Key Features:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Territory planning\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Quote-to-cash management\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Performance tracking\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Mobile capabilities\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"ERP integration\"})})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Best For: \"}),\"Organizations using SAP systems requiring integrated planning.\\xa0\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Pricing:\"}),\" Contact SAP for custom enterprise pricing\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"Market research indicates:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Implementation costs typically start at $100,000\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Annual licensing varies significantly based on modules and users\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"10. People.ai\"}),/*#__PURE__*/e(\"img\",{alt:\"People.ai\",className:\"framer-image\",height:\"741\",src:\"https://framerusercontent.com/images/xVUHnwjtq2jUc6DgRZuueCmukt0.png\",srcSet:\"https://framerusercontent.com/images/xVUHnwjtq2jUc6DgRZuueCmukt0.png?scale-down-to=512 512w,https://framerusercontent.com/images/xVUHnwjtq2jUc6DgRZuueCmukt0.png?scale-down-to=1024 1024w,https://framerusercontent.com/images/xVUHnwjtq2jUc6DgRZuueCmukt0.png?scale-down-to=2048 2048w,https://framerusercontent.com/images/xVUHnwjtq2jUc6DgRZuueCmukt0.png 2610w\",style:{aspectRatio:\"2610 / 1482\"},width:\"1305\"}),/*#__PURE__*/e(\"p\",{children:\"People.ai uses advanced AI to automate sales planning and execution analysis. The platform captures and analyzes sales activities to provide insights into customer interactions and team performance, helping organizations scale best practices while reducing manual data entry.\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Key Features:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"AI activity capture\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Buyer intent analysis\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Territory optimization\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Performance analytics\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Coaching recommendations\"})})]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Best For: \"}),\"Organizations seeking AI-driven insights and automation.\\xa0\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Pricing:\"}),\" Custom pricing based on requirements\\xa0\"]}),/*#__PURE__*/e(\"p\",{children:\"Industry estimates suggest:\"}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Starting price for small teams: Around $5,000/month\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Enterprise implementations: Custom pricing based on scale\"})})]}),/*#__PURE__*/e(\"h2\",{children:\"Implementing Sales Planning Software Successfully\"}),/*#__PURE__*/e(\"p\",{children:\"The success of your sales planning solution depends not just on choosing the right platform, but on how effectively you implement and integrate it into your sales processes. Here's a comprehensive guide to ensuring successful adoption and maximizing return on your investment.\"}),/*#__PURE__*/e(\"h3\",{children:\"Understanding Implementation Timelines\"}),/*#__PURE__*/t(\"p\",{children:[\"Implementation timelines vary significantly based on the chosen solution and your organization's complexity. While traditional enterprise solutions typically require 2-3 months for full deployment, modern cloud-based platforms like Forecastio offer same-day implementation with \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"best-hubspot-integrations\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"jrUjwlIja\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"HubSpot integration\"})}),\". This dramatic difference in deployment time can significantly impact your ability to realize value from your investment.\"]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Traditional Enterprise Implementation:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Initial setup and configuration: 2-4 weeks\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Data migration and integration: 2-3 weeks\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"User training and adoption: 3-4 weeks\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"System optimization: Ongoing\"})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Forecastio Implementation:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Platform integration: Same day\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Data synchronization: Automatic\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"User training: 1-2 days\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Value realization: Immediate\"})})]}),/*#__PURE__*/e(\"h3\",{children:\"Ensuring the Successful Adoption of Sales Planning Tools\"}),/*#__PURE__*/e(\"p\",{children:\"The key to successful implementation lies in preparing your organization for change and following a structured approach to adoption.\"}),/*#__PURE__*/e(\"h4\",{children:\"Phase 1: Preparation and planning\"}),/*#__PURE__*/t(\"p\",{children:[\"Begin by establishing clear objectives for your sales planning implementation. Define what success looks like in terms of specific metrics such as forecast accuracy, pipeline visibility, or \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"essential-strategies-to-boost-your-sales-quota-attainment\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"hJDgUWOIc\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"quota attainment.\"})}),\" This clarity helps align your team around common goals and provides benchmarks for measuring success.\"]}),/*#__PURE__*/e(\"h4\",{children:\"Phase 2: Data and process integration\"}),/*#__PURE__*/e(\"p\",{children:\"Focus on ensuring your sales data is clean and properly structured before migration. This includes:\"}),/*#__PURE__*/t(\"ol\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Standardizing your sales process stages\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Cleaning historical performance data\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Mapping current workflows to new system capabilities\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Setting up integration with existing tools\"})})]}),/*#__PURE__*/e(\"h4\",{children:\"Phase 3: Team enablement\"}),/*#__PURE__*/e(\"p\",{children:\"Success depends heavily on user adoption. Create a comprehensive enablement program that includes:\"}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Training approach:\"}),\" Start with core features that deliver immediate value, then gradually introduce more advanced capabilities as users become comfortable with the platform.\"]}),/*#__PURE__*/t(\"p\",{children:[/*#__PURE__*/e(\"strong\",{children:\"Support structure:\"}),\" Establish clear channels for user support and feedback during the initial implementation period.\"]}),/*#__PURE__*/e(\"h3\",{children:\"Measuring Implementation Success\"}),/*#__PURE__*/e(\"p\",{children:\"Track these key metrics to evaluate your implementation's effectiveness:\"}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"System adoption metrics:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Regular user login rates\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Feature utilization levels\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Data input consistency\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Process compliance\"})})]}),/*#__PURE__*/e(\"p\",{children:/*#__PURE__*/e(\"strong\",{children:\"Performance improvements:\"})}),/*#__PURE__*/t(\"ul\",{children:[/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Forecast accuracy enhancement\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Pipeline visibility increase\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Planning cycle time reduction\"})}),/*#__PURE__*/e(\"li\",{\"data-preset-tag\":\"p\",style:{\"--framer-font-size\":\"11px\",\"--framer-text-color\":\"rgb(0, 0, 0)\",\"--framer-text-decoration\":\"none\"},children:/*#__PURE__*/e(\"p\",{children:\"Resource allocation efficiency\"})})]}),/*#__PURE__*/e(\"h2\",{children:\"Best Practices for Maximizing Your Sales Planning Software\"}),/*#__PURE__*/e(\"h3\",{children:\"Optimizing Your Sales Team's Performance\"}),/*#__PURE__*/e(\"p\",{children:\"Modern sales planning tools fundamentally transforms how sales teams approach their entire sales process. Organizations that achieve the greatest success with these platforms understand that the true value lies not just in the technology itself, but in how it enables sales teams to make data-driven decisions. Sales leaders must focus on leveraging their platform's advanced analytics to analyze sales performance and adjust sales strategies in real-time.\"}),/*#__PURE__*/e(\"p\",{children:\"The impact of proper implementation becomes evident as sales teams gain deeper insights into their customer interactions. Through careful analysis of sales data and market trends, leaders can identify patterns that lead to successful outcomes. This understanding allows for better resource allocation and more effective territory planning, ultimately driving improved sales team's performance across all metrics.\"}),/*#__PURE__*/e(\"h3\",{children:\"Strategic Planning and Market Response\"}),/*#__PURE__*/e(\"p\",{children:\"Today's dynamic market environment demands a sophisticated approach to sales planning. Modern platforms provide the advanced analytics needed to predict and respond to market shifts effectively. Sales leaders can now base their strategic decisions on real-time data, helping them optimize sales coverage models and adjust resource allocation as market conditions change. This capability proves particularly valuable when managing complex sales territories or responding to rapid changes in buyer behavior.\"}),/*#__PURE__*/t(\"p\",{children:[\"The platform's ability to analyze customer data becomes crucial for developing \",/*#__PURE__*/e(a,{href:{pathVariables:{n1ZDZ5Gwq:\"b2b-sales-strategy\"},unresolvedPathSlugs:{n1ZDZ5Gwq:{collectionId:\"DNFW_QdcY\",collectionItemId:\"O1NpgS_80\"}},webPageId:\"U5TFX8ERF\"},motionChild:!0,nodeId:\"DNFW_QdcY\",openInNewTab:!0,scopeId:\"contentManagement\",smoothScroll:!1,children:/*#__PURE__*/e(i.a,{children:\"effective sales strategies\"})}),\". By synchronizing information across systems and providing deep insights into buyer propensity, sales planning software helps leaders make informed decisions about where to focus their sales investments. This comprehensive view of customer interactions enables more precise targeting and better-aligned sales approaches.\"]}),/*#__PURE__*/e(\"h3\",{children:\"Process Enhancement and Resource Optimization\"}),/*#__PURE__*/e(\"p\",{children:\"Effective sales planning extends beyond basic tracking to encompass the entire customer lifecycle. Modern solutions help sales teams streamline their processes by providing insights into every stage of customer engagement. Sales leaders can analyze the effectiveness of different approaches and optimize their strategies based on actual performance data rather than assumptions.\"}),/*#__PURE__*/e(\"p\",{children:\"When it comes to territory planning and quota setting, the advanced capabilities of modern sales planning tools prove invaluable. By analyzing historical performance and current market conditions, these platforms help leaders create balanced territories and deploy optimized quotas that motivate teams while remaining achievable. This data-driven approach to resource allocation ensures sales investments generate maximum returns across all market segments.\"}),/*#__PURE__*/e(\"h2\",{children:\"Performance Management and Future Planning\"}),/*#__PURE__*/e(\"p\",{children:\"The true power of sales planning software emerges in its ability to connect current performance with future opportunities. Through sophisticated analysis of sales factors and market trends, these platforms help leaders identify emerging opportunities and potential risks before they impact revenue targets. This forward-looking capability enables proactive strategy adjustment rather than reactive response to market changes.\"}),/*#__PURE__*/e(\"p\",{children:\"Sales leaders should focus on using their platform's advanced reporting capabilities to track progress against key metrics while maintaining flexibility in their approach. Regular analysis of customer interactions and sales performance helps identify areas where additional support or training might improve outcomes. This ongoing assessment ensures sales strategies remain aligned with market realities and organizational goals.\"}),/*#__PURE__*/e(\"h2\",{children:\"Future Trends and Final Recommendations\"}),/*#__PURE__*/e(\"p\",{children:\"The landscape of sales planning tools continues to evolve rapidly, with artificial intelligence and machine learning driving significant advances in how sales teams approach their planning and execution. These technological developments are reshaping how organizations analyze sales performance and optimize their sales strategies. Forward-thinking sales leaders must stay attuned to these developments to maintain their competitive edge in an increasingly dynamic market environment.\"}),/*#__PURE__*/e(\"p\",{children:\"Artificial intelligence is becoming particularly crucial in helping sales teams predict market shifts and identify emerging opportunities. Modern platforms now offer sophisticated capabilities to analyze customer interactions and provide real-time insights into buyer intent. This evolution in technology enables sales leaders to make more informed decisions about resource allocation and territory planning, ultimately leading to better revenue target achievement.\"}),/*#__PURE__*/e(\"h2\",{children:\"Making the Right Choice for Your Organization\"}),/*#__PURE__*/e(\"p\",{children:\"When selecting a sales planning solution, organizations must carefully consider their specific needs and operational context. For small to medium-sized businesses using HubSpot as their CRM platform, Forecastio offers a compelling combination of sophisticated features and ease of implementation. Its ability to provide immediate value through seamless integration and pre-built templates makes it particularly attractive for teams seeking quick deployment and rapid results.\"}),/*#__PURE__*/e(\"p\",{children:\"Larger enterprises with complex sales coverage models might find solutions like Varicent or Workday Adaptive Planning more suitable for their needs. These platforms offer the robust capabilities necessary to handle multiple territories and sophisticated quota planning requirements. However, they typically require longer implementation timelines and more substantial resource investments.\"}),/*#__PURE__*/e(\"h2\",{children:\"Maximizing Return on Investment\"}),/*#__PURE__*/e(\"p\",{children:\"The success of any sales planning software implementation depends heavily on how well organizations integrate the solution into their existing sales processes. Sales leaders should focus on creating a clear implementation strategy that addresses both technical integration and team adoption. This approach ensures that the platform's advanced analytics and planning capabilities translate into tangible improvements in the sales team's performance.\"}),/*#__PURE__*/e(\"p\",{children:\"Organizations should pay particular attention to data quality and system integration during the implementation phase. Clean, accurate data forms the foundation for effective sales planning and forecasting. Regular audit processes and clear data governance policies help maintain the integrity of your sales planning efforts and ensure the platform provides reliable insights for decision-making.\"}),/*#__PURE__*/e(\"h2\",{children:\"Conclusion\"}),/*#__PURE__*/e(\"p\",{children:\"The selection and implementation of sales planning software represents a crucial decision for modern sales organizations. Success in today's competitive environment requires more than just basic planning tools \u2013 it demands sophisticated platforms that can provide deep insights into sales performance while enabling quick adaptation to market shifts. By choosing the right platform and following best practices for implementation and usage, organizations can significantly enhance their sales team's effectiveness and consistently achieve their revenue targets.\"}),/*#__PURE__*/e(\"p\",{children:\"For organizations using HubSpot, Forecastio stands out as a particularly strong choice, offering advanced capabilities without the complexity often associated with enterprise solutions. Regardless of the chosen platform, success ultimately depends on maintaining a committed approach to data-driven decision making and continuous process improvement.\"})]});\nexport const __FramerMetadata__ = {\"exports\":{\"richText\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText1\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText3\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText2\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"richText4\":{\"type\":\"variable\",\"annotations\":{\"framerContractVersion\":\"1\"}},\"__FramerMetadata__\":{\"type\":\"variable\"}}}"],
  "mappings": "+LAAsJ,IAAMA,EAAsBC,EAAIC,EAAS,CAAC,SAAS,CAAcD,EAAE,IAAI,CAAC,SAAS,CAAC,aAA0BE,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,cAAc,CAAC,CAAC,CAAC,EAAE,wIAAqJF,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,6CAA6C,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,sBAAsB,CAAC,CAAC,CAAC,EAAE,yHAAyH,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,oOAAoO,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,gEAAgE,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,wHAAqIE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,gCAAgC,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,wBAAwB,CAAC,CAAC,CAAC,EAAE,0BAAuCF,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,2DAA2D,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,oBAAoB,CAAC,CAAC,CAAC,EAAE,4JAA4J,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,0FAA0F,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,kEAAkE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,yDAAyD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,yDAAyD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qDAAqD,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gNAA2M,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,kEAAkE,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,+JAAuKE,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,iBAAiB,CAAC,CAAC,CAAC,EAAE,gKAA6KF,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAE,0GAA0G,CAAC,CAAC,EAAeJ,EAAE,IAAI,CAAC,SAAS,CAAC,uGAAoHE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,mCAAmC,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,kBAAkB,CAAC,CAAC,CAAC,EAAE,gMAAgM,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,wLAAwL,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oVAAoV,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,keAAke,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,+DAA+D,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kMAAkM,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,4CAA4C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iZAAiZ,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,cAAc,UAAU,eAAe,OAAO,MAAM,IAAI,sEAAsE,OAAO,iWAAiW,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iXAAiX,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,0CAA0C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mbAAmb,CAAC,EAAeA,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,UAAU,eAAe,kBAAkB,MAAM,SAAsBF,EAAE,MAAM,CAAC,IAAI,gCAAgC,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,uQAAuQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wXAAwX,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,wDAAwD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4YAA4Y,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qVAAqV,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mCAAmC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iVAAiV,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,SAAS,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,qWAAqW,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mWAAmW,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,yCAAyC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gUAAgU,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kVAAkV,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,kDAAkD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iPAAiP,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mCAAmC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2UAA2U,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mUAAmU,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,iCAAiC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sVAAsV,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uUAAuU,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,6CAA6C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mGAAmG,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,0CAA0C,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qEAAqE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,+DAA+D,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0DAA0D,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,yDAAyD,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,qCAAqC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qDAAqD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,6CAA6C,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,wCAAwC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,2DAA2D,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,oCAAoC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,2WAAwXE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,qEAAqE,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,iBAAiB,CAAC,CAAC,CAAC,EAAE,oEAAoE,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,uWAAuW,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0SAA0S,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+SAA+S,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,4BAA4B,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,gFAAgF,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wVAAwV,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,YAAyBE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,yBAAyB,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,gBAAgB,CAAC,CAAC,CAAC,EAAE,uWAAuW,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,kEAAkE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wXAAwX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wWAAwW,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,oDAAoD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mXAAmX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iUAAiU,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,+DAA+D,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4WAA4W,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0UAA0U,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,4DAA4D,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,uDAAuD,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,mDAAmD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,2CAA2C,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,oCAAoC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,4CAA4C,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,gBAAgB,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sCAAsC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,wBAAwB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,iDAAiD,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4MAA4M,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,iEAAiE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8SAA8S,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8TAA8T,CAAC,CAAC,CAAC,CAAC,EAAeG,EAAuBL,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,IAAI,CAAC,SAAS,yEAAyE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yGAAyG,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uHAAkH,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kGAAkG,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0FAA0F,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wEAAmE,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2EAA2E,CAAC,CAAC,CAAC,CAAC,EAAeI,EAAuBN,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,KAAK,CAAC,SAAS,cAAc,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,wDAAqEE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,oBAAoB,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,gBAAgB,CAAC,CAAC,CAAC,EAAE,+QAA4RF,EAAE,KAAK,CAAC,SAAS,yCAAyC,CAAC,EAAE,wKAAmK,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iYAAyYE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,4BAA4B,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,4BAA4B,CAAC,CAAC,CAAC,EAAE,GAAG,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,0kBAAgkB,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,qCAAqC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4eAA4e,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4hBAA4hB,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,geAA6eE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,wBAAwB,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,mBAAmB,CAAC,CAAC,CAAC,EAAE,wNAA8M,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,wmBAA8lB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2bAAsb,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,6DAA6D,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,yBAAsCE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,6CAA6C,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,gBAAgB,CAAC,CAAC,CAAC,EAAE,0bAA0b,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,6DAA6D,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kYAAkY,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,2GAAwHE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,4DAA4D,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAE,iRAAiR,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,yEAAoE,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,8DAA8D,UAAU,eAAe,OAAO,OAAO,IAAI,uEAAuE,OAAO,wQAAwQ,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,kDAAkD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+QAA+Q,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,ySAAyS,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,YAAY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yXAAyX,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6NAA6N,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,qCAAqC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,gEAA2D,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,wCAAqDE,EAAE,KAAK,CAAC,SAAS,0EAA0E,CAAC,EAAE,OAAoBA,EAAE,KAAK,CAAC,SAAS,yGAAoG,CAAC,EAAE,0JAAqJ,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+KAA0K,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,oCAAoC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wWAAmW,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mDAAmD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wXAAmX,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,iDAAiD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wXAAwX,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,2CAA2C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mYAAmY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mNAAmN,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sLAAiL,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uNAA6M,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4EAA4E,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qCAAqC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,mCAAmC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sFAAsF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,4BAA4B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+PAA+P,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,4BAA4B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4LAA4L,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,wFAAwF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sHAAiH,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,oBAAiCE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,4BAA4B,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,4BAA4B,CAAC,CAAC,CAAC,EAAE,gCAAgC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,8QAA8Q,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,uBAAuB,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,gBAA6BE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,mCAAmC,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,uBAAuB,CAAC,CAAC,CAAC,EAAE,8MAA8M,CAAC,CAAC,EAAeJ,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qFAAqF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,+FAA+F,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0GAA0G,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6SAA6S,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mCAAmC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kcAAkc,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,uDAAuD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iCAAiC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,yDAAyD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,gFAAgF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0HAA0H,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,iJAAiJ,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gMAAgM,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,kCAAkC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gLAAgL,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,UAAU,CAAC,CAAC,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,sCAAsC,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,uQAAuQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,QAAQ,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,gDAAgD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,+BAA4CE,EAAE,SAAS,CAAC,SAAS,uBAAuB,CAAC,EAAE,GAAG,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,SAAS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qGAAqG,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,wBAAwB,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yDAAyD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4CAA4C,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0ZAA0Z,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mDAAmD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6BAA6B,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,4EAA4E,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,kFAAkF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,6FAA6F,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,mGAAmG,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0JAA0J,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,yCAAyC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gDAAgD,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAsBA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,8BAA8B,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sHAAsH,CAAC,EAAeA,EAAE,KAAK,CAAC,MAAM,IAAI,SAAsBA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,oCAAoC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uFAAuF,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,kBAAkB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,gBAAgB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,oBAAoB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,kBAAkB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,kBAAkB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,MAAM,IAAI,SAAsBA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,iDAAiD,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+EAA+E,CAAC,EAAeA,EAAE,KAAK,CAAC,MAAM,IAAI,SAAsBA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,2BAA2B,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kEAAkE,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,SAAS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kEAAkE,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,wCAAwC,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,uQAAuQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,0BAA0B,CAAC,EAAE,oDAAoD,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mCAAmC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wVAAwV,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,uDAAuD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4CAA4C,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,6DAA6D,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,kEAAkE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,8FAA8F,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,6EAA0FE,EAAEC,EAAE,CAAC,KAAK,iDAAiD,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAE,GAAG,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,yMAAyM,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,6CAA6C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mMAAmM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,qDAAqD,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,wHAAwH,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,+JAA+J,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,yKAAyK,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,8IAA8I,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,aAAa,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0FAA0F,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0EAA0E,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,+EAA+E,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,aAAa,CAAC,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,sFAAsF,CAAC,CAAC,CAAC,EAAeA,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAsBF,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,4CAAuC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kYAAkY,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,6CAA6C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wDAAwD,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,uFAAuF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,6GAA6G,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qGAAqG,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,uGAAuG,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qGAAqG,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mCAAmC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iFAAiF,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,kFAAkF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qFAAqF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,uEAAuE,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yFAAyF,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,UAAU,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yEAAyE,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,aAAa,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,oEAAoE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sEAAsE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,uEAAuE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qGAAqG,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,oHAAoH,CAAC,CAAC,CAAC,EAAeA,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,UAAU,eAAe,kBAAkB,MAAM,SAAsBF,EAAE,MAAM,CAAC,IAAI,0BAA0B,UAAU,eAAe,OAAO,MAAM,IAAI,qEAAqE,OAAO,iQAAiQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,yCAAyC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8RAA8R,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,6DAA6D,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,4CAA4C,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,uEAAuE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,oGAAoG,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,+HAA+H,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0HAA0H,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mDAAmD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uMAAuM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,gDAAgD,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,mJAAmJ,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,uHAAuH,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,gGAAgG,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,SAAS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0DAA0D,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,kDAAkD,UAAU,eAAe,OAAO,MAAM,IAAI,sEAAsE,OAAO,oQAAoQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6DAA6D,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,sBAAsB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4ZAA4Z,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,0CAA0C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,2BAA2B,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,kFAAkF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,yFAAyF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,4GAA4G,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,6FAA6F,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uLAAuL,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,gCAAgC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kQAAkQ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,sDAAsD,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,yBAAyB,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAE,6GAA6G,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAS,CAAcA,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,oBAAoB,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAE,4CAA4C,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,kDAAkD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,mFAAmF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,2CAA2C,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,4BAA4B,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAE,4JAAuJ,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,oBAAoB,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAE,gFAAgF,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,aAAa,CAAC,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,mGAAmG,CAAC,CAAC,CAAC,EAAeA,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAsBF,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,4CAAuC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,wBAAwB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6fAAwf,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,4CAA4C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,2DAA2D,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,uHAAuH,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,oFAAoF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qIAAqI,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,mGAAmG,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4IAA4I,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,kCAAkC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+SAA+S,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,gEAAgE,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,sBAAsB,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAE,uIAAuI,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAE,4HAA4H,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,iBAAiB,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAE,kHAAkH,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,iBAAiB,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAE,0GAA0G,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,SAAS,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+FAA+F,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,sBAAsB,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,IAAI,CAAC,CAAC,CAAC,EAAeA,EAAE,SAAS,CAAC,SAAS,4CAA4C,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,QAAqBE,EAAE,KAAK,CAAC,SAAS,KAAK,CAAC,EAAE,iFAAiF,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,SAAS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+DAA+D,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,wFAAwF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,uEAAuE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0FAA0F,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8LAA8L,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,wCAAwC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qDAAqD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,wCAAwC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0CAA0C,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,8BAA8B,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0CAA0C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4FAA4F,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sCAAsC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,6BAA6B,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oHAAoH,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,aAAa,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,oFAAoF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qEAAqE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0FAA0F,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,iFAAiF,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0YAA0Y,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mDAAmD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,2DAA2D,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,oEAAoE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,+FAA+F,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,+FAA+F,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,wGAAwG,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iMAAiM,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,yCAAyC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gHAAgH,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,kBAAkB,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAE,kLAAkL,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAE,mMAAmM,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,YAAY,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAE,sKAAsK,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,mBAAmB,CAAC,EAAeA,EAAE,KAAK,CAAC,CAAC,EAAE,sLAAsL,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,+CAA+C,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,gDAAgD,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,uQAAuQ,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,KAAK,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,SAAS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6TAA6T,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4NAA4N,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,aAAa,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,2EAA2E,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,+EAA+E,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qGAAqG,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,uEAAuE,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,aAAa,CAAC,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,6FAA6F,CAAC,CAAC,CAAC,EAAeA,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAsBF,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,4CAAuC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mCAAmC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qWAAgW,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,qBAAqB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iLAAiL,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kBAAkB,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sGAAsG,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,uOAAuO,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,oBAAoB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4KAA4K,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,2CAA2C,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qDAAqD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,oDAAoD,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,YAAY,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,6CAA6C,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,8CAA8C,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0EAA0E,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,gEAAgE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qGAAqG,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,gCAAgC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wPAAwP,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,yEAAyE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qHAAqH,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,+BAA+B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kLAAkL,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,4BAA4B,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sDAAsD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,kEAAkE,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,sBAAsB,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,iBAA8BE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,uBAAuB,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,iCAAiC,CAAC,CAAC,CAAC,EAAE,6CAA6C,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,2GAAsG,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,kCAAkC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gKAAgK,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,kDAAkD,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,gDAAgD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,yDAAyD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,+DAA+D,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,wEAAwE,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,sCAAsC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mMAAmM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,yBAAyB,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,2GAA2G,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sHAAiH,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,0HAA0H,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAsBA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,4GAA4G,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,2CAA2C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6NAA6N,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,+BAA+B,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qDAAqD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,4HAA4H,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,+BAA+B,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,sFAAsF,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,wHAAwH,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,mFAAmF,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,iBAAiB,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wJAAwJ,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,kCAAkC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0QAA0Q,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2UAA2U,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+IAAqI,CAAC,EAAeA,EAAE,aAAa,CAAC,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,6FAA6F,CAAC,CAAC,CAAC,EAAeA,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAsBF,EAAE,KAAK,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,4CAAuC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeK,EAAuBP,EAAIC,EAAS,CAAC,SAAS,CAAcC,EAAE,IAAI,CAAC,SAAS,yGAAyG,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6EAA6E,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wHAAwH,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iIAAiI,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8DAAyD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kFAAkF,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4EAA4E,CAAC,CAAC,CAAC,CAAC,EAAeM,EAAuBR,EAAIC,EAAS,CAAC,SAAS,CAAcD,EAAE,IAAI,CAAC,SAAS,CAAC,yNAAsOE,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,gBAAgB,CAAC,CAAC,CAAC,EAAE,0DAA0D,CAAC,CAAC,EAAeJ,EAAE,IAAI,CAAC,SAAS,CAAC,6FAA0GE,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,mBAAmB,CAAC,CAAC,CAAC,EAAE,uRAAuR,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,kCAAkC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iFAA8FE,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,gBAAgB,CAAC,CAAC,CAAC,EAAE,sRAAsR,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,8CAA8C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4GAA4G,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,sLAAmME,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,2BAA2B,CAAC,CAAC,CAAC,EAAE,gBAAgB,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,mNAAmN,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,yBAAyB,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,yBAAyB,CAAC,CAAC,CAAC,EAAE,gIAAgI,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,iOAAiO,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,uDAAuD,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,oCAAoC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6OAA6O,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,0OAA0O,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,2BAAwCE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,gBAAgB,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,gBAAgB,CAAC,CAAC,CAAC,EAAE,gKAAgK,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,6JAA6J,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,gCAAgC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wPAAwP,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,2NAA2N,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,yMAAyM,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,UAAU,eAAe,kBAAkB,MAAM,SAAsBF,EAAE,MAAM,CAAC,IAAI,iBAAiB,UAAU,eAAe,OAAO,MAAM,IAAI,qEAAqE,OAAO,iQAAiQ,MAAM,CAAC,YAAY,YAAY,EAAE,MAAM,KAAK,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,2DAA2D,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sVAAiV,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,6BAA6B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uZAAuZ,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qYAAqY,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,kCAAkC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kMAAkM,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,0NAA0N,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,iLAAiL,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,uNAAuN,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,UAAU,eAAe,kBAAkB,MAAM,SAAsBF,EAAE,MAAM,CAAC,IAAI,0BAA0B,UAAU,eAAe,OAAO,MAAM,IAAI,sEAAsE,OAAO,iWAAiW,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,MAAM,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,0CAA0C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8JAA8J,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,0FAA0F,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,sEAAsE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,mFAAmF,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,oCAAoC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,yPAAyP,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,6EAA6E,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,mEAAmE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,4DAA4D,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,sCAAsC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uJAAuJ,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,gEAAgE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,qDAAqD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,+EAA+E,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,SAAsBA,EAAE,IAAI,CAAC,SAAS,2DAA2D,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,uCAAuC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wJAAwJ,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,8BAA8B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,4CAA4C,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mDAAmD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qIAAqI,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,eAAe,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,GAAG,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,qWAAqW,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,MAAM,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,YAAY,CAAC,CAAC,CAAC,EAAE,kSAAkS,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,4BAA4B,CAAC,EAAE,kIAAkI,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,kCAAkC,CAAC,EAAE,qHAAqH,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,yBAAyB,CAAC,EAAE,uGAAuG,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,sBAAsB,CAAC,EAAE,oGAAoG,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,yBAAyB,CAAC,EAAE,8GAA8G,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,yBAAyB,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,gCAAgC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,8BAA8B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,8BAA8B,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,kBAAkB,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6QAA6Q,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,0BAA0B,UAAU,eAAe,OAAO,MAAM,IAAI,oEAAoE,OAAO,yVAAyV,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gUAAgU,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,EAAE,wOAAwO,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mLAAmL,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,UAAU,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,wBAAwB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,2FAA2F,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,uBAAuB,CAAC,EAAE,mHAAmH,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,4BAA4B,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,0BAA0B,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,qWAAqW,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,MAAM,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iLAA8LE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,0BAA0B,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,yBAAyB,CAAC,CAAC,CAAC,EAAE,0DAA0D,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,mCAAmC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,iCAAiC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,EAAE,mCAAgDA,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,kBAAkB,CAAC,CAAC,CAAC,EAAE,gCAAgC,CAAC,CAAC,EAAeJ,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,EAAE,kDAAkD,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8DAA8D,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,gEAAgE,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,2EAA2E,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,QAAQ,CAAC,EAAE,+GAA+G,CAAC,CAAC,EAAeA,EAAE,aAAa,CAAC,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAC,6DAAqEE,EAAEC,EAAE,CAAC,KAAK,CAAC,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,kCAAkC,CAAC,CAAC,CAAC,EAAE,+DAA+D,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,8BAA8B,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,4BAA4B,UAAU,eAAe,OAAO,MAAM,IAAI,sEAAsE,OAAO,iWAAiW,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sPAAsP,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,iCAAiC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,4BAA4B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,8BAA8B,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,EAAE,sFAAsF,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,EAAE,uCAAuC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8CAA8C,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,0CAA0C,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,2EAA2E,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,QAAQ,CAAC,EAAE,2DAA2D,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,yBAAyB,UAAU,eAAe,OAAO,MAAM,IAAI,qEAAqE,OAAO,6VAA6V,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+JAA+J,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,iCAAiC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,6BAA6B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,oBAAoB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,kBAAkB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,EAAE,sFAAsF,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,UAAU,CAAC,EAAE,gDAAgD,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wBAAwB,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,+CAA+C,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,mFAAmF,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,sBAAsB,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,oBAAoB,UAAU,eAAe,OAAO,MAAM,IAAI,sEAAsE,OAAO,iWAAiW,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2KAA2K,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,6BAA6B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,qBAAqB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,kBAAkB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,sBAAsB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,qBAAqB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,YAAY,CAAC,EAAE,yEAAyE,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,EAAE,wCAAwC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,2BAA2B,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,yBAAyB,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,qWAAqW,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mWAAmW,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,sBAAsB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,sBAAsB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,qBAAqB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,EAAE,kEAAkE,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,UAAU,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,6BAA6B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,4BAA4B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,2BAA2B,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,sBAAsB,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,oBAAoB,UAAU,eAAe,OAAO,MAAM,IAAI,sEAAsE,OAAO,iWAAiW,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6TAA6T,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,oBAAoB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,mBAAmB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,8BAA8B,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,EAAE,kGAAkG,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,EAAE,uCAAuC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kDAAkD,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,2CAA2C,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,+CAA+C,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,OAAO,CAAC,EAAE,kEAAkE,CAAC,CAAC,EAAeA,EAAE,aAAa,CAAC,SAAsBF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,SAAS,iGAAiG,CAAC,EAAeA,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,oBAAoB,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAsBF,EAAE,KAAK,CAAC,SAAS,4BAA4B,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,yCAAyC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mBAAmB,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,iBAAiB,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,qWAAqW,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,iSAAiS,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,sBAAsB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,mBAAmB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,oBAAoB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,kBAAkB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,mBAAmB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,WAAW,CAAC,EAAE,qEAAqE,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,UAAU,CAAC,EAAE,gDAAgD,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4BAA4B,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,6DAA6D,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,8DAA8D,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,oBAAoB,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,kBAAkB,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,qWAAqW,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gRAAgR,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,oBAAoB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,sBAAsB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,qBAAqB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,iBAAiB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,YAAY,CAAC,EAAE,oEAAoE,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,UAAU,CAAC,EAAE,gDAAgD,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4BAA4B,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,kDAAkD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,kEAAkE,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,eAAe,CAAC,EAAeA,EAAE,MAAM,CAAC,IAAI,YAAY,UAAU,eAAe,OAAO,MAAM,IAAI,uEAAuE,OAAO,qWAAqW,MAAM,CAAC,YAAY,aAAa,EAAE,MAAM,MAAM,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qRAAqR,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,eAAe,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,qBAAqB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,wBAAwB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,uBAAuB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,YAAY,CAAC,EAAE,8DAA8D,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,UAAU,CAAC,EAAE,2CAA2C,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6BAA6B,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,qDAAqD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,2DAA2D,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mDAAmD,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sRAAsR,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,wCAAwC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,yRAAsSE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,2BAA2B,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,qBAAqB,CAAC,CAAC,CAAC,EAAE,4HAA4H,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,wCAAwC,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,4CAA4C,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,2CAA2C,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,uCAAuC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,8BAA8B,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,4BAA4B,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,gCAAgC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,iCAAiC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,yBAAyB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,8BAA8B,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,0DAA0D,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,sIAAsI,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,mCAAmC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,iMAA8ME,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,2DAA2D,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,mBAAmB,CAAC,CAAC,CAAC,EAAE,wGAAwG,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,uCAAuC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,qGAAqG,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,yCAAyC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,sCAAsC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,sDAAsD,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,4CAA4C,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,0BAA0B,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,oGAAoG,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,oBAAoB,CAAC,EAAE,4JAA4J,CAAC,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAcE,EAAE,SAAS,CAAC,SAAS,oBAAoB,CAAC,EAAE,mGAAmG,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,kCAAkC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0EAA0E,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,0BAA0B,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,0BAA0B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,4BAA4B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,wBAAwB,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,oBAAoB,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAsBA,EAAE,SAAS,CAAC,SAAS,2BAA2B,CAAC,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,CAAcE,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,8BAA8B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,+BAA+B,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,kBAAkB,IAAI,MAAM,CAAC,qBAAqB,OAAO,sBAAsB,eAAe,2BAA2B,MAAM,EAAE,SAAsBA,EAAE,IAAI,CAAC,SAAS,gCAAgC,CAAC,CAAC,CAAC,CAAC,CAAC,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,4DAA4D,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,0CAA0C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,0cAA0c,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,8ZAA8Z,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,wCAAwC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2fAA2f,CAAC,EAAeF,EAAE,IAAI,CAAC,SAAS,CAAC,kFAA+FE,EAAEC,EAAE,CAAC,KAAK,CAAC,cAAc,CAAC,UAAU,oBAAoB,EAAE,oBAAoB,CAAC,UAAU,CAAC,aAAa,YAAY,iBAAiB,WAAW,CAAC,EAAE,UAAU,WAAW,EAAE,YAAY,GAAG,OAAO,YAAY,aAAa,GAAG,QAAQ,oBAAoB,aAAa,GAAG,SAAsBD,EAAEE,EAAE,EAAE,CAAC,SAAS,4BAA4B,CAAC,CAAC,CAAC,EAAE,mUAAmU,CAAC,CAAC,EAAeF,EAAE,KAAK,CAAC,SAAS,+CAA+C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,4XAA4X,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2cAA2c,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,4CAA4C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,2aAA2a,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,+aAA+a,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,yCAAyC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,seAAse,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,mdAAmd,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,+CAA+C,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6dAA6d,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,uYAAuY,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,iCAAiC,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,kcAAkc,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,6YAA6Y,CAAC,EAAeA,EAAE,KAAK,CAAC,SAAS,YAAY,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,wjBAAmjB,CAAC,EAAeA,EAAE,IAAI,CAAC,SAAS,gWAAgW,CAAC,CAAC,CAAC,CAAC,EAC3m6JO,EAAqB,CAAC,QAAU,CAAC,SAAW,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,UAAY,CAAC,KAAO,WAAW,YAAc,CAAC,sBAAwB,GAAG,CAAC,EAAE,mBAAqB,CAAC,KAAO,UAAU,CAAC,CAAC",
  "names": ["richText", "u", "x", "p", "Link", "motion", "richText1", "richText2", "richText3", "richText4", "__FramerMetadata__"]
}