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n.flags&256?(n.flags&=-257,r=tp(Error(V(422))),Ld(t,n,o,r)):n.memoizedState!==null?(n.child=t.child,n.flags|=128,null):(i=r.fallback,a=n.mode,r=Vm({mode:"visible",children:r.children},a,0,null),i=ti(i,a,o,null),i.flags|=2,r.return=n,i.return=n,r.sibling=i,n.child=r,n.mode&1&&Ao(n,t.child,null,o),n.child.memoizedState=zf(o),n.memoizedState=Ff,i);if(!(n.mode&1))return Ld(t,n,o,null);if(a.data==="$!"){if(r=a.nextSibling&&a.nextSibling.dataset,r)var l=r.dgst;return r=l,i=Error(V(419)),r=tp(i,r,void 0),Ld(t,n,o,r)}if(l=(o&t.childLanes)!==0,In||l){if(r=Ot,r!==null){switch(o&-o){case 4:a=2;break;case 16:a=8;break;case 64:case 128:case 256:case 512:case 1024:case 2048:case 4096:case 8192:case 16384:case 32768:case 65536:case 131072:case 262144:case 524288:case 1048576:case 2097152:case 4194304:case 8388608:case 16777216:case 33554432:case 67108864:a=32;break;case 536870912:a=268435456;break;default:a=0}a=a&(r.suspendedLanes|o)?0:a,a!==0&&a!==i.retryLane&&(i.retryLane=a,Sr(t,a),Ss(r,t,a,-1))}return Jg(),r=tp(Error(V(421))),Ld(t,n,o,r)}return a.data==="$?"?(n.flags|=128,n.child=t.child,n=BR.bind(null,t),a._reactRetry=n,null):(t=i.treeContext,Fn=la(a.nextSibling),zn=n,lt=!0,vs=null,t!==null&&(Qn[Zn++]=xr,Qn[Zn++]=gr,Qn[Zn++]=ai,xr=t.id,gr=t.overflow,ai=n),n=Ug(n,r.children),n.flags|=4096,n)}function Kv(t,n,s){t.lanes|=n;var r=t.alternate;r!==null&&(r.lanes|=n),Rf(t.return,n,s)}function np(t,n,s,r,a){var i=t.memoizedState;i===null?t.memoizedState={isBackwards:n,rendering:null,renderingStartTime:0,last:r,tail:s,tailMode:a}:(i.isBackwards=n,i.rendering=null,i.renderingStartTime=0,i.last=r,i.tail=s,i.tailMode=a)}function L2(t,n,s){var r=n.pendingProps,a=r.revealOrder,i=r.tail;if(fn(t,n,r.children,s),r=ht.current,r&2)r=r&1|2,n.flags|=128;else{if(t!==null&&t.flags&128)e:for(t=n.child;t!==null;){if(t.tag===13)t.memoizedState!==null&&Kv(t,s,n);else if(t.tag===19)Kv(t,s,n);else if(t.child!==null){t.child.return=t,t=t.child;continue}if(t===n)break e;for(;t.sibling===null;){if(t.return===null||t.return===n)break e;t=t.return}t.sibling.return=t.return,t=t.sibling}r&=1}if(Xe(ht,r),!(n.mode&1))n.memoizedState=null;else switch(a){case"forwards":for(s=n.child,a=null;s!==null;)t=s.alternate,t!==null&&Yu(t)===null&&(a=s),s=s.sibling;s=a,s===null?(a=n.child,n.child=null):(a=s.sibling,s.sibling=null),np(n,!1,a,s,i);break;case"backwards":for(s=null,a=n.child,n.child=null;a!==null;){if(t=a.alternate,t!==null&&Yu(t)===null){n.child=a;break}t=a.sibling,a.sibling=s,s=a,a=t}np(n,!0,s,null,i);break;case"together":np(n,!1,null,null,void 0);break;default:n.memoizedState=null}return n.child}function hu(t,n){!(n.mode&1)&&t!==null&&(t.alternate=null,n.alternate=null,n.flags|=2)}function kr(t,n,s){if(t!==null&&(n.dependencies=t.dependencies),oi|=n.lanes,!(s&n.childLanes))return null;if(t!==null&&n.child!==t.child)throw Error(V(153));if(n.child!==null){for(t=n.child,s=ma(t,t.pendingProps),n.child=s,s.return=n;t.sibling!==null;)t=t.sibling,s=s.sibling=ma(t,t.pendingProps),s.return=n;s.sibling=null}return n.child}function TR(t,n,s){switch(n.tag){case 3:O2(n),To();break;case 5:c2(n);break;case 1:Mn(n.type)&&Vu(n);break;case 4:Fg(n,n.stateNode.containerInfo);break;case 10:var r=n.type._context,a=n.memoizedProps.value;Xe(Hu,r._currentValue),r._currentValue=a;break;case 13:if(r=n.memoizedState,r!==null)return r.dehydrated!==null?(Xe(ht,ht.current&1),n.flags|=128,null):s&n.child.childLanes?_2(t,n,s):(Xe(ht,ht.current&1),t=kr(t,n,s),t!==null?t.sibling:null);Xe(ht,ht.current&1);break;case 19:if(r=(s&n.childLanes)!==0,t.flags&128){if(r)return L2(t,n,s);n.flags|=128}if(a=n.memoizedState,a!==null&&(a.rendering=null,a.tail=null,a.lastEffect=null),Xe(ht,ht.current),r)break;return null;case 22:case 23:return n.lanes=0,R2(t,n,s)}return kr(t,n,s)}var B2,$f,F2,z2;B2=function(t,n){for(var s=n.child;s!==null;){if(s.tag===5||s.tag===6)t.appendChild(s.stateNode);else if(s.tag!==4&&s.child!==null){s.child.return=s,s=s.child;continue}if(s===n)break;for(;s.sibling===null;){if(s.return===null||s.return===n)return;s=s.return}s.sibling.return=s.return,s=s.sibling}};$f=function(){};F2=function(t,n,s,r){var a=t.memoizedProps;if(a!==r){t=n.stateNode,qa(Ys.current);var i=null;switch(s){case"input":a=cf(t,a),r=cf(t,r),i=[];break;case"select":a=xt({},a,{value:void 0}),r=xt({},r,{value:void 0}),i=[];break;case"textarea":a=mf(t,a),r=mf(t,r),i=[];break;default:typeof a.onClick!="function"&&typeof r.onClick=="function"&&(t.onclick=zu)}pf(s,r);var o;s=null;for(d in a)if(!r.hasOwnProperty(d)&&a.hasOwnProperty(d)&&a[d]!=null)if(d==="style"){var l=a[d];for(o in l)l.hasOwnProperty(o)&&(s||(s={}),s[o]="")}else d!=="dangerouslySetInnerHTML"&&d!=="children"&&d!=="suppressContentEditableWarning"&&d!=="suppressHydrationWarning"&&d!=="autoFocus"&&(rc.hasOwnProperty(d)?i||(i=[]):(i=i||[]).push(d,null));for(d in r){var c=r[d];if(l=a!=null?a[d]:void 0,r.hasOwnProperty(d)&&c!==l&&(c!=null||l!=null))if(d==="style")if(l){for(o in l)!l.hasOwnProperty(o)||c&&c.hasOwnProperty(o)||(s||(s={}),s[o]="");for(o in c)c.hasOwnProperty(o)&&l[o]!==c[o]&&(s||(s={}),s[o]=c[o])}else s||(i||(i=[]),i.push(d,s)),s=c;else d==="dangerouslySetInnerHTML"?(c=c?c.__html:void 0,l=l?l.__html:void 0,c!=null&&l!==c&&(i=i||[]).push(d,c)):d==="children"?typeof c!="string"&&typeof c!="number"||(i=i||[]).push(d,""+c):d!=="suppressContentEditableWarning"&&d!=="suppressHydrationWarning"&&(rc.hasOwnProperty(d)?(c!=null&&d==="onScroll"&&tt("scroll",t),i||l===c||(i=[])):(i=i||[]).push(d,c))}s&&(i=i||[]).push("style",s);var d=i;(n.updateQueue=d)&&(n.flags|=4)}};z2=function(t,n,s,r){s!==r&&(n.flags|=4)};function xl(t,n){if(!lt)switch(t.tailMode){case"hidden":n=t.tail;for(var s=null;n!==null;)n.alternate!==null&&(s=n),n=n.sibling;s===null?t.tail=null:s.sibling=null;break;case"collapsed":s=t.tail;for(var r=null;s!==null;)s.alternate!==null&&(r=s),s=s.sibling;r===null?n||t.tail===null?t.tail=null:t.tail.sibling=null:r.sibling=null}}function Xt(t){var n=t.alternate!==null&&t.alternate.child===t.child,s=0,r=0;if(n)for(var a=t.child;a!==null;)s|=a.lanes|a.childLanes,r|=a.subtreeFlags&14680064,r|=a.flags&14680064,a.return=t,a=a.sibling;else for(a=t.child;a!==null;)s|=a.lanes|a.childLanes,r|=a.subtreeFlags,r|=a.flags,a.return=t,a=a.sibling;return t.subtreeFlags|=r,t.childLanes=s,n}function AR(t,n,s){var r=n.pendingProps;switch(Eg(n),n.tag){case 2:case 16:case 15:case 0:case 11:case 7:case 8:case 12:case 9:case 14:return Xt(n),null;case 1:return Mn(n.type)&&$u(),Xt(n),null;case 3:return r=n.stateNode,Co(),rt(Pn),rt(nn),$g(),r.pendingContext&&(r.context=r.pendingContext,r.pendingContext=null),(t===null||t.child===null)&&(Od(n)?n.flags|=4:t===null||t.memoizedState.isDehydrated&&!(n.flags&256)||(n.flags|=1024,vs!==null&&(Kf(vs),vs=null))),$f(t,n),Xt(n),null;case 5:zg(n);var a=qa(xc.current);if(s=n.type,t!==null&&n.stateNode!=null)F2(t,n,s,r,a),t.ref!==n.ref&&(n.flags|=512,n.flags|=2097152);else{if(!r){if(n.stateNode===null)throw Error(V(166));return Xt(n),null}if(t=qa(Ys.current),Od(n)){r=n.stateNode,s=n.type;var i=n.memoizedProps;switch(r[Hs]=n,r[pc]=i,t=(n.mode&1)!==0,s){case"dialog":tt("cancel",r),tt("close",r);break;case"iframe":case"object":case"embed":tt("load",r);break;case"video":case"audio":for(a=0;a<Rl.length;a++)tt(Rl[a],r);break;case"source":tt("error",r);break;case"img":case"image":case"link":tt("error",r),tt("load",r);break;case"details":tt("toggle",r);break;case"input":rv(r,i),tt("invalid",r);break;case"select":r._wrapperState={wasMultiple:!!i.multiple},tt("invalid",r);break;case"textarea":iv(r,i),tt("invalid",r)}pf(s,i),a=null;for(var o in i)if(i.hasOwnProperty(o)){var l=i[o];o==="children"?typeof l=="string"?r.textContent!==l&&(i.suppressHydrationWarning!==!0&&Dd(r.textContent,l,t),a=["children",l]):typeof l=="number"&&r.textContent!==""+l&&(i.suppressHydrationWarning!==!0&&Dd(r.textContent,l,t),a=["children",""+l]):rc.hasOwnProperty(o)&&l!=null&&o==="onScroll"&&tt("scroll",r)}switch(s){case"input":Td(r),av(r,i,!0);break;case"textarea":Td(r),ov(r);break;case"select":case"option":break;default:typeof i.onClick=="function"&&(r.onclick=zu)}r=a,n.updateQueue=r,r!==null&&(n.flags|=4)}else{o=a.nodeType===9?a:a.ownerDocument,t==="http://www.w3.org/1999/xhtml"&&(t=p1(s)),t==="http://www.w3.org/1999/xhtml"?s==="script"?(t=o.createElement("div"),t.innerHTML="<script><\/script>",t=t.removeChild(t.firstChild)):typeof r.is=="string"?t=o.createElement(s,{is:r.is}):(t=o.createElement(s),s==="select"&&(o=t,r.multiple?o.multiple=!0:r.size&&(o.size=r.size))):t=o.createElementNS(t,s),t[Hs]=n,t[pc]=r,B2(t,n,!1,!1),n.stateNode=t;e:{switch(o=ff(s,r),s){case"dialog":tt("cancel",t),tt("close",t),a=r;break;case"iframe":case"object":case"embed":tt("load",t),a=r;break;case"video":case"audio":for(a=0;a<Rl.length;a++)tt(Rl[a],t);a=r;break;case"source":tt("error",t),a=r;break;case"img":case"image":case"link":tt("error",t),tt("load",t),a=r;break;case"details":tt("toggle",t),a=r;break;case"input":rv(t,r),a=cf(t,r),tt("invalid",t);break;case"option":a=r;break;case"select":t._wrapperState={wasMultiple:!!r.multiple},a=xt({},r,{value:void 0}),tt("invalid",t);break;case"textarea":iv(t,r),a=mf(t,r),tt("invalid",t);break;default:a=r}pf(s,a),l=a;for(i in l)if(l.hasOwnProperty(i)){var c=l[i];i==="style"?g1(t,c):i==="dangerouslySetInnerHTML"?(c=c?c.__html:void 0,c!=null&&f1(t,c)):i==="children"?typeof c=="string"?(s!=="textarea"||c!=="")&&ac(t,c):typeof c=="number"&&ac(t,""+c):i!=="suppressContentEditableWarning"&&i!=="suppressHydrationWarning"&&i!=="autoFocus"&&(rc.hasOwnProperty(i)?c!=null&&i==="onScroll"&&tt("scroll",t):c!=null&&gg(t,i,c,o))}switch(s){case"input":Td(t),av(t,r,!1);break;case"textarea":Td(t),ov(t);break;case"option":r.value!=null&&t.setAttribute("value",""+pa(r.value));break;case"select":t.multiple=!!r.multiple,i=r.value,i!=null?Ji(t,!!r.multiple,i,!1):r.defaultValue!=null&&Ji(t,!!r.multiple,r.defaultValue,!0);break;default:typeof a.onClick=="function"&&(t.onclick=zu)}switch(s){case"button":case"input":case"select":case"textarea":r=!!r.autoFocus;break e;case"img":r=!0;break e;default:r=!1}}r&&(n.flags|=4)}n.ref!==null&&(n.flags|=512,n.flags|=2097152)}return Xt(n),null;case 6:if(t&&n.stateNode!=null)z2(t,n,t.memoizedProps,r);else{if(typeof r!="string"&&n.stateNode===null)throw Error(V(166));if(s=qa(xc.current),qa(Ys.current),Od(n)){if(r=n.stateNode,s=n.memoizedProps,r[Hs]=n,(i=r.nodeValue!==s)&&(t=zn,t!==null))switch(t.tag){case 3:Dd(r.nodeValue,s,(t.mode&1)!==0);break;case 5:t.memoizedProps.suppressHydrationWarning!==!0&&Dd(r.nodeValue,s,(t.mode&1)!==0)}i&&(n.flags|=4)}else r=(s.nodeType===9?s:s.ownerDocument).createTextNode(r),r[Hs]=n,n.stateNode=r}return Xt(n),null;case 13:if(rt(ht),r=n.memoizedState,t===null||t.memoizedState!==null&&t.memoizedState.dehydrated!==null){if(lt&&Fn!==null&&n.mode&1&&!(n.flags&128))r2(),To(),n.flags|=98560,i=!1;else if(i=Od(n),r!==null&&r.dehydrated!==null){if(t===null){if(!i)throw Error(V(318));if(i=n.memoizedState,i=i!==null?i.dehydrated:null,!i)throw Error(V(317));i[Hs]=n}else To(),!(n.flags&128)&&(n.memoizedState=null),n.flags|=4;Xt(n),i=!1}else vs!==null&&(Kf(vs),vs=null),i=!0;if(!i)return n.flags&65536?n:null}return n.flags&128?(n.lanes=s,n):(r=r!==null,r!==(t!==null&&t.memoizedState!==null)&&r&&(n.child.flags|=8192,n.mode&1&&(t===null||ht.current&1?Mt===0&&(Mt=3):Jg())),n.updateQueue!==null&&(n.flags|=4),Xt(n),null);case 4:return Co(),$f(t,n),t===null&&mc(n.stateNode.containerInfo),Xt(n),null;case 10:return _g(n.type._context),Xt(n),null;case 17:return Mn(n.type)&&$u(),Xt(n),null;case 19:if(rt(ht),i=n.memoizedState,i===null)return Xt(n),null;if(r=(n.flags&128)!==0,o=i.rendering,o===null)if(r)xl(i,!1);else{if(Mt!==0||t!==null&&t.flags&128)for(t=n.child;t!==null;){if(o=Yu(t),o!==null){for(n.flags|=128,xl(i,!1),r=o.updateQueue,r!==null&&(n.updateQueue=r,n.flags|=4),n.subtreeFlags=0,r=s,s=n.child;s!==null;)i=s,t=r,i.flags&=14680066,o=i.alternate,o===null?(i.childLanes=0,i.lanes=t,i.child=null,i.subtreeFlags=0,i.memoizedProps=null,i.memoizedState=null,i.updateQueue=null,i.dependencies=null,i.stateNode=null):(i.childLanes=o.childLanes,i.lanes=o.lanes,i.child=o.child,i.subtreeFlags=0,i.deletions=null,i.memoizedProps=o.memoizedProps,i.memoizedState=o.memoizedState,i.updateQueue=o.updateQueue,i.type=o.type,t=o.dependencies,i.dependencies=t===null?null:{lanes:t.lanes,firstContext:t.firstContext}),s=s.sibling;return 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 * This source code is licensed under the ISC license.
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 * This source code is licensed under the ISC license.
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 * This source code is licensed under the ISC license.
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 * This source code is licensed under the ISC license.
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 * This source code is licensed under the ISC license.
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 * This source code is licensed under the ISC license.
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 *
 * This source code is licensed under the ISC license.
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 *
 * This source code is licensed under the ISC license.
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 *
 * This source code is licensed under the ISC license.
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 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * This source code is licensed under the ISC license.
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 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const k3=Y("ChartPie",[["path",{d:"M21 12c.552 0 1.005-.449.95-.998a10 10 0 0 0-8.953-8.951c-.55-.055-.998.398-.998.95v8a1 1 0 0 0 1 1z",key:"pzmjnu"}],["path",{d:"M21.21 15.89A10 10 0 1 1 8 2.83",key:"k2fpak"}]]);/**
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 * This source code is licensed under the ISC license.
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 */const Zm=Y("Check",[["path",{d:"M20 6 9 17l-5-5",key:"1gmf2c"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const fr=Y("ChevronDown",[["path",{d:"m6 9 6 6 6-6",key:"qrunsl"}]]);/**
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 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const $S=Y("ChevronRight",[["path",{d:"m9 18 6-6-6-6",key:"mthhwq"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const T3=Y("ChevronUp",[["path",{d:"m18 15-6-6-6 6",key:"153udz"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const O=Y("CircleCheckBig",[["path",{d:"M21.801 10A10 10 0 1 1 17 3.335",key:"yps3ct"}],["path",{d:"m9 11 3 3L22 4",key:"1pflzl"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const VS=Y("Circle",[["circle",{cx:"12",cy:"12",r:"10",key:"1mglay"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const Eo=Y("Clock",[["circle",{cx:"12",cy:"12",r:"10",key:"1mglay"}],["polyline",{points:"12 6 12 12 16 14",key:"68esgv"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const A3=Y("Code",[["polyline",{points:"16 18 22 12 16 6",key:"z7tu5w"}],["polyline",{points:"8 6 2 12 8 18",key:"1eg1df"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const GS=Y("Compass",[["path",{d:"m16.24 7.76-1.804 5.411a2 2 0 0 1-1.265 1.265L7.76 16.24l1.804-5.411a2 2 0 0 1 1.265-1.265z",key:"9ktpf1"}],["circle",{cx:"12",cy:"12",r:"10",key:"1mglay"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const C3=Y("Copy",[["rect",{width:"14",height:"14",x:"8",y:"8",rx:"2",ry:"2",key:"17jyea"}],["path",{d:"M4 16c-1.1 0-2-.9-2-2V4c0-1.1.9-2 2-2h10c1.1 0 2 .9 2 2",key:"zix9uf"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const dy=Y("Cpu",[["rect",{width:"16",height:"16",x:"4",y:"4",rx:"2",key:"14l7u7"}],["rect",{width:"6",height:"6",x:"9",y:"9",rx:"1",key:"5aljv4"}],["path",{d:"M15 2v2",key:"13l42r"}],["path",{d:"M15 20v2",key:"15mkzm"}],["path",{d:"M2 15h2",key:"1gxd5l"}],["path",{d:"M2 9h2",key:"1bbxkp"}],["path",{d:"M20 15h2",key:"19e6y8"}],["path",{d:"M20 9h2",key:"19tzq7"}],["path",{d:"M9 2v2",key:"165o2o"}],["path",{d:"M9 20v2",key:"i2bqo8"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const bw=Y("CreditCard",[["rect",{width:"20",height:"14",x:"2",y:"5",rx:"2",key:"ynyp8z"}],["line",{x1:"2",x2:"22",y1:"10",y2:"10",key:"1b3vmo"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const Xl=Y("Database",[["ellipse",{cx:"12",cy:"5",rx:"9",ry:"3",key:"msslwz"}],["path",{d:"M3 5V19A9 3 0 0 0 21 19V5",key:"1wlel7"}],["path",{d:"M3 12A9 3 0 0 0 21 12",key:"mv7ke4"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const xa=Y("DollarSign",[["line",{x1:"12",x2:"12",y1:"2",y2:"22",key:"7eqyqh"}],["path",{d:"M17 5H9.5a3.5 3.5 0 0 0 0 7h5a3.5 3.5 0 0 1 0 7H6",key:"1b0p4s"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const ix=Y("Dumbbell",[["path",{d:"M14.4 14.4 9.6 9.6",key:"ic80wn"}],["path",{d:"M18.657 21.485a2 2 0 1 1-2.829-2.828l-1.767 1.768a2 2 0 1 1-2.829-2.829l6.364-6.364a2 2 0 1 1 2.829 2.829l-1.768 1.767a2 2 0 1 1 2.828 2.829z",key:"nnl7wr"}],["path",{d:"m21.5 21.5-1.4-1.4",key:"1f1ice"}],["path",{d:"M3.9 3.9 2.5 2.5",key:"1evmna"}],["path",{d:"M6.404 12.768a2 2 0 1 1-2.829-2.829l1.768-1.767a2 2 0 1 1-2.828-2.829l2.828-2.828a2 2 0 1 1 2.829 2.828l1.767-1.768a2 2 0 1 1 2.829 2.829z",key:"yhosts"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const vw=Y("ExternalLink",[["path",{d:"M15 3h6v6",key:"1q9fwt"}],["path",{d:"M10 14 21 3",key:"gplh6r"}],["path",{d:"M18 13v6a2 2 0 0 1-2 2H5a2 2 0 0 1-2-2V8a2 2 0 0 1 2-2h6",key:"a6xqqp"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const I3=Y("Eye",[["path",{d:"M2.062 12.348a1 1 0 0 1 0-.696 10.75 10.75 0 0 1 19.876 0 1 1 0 0 1 0 .696 10.75 10.75 0 0 1-19.876 0",key:"1nclc0"}],["circle",{cx:"12",cy:"12",r:"3",key:"1v7zrd"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const P3=Y("FileCheck",[["path",{d:"M15 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V7Z",key:"1rqfz7"}],["path",{d:"M14 2v4a2 2 0 0 0 2 2h4",key:"tnqrlb"}],["path",{d:"m9 15 2 2 4-4",key:"1grp1n"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const M3=Y("FileSearch",[["path",{d:"M14 2v4a2 2 0 0 0 2 2h4",key:"tnqrlb"}],["path",{d:"M4.268 21a2 2 0 0 0 1.727 1H18a2 2 0 0 0 2-2V7l-5-5H6a2 2 0 0 0-2 2v3",key:"ms7g94"}],["path",{d:"m9 18-1.5-1.5",key:"1j6qii"}],["circle",{cx:"5",cy:"14",r:"3",key:"ufru5t"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const ww=Y("FileText",[["path",{d:"M15 2H6a2 2 0 0 0-2 2v16a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2V7Z",key:"1rqfz7"}],["path",{d:"M14 2v4a2 2 0 0 0 2 2h4",key:"tnqrlb"}],["path",{d:"M10 9H8",key:"b1mrlr"}],["path",{d:"M16 13H8",key:"t4e002"}],["path",{d:"M16 17H8",key:"z1uh3a"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const E3=Y("Filter",[["polygon",{points:"22 3 2 3 10 12.46 10 19 14 21 14 12.46 22 3",key:"1yg77f"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const oo=Y("HeartPulse",[["path",{d:"M19 14c1.49-1.46 3-3.21 3-5.5A5.5 5.5 0 0 0 16.5 3c-1.76 0-3 .5-4.5 2-1.5-1.5-2.74-2-4.5-2A5.5 5.5 0 0 0 2 8.5c0 2.3 1.5 4.05 3 5.5l7 7Z",key:"c3ymky"}],["path",{d:"M3.22 12H9.5l.5-1 2 4.5 2-7 1.5 3.5h5.27",key:"1uw2ng"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const R3=Y("Heart",[["path",{d:"M19 14c1.49-1.46 3-3.21 3-5.5A5.5 5.5 0 0 0 16.5 3c-1.76 0-3 .5-4.5 2-1.5-1.5-2.74-2-4.5-2A5.5 5.5 0 0 0 2 8.5c0 2.3 1.5 4.05 3 5.5l7 7Z",key:"c3ymky"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const ox=Y("House",[["path",{d:"M15 21v-8a1 1 0 0 0-1-1h-4a1 1 0 0 0-1 1v8",key:"5wwlr5"}],["path",{d:"M3 10a2 2 0 0 1 .709-1.528l7-5.999a2 2 0 0 1 2.582 0l7 5.999A2 2 0 0 1 21 10v9a2 2 0 0 1-2 2H5a2 2 0 0 1-2-2z",key:"1d0kgt"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const D3=Y("Info",[["circle",{cx:"12",cy:"12",r:"10",key:"1mglay"}],["path",{d:"M12 16v-4",key:"1dtifu"}],["path",{d:"M12 8h.01",key:"e9boi3"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const O3=Y("Key",[["path",{d:"m15.5 7.5 2.3 2.3a1 1 0 0 0 1.4 0l2.1-2.1a1 1 0 0 0 0-1.4L19 4",key:"g0fldk"}],["path",{d:"m21 2-9.6 9.6",key:"1j0ho8"}],["circle",{cx:"7.5",cy:"15.5",r:"5.5",key:"yqb3hr"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const lx=Y("Landmark",[["line",{x1:"3",x2:"21",y1:"22",y2:"22",key:"j8o0r"}],["line",{x1:"6",x2:"6",y1:"18",y2:"11",key:"10tf0k"}],["line",{x1:"10",x2:"10",y1:"18",y2:"11",key:"54lgf6"}],["line",{x1:"14",x2:"14",y1:"18",y2:"11",key:"380y"}],["line",{x1:"18",x2:"18",y1:"18",y2:"11",key:"1kevvc"}],["polygon",{points:"12 2 20 7 4 7",key:"jkujk7"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const HS=Y("Layers",[["path",{d:"m12.83 2.18a2 2 0 0 0-1.66 0L2.6 6.08a1 1 0 0 0 0 1.83l8.58 3.91a2 2 0 0 0 1.66 0l8.58-3.9a1 1 0 0 0 0-1.83Z",key:"8b97xw"}],["path",{d:"m22 17.65-9.17 4.16a2 2 0 0 1-1.66 0L2 17.65",key:"dd6zsq"}],["path",{d:"m22 12.65-9.17 4.16a2 2 0 0 1-1.66 0L2 12.65",key:"ep9fru"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * This source code is licensed under the ISC license.
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 * This source code is licensed under the ISC license.
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 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const V3=Y("Search",[["circle",{cx:"11",cy:"11",r:"8",key:"4ej97u"}],["path",{d:"m21 21-4.3-4.3",key:"1qie3q"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const W3=Y("Send",[["path",{d:"M14.536 21.686a.5.5 0 0 0 .937-.024l6.5-19a.496.496 0 0 0-.635-.635l-19 6.5a.5.5 0 0 0-.024.937l7.93 3.18a2 2 0 0 1 1.112 1.11z",key:"1ffxy3"}],["path",{d:"m21.854 2.147-10.94 10.939",key:"12cjpa"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const Sw=Y("Server",[["rect",{width:"20",height:"8",x:"2",y:"2",rx:"2",ry:"2",key:"ngkwjq"}],["rect",{width:"20",height:"8",x:"2",y:"14",rx:"2",ry:"2",key:"iecqi9"}],["line",{x1:"6",x2:"6.01",y1:"6",y2:"6",key:"16zg32"}],["line",{x1:"6",x2:"6.01",y1:"18",y2:"18",key:"nzw8ys"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const Pa=Y("Settings",[["path",{d:"M12.22 2h-.44a2 2 0 0 0-2 2v.18a2 2 0 0 1-1 1.73l-.43.25a2 2 0 0 1-2 0l-.15-.08a2 2 0 0 0-2.73.73l-.22.38a2 2 0 0 0 .73 2.73l.15.1a2 2 0 0 1 1 1.72v.51a2 2 0 0 1-1 1.74l-.15.09a2 2 0 0 0-.73 2.73l.22.38a2 2 0 0 0 2.73.73l.15-.08a2 2 0 0 1 2 0l.43.25a2 2 0 0 1 1 1.73V20a2 2 0 0 0 2 2h.44a2 2 0 0 0 2-2v-.18a2 2 0 0 1 1-1.73l.43-.25a2 2 0 0 1 2 0l.15.08a2 2 0 0 0 2.73-.73l.22-.39a2 2 0 0 0-.73-2.73l-.15-.08a2 2 0 0 1-1-1.74v-.5a2 2 0 0 1 1-1.74l.15-.09a2 2 0 0 0 .73-2.73l-.22-.38a2 2 0 0 0-2.73-.73l-.15.08a2 2 0 0 1-2 0l-.43-.25a2 2 0 0 1-1-1.73V4a2 2 0 0 0-2-2z",key:"1qme2f"}],["circle",{cx:"12",cy:"12",r:"3",key:"1v7zrd"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const KS=Y("ShieldCheck",[["path",{d:"M20 13c0 5-3.5 7.5-7.66 8.95a1 1 0 0 1-.67-.01C7.5 20.5 4 18 4 13V6a1 1 0 0 1 1-1c2 0 4.5-1.2 6.24-2.72a1.17 1.17 0 0 1 1.52 0C14.51 3.81 17 5 19 5a1 1 0 0 1 1 1z",key:"oel41y"}],["path",{d:"m9 12 2 2 4-4",key:"dzmm74"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const Do=Y("Shield",[["path",{d:"M20 13c0 5-3.5 7.5-7.66 8.95a1 1 0 0 1-.67-.01C7.5 20.5 4 18 4 13V6a1 1 0 0 1 1-1c2 0 4.5-1.2 6.24-2.72a1.17 1.17 0 0 1 1.52 0C14.51 3.81 17 5 19 5a1 1 0 0 1 1 1z",key:"oel41y"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const G3=Y("Stethoscope",[["path",{d:"M11 2v2",key:"1539x4"}],["path",{d:"M5 2v2",key:"1yf1q8"}],["path",{d:"M5 3H4a2 2 0 0 0-2 2v4a6 6 0 0 0 12 0V5a2 2 0 0 0-2-2h-1",key:"rb5t3r"}],["path",{d:"M8 15a6 6 0 0 0 12 0v-3",key:"x18d4x"}],["circle",{cx:"20",cy:"10",r:"2",key:"ts1r5v"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const QS=Y("Store",[["path",{d:"m2 7 4.41-4.41A2 2 0 0 1 7.83 2h8.34a2 2 0 0 1 1.42.59L22 7",key:"ztvudi"}],["path",{d:"M4 12v8a2 2 0 0 0 2 2h12a2 2 0 0 0 2-2v-8",key:"1b2hhj"}],["path",{d:"M15 22v-4a2 2 0 0 0-2-2h-2a2 2 0 0 0-2 2v4",key:"2ebpfo"}],["path",{d:"M2 7h20",key:"1fcdvo"}],["path",{d:"M22 7v3a2 2 0 0 1-2 2a2.7 2.7 0 0 1-1.59-.63.7.7 0 0 0-.82 0A2.7 2.7 0 0 1 16 12a2.7 2.7 0 0 1-1.59-.63.7.7 0 0 0-.82 0A2.7 2.7 0 0 1 12 12a2.7 2.7 0 0 1-1.59-.63.7.7 0 0 0-.82 0A2.7 2.7 0 0 1 8 12a2.7 2.7 0 0 1-1.59-.63.7.7 0 0 0-.82 0A2.7 2.7 0 0 1 4 12a2 2 0 0 1-2-2V7",key:"6c3vgh"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const Ge=Y("Target",[["circle",{cx:"12",cy:"12",r:"10",key:"1mglay"}],["circle",{cx:"12",cy:"12",r:"6",key:"1vlfrh"}],["circle",{cx:"12",cy:"12",r:"2",key:"1c9p78"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
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 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const H3=Y("Twitter",[["path",{d:"M22 4s-.7 2.1-2 3.4c1.6 10-9.4 17.3-18 11.6 2.2.1 4.4-.6 6-2C3 15.5.5 9.6 3 5c2.2 2.6 5.6 4.1 9 4-.9-4.2 4-6.6 7-3.8 1.1 0 3-1.2 3-1.2z",key:"pff0z6"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const q3=Y("User",[["path",{d:"M19 21v-2a4 4 0 0 0-4-4H9a4 4 0 0 0-4 4v2",key:"975kel"}],["circle",{cx:"12",cy:"7",r:"4",key:"17ys0d"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const U3=Y("UsersRound",[["path",{d:"M18 21a8 8 0 0 0-16 0",key:"3ypg7q"}],["circle",{cx:"10",cy:"8",r:"5",key:"o932ke"}],["path",{d:"M22 20c0-3.37-2-6.5-4-8a5 5 0 0 0-.45-8.3",key:"10s06x"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const We=Y("Users",[["path",{d:"M16 21v-2a4 4 0 0 0-4-4H6a4 4 0 0 0-4 4v2",key:"1yyitq"}],["circle",{cx:"9",cy:"7",r:"4",key:"nufk8"}],["path",{d:"M22 21v-2a4 4 0 0 0-3-3.87",key:"kshegd"}],["path",{d:"M16 3.13a4 4 0 0 1 0 7.75",key:"1da9ce"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const XS=Y("Workflow",[["rect",{width:"8",height:"8",x:"3",y:"3",rx:"2",key:"by2w9f"}],["path",{d:"M7 11v4a2 2 0 0 0 2 2h4",key:"xkn7yn"}],["rect",{width:"8",height:"8",x:"13",y:"13",rx:"2",key:"1cgmvn"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
 * This source code is licensed under the ISC license.
 * See the LICENSE file in the root directory of this source tree.
 */const uy=Y("X",[["path",{d:"M18 6 6 18",key:"1bl5f8"}],["path",{d:"m6 6 12 12",key:"d8bk6v"}]]);/**
 * @license lucide-react v0.462.0 - ISC
 *
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w=s===0?t.initialPromise:void 0;try{x=w??t.fn()}catch(y){x=Promise.reject(y)}Promise.resolve(x).then(m).catch(y=>{var C;if(r)return;const g=t.retry??(oh?0:3),v=t.retryDelay??qD,j=typeof v=="function"?v(s,y):v,N=g===!0||typeof g=="number"&&s<g||typeof g=="function"&&g(s,y);if(n||!N){h(y);return}s++,(C=t.onFail)==null||C.call(t,s,y),FD(j).then(()=>d()?void 0:f()).then(()=>{n?h(y):b()})})};return{promise:i,cancel:o,continue:()=>(a==null||a(),i),cancelRetry:l,continueRetry:c,canStart:u,start:()=>(u()?b():f().then(b),i)}}function UD(){let t=[],n=0,s=l=>{l()},r=l=>{l()},a=l=>setTimeout(l,0);const i=l=>{n?t.push(l):a(()=>{s(l)})},o=()=>{const l=t;t=[],l.length&&a(()=>{r(()=>{l.forEach(c=>{s(c)})})})};return{batch:l=>{let c;n++;try{c=l()}finally{n--,n||o()}return c},batchCalls:l=>(...c)=>{i(()=>{l(...c)})},schedule:i,setNotifyFunction:l=>{s=l},setBatchNotifyFunction:l=>{r=l},setScheduler:l=>{a=l}}}var xn=UD(),Za,FN,Wk=(FN=class{constructor(){Ve(this,Za)}destroy(){this.clearGcTimeout()}scheduleGc(){this.clearGcTimeout(),_D(this.gcTime)&&ke(this,Za,setTimeout(()=>{this.optionalRemove()},this.gcTime))}updateGcTime(t){this.gcTime=Math.max(this.gcTime||0,t??(oh?1/0:5*60*1e3))}clearGcTimeout(){L(this,Za)&&(clearTimeout(L(this,Za)),ke(this,Za,void 0))}},Za=new WeakMap,FN),yo,bo,Kn,Jt,Qc,Xa,ys,ur,zN,YD=(zN=class extends Wk{constructor(n){super();Ve(this,ys);Ve(this,yo);Ve(this,bo);Ve(this,Kn);Ve(this,Jt);Ve(this,Qc);Ve(this,Xa);ke(this,Xa,!1),ke(this,Qc,n.defaultOptions),this.setOptions(n.options),this.observers=[],ke(this,Kn,n.cache),this.queryKey=n.queryKey,this.queryHash=n.queryHash,ke(this,yo,QD(this.options)),this.state=n.state??L(this,yo),this.scheduleGc()}get meta(){return this.options.meta}get promise(){var n;return(n=L(this,Jt))==null?void 0:n.promise}setOptions(n){this.options={...L(this,Qc),...n},this.updateGcTime(this.options.gcTime)}optionalRemove(){!this.observers.length&&this.state.fetchStatus==="idle"&&L(this,Kn).remove(this)}setData(n,s){const r=zD(this.state.data,n,this.options);return Qt(this,ys,ur).call(this,{data:r,type:"success",dataUpdatedAt:s==null?void 0:s.updatedAt,manual:s==null?void 0:s.manual}),r}setState(n,s){Qt(this,ys,ur).call(this,{type:"setState",state:n,setStateOptions:s})}cancel(n){var r,a;const s=(r=L(this,Jt))==null?void 0:r.promise;return(a=L(this,Jt))==null||a.cancel(n),s?s.then(gs).catch(gs):Promise.resolve()}destroy(){super.destroy(),this.cancel({silent:!0})}reset(){this.destroy(),this.setState(L(this,yo))}isActive(){return this.observers.some(n=>BD(n.options.enabled,this)!==!1)}isDisabled(){return this.getObserversCount()>0?!this.isActive():this.options.queryFn===Ay||this.state.dataUpdateCount+this.state.errorUpdateCount===0}isStale(){return this.state.isInvalidated?!0:this.getObserversCount()>0?this.observers.some(n=>n.getCurrentResult().isStale):this.state.data===void 0}isStaleByTime(n=0){return this.state.isInvalidated||this.state.data===void 0||!LD(this.state.dataUpdatedAt,n)}onFocus(){var s;const n=this.observers.find(r=>r.shouldFetchOnWindowFocus());n==null||n.refetch({cancelRefetch:!1}),(s=L(this,Jt))==null||s.continue()}onOnline(){var s;const n=this.observers.find(r=>r.shouldFetchOnReconnect());n==null||n.refetch({cancelRefetch:!1}),(s=L(this,Jt))==null||s.continue()}addObserver(n){this.observers.includes(n)||(this.observers.push(n),this.clearGcTimeout(),L(this,Kn).notify({type:"observerAdded",query:this,observer:n}))}removeObserver(n){this.observers.includes(n)&&(this.observers=this.observers.filter(s=>s!==n),this.observers.length||(L(this,Jt)&&(L(this,Xa)?L(this,Jt).cancel({revert:!0}):L(this,Jt).cancelRetry()),this.scheduleGc()),L(this,Kn).notify({type:"observerRemoved",query:this,observer:n}))}getObserversCount(){return this.observers.length}invalidate(){this.state.isInvalidated||Qt(this,ys,ur).call(this,{type:"invalidate"})}fetch(n,s){var c,d,u;if(this.state.fetchStatus!=="idle"){if(this.state.data!==void 0&&(s!=null&&s.cancelRefetch))this.cancel({silent:!0});else if(L(this,Jt))return L(this,Jt).continueRetry(),L(this,Jt).promise}if(n&&this.setOptions(n),!this.options.queryFn){const m=this.observers.find(h=>h.options.queryFn);m&&this.setOptions(m.options)}const r=new AbortController,a=m=>{Object.defineProperty(m,"signal",{enumerable:!0,get:()=>(ke(this,Xa,!0),r.signal)})},i=()=>{const m=Bk(this.options,s),h={queryKey:this.queryKey,meta:this.meta};return a(h),ke(this,Xa,!1),this.options.persister?this.options.persister(m,h,this):m(h)},o={fetchOptions:s,options:this.options,queryKey:this.queryKey,state:this.state,fetchFn:i};a(o),(c=this.options.behavior)==null||c.onFetch(o,this),ke(this,bo,this.state),(this.state.fetchStatus==="idle"||this.state.fetchMeta!==((d=o.fetchOptions)==null?void 0:d.meta))&&Qt(this,ys,ur).call(this,{type:"fetch",meta:(u=o.fetchOptions)==null?void 0:u.meta});const l=m=>{var h,f,b,x;pp(m)&&m.silent||Qt(this,ys,ur).call(this,{type:"error",error:m}),pp(m)||((f=(h=L(this,Kn).config).onError)==null||f.call(h,m,this),(x=(b=L(this,Kn).config).onSettled)==null||x.call(b,this.state.data,m,this)),this.scheduleGc()};return ke(this,Jt,Vk({initialPromise:s==null?void 0:s.initialPromise,fn:o.fetchFn,abort:r.abort.bind(r),onSuccess:m=>{var h,f,b,x;if(m===void 0){l(new Error(`${this.queryHash} data is undefined`));return}try{this.setData(m)}catch(w){l(w);return}(f=(h=L(this,Kn).config).onSuccess)==null||f.call(h,m,this),(x=(b=L(this,Kn).config).onSettled)==null||x.call(b,m,this.state.error,this),this.scheduleGc()},onError:l,onFail:(m,h)=>{Qt(this,ys,ur).call(this,{type:"failed",failureCount:m,error:h})},onPause:()=>{Qt(this,ys,ur).call(this,{type:"pause"})},onContinue:()=>{Qt(this,ys,ur).call(this,{type:"continue"})},retry:o.options.retry,retryDelay:o.options.retryDelay,networkMode:o.options.networkMode,canRun:()=>!0})),L(this,Jt).start()}},yo=new WeakMap,bo=new WeakMap,Kn=new WeakMap,Jt=new WeakMap,Qc=new WeakMap,Xa=new WeakMap,ys=new WeakSet,ur=function(n){const s=r=>{switch(n.type){case"failed":return{...r,fetchFailureCount:n.failureCount,fetchFailureReason:n.error};case"pause":return{...r,fetchStatus:"paused"};case"continue":return{...r,fetchStatus:"fetching"};case"fetch":return{...r,...KD(r.data,this.options),fetchMeta:n.meta??null};case"success":return{...r,data:n.data,dataUpdateCount:r.dataUpdateCount+1,dataUpdatedAt:n.dataUpdatedAt??Date.now(),error:null,isInvalidated:!1,status:"success",...!n.manual&&{fetchStatus:"idle",fetchFailureCount:0,fetchFailureReason:null}};case"error":const a=n.error;return pp(a)&&a.revert&&L(this,bo)?{...L(this,bo),fetchStatus:"idle"}:{...r,error:a,errorUpdateCount:r.errorUpdateCount+1,errorUpdatedAt:Date.now(),fetchFailureCount:r.fetchFailureCount+1,fetchFailureReason:a,fetchStatus:"idle",status:"error"};case"invalidate":return{...r,isInvalidated:!0};case"setState":return{...r,...n.state}}};this.state=s(this.state),xn.batch(()=>{this.observers.forEach(r=>{r.onQueryUpdate()}),L(this,Kn).notify({query:this,type:"updated",action:n})})},zN);function KD(t,n){return{fetchFailureCount:0,fetchFailureReason:null,fetchStatus:zk(n.networkMode)?"fetching":"paused",...t===void 0&&{error:null,status:"pending"}}}function QD(t){const n=typeof t.initialData=="function"?t.initialData():t.initialData,s=n!==void 0,r=s?typeof 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L(this,$s).get(n)}getAll(){return[...L(this,$s).values()]}find(n){const s={exact:!0,...n};return this.getAll().find(r=>Fw(s,r))}findAll(n={}){const s=this.getAll();return Object.keys(n).length>0?s.filter(r=>Fw(n,r)):s}notify(n){xn.batch(()=>{this.listeners.forEach(s=>{s(n)})})}onFocus(){xn.batch(()=>{this.getAll().forEach(n=>{n.onFocus()})})}onOnline(){xn.batch(()=>{this.getAll().forEach(n=>{n.onOnline()})})}},$s=new WeakMap,$N),Vs,pn,Ja,Ws,Vr,VN,XD=(VN=class extends Wk{constructor(n){super();Ve(this,Ws);Ve(this,Vs);Ve(this,pn);Ve(this,Ja);this.mutationId=n.mutationId,ke(this,pn,n.mutationCache),ke(this,Vs,[]),this.state=n.state||JD(),this.setOptions(n.options),this.scheduleGc()}setOptions(n){this.options=n,this.updateGcTime(this.options.gcTime)}get meta(){return this.options.meta}addObserver(n){L(this,Vs).includes(n)||(L(this,Vs).push(n),this.clearGcTimeout(),L(this,pn).notify({type:"observerAdded",mutation:this,observer:n}))}removeObserver(n){ke(this,Vs,L(this,Vs).filter(s=>s!==n)),this.scheduleGc(),L(this,pn).notify({type:"observerRemoved",mutation:this,observer:n})}optionalRemove(){L(this,Vs).length||(this.state.status==="pending"?this.scheduleGc():L(this,pn).remove(this))}continue(){var n;return((n=L(this,Ja))==null?void 0:n.continue())??this.execute(this.state.variables)}async execute(n){var a,i,o,l,c,d,u,m,h,f,b,x,w,y,g,v,j,N,C,I;ke(this,Ja,Vk({fn:()=>this.options.mutationFn?this.options.mutationFn(n):Promise.reject(new Error("No mutationFn 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0:f.call(h,k,null,this.state.variables,this.state.context,this)),await((x=(b=this.options).onSettled)==null?void 0:x.call(b,k,null,n,this.state.context)),Qt(this,Ws,Vr).call(this,{type:"success",data:k}),k}catch(k){try{throw await((y=(w=L(this,pn).config).onError)==null?void 0:y.call(w,k,n,this.state.context,this)),await((v=(g=this.options).onError)==null?void 0:v.call(g,k,n,this.state.context)),await((N=(j=L(this,pn).config).onSettled)==null?void 0:N.call(j,void 0,k,this.state.variables,this.state.context,this)),await((I=(C=this.options).onSettled)==null?void 0:I.call(C,void 0,k,n,this.state.context)),k}finally{Qt(this,Ws,Vr).call(this,{type:"error",error:k})}}finally{L(this,pn).runNext(this)}}},Vs=new WeakMap,pn=new WeakMap,Ja=new WeakMap,Ws=new WeakSet,Vr=function(n){const s=r=>{switch(n.type){case"failed":return{...r,failureCount:n.failureCount,failureReason:n.error};case"pause":return{...r,isPaused:!0};case"continue":return{...r,isPaused:!1};case"pending":return{...r,context:n.context,data:void 0,failureCount:0,failureReason:null,error:null,isPaused:n.isPaused,status:"pending",variables:n.variables,submittedAt:Date.now()};case"success":return{...r,data:n.data,failureCount:0,failureReason:null,error:null,status:"success",isPaused:!1};case"error":return{...r,data:void 0,error:n.error,failureCount:r.failureCount+1,failureReason:n.error,isPaused:!1,status:"error"}}};this.state=s(this.state),xn.batch(()=>{L(this,Vs).forEach(r=>{r.onMutationUpdate(n)}),L(this,pn).notify({mutation:this,type:"updated",action:n})})},VN);function JD(){return{context:void 0,data:void 0,error:null,failureCount:0,failureReason:null,isPaused:!1,status:"idle",variables:void 0,submittedAt:0}}var Dn,Zc,WN,eO=(WN=class extends ih{constructor(n={}){super();Ve(this,Dn);Ve(this,Zc);this.config=n,ke(this,Dn,new Map),ke(this,Zc,Date.now())}build(n,s,r){const a=new XD({mutationCache:this,mutationId:++Nd(this,Zc)._,options:n.defaultMutationOptions(s),state:r});return this.add(a),a}add(n){const s=qd(n),r=L(this,Dn).get(s)??[];r.push(n),L(this,Dn).set(s,r),this.notify({type:"added",mutation:n})}remove(n){var r;const s=qd(n);if(L(this,Dn).has(s)){const a=(r=L(this,Dn).get(s))==null?void 0:r.filter(i=>i!==n);a&&(a.length===0?L(this,Dn).delete(s):L(this,Dn).set(s,a))}this.notify({type:"removed",mutation:n})}canRun(n){var r;const s=(r=L(this,Dn).get(qd(n)))==null?void 0:r.find(a=>a.state.status==="pending");return!s||s===n}runNext(n){var r;const s=(r=L(this,Dn).get(qd(n)))==null?void 0:r.find(a=>a!==n&&a.state.isPaused);return(s==null?void 0:s.continue())??Promise.resolve()}clear(){xn.batch(()=>{this.getAll().forEach(n=>{this.remove(n)})})}getAll(){return[...L(this,Dn).values()].flat()}find(n){const s={exact:!0,...n};return this.getAll().find(r=>zw(s,r))}findAll(n={}){return this.getAll().filter(s=>zw(n,s))}notify(n){xn.batch(()=>{this.listeners.forEach(s=>{s(n)})})}resumePausedMutations(){const n=this.getAll().filter(s=>s.state.isPaused);return xn.batch(()=>Promise.all(n.map(s=>s.continue().catch(gs))))}},Dn=new WeakMap,Zc=new WeakMap,WN);function qd(t){var n;return((n=t.options.scope)==null?void 0:n.id)??String(t.mutationId)}function Ww(t){return{onFetch:(n,s)=>{var u,m,h,f,b;const r=n.options,a=(h=(m=(u=n.fetchOptions)==null?void 0:u.meta)==null?void 0:m.fetchMore)==null?void 0:h.direction,i=((f=n.state.data)==null?void 0:f.pages)||[],o=((b=n.state.data)==null?void 0:b.pageParams)||[];let l={pages:[],pageParams:[]},c=0;const d=async()=>{let x=!1;const w=v=>{Object.defineProperty(v,"signal",{enumerable:!0,get:()=>(n.signal.aborted?x=!0:n.signal.addEventListener("abort",()=>{x=!0}),n.signal)})},y=Bk(n.options,n.fetchOptions),g=async(v,j,N)=>{if(x)return 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 * @license MIT
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 *
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 * @license MIT
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Set;let Rx=!1,Dx=!1,Ox=!1;function dC(){if(Dx){const t=Array.from(ni).filter(r=>r.needsMeasurement),n=new Set(t.map(r=>r.element)),s=new Map;n.forEach(r=>{const a=XB(r);a.length&&(s.set(r,a),r.render())}),t.forEach(r=>r.measureInitialState()),n.forEach(r=>{r.render();const a=s.get(r);a&&a.forEach(([i,o])=>{var l;(l=r.getValue(i))==null||l.set(o)})}),t.forEach(r=>r.measureEndState()),t.forEach(r=>{r.suspendedScrollY!==void 0&&window.scrollTo(0,r.suspendedScrollY)})}Dx=!1,Rx=!1,ni.forEach(t=>t.complete(Ox)),ni.clear()}function uC(){ni.forEach(t=>{t.readKeyframes(),t.needsMeasurement&&(Dx=!0)})}function JB(){Ox=!0,uC(),dC(),Ox=!1}class fb{constructor(n,s,r,a,i,o=!1){this.state="pending",this.isAsync=!1,this.needsMeasurement=!1,this.unresolvedKeyframes=[...n],this.onComplete=s,this.name=r,this.motionValue=a,this.element=i,this.isAsync=o}scheduleResolve(){this.state="scheduled",this.isAsync?(ni.add(this),Rx||(Rx=!0,at.read(uC),at.resolveKeyframes(dC))):(this.readKeyframes(),this.complete())}readKeyframes(){const{unresolvedKeyframes:n,name:s,element:r,motionValue:a}=this;if(n[0]===null){const i=a==null?void 0:a.get(),o=n[n.length-1];if(i!==void 0)n[0]=i;else if(r&&s){const l=r.readValue(s,o);l!=null&&(n[0]=l)}n[0]===void 0&&(n[0]=o),a&&i===void 0&&a.set(n[0])}HB(n)}setFinalKeyframe(){}measureInitialState(){}renderEndStyles(){}measureEndState(){}complete(n=!1){this.state="complete",this.onComplete(this.unresolvedKeyframes,this.finalKeyframe,n),ni.delete(this)}cancel(){this.state==="scheduled"&&(ni.delete(this),this.state="pending")}resume(){this.state==="pending"&&this.scheduleResolve()}}const eF=t=>t.startsWith("--");function tF(t,n,s){eF(n)?t.style.setProperty(n,s):t.style[n]=s}const nF=sb(()=>window.ScrollTimeline!==void 0),sF={};function rF(t,n){const s=sb(t);return()=>sF[n]??s()}const mC=rF(()=>{try{document.createElement("div").animate({opacity:0},{easing:"linear(0, 1)"})}catch{return!1}return!0},"linearEasing"),Ol=([t,n,s,r])=>`cubic-bezier(${t}, ${n}, ${s}, ${r})`,Sj={linear:"linear",ease:"ease",easeIn:"ease-in",easeOut:"ease-out",easeInOut:"ease-in-out",circIn:Ol([0,.65,.55,1]),circOut:Ol([.55,0,1,.45]),backIn:Ol([.31,.01,.66,-.59]),backOut:Ol([.33,1.53,.69,.99])};function hC(t,n){if(t)return typeof t=="function"?mC()?oC(t,n):"ease-out":QA(t)?Ol(t):Array.isArray(t)?t.map(s=>hC(s,n)||Sj.easeOut):Sj[t]}function aF(t,n,s,{delay:r=0,duration:a=300,repeat:i=0,repeatType:o="loop",ease:l="easeOut",times:c}={},d=void 0){const u={[n]:s};c&&(u.offset=c);const m=hC(l,a);Array.isArray(m)&&(u.easing=m);const h={delay:r,duration:a,easing:Array.isArray(m)?"linear":m,fill:"both",iterations:i+1,direction:o==="reverse"?"alternate":"normal"};return d&&(h.pseudoElement=d),t.animate(u,h)}function pC(t){return typeof t=="function"&&"applyToOptions"in t}function iF({type:t,...n}){return pC(t)&&mC()?t.applyToOptions(n):(n.duration??(n.duration=300),n.ease??(n.ease="easeOut"),n)}class oF extends hb{constructor(n){if(super(),this.finishedTime=null,this.isStopped=!1,this.manualStartTime=null,!n)return;const{element:s,name:r,keyframes:a,pseudoElement:i,allowFlatten:o=!1,finalKeyframe:l,onComplete:c}=n;this.isPseudoElement=!!i,this.allowFlatten=o,this.options=n,Lo(typeof n.type!="string",`Mini animate() doesn't support "type" as a string.`,"mini-spring");const d=iF(n);this.animation=aF(s,r,a,d,i),d.autoplay===!1&&this.animation.pause(),this.animation.onfinish=()=>{if(this.finishedTime=this.time,!i){const u=mb(a,this.options,l,this.speed);this.updateMotionValue?this.updateMotionValue(u):tF(s,r,u),this.animation.cancel()}c==null||c(),this.notifyFinished()}}play(){this.isStopped||(this.manualStartTime=null,this.animation.play(),this.state==="finished"&&this.updateFinished())}pause(){this.animation.pause()}complete(){var n,s;(s=(n=this.animation).finish)==null||s.call(n)}cancel(){try{this.animation.cancel()}catch{}}stop(){if(this.isStopped)return;this.isStopped=!0;const{state:n}=this;n==="idle"||n==="finished"||(this.updateMotionValue?this.updateMotionValue():this.commitStyles(),this.isPseudoElement||this.cancel())}commitStyles(){var n,s;this.isPseudoElement||(s=(n=this.animation).commitStyles)==null||s.call(n)}get duration(){var s,r;const n=((r=(s=this.animation.effect)==null?void 0:s.getComputedTiming)==null?void 0:r.call(s).duration)||0;return es(Number(n))}get iterationDuration(){const{delay:n=0}=this.options||{};return this.duration+es(n)}get time(){return 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this.safeParseAsync(n,s);if(r.success)return r.data;throw r.error}async safeParseAsync(n,s){const r={common:{issues:[],contextualErrorMap:s==null?void 0:s.errorMap,async:!0},path:(s==null?void 0:s.path)||[],schemaErrorMap:this._def.errorMap,parent:null,data:n,parsedType:Kr(n)},a=this._parse({data:n,path:r.path,parent:r}),i=await(_c(a)?a:Promise.resolve(a));return I0(r,i)}refine(n,s){const r=a=>typeof s=="string"||typeof s>"u"?{message:s}:typeof s=="function"?s(a):s;return this._refinement((a,i)=>{const o=n(a),l=()=>i.addIssue({code:G.custom,...r(a)});return typeof Promise<"u"&&o instanceof Promise?o.then(c=>c?!0:(l(),!1)):o?!0:(l(),!1)})}refinement(n,s){return this._refinement((r,a)=>n(r)?!0:(a.addIssue(typeof s=="function"?s(r,a):s),!1))}_refinement(n){return new Ps({schema:this,typeName:ge.ZodEffects,effect:{type:"refinement",refinement:n}})}superRefine(n){return this._refinement(n)}optional(){return Xs.create(this,this._def)}nullable(){return Ta.create(this,this._def)}nullish(){return this.nullable().optional()}array(){return ks.create(this,this._def)}promise(){return $o.create(this,this._def)}or(n){return zc.create([this,n],this._def)}and(n){return $c.create(this,n,this._def)}transform(n){return new Ps({...je(this._def),schema:this,typeName:ge.ZodEffects,effect:{type:"transform",transform:n}})}default(n){const s=typeof n=="function"?n:()=>n;return new qc({...je(this._def),innerType:this,defaultValue:s,typeName:ge.ZodDefault})}brand(){return new Mb({typeName:ge.ZodBranded,type:this,...je(this._def)})}catch(n){const s=typeof n=="function"?n:()=>n;return new Uc({...je(this._def),innerType:this,catchValue:s,typeName:ge.ZodCatch})}describe(n){const s=this.constructor;return new s({...this._def,description:n})}pipe(n){return xd.create(this,n)}readonly(){return Yc.create(this)}isOptional(){return this.safeParse(void 0).success}isNullable(){return this.safeParse(null).success}}const YV=/^c[^\s-]{8,}$/i,KV=/^[0-9a-z]+$/,QV=/^[0-9A-HJKMNP-TV-Z]{26}$/,ZV=/^[0-9a-fA-F]{8}\b-[0-9a-fA-F]{4}\b-[0-9a-fA-F]{4}\b-[0-9a-fA-F]{4}\b-[0-9a-fA-F]{12}$/i,XV=/^[a-z0-9_-]{21}$/i,JV=/^[-+]?P(?!$)(?:(?:[-+]?\d+Y)|(?:[-+]?\d+[.,]\d+Y$))?(?:(?:[-+]?\d+M)|(?:[-+]?\d+[.,]\d+M$))?(?:(?:[-+]?\d+W)|(?:[-+]?\d+[.,]\d+W$))?(?:(?:[-+]?\d+D)|(?:[-+]?\d+[.,]\d+D$))?(?:T(?=[\d+-])(?:(?:[-+]?\d+H)|(?:[-+]?\d+[.,]\d+H$))?(?:(?:[-+]?\d+M)|(?:[-+]?\d+[.,]\d+M$))?(?:[-+]?\d+(?:[.,]\d+)?S)?)??$/,eW=/^(?!\.)(?!.*\.\.)([A-Z0-9_'+\-\.]*)[A-Z0-9_+-]@([A-Z0-9][A-Z0-9\-]*\.)+[A-Z]{2,}$/i,tW="^(\\p{Extended_Pictographic}|\\p{Emoji_Component})+$";let Wp;const nW=/^(?:(?:25[0-5]|2[0-4][0-9]|1[0-9][0-9]|[1-9][0-9]|[0-9])\.){3}(?:25[0-5]|2[0-4][0-9]|1[0-9][0-9]|[1-9][0-9]|[0-9])$/,sW=/^(([a-f0-9]{1,4}:){7}|::([a-f0-9]{1,4}:){0,6}|([a-f0-9]{1,4}:){1}:([a-f0-9]{1,4}:){0,5}|([a-f0-9]{1,4}:){2}:([a-f0-9]{1,4}:){0,4}|([a-f0-9]{1,4}:){3}:([a-f0-9]{1,4}:){0,3}|([a-f0-9]{1,4}:){4}:([a-f0-9]{1,4}:){0,2}|([a-f0-9]{1,4}:){5}:([a-f0-9]{1,4}:){0,1})([a-f0-9]{1,4}|(((25[0-5])|(2[0-4][0-9])|(1[0-9]{2})|([0-9]{1,2}))\.){3}((25[0-5])|(2[0-4][0-9])|(1[0-9]{2})|([0-9]{1,2})))$/,rW=/^([0-9a-zA-Z+/]{4})*(([0-9a-zA-Z+/]{2}==)|([0-9a-zA-Z+/]{3}=))?$/,wI="((\\d\\d[2468][048]|\\d\\d[13579][26]|\\d\\d0[48]|[02468][048]00|[13579][26]00)-02-29|\\d{4}-((0[13578]|1[02])-(0[1-9]|[12]\\d|3[01])|(0[469]|11)-(0[1-9]|[12]\\d|30)|(02)-(0[1-9]|1\\d|2[0-8])))",aW=new RegExp(`^${wI}$`);function jI(t){let n="([01]\\d|2[0-3]):[0-5]\\d:[0-5]\\d";return t.precision?n=`${n}\\.\\d{${t.precision}}`:t.precision==null&&(n=`${n}(\\.\\d+)?`),n}function iW(t){return new RegExp(`^${jI(t)}$`)}function NI(t){let n=`${wI}T${jI(t)}`;const s=[];return s.push(t.local?"Z?":"Z"),t.offset&&s.push("([+-]\\d{2}:?\\d{2})"),n=`${n}(${s.join("|")})`,new RegExp(`^${n}$`)}function oW(t,n){return!!((n==="v4"||!n)&&nW.test(t)||(n==="v6"||!n)&&sW.test(t))}class js extends Te{_parse(n){if(this._def.coerce&&(n.data=String(n.data)),this._getType(n)!==ee.string){const i=this._getOrReturnCtx(n);return J(i,{code:G.invalid_type,expected:ee.string,received:i.parsedType}),ye}const r=new on;let a;for(const i of this._def.checks)if(i.kind==="min")n.data.length<i.value&&(a=this._getOrReturnCtx(n,a),J(a,{code:G.too_small,minimum:i.value,type:"string",inclusive:!0,exact:!1,message:i.message}),r.dirty());else if(i.kind==="max")n.data.length>i.value&&(a=this._getOrReturnCtx(n,a),J(a,{code:G.too_big,maximum:i.value,type:"string",inclusive:!0,exact:!1,message:i.message}),r.dirty());else if(i.kind==="length"){const o=n.data.length>i.value,l=n.data.length<i.value;(o||l)&&(a=this._getOrReturnCtx(n,a),o?J(a,{code:G.too_big,maximum:i.value,type:"string",inclusive:!0,exact:!0,message:i.message}):l&&J(a,{code:G.too_small,minimum:i.value,type:"string",inclusive:!0,exact:!0,message:i.message}),r.dirty())}else if(i.kind==="email")eW.test(n.data)||(a=this._getOrReturnCtx(n,a),J(a,{validation:"email",code:G.invalid_string,message:i.message}),r.dirty());else if(i.kind==="emoji")Wp||(Wp=new RegExp(tW,"u")),Wp.test(n.data)||(a=this._getOrReturnCtx(n,a),J(a,{validation:"emoji",code:G.invalid_string,message:i.message}),r.dirty());else if(i.kind==="uuid")ZV.test(n.data)||(a=this._getOrReturnCtx(n,a),J(a,{validation:"uuid",code:G.invalid_string,message:i.message}),r.dirty());else if(i.kind==="nanoid")XV.test(n.data)||(a=this._getOrReturnCtx(n,a),J(a,{validation:"nanoid",code:G.invalid_string,message:i.message}),r.dirty());else if(i.kind==="cuid")YV.test(n.data)||(a=this._getOrReturnCtx(n,a),J(a,{validation:"cuid",code:G.invalid_string,message:i.message}),r.dirty());else if(i.kind==="cuid2")KV.test(n.data)||(a=this._getOrReturnCtx(n,a),J(a,{validation:"cuid2",code:G.invalid_string,message:i.message}),r.dirty());else if(i.kind==="ulid")QV.test(n.data)||(a=this._getOrReturnCtx(n,a),J(a,{validation:"ulid",code:G.invalid_string,message:i.message}),r.dirty());else if(i.kind==="url")try{new URL(n.data)}catch{a=this._getOrReturnCtx(n,a),J(a,{validation:"url",code:G.invalid_string,message:i.message}),r.dirty()}else i.kind==="regex"?(i.regex.lastIndex=0,i.regex.test(n.data)||(a=this._getOrReturnCtx(n,a),J(a,{validation:"regex",code:G.invalid_string,message:i.message}),r.dirty())):i.kind==="trim"?n.data=n.data.trim():i.kind==="includes"?n.data.includes(i.value,i.position)||(a=this._getOrReturnCtx(n,a),J(a,{code:G.invalid_string,validation:{includes:i.value,position:i.position},message:i.message}),r.dirty()):i.kind==="toLowerCase"?n.data=n.data.toLowerCase():i.kind==="toUpperCase"?n.data=n.data.toUpperCase():i.kind==="startsWith"?n.data.startsWith(i.value)||(a=this._getOrReturnCtx(n,a),J(a,{code:G.invalid_string,validation:{startsWith:i.value},message:i.message}),r.dirty()):i.kind==="endsWith"?n.data.endsWith(i.value)||(a=this._getOrReturnCtx(n,a),J(a,{code:G.invalid_string,validation:{endsWith:i.value},message:i.message}),r.dirty()):i.kind==="datetime"?NI(i).test(n.data)||(a=this._getOrReturnCtx(n,a),J(a,{code:G.invalid_string,validation:"datetime",message:i.message}),r.dirty()):i.kind==="date"?aW.test(n.data)||(a=this._getOrReturnCtx(n,a),J(a,{code:G.invalid_string,validation:"date",message:i.message}),r.dirty()):i.kind==="time"?iW(i).test(n.data)||(a=this._getOrReturnCtx(n,a),J(a,{code:G.invalid_string,validation:"time",message:i.message}),r.dirty()):i.kind==="duration"?JV.test(n.data)||(a=this._getOrReturnCtx(n,a),J(a,{validation:"duration",code:G.invalid_string,message:i.message}),r.dirty()):i.kind==="ip"?oW(n.data,i.version)||(a=this._getOrReturnCtx(n,a),J(a,{validation:"ip",code:G.invalid_string,message:i.message}),r.dirty()):i.kind==="base64"?rW.test(n.data)||(a=this._getOrReturnCtx(n,a),J(a,{validation:"base64",code:G.invalid_string,message:i.message}),r.dirty()):_e.assertNever(i);return{status:r.value,value:n.data}}_regex(n,s,r){return this.refinement(a=>n.test(a),{validation:s,code:G.invalid_string,...me.errToObj(r)})}_addCheck(n){return new js({...this._def,checks:[...this._def.checks,n]})}email(n){return this._addCheck({kind:"email",...me.errToObj(n)})}url(n){return this._addCheck({kind:"url",...me.errToObj(n)})}emoji(n){return this._addCheck({kind:"emoji",...me.errToObj(n)})}uuid(n){return this._addCheck({kind:"uuid",...me.errToObj(n)})}nanoid(n){return this._addCheck({kind:"nanoid",...me.errToObj(n)})}cuid(n){return this._addCheck({kind:"cuid",...me.errToObj(n)})}cuid2(n){return this._addCheck({kind:"cuid2",...me.errToObj(n)})}ulid(n){return this._addCheck({kind:"ulid",...me.errToObj(n)})}base64(n){return this._addCheck({kind:"base64",...me.errToObj(n)})}ip(n){return this._addCheck({kind:"ip",...me.errToObj(n)})}datetime(n){var s,r;return typeof n=="string"?this._addCheck({kind:"datetime",precision:null,offset:!1,local:!1,message:n}):this._addCheck({kind:"datetime",precision:typeof(n==null?void 0:n.precision)>"u"?null:n==null?void 0:n.precision,offset:(s=n==null?void 0:n.offset)!==null&&s!==void 0?s:!1,local:(r=n==null?void 0:n.local)!==null&&r!==void 0?r:!1,...me.errToObj(n==null?void 0:n.message)})}date(n){return this._addCheck({kind:"date",message:n})}time(n){return typeof n=="string"?this._addCheck({kind:"time",precision:null,message:n}):this._addCheck({kind:"time",precision:typeof(n==null?void 0:n.precision)>"u"?null:n==null?void 0:n.precision,...me.errToObj(n==null?void 0:n.message)})}duration(n){return this._addCheck({kind:"duration",...me.errToObj(n)})}regex(n,s){return this._addCheck({kind:"regex",regex:n,...me.errToObj(s)})}includes(n,s){return this._addCheck({kind:"includes",value:n,position:s==null?void 0:s.position,...me.errToObj(s==null?void 0:s.message)})}startsWith(n,s){return this._addCheck({kind:"startsWith",value:n,...me.errToObj(s)})}endsWith(n,s){return this._addCheck({kind:"endsWith",value:n,...me.errToObj(s)})}min(n,s){return this._addCheck({kind:"min",value:n,...me.errToObj(s)})}max(n,s){return this._addCheck({kind:"max",value:n,...me.errToObj(s)})}length(n,s){return this._addCheck({kind:"length",value:n,...me.errToObj(s)})}nonempty(n){return this.min(1,me.errToObj(n))}trim(){return new js({...this._def,checks:[...this._def.checks,{kind:"trim"}]})}toLowerCase(){return new js({...this._def,checks:[...this._def.checks,{kind:"toLowerCase"}]})}toUpperCase(){return new js({...this._def,checks:[...this._def.checks,{kind:"toUpperCase"}]})}get isDatetime(){return!!this._def.checks.find(n=>n.kind==="datetime")}get isDate(){return!!this._def.checks.find(n=>n.kind==="date")}get isTime(){return!!this._def.checks.find(n=>n.kind==="time")}get isDuration(){return!!this._def.checks.find(n=>n.kind==="duration")}get isEmail(){return!!this._def.checks.find(n=>n.kind==="email")}get isURL(){return!!this._def.checks.find(n=>n.kind==="url")}get isEmoji(){return!!this._def.checks.find(n=>n.kind==="emoji")}get isUUID(){return!!this._def.checks.find(n=>n.kind==="uuid")}get isNANOID(){return!!this._def.checks.find(n=>n.kind==="nanoid")}get isCUID(){return!!this._def.checks.find(n=>n.kind==="cuid")}get isCUID2(){return!!this._def.checks.find(n=>n.kind==="cuid2")}get isULID(){return!!this._def.checks.find(n=>n.kind==="ulid")}get isIP(){return!!this._def.checks.find(n=>n.kind==="ip")}get isBase64(){return!!this._def.checks.find(n=>n.kind==="base64")}get minLength(){let n=null;for(const s of this._def.checks)s.kind==="min"&&(n===null||s.value>n)&&(n=s.value);return n}get maxLength(){let n=null;for(const s of this._def.checks)s.kind==="max"&&(n===null||s.value<n)&&(n=s.value);return n}}js.create=t=>{var n;return new js({checks:[],typeName:ge.ZodString,coerce:(n=t==null?void 0:t.coerce)!==null&&n!==void 0?n:!1,...je(t)})};function lW(t,n){const s=(t.toString().split(".")[1]||"").length,r=(n.toString().split(".")[1]||"").length,a=s>r?s:r,i=parseInt(t.toFixed(a).replace(".","")),o=parseInt(n.toFixed(a).replace(".",""));return i%o/Math.pow(10,a)}class Na extends Te{constructor(){super(...arguments),this.min=this.gte,this.max=this.lte,this.step=this.multipleOf}_parse(n){if(this._def.coerce&&(n.data=Number(n.data)),this._getType(n)!==ee.number){const i=this._getOrReturnCtx(n);return J(i,{code:G.invalid_type,expected:ee.number,received:i.parsedType}),ye}let r;const a=new on;for(const i of this._def.checks)i.kind==="int"?_e.isInteger(n.data)||(r=this._getOrReturnCtx(n,r),J(r,{code:G.invalid_type,expected:"integer",received:"float",message:i.message}),a.dirty()):i.kind==="min"?(i.inclusive?n.data<i.value:n.data<=i.value)&&(r=this._getOrReturnCtx(n,r),J(r,{code:G.too_small,minimum:i.value,type:"number",inclusive:i.inclusive,exact:!1,message:i.message}),a.dirty()):i.kind==="max"?(i.inclusive?n.data>i.value:n.data>=i.value)&&(r=this._getOrReturnCtx(n,r),J(r,{code:G.too_big,maximum:i.value,type:"number",inclusive:i.inclusive,exact:!1,message:i.message}),a.dirty()):i.kind==="multipleOf"?lW(n.data,i.value)!==0&&(r=this._getOrReturnCtx(n,r),J(r,{code:G.not_multiple_of,multipleOf:i.value,message:i.message}),a.dirty()):i.kind==="finite"?Number.isFinite(n.data)||(r=this._getOrReturnCtx(n,r),J(r,{code:G.not_finite,message:i.message}),a.dirty()):_e.assertNever(i);return{status:a.value,value:n.data}}gte(n,s){return this.setLimit("min",n,!0,me.toString(s))}gt(n,s){return this.setLimit("min",n,!1,me.toString(s))}lte(n,s){return this.setLimit("max",n,!0,me.toString(s))}lt(n,s){return this.setLimit("max",n,!1,me.toString(s))}setLimit(n,s,r,a){return new Na({...this._def,checks:[...this._def.checks,{kind:n,value:s,inclusive:r,message:me.toString(a)}]})}_addCheck(n){return new Na({...this._def,checks:[...this._def.checks,n]})}int(n){return this._addCheck({kind:"int",message:me.toString(n)})}positive(n){return this._addCheck({kind:"min",value:0,inclusive:!1,message:me.toString(n)})}negative(n){return this._addCheck({kind:"max",value:0,inclusive:!1,message:me.toString(n)})}nonpositive(n){return this._addCheck({kind:"max",value:0,inclusive:!0,message:me.toString(n)})}nonnegative(n){return this._addCheck({kind:"min",value:0,inclusive:!0,message:me.toString(n)})}multipleOf(n,s){return this._addCheck({kind:"multipleOf",value:n,message:me.toString(s)})}finite(n){return this._addCheck({kind:"finite",message:me.toString(n)})}safe(n){return this._addCheck({kind:"min",inclusive:!0,value:Number.MIN_SAFE_INTEGER,message:me.toString(n)})._addCheck({kind:"max",inclusive:!0,value:Number.MAX_SAFE_INTEGER,message:me.toString(n)})}get minValue(){let n=null;for(const s of this._def.checks)s.kind==="min"&&(n===null||s.value>n)&&(n=s.value);return n}get maxValue(){let n=null;for(const s of this._def.checks)s.kind==="max"&&(n===null||s.value<n)&&(n=s.value);return n}get isInt(){return!!this._def.checks.find(n=>n.kind==="int"||n.kind==="multipleOf"&&_e.isInteger(n.value))}get isFinite(){let n=null,s=null;for(const r of this._def.checks){if(r.kind==="finite"||r.kind==="int"||r.kind==="multipleOf")return!0;r.kind==="min"?(s===null||r.value>s)&&(s=r.value):r.kind==="max"&&(n===null||r.value<n)&&(n=r.value)}return Number.isFinite(s)&&Number.isFinite(n)}}Na.create=t=>new Na({checks:[],typeName:ge.ZodNumber,coerce:(t==null?void 0:t.coerce)||!1,...je(t)});class Sa extends Te{constructor(){super(...arguments),this.min=this.gte,this.max=this.lte}_parse(n){if(this._def.coerce&&(n.data=BigInt(n.data)),this._getType(n)!==ee.bigint){const i=this._getOrReturnCtx(n);return J(i,{code:G.invalid_type,expected:ee.bigint,received:i.parsedType}),ye}let r;const a=new on;for(const i of this._def.checks)i.kind==="min"?(i.inclusive?n.data<i.value:n.data<=i.value)&&(r=this._getOrReturnCtx(n,r),J(r,{code:G.too_small,type:"bigint",minimum:i.value,inclusive:i.inclusive,message:i.message}),a.dirty()):i.kind==="max"?(i.inclusive?n.data>i.value:n.data>=i.value)&&(r=this._getOrReturnCtx(n,r),J(r,{code:G.too_big,type:"bigint",maximum:i.value,inclusive:i.inclusive,message:i.message}),a.dirty()):i.kind==="multipleOf"?n.data%i.value!==BigInt(0)&&(r=this._getOrReturnCtx(n,r),J(r,{code:G.not_multiple_of,multipleOf:i.value,message:i.message}),a.dirty()):_e.assertNever(i);return{status:a.value,value:n.data}}gte(n,s){return this.setLimit("min",n,!0,me.toString(s))}gt(n,s){return this.setLimit("min",n,!1,me.toString(s))}lte(n,s){return this.setLimit("max",n,!0,me.toString(s))}lt(n,s){return this.setLimit("max",n,!1,me.toString(s))}setLimit(n,s,r,a){return new Sa({...this._def,checks:[...this._def.checks,{kind:n,value:s,inclusive:r,message:me.toString(a)}]})}_addCheck(n){return new Sa({...this._def,checks:[...this._def.checks,n]})}positive(n){return this._addCheck({kind:"min",value:BigInt(0),inclusive:!1,message:me.toString(n)})}negative(n){return this._addCheck({kind:"max",value:BigInt(0),inclusive:!1,message:me.toString(n)})}nonpositive(n){return this._addCheck({kind:"max",value:BigInt(0),inclusive:!0,message:me.toString(n)})}nonnegative(n){return this._addCheck({kind:"min",value:BigInt(0),inclusive:!0,message:me.toString(n)})}multipleOf(n,s){return this._addCheck({kind:"multipleOf",value:n,message:me.toString(s)})}get minValue(){let n=null;for(const s of this._def.checks)s.kind==="min"&&(n===null||s.value>n)&&(n=s.value);return n}get maxValue(){let n=null;for(const s of this._def.checks)s.kind==="max"&&(n===null||s.value<n)&&(n=s.value);return n}}Sa.create=t=>{var n;return new Sa({checks:[],typeName:ge.ZodBigInt,coerce:(n=t==null?void 0:t.coerce)!==null&&n!==void 0?n:!1,...je(t)})};class Lc extends Te{_parse(n){if(this._def.coerce&&(n.data=!!n.data),this._getType(n)!==ee.boolean){const r=this._getOrReturnCtx(n);return J(r,{code:G.invalid_type,expected:ee.boolean,received:r.parsedType}),ye}return wn(n.data)}}Lc.create=t=>new Lc({typeName:ge.ZodBoolean,coerce:(t==null?void 0:t.coerce)||!1,...je(t)});class hi extends Te{_parse(n){if(this._def.coerce&&(n.data=new Date(n.data)),this._getType(n)!==ee.date){const i=this._getOrReturnCtx(n);return J(i,{code:G.invalid_type,expected:ee.date,received:i.parsedType}),ye}if(isNaN(n.data.getTime())){const i=this._getOrReturnCtx(n);return J(i,{code:G.invalid_date}),ye}const r=new on;let a;for(const i of this._def.checks)i.kind==="min"?n.data.getTime()<i.value&&(a=this._getOrReturnCtx(n,a),J(a,{code:G.too_small,message:i.message,inclusive:!0,exact:!1,minimum:i.value,type:"date"}),r.dirty()):i.kind==="max"?n.data.getTime()>i.value&&(a=this._getOrReturnCtx(n,a),J(a,{code:G.too_big,message:i.message,inclusive:!0,exact:!1,maximum:i.value,type:"date"}),r.dirty()):_e.assertNever(i);return{status:r.value,value:new Date(n.data.getTime())}}_addCheck(n){return new hi({...this._def,checks:[...this._def.checks,n]})}min(n,s){return this._addCheck({kind:"min",value:n.getTime(),message:me.toString(s)})}max(n,s){return this._addCheck({kind:"max",value:n.getTime(),message:me.toString(s)})}get minDate(){let n=null;for(const s of this._def.checks)s.kind==="min"&&(n===null||s.value>n)&&(n=s.value);return n!=null?new Date(n):null}get maxDate(){let n=null;for(const s of this._def.checks)s.kind==="max"&&(n===null||s.value<n)&&(n=s.value);return n!=null?new Date(n):null}}hi.create=t=>new hi({checks:[],coerce:(t==null?void 0:t.coerce)||!1,typeName:ge.ZodDate,...je(t)});class jm extends Te{_parse(n){if(this._getType(n)!==ee.symbol){const r=this._getOrReturnCtx(n);return J(r,{code:G.invalid_type,expected:ee.symbol,received:r.parsedType}),ye}return wn(n.data)}}jm.create=t=>new jm({typeName:ge.ZodSymbol,...je(t)});class Bc extends Te{_parse(n){if(this._getType(n)!==ee.undefined){const r=this._getOrReturnCtx(n);return J(r,{code:G.invalid_type,expected:ee.undefined,received:r.parsedType}),ye}return wn(n.data)}}Bc.create=t=>new Bc({typeName:ge.ZodUndefined,...je(t)});class Fc extends Te{_parse(n){if(this._getType(n)!==ee.null){const r=this._getOrReturnCtx(n);return J(r,{code:G.invalid_type,expected:ee.null,received:r.parsedType}),ye}return wn(n.data)}}Fc.create=t=>new Fc({typeName:ge.ZodNull,...je(t)});class zo extends Te{constructor(){super(...arguments),this._any=!0}_parse(n){return wn(n.data)}}zo.create=t=>new zo({typeName:ge.ZodAny,...je(t)});class si extends Te{constructor(){super(...arguments),this._unknown=!0}_parse(n){return wn(n.data)}}si.create=t=>new si({typeName:ge.ZodUnknown,...je(t)});class Mr extends Te{_parse(n){const s=this._getOrReturnCtx(n);return J(s,{code:G.invalid_type,expected:ee.never,received:s.parsedType}),ye}}Mr.create=t=>new Mr({typeName:ge.ZodNever,...je(t)});class Nm extends Te{_parse(n){if(this._getType(n)!==ee.undefined){const r=this._getOrReturnCtx(n);return J(r,{code:G.invalid_type,expected:ee.void,received:r.parsedType}),ye}return wn(n.data)}}Nm.create=t=>new Nm({typeName:ge.ZodVoid,...je(t)});class ks extends Te{_parse(n){const{ctx:s,status:r}=this._processInputParams(n),a=this._def;if(s.parsedType!==ee.array)return J(s,{code:G.invalid_type,expected:ee.array,received:s.parsedType}),ye;if(a.exactLength!==null){const o=s.data.length>a.exactLength.value,l=s.data.length<a.exactLength.value;(o||l)&&(J(s,{code:o?G.too_big:G.too_small,minimum:l?a.exactLength.value:void 0,maximum:o?a.exactLength.value:void 0,type:"array",inclusive:!0,exact:!0,message:a.exactLength.message}),r.dirty())}if(a.minLength!==null&&s.data.length<a.minLength.value&&(J(s,{code:G.too_small,minimum:a.minLength.value,type:"array",inclusive:!0,exact:!1,message:a.minLength.message}),r.dirty()),a.maxLength!==null&&s.data.length>a.maxLength.value&&(J(s,{code:G.too_big,maximum:a.maxLength.value,type:"array",inclusive:!0,exact:!1,message:a.maxLength.message}),r.dirty()),s.common.async)return Promise.all([...s.data].map((o,l)=>a.type._parseAsync(new nr(s,o,s.path,l)))).then(o=>on.mergeArray(r,o));const i=[...s.data].map((o,l)=>a.type._parseSync(new nr(s,o,s.path,l)));return on.mergeArray(r,i)}get element(){return this._def.type}min(n,s){return new ks({...this._def,minLength:{value:n,message:me.toString(s)}})}max(n,s){return new ks({...this._def,maxLength:{value:n,message:me.toString(s)}})}length(n,s){return new ks({...this._def,exactLength:{value:n,message:me.toString(s)}})}nonempty(n){return this.min(1,n)}}ks.create=(t,n)=>new ks({type:t,minLength:null,maxLength:null,exactLength:null,typeName:ge.ZodArray,...je(n)});function Ri(t){if(t instanceof mt){const n={};for(const s in t.shape){const r=t.shape[s];n[s]=Xs.create(Ri(r))}return new mt({...t._def,shape:()=>n})}else return t instanceof ks?new ks({...t._def,type:Ri(t.element)}):t instanceof Xs?Xs.create(Ri(t.unwrap())):t instanceof Ta?Ta.create(Ri(t.unwrap())):t instanceof sr?sr.create(t.items.map(n=>Ri(n))):t}class mt extends Te{constructor(){super(...arguments),this._cached=null,this.nonstrict=this.passthrough,this.augment=this.extend}_getCached(){if(this._cached!==null)return this._cached;const n=this._def.shape(),s=_e.objectKeys(n);return this._cached={shape:n,keys:s}}_parse(n){if(this._getType(n)!==ee.object){const d=this._getOrReturnCtx(n);return J(d,{code:G.invalid_type,expected:ee.object,received:d.parsedType}),ye}const{status:r,ctx:a}=this._processInputParams(n),{shape:i,keys:o}=this._getCached(),l=[];if(!(this._def.catchall instanceof Mr&&this._def.unknownKeys==="strip"))for(const d in a.data)o.includes(d)||l.push(d);const c=[];for(const d of o){const u=i[d],m=a.data[d];c.push({key:{status:"valid",value:d},value:u._parse(new nr(a,m,a.path,d)),alwaysSet:d in a.data})}if(this._def.catchall instanceof Mr){const d=this._def.unknownKeys;if(d==="passthrough")for(const u of l)c.push({key:{status:"valid",value:u},value:{status:"valid",value:a.data[u]}});else if(d==="strict")l.length>0&&(J(a,{code:G.unrecognized_keys,keys:l}),r.dirty());else if(d!=="strip")throw new Error("Internal ZodObject error: invalid unknownKeys value.")}else{const d=this._def.catchall;for(const u of l){const m=a.data[u];c.push({key:{status:"valid",value:u},value:d._parse(new nr(a,m,a.path,u)),alwaysSet:u in a.data})}}return a.common.async?Promise.resolve().then(async()=>{const d=[];for(const u of c){const m=await u.key,h=await u.value;d.push({key:m,value:h,alwaysSet:u.alwaysSet})}return d}).then(d=>on.mergeObjectSync(r,d)):on.mergeObjectSync(r,c)}get shape(){return this._def.shape()}strict(n){return me.errToObj,new mt({...this._def,unknownKeys:"strict",...n!==void 0?{errorMap:(s,r)=>{var a,i,o,l;const c=(o=(i=(a=this._def).errorMap)===null||i===void 0?void 0:i.call(a,s,r).message)!==null&&o!==void 0?o:r.defaultError;return s.code==="unrecognized_keys"?{message:(l=me.errToObj(n).message)!==null&&l!==void 0?l:c}:{message:c}}}:{}})}strip(){return new mt({...this._def,unknownKeys:"strip"})}passthrough(){return new mt({...this._def,unknownKeys:"passthrough"})}extend(n){return new mt({...this._def,shape:()=>({...this._def.shape(),...n})})}merge(n){return new mt({unknownKeys:n._def.unknownKeys,catchall:n._def.catchall,shape:()=>({...this._def.shape(),...n._def.shape()}),typeName:ge.ZodObject})}setKey(n,s){return this.augment({[n]:s})}catchall(n){return new mt({...this._def,catchall:n})}pick(n){const s={};return _e.objectKeys(n).forEach(r=>{n[r]&&this.shape[r]&&(s[r]=this.shape[r])}),new mt({...this._def,shape:()=>s})}omit(n){const s={};return _e.objectKeys(this.shape).forEach(r=>{n[r]||(s[r]=this.shape[r])}),new mt({...this._def,shape:()=>s})}deepPartial(){return Ri(this)}partial(n){const s={};return _e.objectKeys(this.shape).forEach(r=>{const a=this.shape[r];n&&!n[r]?s[r]=a:s[r]=a.optional()}),new mt({...this._def,shape:()=>s})}required(n){const s={};return _e.objectKeys(this.shape).forEach(r=>{if(n&&!n[r])s[r]=this.shape[r];else{let i=this.shape[r];for(;i instanceof Xs;)i=i._def.innerType;s[r]=i}}),new mt({...this._def,shape:()=>s})}keyof(){return SI(_e.objectKeys(this.shape))}}mt.create=(t,n)=>new mt({shape:()=>t,unknownKeys:"strip",catchall:Mr.create(),typeName:ge.ZodObject,...je(n)});mt.strictCreate=(t,n)=>new mt({shape:()=>t,unknownKeys:"strict",catchall:Mr.create(),typeName:ge.ZodObject,...je(n)});mt.lazycreate=(t,n)=>new mt({shape:t,unknownKeys:"strip",catchall:Mr.create(),typeName:ge.ZodObject,...je(n)});class zc extends Te{_parse(n){const{ctx:s}=this._processInputParams(n),r=this._def.options;function a(i){for(const l of i)if(l.result.status==="valid")return l.result;for(const l of i)if(l.result.status==="dirty")return s.common.issues.push(...l.ctx.common.issues),l.result;const o=i.map(l=>new Vn(l.ctx.common.issues));return J(s,{code:G.invalid_union,unionErrors:o}),ye}if(s.common.async)return Promise.all(r.map(async i=>{const o={...s,common:{...s.common,issues:[]},parent:null};return{result:await i._parseAsync({data:s.data,path:s.path,parent:o}),ctx:o}})).then(a);{let i;const o=[];for(const c of r){const d={...s,common:{...s.common,issues:[]},parent:null},u=c._parseSync({data:s.data,path:s.path,parent:d});if(u.status==="valid")return u;u.status==="dirty"&&!i&&(i={result:u,ctx:d}),d.common.issues.length&&o.push(d.common.issues)}if(i)return s.common.issues.push(...i.ctx.common.issues),i.result;const l=o.map(c=>new Vn(c));return J(s,{code:G.invalid_union,unionErrors:l}),ye}}get options(){return this._def.options}}zc.create=(t,n)=>new zc({options:t,typeName:ge.ZodUnion,...je(n)});const mr=t=>t instanceof Wc?mr(t.schema):t instanceof Ps?mr(t.innerType()):t instanceof Gc?[t.value]:t instanceof ka?t.options:t instanceof Hc?_e.objectValues(t.enum):t instanceof qc?mr(t._def.innerType):t instanceof Bc?[void 0]:t instanceof Fc?[null]:t instanceof Xs?[void 0,...mr(t.unwrap())]:t instanceof Ta?[null,...mr(t.unwrap())]:t instanceof Mb||t instanceof Yc?mr(t.unwrap()):t instanceof Uc?mr(t._def.innerType):[];class vh extends Te{_parse(n){const{ctx:s}=this._processInputParams(n);if(s.parsedType!==ee.object)return J(s,{code:G.invalid_type,expected:ee.object,received:s.parsedType}),ye;const r=this.discriminator,a=s.data[r],i=this.optionsMap.get(a);return i?s.common.async?i._parseAsync({data:s.data,path:s.path,parent:s}):i._parseSync({data:s.data,path:s.path,parent:s}):(J(s,{code:G.invalid_union_discriminator,options:Array.from(this.optionsMap.keys()),path:[r]}),ye)}get discriminator(){return this._def.discriminator}get options(){return this._def.options}get optionsMap(){return this._def.optionsMap}static create(n,s,r){const a=new Map;for(const i of s){const o=mr(i.shape[n]);if(!o.length)throw new Error(`A discriminator value for key \`${n}\` could not be extracted from all schema options`);for(const l of o){if(a.has(l))throw new Error(`Discriminator property ${String(n)} has duplicate value ${String(l)}`);a.set(l,i)}}return new vh({typeName:ge.ZodDiscriminatedUnion,discriminator:n,options:s,optionsMap:a,...je(r)})}}function Zx(t,n){const s=Kr(t),r=Kr(n);if(t===n)return{valid:!0,data:t};if(s===ee.object&&r===ee.object){const a=_e.objectKeys(n),i=_e.objectKeys(t).filter(l=>a.indexOf(l)!==-1),o={...t,...n};for(const l of i){const c=Zx(t[l],n[l]);if(!c.valid)return{valid:!1};o[l]=c.data}return{valid:!0,data:o}}else if(s===ee.array&&r===ee.array){if(t.length!==n.length)return{valid:!1};const a=[];for(let i=0;i<t.length;i++){const o=t[i],l=n[i],c=Zx(o,l);if(!c.valid)return{valid:!1};a.push(c.data)}return{valid:!0,data:a}}else return s===ee.date&&r===ee.date&&+t==+n?{valid:!0,data:t}:{valid:!1}}class $c extends Te{_parse(n){const{status:s,ctx:r}=this._processInputParams(n),a=(i,o)=>{if(Kx(i)||Kx(o))return ye;const l=Zx(i.value,o.value);return l.valid?((Qx(i)||Qx(o))&&s.dirty(),{status:s.value,value:l.data}):(J(r,{code:G.invalid_intersection_types}),ye)};return r.common.async?Promise.all([this._def.left._parseAsync({data:r.data,path:r.path,parent:r}),this._def.right._parseAsync({data:r.data,path:r.path,parent:r})]).then(([i,o])=>a(i,o)):a(this._def.left._parseSync({data:r.data,path:r.path,parent:r}),this._def.right._parseSync({data:r.data,path:r.path,parent:r}))}}$c.create=(t,n,s)=>new $c({left:t,right:n,typeName:ge.ZodIntersection,...je(s)});class sr extends Te{_parse(n){const{status:s,ctx:r}=this._processInputParams(n);if(r.parsedType!==ee.array)return J(r,{code:G.invalid_type,expected:ee.array,received:r.parsedType}),ye;if(r.data.length<this._def.items.length)return J(r,{code:G.too_small,minimum:this._def.items.length,inclusive:!0,exact:!1,type:"array"}),ye;!this._def.rest&&r.data.length>this._def.items.length&&(J(r,{code:G.too_big,maximum:this._def.items.length,inclusive:!0,exact:!1,type:"array"}),s.dirty());const i=[...r.data].map((o,l)=>{const c=this._def.items[l]||this._def.rest;return c?c._parse(new nr(r,o,r.path,l)):null}).filter(o=>!!o);return r.common.async?Promise.all(i).then(o=>on.mergeArray(s,o)):on.mergeArray(s,i)}get items(){return this._def.items}rest(n){return new sr({...this._def,rest:n})}}sr.create=(t,n)=>{if(!Array.isArray(t))throw new Error("You must pass an array of schemas to z.tuple([ ... ])");return new sr({items:t,typeName:ge.ZodTuple,rest:null,...je(n)})};class Vc extends Te{get keySchema(){return this._def.keyType}get valueSchema(){return this._def.valueType}_parse(n){const{status:s,ctx:r}=this._processInputParams(n);if(r.parsedType!==ee.object)return J(r,{code:G.invalid_type,expected:ee.object,received:r.parsedType}),ye;const a=[],i=this._def.keyType,o=this._def.valueType;for(const l in r.data)a.push({key:i._parse(new nr(r,l,r.path,l)),value:o._parse(new nr(r,r.data[l],r.path,l)),alwaysSet:l in r.data});return r.common.async?on.mergeObjectAsync(s,a):on.mergeObjectSync(s,a)}get element(){return this._def.valueType}static create(n,s,r){return s instanceof Te?new Vc({keyType:n,valueType:s,typeName:ge.ZodRecord,...je(r)}):new Vc({keyType:js.create(),valueType:n,typeName:ge.ZodRecord,...je(s)})}}class Sm extends Te{get keySchema(){return this._def.keyType}get valueSchema(){return this._def.valueType}_parse(n){const{status:s,ctx:r}=this._processInputParams(n);if(r.parsedType!==ee.map)return J(r,{code:G.invalid_type,expected:ee.map,received:r.parsedType}),ye;const a=this._def.keyType,i=this._def.valueType,o=[...r.data.entries()].map(([l,c],d)=>({key:a._parse(new nr(r,l,r.path,[d,"key"])),value:i._parse(new nr(r,c,r.path,[d,"value"]))}));if(r.common.async){const l=new Map;return Promise.resolve().then(async()=>{for(const c of o){const d=await c.key,u=await c.value;if(d.status==="aborted"||u.status==="aborted")return ye;(d.status==="dirty"||u.status==="dirty")&&s.dirty(),l.set(d.value,u.value)}return{status:s.value,value:l}})}else{const l=new Map;for(const c of o){const d=c.key,u=c.value;if(d.status==="aborted"||u.status==="aborted")return ye;(d.status==="dirty"||u.status==="dirty")&&s.dirty(),l.set(d.value,u.value)}return{status:s.value,value:l}}}}Sm.create=(t,n,s)=>new Sm({valueType:n,keyType:t,typeName:ge.ZodMap,...je(s)});class pi extends Te{_parse(n){const{status:s,ctx:r}=this._processInputParams(n);if(r.parsedType!==ee.set)return J(r,{code:G.invalid_type,expected:ee.set,received:r.parsedType}),ye;const a=this._def;a.minSize!==null&&r.data.size<a.minSize.value&&(J(r,{code:G.too_small,minimum:a.minSize.value,type:"set",inclusive:!0,exact:!1,message:a.minSize.message}),s.dirty()),a.maxSize!==null&&r.data.size>a.maxSize.value&&(J(r,{code:G.too_big,maximum:a.maxSize.value,type:"set",inclusive:!0,exact:!1,message:a.maxSize.message}),s.dirty());const i=this._def.valueType;function o(c){const d=new Set;for(const u of c){if(u.status==="aborted")return ye;u.status==="dirty"&&s.dirty(),d.add(u.value)}return{status:s.value,value:d}}const l=[...r.data.values()].map((c,d)=>i._parse(new nr(r,c,r.path,d)));return r.common.async?Promise.all(l).then(c=>o(c)):o(l)}min(n,s){return new pi({...this._def,minSize:{value:n,message:me.toString(s)}})}max(n,s){return new pi({...this._def,maxSize:{value:n,message:me.toString(s)}})}size(n,s){return this.min(n,s).max(n,s)}nonempty(n){return this.min(1,n)}}pi.create=(t,n)=>new pi({valueType:t,minSize:null,maxSize:null,typeName:ge.ZodSet,...je(n)});class po extends Te{constructor(){super(...arguments),this.validate=this.implement}_parse(n){const{ctx:s}=this._processInputParams(n);if(s.parsedType!==ee.function)return J(s,{code:G.invalid_type,expected:ee.function,received:s.parsedType}),ye;function r(l,c){return vm({data:l,path:s.path,errorMaps:[s.common.contextualErrorMap,s.schemaErrorMap,bm(),Fo].filter(d=>!!d),issueData:{code:G.invalid_arguments,argumentsError:c}})}function a(l,c){return vm({data:l,path:s.path,errorMaps:[s.common.contextualErrorMap,s.schemaErrorMap,bm(),Fo].filter(d=>!!d),issueData:{code:G.invalid_return_type,returnTypeError:c}})}const i={errorMap:s.common.contextualErrorMap},o=s.data;if(this._def.returns instanceof $o){const l=this;return wn(async function(...c){const d=new Vn([]),u=await l._def.args.parseAsync(c,i).catch(f=>{throw d.addIssue(r(c,f)),d}),m=await Reflect.apply(o,this,u);return await l._def.returns._def.type.parseAsync(m,i).catch(f=>{throw d.addIssue(a(m,f)),d})})}else{const l=this;return wn(function(...c){const d=l._def.args.safeParse(c,i);if(!d.success)throw new Vn([r(c,d.error)]);const u=Reflect.apply(o,this,d.data),m=l._def.returns.safeParse(u,i);if(!m.success)throw new Vn([a(u,m.error)]);return m.data})}}parameters(){return this._def.args}returnType(){return this._def.returns}args(...n){return new po({...this._def,args:sr.create(n).rest(si.create())})}returns(n){return new po({...this._def,returns:n})}implement(n){return this.parse(n)}strictImplement(n){return this.parse(n)}static create(n,s,r){return new 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J(r,{expected:_e.joinValues(a),received:r.parsedType,code:G.invalid_type}),ye}if(wm(this,Bl)||vI(this,Bl,new Set(_e.getValidEnumValues(this._def.values))),!wm(this,Bl).has(n.data)){const a=_e.objectValues(s);return J(r,{received:r.data,code:G.invalid_enum_value,options:a}),ye}return wn(n.data)}get enum(){return this._def.values}}Bl=new WeakMap;Hc.create=(t,n)=>new Hc({values:t,typeName:ge.ZodNativeEnum,...je(n)});class $o extends Te{unwrap(){return this._def.type}_parse(n){const{ctx:s}=this._processInputParams(n);if(s.parsedType!==ee.promise&&s.common.async===!1)return J(s,{code:G.invalid_type,expected:ee.promise,received:s.parsedType}),ye;const r=s.parsedType===ee.promise?s.data:Promise.resolve(s.data);return wn(r.then(a=>this._def.type.parseAsync(a,{path:s.path,errorMap:s.common.contextualErrorMap})))}}$o.create=(t,n)=>new $o({type:t,typeName:ge.ZodPromise,...je(n)});class Ps extends Te{innerType(){return this._def.schema}sourceType(){return this._def.schema._def.typeName===ge.ZodEffects?this._def.schema.sourceType():this._def.schema}_parse(n){const{status:s,ctx:r}=this._processInputParams(n),a=this._def.effect||null,i={addIssue:o=>{J(r,o),o.fatal?s.abort():s.dirty()},get path(){return r.path}};if(i.addIssue=i.addIssue.bind(i),a.type==="preprocess"){const o=a.transform(r.data,i);if(r.common.async)return Promise.resolve(o).then(async l=>{if(s.value==="aborted")return ye;const c=await this._def.schema._parseAsync({data:l,path:r.path,parent:r});return c.status==="aborted"?ye:c.status==="dirty"||s.value==="dirty"?Xi(c.value):c});{if(s.value==="aborted")return ye;const l=this._def.schema._parseSync({data:o,path:r.path,parent:r});return l.status==="aborted"?ye:l.status==="dirty"||s.value==="dirty"?Xi(l.value):l}}if(a.type==="refinement"){const o=l=>{const c=a.refinement(l,i);if(r.common.async)return Promise.resolve(c);if(c instanceof Promise)throw new Error("Async refinement encountered during synchronous parse operation. 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s.parsedType===ee.undefined&&(r=this._def.defaultValue()),this._def.innerType._parse({data:r,path:s.path,parent:s})}removeDefault(){return this._def.innerType}}qc.create=(t,n)=>new qc({innerType:t,typeName:ge.ZodDefault,defaultValue:typeof n.default=="function"?n.default:()=>n.default,...je(n)});class Uc extends Te{_parse(n){const{ctx:s}=this._processInputParams(n),r={...s,common:{...s.common,issues:[]}},a=this._def.innerType._parse({data:r.data,path:r.path,parent:{...r}});return _c(a)?a.then(i=>({status:"valid",value:i.status==="valid"?i.value:this._def.catchValue({get error(){return new Vn(r.common.issues)},input:r.data})})):{status:"valid",value:a.status==="valid"?a.value:this._def.catchValue({get error(){return new Vn(r.common.issues)},input:r.data})}}removeCatch(){return this._def.innerType}}Uc.create=(t,n)=>new Uc({innerType:t,typeName:ge.ZodCatch,catchValue:typeof n.catch=="function"?n.catch:()=>n.catch,...je(n)});class km extends Te{_parse(n){if(this._getType(n)!==ee.nan){const 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From the outside, we looked like a company firing on all cylinders. But inside? Our early growth had been stitched together with a cocktail of warm intros, opportunistic partnerships, and what I lovingly called 'founder hustle.'

Investors would ask about our 'repeatable sales process' and I'd confidently walk them through a pipeline built more on optimism than operations. Truth was, we were one lost relationship away from watching the wheels fall off.`,sections:[{title:"The Wake-Up Call",content:`It came during a meeting with our Head of Sales. He asked me a simple but brutal question:

"If we had to replace our top three customers tomorrow, how would we systematically find and close their equivalents?"

Cue the crickets.

And maybe a little sweat.

I had no real answer — just a vague idea that we'd... figure it out? Maybe call some people?

That's the day I learned the critical difference between "founder momentum" and "go-to-market systems"

Momentum can get you to $1M. Maybe even $5M if you're persistent (and lucky). But if you're serious about scale, you need something more durable than adrenaline and charm.`},{title:"What It Took to Actually Build a Real GTM System",content:`Here's what we had to do to move from founder-led chaos to something resembling a scalable business:

**1. Ruthless Market Segmentation**
We thought we served 'nonprofits' — turns out, that's about as useful as saying you serve 'businesses.' We focused instead on the 400 largest nonprofit organizations in the country. Big budgets. Big impact. Big opportunities to actually serve well.

**2. Process Before People**
The instinct was to hire more salespeople and tell them to 'do what I do.' That doesn't scale. So we documented everything — what we said, who we sold to, how we sold it — and only then started hiring to run the system, not invent it.

**3. Data-Driven Attribution**
Turns out, our most loyal customers weren't coming from the channels we thought were working. So we tracked everything: first touch, last touch, content engagement, even referral loops. The results were humbling, and incredibly useful.

**4. Predictable Pipeline Generation**
Hope is not a GTM strategy. We built engines: outbound sequences, partnerships, content funnels, and account-based playbooks. Each had KPIs. Each had a dashboard. No more 'how's the pipeline looking?' guesstimates.`},{title:"The Result? We Finally Built a Business That Didn't Need Me",content:`It took 18 months. And yes, it was hard.

But it worked.

We landed 27 of the top 100 nonprofits in the country. We had systems that could be run by others. We became a company — not a founder with a bunch of helpers.

Since then, I've repeated this approach across three more companies. Every time it starts with the same painful but liberating realization:

> Those early wins might've had more to do with timing, network, or luck than any kind of repeatable strategy.`}],conclusion:`So to my fellow founders still riding that early high — enjoy it. But start building your escape plan.

Escape from being the bottleneck. Escape from the idea that more hustle equals more growth.

Because the companies that scale are the ones willing to trade adrenaline for architecture.

And trust me — sleep is better when the pipeline doesn't depend on your calendar.`,bonus:{title:"Key Takeaways for Scaling Founders",items:[{title:"Founder Momentum vs. GTM Systems",description:"Momentum can get you to $1-5M, but scalable systems are what take you beyond that threshold."},{title:"Process Documentation is Critical",description:"Document everything before hiring. Teach people to run the system, not invent it."},{title:"Market Segmentation Must Be Ruthless",description:"Serving 'everyone' is serving no one. Find your specific, addressable market segment."},{title:"Data-Driven Attribution",description:"Track every touchpoint to understand what's actually working vs. what you think is working."}]}}},"early-adopters-early-majority-startup-pitch":{id:"4",title:"From Early Adopters to Early Majority: Why Your Startup Needs More Than a Great Pitch",subtitle:"By Daniel Scalisi",metaTitle:"Early Adopters to Early Majority | Startup Guide",metaDescription:"Crossing the chasm from early adopters to early majority requires proof, not passion. Learn the systems that scale your startup beyond initial wins.",imageAlt:"Startup team transitioning from early adopter sales to scalable GTM systems",keywords:["early adopters","early majority","crossing the chasm","startup scaling","GTM systems"],canonicalSlug:"early-adopters-early-majority-startup-pitch",date:"2025-09-05T12:00:00",image:mP,content:{introduction:`Founders, let's face it — selling to early adopters is the easy part.

Why? Because we ARE them.

We love the new. The risky. The exciting. We bet on vision. We love breaking things and figuring them out later.

But there comes a moment in every startup's life where that shared excitement hits a wall.

It's the shift from selling to people like you… to selling to people who need proof. Process. Predictability.

And that's the leap from early adopters to the early majority — the part of the market that actually scales your business.`,sections:[{title:"Early Adopters Buy on Passion — the Early Majority Buys on Proof",content:`In Geoffrey Moore's "Crossing the Chasm", this idea is clearly laid out: the early market is fundamentally different from the mainstream market.

Early adopters want to be first. They tolerate bugs. They buy the dream. They often want to collaborate on shaping the product.

But the early majority? They want certainty. Validation. They're pragmatic — and they're looking for business value, not just brilliance.

So what got you to your first 10 or 20 customers won't get you to 100. Or 1,000.`},{title:"Why Founders Struggle With the Transition",content:`This is where I see a lot of founders — myself included, in past ventures — hit turbulence.

We've been selling to people like us. Friends. Friends of friends. Folks who already trust us or believe in what we're building.

And we confuse that early enthusiasm for repeatability.

But when it's time to reach people beyond that warm bubble, things break:
• Your hero pitch doesn't scale.
• Your messaging is too aspirational.
• Your demo doesn't close the deal anymore.
• Your prospects need validation from someone *else*, not just you.`},{title:"What It Takes to Sell to the Early Majority",content:`So what do you do when the referrals dry up and the inbound slows down?

You build the machine.

Here's what that looks like:
• A repeatable go-to-market system — not just a good sales call.
• Clear messaging that speaks to ROI, use case, and risk reduction.
• Case studies and testimonials from real, paying customers.
• Sales enablement content: decks, one-pagers, objection handling, FAQ docs.
• A CRM and sales process that tracks progress across stages.
• Top-of-funnel activation that's based on buyer intent, not just broad outreach.`},{title:"Mindset Shift: From Hustler to Builder",content:`This isn't just about tools and tactics. It's about how you think as a founder.

Because getting past early adopters means letting go of being the sole closer, the hero founder, the bottleneck.

You have to:
• Detach your ego from the pitch.
• Collaborate across teams, not just lead from the front.
• Automate wherever human input isn't critical.
• Build systems others can run — without you.

That's how you stop being the business... and start building one.`},{title:"From Cool Product to Must-Have Solution",content:`The early majority doesn't buy because something is cool. They buy because it solves a real, defined problem — and because someone they trust has already bought it.

You need to move your positioning from 'Look what we built!' to 'Here's what it does for companies like yours.'

That means building social proof, showing tangible outcomes, and creating clarity at every step of the buyer journey.`}],conclusion:`If you're in the messy middle — past the early wins, unsure why things aren't converting like they used to — this is your call to evolve.

You don't need to pitch harder. You need to build better systems.

You don't need to change your vision. You need to translate it into business results.

And you don't need to chase every customer. You need to earn the right to serve the ones who will help you scale.

This is the hard part. But it's also the most meaningful.

It's where founders become real CEOs. And where startups become real companies.

Keep going. The best is yet to come.`,bonus:{title:"Next Steps: Building Your Bridge to the Early Majority",items:[{title:"Audit Your Current Customer Base",description:"Identify which customers are early adopters vs. early majority. What patterns do you see in how they bought and why?"},{title:"Build Your Proof Stack",description:"Collect case studies, testimonials, and ROI data from existing customers. This becomes your credibility foundation."},{title:"Create Systematic Sales Enablement",description:"Document your sales process, common objections, and winning responses. Make it repeatable beyond just you."},{title:"Test Your Messaging with Strangers",description:"Your friends will tell you your pitch is great. Cold prospects will tell you if it actually works."}]}}},"reimagining-gtm-ai-native-world":{id:"3",title:"Reimagining GTM for an AI-Native World: Stop Forcing Old Systems Into New Tech",subtitle:"By Daniel Scalisi",metaTitle:"AI-Native GTM Strategy | Build Smarter Sales Systems",metaDescription:"Don't bolt AI onto old workflows. Learn how to build AI-first GTM engines from ICP development to retention with practical tool recommendations.",imageAlt:"AI-powered go-to-market automation workflow diagram for modern sales teams",keywords:["AI GTM","AI-native","sales automation","AI tools","GTM strategy","AI-first"],canonicalSlug:"reimagining-gtm-ai-native-world",date:"2025-08-28T12:00:00",image:yd,content:{introduction:`There's a story Ethan Mollick shared recently that's been rattling around in my head all week. It's called: The Bitter Lesson vs. The Garbage Can Lesson. <a href='https://www.oneusefulthing.org/p/the-bitter-lesson-versus-the-garbage' target='_blank' rel='noopener noreferrer' class='text-primary hover:text-primary/80 inline-flex items-center'>👉 Read it here</a>

He talks about two painful truths that apply to both AI and organizations:

1. The Bitter Lesson: Human ingenuity gets outperformed by brute-force learning systems at scale. In AI, that means large models win—no matter how clever your handcrafted features are.
2. The Garbage Can Lesson: Most organizations solve problems by grabbing whatever tools or people they have lying around, regardless of whether they're fit for purpose.

Now combine the two.

In most early-stage startups, I see GTM strategies built around a Garbage Can model—duct-taped tech stacks, rigid playbooks, and people burning cycles on things AI could do better. Meanwhile, leadership still clings to legacy systems, trying to bolt AI onto outdated workflows like a prosthetic limb on a broken operating model.

This is the wrong approach.

You don't add AI to your existing GTM process. You reimagine the process entirely—around what AI makes possible.`,sections:[{title:"From Founder-Led Sales to AI-Native GTM",content:`I've built and scaled multiple startups, some to tens of millions in ARR. I know the temptation: grab HubSpot, throw in a cold email sequence, hire a rep, and hustle your way to traction.

But that's founder-led selling.

If I were starting from scratch today—with access to the AI stack we now have—I'd build a full-cycle GTM engine with AI as the operating system, not just a plug-in.

The process wouldn't look like traditional sales and marketing. It would look like data → automation → signal loops → refinement → scale.`},{title:"1. Ideal Customer Profile (ICP) Development",content:`**Old Way:** Whiteboard brainstorms. TAM spreadsheets. Personas no one reads.

**AI-First Way:**
• Feed customer call transcripts + CRM notes into an LLM to extract behavioral patterns and shared language.
• Use LinkedIn scraping + Clearbit + AI clustering to identify firmographic + psychographic segments with highest velocity.
• Let AI write multiple ICP hypotheses → then A/B test via outbound.

**Tool Suggestions:** ChatGPT, Clay, Apollo, Browse AI, Segment`},{title:"2. Outbound Messaging + Campaigns",content:`**Old Way:** Manual cold emails. Spray-and-pray templates.

**AI-First Way:**
• GPT-driven campaigns personalized to ICP by industry, pain point, and role.
• Use signal data (site visits, LinkedIn activity, product usage) to dynamically adjust tone, CTA, and value prop in real time.
• Multi-channel orchestration: LinkedIn → Email → Retargeting → SMS → AI chatbot.

**Tool Suggestions:** Instantly, Lavender, Regie.ai, Taplio, Clay`},{title:"3. Lead Qualification & Scoring",content:`**Old Way:** BDR reads a form submission and decides who's worth a call.

**AI-First Way:**
• LLM agents triage inbound leads, chat live, and ask clarifying questions.
• Auto-score and route based on ICP fit, urgency, and intent behavior.
• Use feedback loop to improve prompt logic weekly.

**Tool Suggestions:** Drift, Tidio, Intercom GPT, Grain.ai + Zapier scoring logic`},{title:"4. Landing Page Testing + Conversion",content:`**Old Way:** Build 1–2 landing pages, hope they convert.

**AI-First Way:**
• Auto-generate 10 variants for the same campaign. Test headlines, CTAs, visuals.
• Use AI to heatmap sessions and revise UX flows.
• Continuously optimize copy based on downstream pipeline performance.

**Tool Suggestions:** Unbounce Smart Copy, Webflow + Mutiny, Jasper, Hotjar AI`},{title:"5. Sales Enablement + Follow-Up",content:`**Old Way:** Decks, PDFs, sales scripts that nobody updates.

**AI-First Way:**
• Summarize each call via AI and auto-generate next steps, email follow-ups, and task assignments.
• Auto-generate a tailored case study for the prospect based on CRM + success data.
• Let AI surface similar deals closed and tactics used.

**Tool Suggestions:** Fireflies, Gong, Fathom, ChatGPT + CRM integration`},{title:"6. Customer Onboarding",content:`**Old Way:** Manual walkthroughs, kickoff decks, PM handoffs.

**AI-First Way:**
• AI onboarding assistant guides new users via chat + in-product nudges.
• Dynamic help center written and rewritten in real time based on what customers ask.
• AI tracks early product signals to predict churn and engagement.

**Tool Suggestions:** Arise, Stonly, GPT chat bots + in-app tooltips (Userflow, Appcues)`},{title:"7. Retention + Expansion",content:`**Old Way:** NPS emails and check-in calls every quarter.

**AI-First Way:**
• Analyze product usage patterns and trigger expansion playbooks dynamically.
• Predict churn before it happens and deliver content or success team actions preemptively.
• Turn success call transcripts into win stories for sales enablement.

**Tool Suggestions:** Vitally, Retool + GPT, Productboard AI, Tableau GPT, LLM+Zapier chains`},{title:"The New Operating System: Adaptive, AI-First, Always Learning",content:`The shift here isn't about using AI to speed up what we already do. It's about rethinking what's even worth doing—because AI can do in minutes what used to take us weeks.

It's about turning GTM into a feedback-driven operating system, not a series of isolated functions.

The faster your GTM motion learns, the faster your company grows. That's the real Bitter Lesson—and the real opportunity.`}],conclusion:`You can't out-plan the chaos of startup life. But you can out-learn it.

And if you build an AI-native GTM engine from day one—one that listens, iterates, and scales—you won't just grow faster. You'll grow smarter.`,bonus:{title:"Action Plan: Building Your AI-First GTM Stack Today",items:[{title:"Audit your current GTM motion",description:"What tasks are manual, repetitive, or high-volume? Where are humans still the bottleneck to learning?"},{title:"Reimagine, don't retrofit",description:"Instead of 'How can I automate X?' ask 'What would this process look like if I started from zero with AI in mind?'"},{title:"Build modular systems",description:"Every GTM motion should plug into a signal loop: Campaign → Interaction → Data → Adjustment → Relaunch"},{title:"Start with 2–3 high-leverage automations",description:"AI follow-ups from sales calls, GPT-powered outbound campaigns, Smart lead routing and scoring"},{title:"Set a weekly learning cadence",description:"Review what your AI stack is telling you. Ship one change each week based on that signal."}]}}},"founder-led-sales-scalable-gtm":{id:"2",title:"From Founder-Led Sales to a Scalable GTM Engine",subtitle:"By Daniel Scalisi",metaTitle:"Founder-Led Sales to Scalable GTM | Growth Guide",metaDescription:"Transform founder-led sales into repeatable GTM systems. Learn the 4-step transition that scales revenue without scaling your personal involvement.",imageAlt:"Founder transitioning from personal sales to team-based scalable GTM engine",keywords:["founder-led sales","scalable GTM","sales process","startup growth","revenue scaling"],canonicalSlug:"founder-led-sales-scalable-gtm",date:"2025-08-11T12:00:00",image:hP,content:{introduction:`For most founders—myself included—sales starts as a deeply personal craft. You know the product better than anyone. You know the pain it solves because you probably lived it. You're the pitch, the closer, the support desk, and the evangelist—rolled into one.

That founder-led magic can carry you a long way. But eventually, if you want your company to grow beyond you, you need to make a shift. You need to turn instinct into process. Hustle into systems. Founder-led sales into a real, repeatable GTM engine.`,sections:[{title:"Recognizing the Limit",content:`In every company I've built or advised, this inflection point shows up. Sometimes loud and obvious—like when a sales cycle collapses because the founder couldn't be on the call. Sometimes quiet—like pipeline reviews filled with 'Daniel will follow up' next steps.

It's not a failure. It's a signal. A sign that what got you here won't get you there.`},{title:"The Cost of Staying Founder-Led",content:`Staying founder-led for too long comes with hidden costs:

• Missed scale: You can't clone yourself.

• Slowed growth: Every opportunity bottlenecks at your inbox.

• Team confusion: Sales becomes tribal knowledge instead of a system.

The truth is, if you're still the main closer at $1M+ ARR, you're not scaling—you're surviving.`},{title:"What the Transition Looks Like",content:`Here's what I've seen work—personally and across multiple startup teams:

1. Codify the Motion:
Document the sales flow you've been running by instinct. What's the trigger? The messaging? The objections? The proof points? It doesn't have to be pretty—just clear.

2. Nail the Narrative:
If your pitch lives only in your head, it's not scalable. Product, marketing, and sales all need to align on the problem you solve and how you solve it.

3. Hire Operators, Not Just Titles:
A VP of Sales won't save you if there's no process to run. Early-stage GTM hires need to be hands-on builders.

4. Systemize Everything:
From pipeline hygiene to lead sourcing, create systems that someone besides you can run, test, and improve.`},{title:"The Payoff",content:`When you make this transition, something powerful happens:

• Sales gets more predictable.

• Your team takes real ownership.

• You get back time—time to lead, to think, to grow.

You go from being the engine to building the engine. That's the difference between a founder-led startup and a scalable company.`}],conclusion:`If you're a founder still leading every sale, there's no shame in that. In fact, it probably means you're doing something right.

But ask yourself: If I stepped away for 30 days, would new revenue still come in? If the answer is no—it's time to start building the GTM engine.

That's not stepping back. That's leveling up.`,bonus:{title:"Next Steps for Building Your GTM Engine",items:[{title:"Document Your Current Process",description:"Write down every step of your current sales process—from first touch to close. This becomes your blueprint for scaling."},{title:"Identify Your Scaling Bottlenecks",description:"Where are you personally involved that could be systematized? Start there first."},{title:"Build Before You Hire",description:"Create the systems and processes before adding headcount. The right hire will amplify good systems, not fix broken ones."}]}}},"gtm-myths-startups-believe":{id:"1",title:"The 5 Most Dangerous GTM Myths Startups Believe—and How to Replace Them",subtitle:"And the strategic truths that actually unlock growth",metaTitle:"5 GTM Myths That Kill Startups | Daniel Scalisi",metaDescription:"Discover the 5 most dangerous go-to-market myths holding startups back and learn the strategic truths that actually unlock scalable growth.",imageAlt:"Visual breakdown of common GTM myths versus effective startup growth strategies",keywords:["GTM myths","startup mistakes","go-to-market strategy","startup scaling","sales hiring"],canonicalSlug:"gtm-myths-startups-believe",date:"2025-07-30",image:Sh,content:{introduction:`After working with dozens of early-stage companies—from raw idea to multi-million-dollar exits—I've noticed something that consistently holds startups back: bad GTM advice wrapped in good intentions.

Most startups aren't failing because of a lack of hustle, funding, or even product quality. They're failing because they've built their go-to-market (GTM) motion on outdated assumptions, advice pulled from misaligned playbooks, or unchecked founder bias.

Let's bust five of the most dangerous GTM myths I see over and over—and offer practical alternatives that actually scale.`,sections:[{title:'Myth #1: "You Need a VP of Sales Before $1M ARR"',content:`**The Problem:** Startups often rush to hire a senior sales exec way too early—thinking this will solve their conversion, process, or pipeline issues. But early-stage GTM is still a hypothesis. Most VPs of Sales are builders of teams, not builders of motion.

**What to Do Instead:** Hire an operator or player-coach who thrives in chaos and can create repeatable processes from scratch. What you need isn't a title—it's someone who knows how to build, test, and iterate a sales motion while wearing multiple hats.`},{title:'Myth #2: "More Leads = Better GTM"',content:`**The Problem:** Founders and marketers obsess over lead volume. They pour budget into ads or SDRs… only to discover that most leads are low intent or off-target, wasting time and money.

**What to Do Instead:** Shift from lead generation to signal-based targeting. Early on, quality beats quantity. Use ICP clarity, focused outbound, and conversion-driven content to attract the right conversations—not just more of them.`},{title:'Myth #3: "Scaling Means Hiring Faster"',content:`**The Problem:** Once funding arrives, many startups bulk up the GTM team—thinking headcount equals traction. Instead, they get bloat, misalignment, and high burn.

**What to Do Instead:** Don't scale headcount. Scale clarity. Scale winning offers. Scale tested messaging. Then build the right team around what's already working. The most capital-efficient companies build lean, repeatable GTM engines before expanding headcount.`},{title:'Myth #4: "Product Speaks for Itself"',content:`**The Problem:** Founders who love their product often believe it can sell itself. But most buyers don't buy based on logic or feature lists—they buy based on story, relevance, and trust.

**What to Do Instead:** Invest in narrative-driven positioning and storytelling. Your GTM isn't just sales and marketing—it's orchestrated market education. Create content that frames the problem, connects with urgency, and builds trust with your buyer.`},{title:'Myth #5: "Your ICP Is Obvious"',content:`**The Problem:** Startups often assume they know their ideal customer profile (ICP) after a few initial deals. But early wins are often based on relationships or luck—not scalable patterns.

**What to Do Instead:** Treat your ICP like a living, testable hypothesis. Use structured customer interviews, deal data, and market feedback to validate your ideal segments. The best GTM teams revisit and refine ICPs regularly—especially after product changes or early scaling.`}],conclusion:`Go-to-market isn't a one-time launch or a set of disconnected tactics. It's a system of positioning, messaging, motion, and iteration—built to evolve as your business matures.

Startups that win are the ones willing to challenge assumptions early and often.

I've worked with teams that broke through plateaus just by flipping one of these myths on its head. Don't just work harder—build smarter.`,bonus:{title:"3 Actionable Add-Ons",items:[{title:"Run a GTM Myth Diagnostic",description:"Review your current GTM motion and score where one of these myths might be active in your org. Ask: Are we hiring to scale or to fix confusion? Are we generating demand or just collecting leads?"},{title:"Host a Positioning Clarity Sprint",description:"Gather your GTM team for a focused half-day session to align on ICP, value prop, and messaging. Use it to reset your growth motion."},{title:"Subscribe to My GTM MythBuster Series",description:"Each month I break down one myth, framework, or case study that helps startups avoid costly mistakes and scale more intentionally."}]}}}},rN=()=>{const{slug:t}=Ey(),n=t?s9[t]:null,[s,r]=p.useState("");p.useEffect(()=>{window.scrollTo(0,0)},[]),p.useEffect(()=>{const l=()=>{const c=document.querySelectorAll("[data-section]");let d="";c.forEach(u=>{u.getBoundingClientRect().top<200&&(d=u.getAttribute("data-section")||"")}),r(d)};return window.addEventListener("scroll",l),()=>window.removeEventListener("scroll",l)},[]);const a=l=>{const c=document.querySelector(`[data-section="${l}"]`);if(c){const u=c.getBoundingClientRect().top+window.pageYOffset;window.scrollTo({top:u-96,behavior:"smooth"})}},i=n?`https://scalingtechnologypartners.com/resources/blog/${n.canonicalSlug}`:"";n&&(`${i}`,n.title,n.metaDescription,n.image,n.imageAlt,n.date,n.date,n.keywords.join(", "),n.content.introduction.split(" ").length+n.content.sections.reduce((l,c)=>l+c.content.split(" ").length,0)+n.content.conclusion.split(" ").length,new Date(n.date).getFullYear()),n&&(`${i}`,[...n.content.sections.map(l=>({"@type":"Question",name:l.title.includes("?")?l.title:`What is the key insight about ${l.title.toLowerCase().replace(/^\d+\.\s*/,"")}?`,acceptedAnswer:{"@type":"Answer",text:l.content.replace(/\*\*/g,"").replace(/<[^>]*>/g,"").split(`
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We've moved past the "magic trick" phase where businesses were simply impressed by what AI could do. Today, the focus is on `,e.jsx("strong",{className:"text-foreground",children:"scale and ROI"}),"."]}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:[`At Scaling Technology Partners, we see it every day: companies have plenty of data and no shortage of "pilot programs," but they struggle to weave AI into the actual fabric of their operations. The challenge isn't the technology itself—`,e.jsx("strong",{className:"text-foreground",children:"it's the implementation"}),"."]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:"If you're looking to move beyond the hype, here are the top 5 ways forward-thinking organizations are utilizing AI to solve specific, high-stakes business challenges right now."})]}),e.jsxs("section",{className:"mb-12","data-section":"section-1",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:'1. Eliminating the "Data Silo" Paradox'}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Most enterprises are sitting on a goldmine of data, but it's trapped in disconnected legacy systems. This makes real-time decision-making impossible."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"The AI Solution:"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:'Modern AI-driven integration layers can now act as a "neural network" for your business. By using Machine Learning to map and normalize data across different platforms automatically, companies are gaining a single, unified view of their operations without a multi-year manual overhaul.'})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"The Scalable Result: Faster reporting and the ability to spot market trends weeks before the competition."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-2",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"2. Hyper-Personalization at Global Scale"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:`Customer expectations have never been higher. They don't want "relevant" content; they want content that feels like it was written specifically for them. For a global company, doing this manually is impossible.`}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"The AI Solution:"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:"Generative AI is being used to localize marketing campaigns instantly—not just translating language, but adapting cultural context, tone, and visual assets for dozens of markets simultaneously."})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:'The Scalable Result: A massive reduction in "time-to-market" for global campaigns and a significant improvement in customer engagement.'})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-3",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"3. 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This allows your best people to focus on strategy while AI handles the atomic, repetitive tasks.'})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"The Scalable Result: Non-linear growth—increasing your revenue without a linear increase in your payroll."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-5",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:'5. 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With over 500 inbound leads per week, sales reps spent 60% of their time on initial qualification calls—most of which went nowhere.","Manual lead scoring was inconsistent across the team, resulting in high-potential prospects falling through the cracks while low-intent leads consumed valuable sales resources.","The existing CRM system lacked the intelligence to prioritize effectively, and the marketing-to-sales handoff process was creating significant friction and delays."]},solution:{title:"What Was the AI Solution?",content:["We implemented an AI-powered lead qualification system that analyzed behavioral signals, firmographic data, and engagement patterns to predict purchase intent with 87% accuracy.","The solution integrated directly with their existing tech stack—HubSpot CRM, Salesforce, and their marketing automation platform—creating a seamless workflow that required zero manual data entry.","Custom machine learning models were trained on their historical conversion data, enabling the system to learn what 'good' looks like for their specific market and product.","Automated nurture sequences were triggered based on AI predictions, ensuring leads that weren't sales-ready received appropriate content until they showed stronger buying signals."]},impact:{title:"What Was the Business Impact?",content:["Within 90 days, the sales team saw a 40% reduction in average sales cycle length. 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Customer satisfaction scores were declining."]},solution:{title:"What Was the AI Solution?",content:["We deployed an intelligent document processing system using computer vision and NLP to extract, validate, and cross-reference information from submitted documents automatically.","AI-powered identity verification integrated with multiple data sources to confirm customer information in real-time, reducing manual verification steps by 90%.","A rules engine combined with machine learning handled risk assessment, flagging only edge cases for human review while auto-approving straightforward applications.","The system was designed with compliance-first architecture, maintaining full audit trails and explainability for every automated decision."]},impact:{title:"What Was the Business Impact?",content:["Onboarding time dropped from 14 days to just 2 days for standard applications, with some processed in under 24 hours. 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Introduction"}),e.jsx("p",{className:"text-gray-700 leading-relaxed",children:'Scaling Technology Partners ("Company," "we," "us," or "our") respects your privacy and is committed to protecting the personal information you share with us. This Privacy Policy explains how we collect, use, store, and protect your information when you visit our website or engage with our AI automation services.'})]}),e.jsxs("section",{className:"mb-8","aria-labelledby":"info-heading",children:[e.jsx("h2",{id:"info-heading",className:"text-2xl font-semibold text-gray-900 mb-4",children:"2. 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This "founder magic" creates an invisible ceiling on growth.'}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"The Core Issue:"}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:["When prospects buy because of ",e.jsx("em",{children:"who"})," is selling rather than ",e.jsx("em",{children:"what"})," is being sold, you have a sales model that cannot scale. 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The first step is extracting the implicit knowledge from the founder's head and converting it into an explicit, repeatable playbook."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"What to Document:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"ICP Definition:"})," Who are the best-fit customers? 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CRM guardrails transform your sales process from a suggestion into a requirement."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Key Guardrails to Implement:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Required Fields:"})," Block stage progression until critical data is captured"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Automated Follow-ups:"})," Trigger tasks and emails based on deal inactivity"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Stage Criteria:"})," Define objective exit criteria for each pipeline stage"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Activity Minimums:"})," Require a minimum number of touchpoints before close"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Forecasting Rules:"})," Auto-adjust commit probability based on behaviors, not gut feel"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"The CRM should be the single source of truth. 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And 70% of their time is spent on activities that don't directly generate revenue."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Where SDR Time Actually Goes:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"30%"})," - List building and data enrichment"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"25%"})," - Email writing and personalization"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"15%"})," - Follow-up sequence management"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"10%"})," - CRM data entry and hygiene"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"20%"})," - Actual prospect conversations"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:'Only 20% of SDR time is spent on the high-value activity they were hired for. 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What AI Automates in the Sales Process"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Modern AI tools can handle nearly every aspect of top-of-funnel prospecting, from identifying targets to crafting personalized outreach."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"AI-Automatable SDR Tasks:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"List Building:"})," AI agents scrape and qualify leads based on firmographic and technographic criteria"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Lead Research:"})," Auto-enrich contacts with LinkedIn activity, news mentions, funding events, and tech stack"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Email Personalization:"})," Generate unique opening lines referencing specific company context"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Multi-Channel Sequences:"})," Orchestrate email, LinkedIn, and call touchpoints automatically"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Follow-Up Timing:"})," Optimize send times based on engagement patterns"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Response Classification:"})," Identify interested replies and route to human reps"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:'The human role shifts from "doing the work" to "overseeing the system" and handling the conversations AI generates.'})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-3",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"3. 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This guide shows you how to build automated dashboards that track Time-in-Stage, LTV/CAC ratios, and pipeline coverage in real-time—transforming guesswork into data-driven revenue operations and catching problems before they become catastrophes."})]}),e.jsx("figure",{children:e.jsx("img",{src:J9,alt:"Real-time SaaS pipeline dashboard showing key metrics and forecasting data",width:1200,height:384,loading:"eager",decoding:"async",className:"w-full h-64 md:h-96 object-cover rounded-lg shadow-elegant mb-8"})}),e.jsxs("div",{className:"bg-primary/5 border border-primary/20 rounded-lg p-6 md:p-8 mb-12",children:[e.jsxs("h3",{className:"text-xl font-bold mb-4 text-foreground flex items-center gap-2",children:[e.jsx(O,{className:"h-6 w-6 text-primary"}),"Key Takeaways"]}),e.jsx("ul",{className:"space-y-3",children:i.map((c,d)=>e.jsxs("li",{className:"flex items-start gap-3 text-[18px] leading-relaxed text-muted-foreground",children:[e.jsx("span",{className:"text-primary font-bold mt-1",children:"•"}),e.jsx("span",{children:c})]},d))})]})]})})}),e.jsx("article",{className:"pb-16",children:e.jsx("div",{className:"container mx-auto px-6",children:e.jsxs("div",{className:"max-w-6xl mx-auto flex flex-col lg:flex-row gap-8",children:[e.jsx("aside",{className:"hidden lg:block lg:w-64 flex-shrink-0",children:e.jsxs("div",{className:"sticky top-24",children:[e.jsx("h4",{className:"text-sm font-semibold text-muted-foreground uppercase tracking-wider mb-4",children:"Table of Contents"}),e.jsx("nav",{className:"space-y-2",children:o.map(c=>e.jsx("button",{onClick:()=>s(c.id),className:`block w-full text-left text-sm py-2 px-3 rounded-md transition-all ${t===c.id?"bg-primary/10 text-primary font-medium":"text-muted-foreground hover:text-foreground hover:bg-muted/50"}`,children:c.title},c.id))})]})}),e.jsxs("div",{className:"flex-1 max-w-3xl",children:[e.jsxs("div",{className:"mb-12","data-section":"intro",children:[e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["While we often solve this through our ",e.jsx(T,{to:"/services/fractional-revops",className:"text-primary hover:underline font-medium",children:"Fractional RevOps"})," services, here is the DIY framework for building real-time pipeline visibility."]}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:["In the early days, founders can keep pipeline status in their head. But as the team grows, ",e.jsx("strong",{className:"text-foreground",children:`"I think we're going to hit our number"`})," becomes the most dangerous phrase in the company. Gut-feel forecasting has killed more startups than bad products."]})]}),e.jsxs("section",{className:"mb-12","data-section":"section-1",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"1. Why Gut Feel Kills Startups"}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["A study of 500+ B2B sales organizations found that 72% of leaders miss their forecasts by more than 10%. The root cause isn't bad salespeople—it's ",e.jsx("strong",{className:"text-foreground",children:"invisible pipeline health"}),"."]}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"The Hidden Killers of Forecast Accuracy:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Zombie deals:"})," Opportunities that look alive but haven't moved in weeks"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Optimistic staging:"})," Reps push deals forward without objective criteria"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Missing pipeline coverage:"})," Not enough deals to hit quota even with 100% close rate"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Late-stage concentration:"})," Too many deals competing for end-of-quarter decisions"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Invisible churn risk:"})," LTV assumptions that ignore actual retention data"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"You can't manage what you can't see. Real-time dashboards make the invisible visible—before it's too late."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-2",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"2. Time-in-Stage: Your Early Warning System"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Time-in-Stage is the single most underutilized metric in sales operations. It measures how long deals spend in each pipeline stage—and reveals hidden bottlenecks."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"How to Use Time-in-Stage:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Calculate averages:"})," Track average days in each stage for won deals"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Set alerts:"})," Flag deals exceeding 1.5x average Time-in-Stage"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Identify bottlenecks:"})," Stages with high average time need process intervention"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Predict close probability:"})," Deals 2x over average are 50% less likely to close"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Segment by deal size:"})," Enterprise deals have different velocity than SMB"]})]})]}),e.jsxs("div",{className:"bg-primary/10 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Sample Time-in-Stage Benchmarks (Mid-Market SaaS):"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsx("li",{children:"• Discovery → Demo: 7 days"}),e.jsx("li",{children:"• Demo → Proposal: 14 days"}),e.jsx("li",{children:"• Proposal → Negotiation: 10 days"}),e.jsx("li",{children:"• Negotiation → Closed Won: 21 days"}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Total Sales Cycle:"})," 52 days average"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"When a deal exceeds average Time-in-Stage, it triggers a coaching conversation—not a status meeting."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-3",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"3. 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LTV/CAC tracking prevents the most common startup failure mode: growing into bankruptcy."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Key Metrics to Track in Real-Time:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"CAC (Customer Acquisition Cost):"})," Total sales & marketing spend ÷ new customers"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"LTV (Lifetime Value):"})," Average revenue per customer × average customer lifespan"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"LTV/CAC Ratio:"})," Target 3:1 minimum; below 3:1 is unsustainable"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"CAC Payback Period:"})," Months to recover acquisition cost; target <12 months"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Gross Margin %:"})," Must factor into LTV calculation for accuracy"]})]})]}),e.jsxs("div",{className:"bg-destructive/10 border border-destructive/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"⚠️ Warning Signs to Automate Alerts For:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsx("li",{children:"• LTV/CAC falls below 3:1"}),e.jsx("li",{children:"• CAC payback exceeds 18 months"}),e.jsx("li",{children:"• Monthly churn rate exceeds 2%"}),e.jsx("li",{children:"• Pipeline coverage drops below 3x"})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"If you're not tracking LTV/CAC by customer segment and acquisition channel, you're flying blind."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-4",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"4. Building Your Automated Dashboard"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The goal is a single source of truth that updates automatically—no manual spreadsheet wrangling required."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Tech Stack Options by Budget:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Budget ($0-500/mo):"})," Google Sheets + Supermetrics + CRM native reports"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Mid-Market ($500-2K/mo):"})," Looker Studio + Fivetran + Snowflake"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Enterprise ($2K+/mo):"})," Tableau/Looker + dbt + data warehouse"]})]})]}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Dashboard Views by Role:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Rep View:"})," My pipeline, activities, quota attainment, Time-in-Stage alerts"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Manager View:"})," Team pipeline, rep performance, forecast accuracy, coaching priorities"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Executive View:"})," Revenue forecast, pipeline coverage, LTV/CAC trends, segment performance"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"Start simple. A well-maintained Google Sheet beats a neglected enterprise BI tool every time."})})]}),e.jsx("section",{className:"mb-12","data-section":"bottom-line",children:e.jsxs("div",{className:"bg-gradient-to-br from-primary/10 to-accent/10 border border-primary/20 rounded-lg p-8",children:[e.jsx("h3",{className:"text-2xl font-bold mb-4 text-foreground",children:"The Bottom Line"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Pipeline visibility isn't a nice-to-have—it's the difference between controlled growth and chaos. Real-time dashboards that track Time-in-Stage, LTV/CAC, and pipeline coverage transform reactive fire-fighting into proactive revenue management. The best operators don't wait for monthly reports; they course-correct weekly based on leading indicators."}),e.jsx("p",{className:"text-[18px] text-foreground font-semibold",children:"Amplify. Automate. Accelerate."})]})}),e.jsx("section",{className:"mb-12",children:e.jsxs("div",{className:"bg-primary/5 border border-primary/20 rounded-lg p-8 text-center",children:[e.jsx("h3",{className:"text-2xl font-bold mb-4 text-foreground",children:"Ready to Build Real-Time Pipeline Visibility?"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Get a personalized dashboard blueprint for your sales tech stack and start forecasting with confidence."}),e.jsx("a",{href:"https://calendly.com/ai-automation-growth-scaling/30min",target:"_blank",rel:"noopener noreferrer",children:e.jsxs(R,{variant:"hero",size:"lg",children:["Book Your GTM Audit",e.jsx(U,{className:"ml-2 h-5 w-5"})]})})]})}),e.jsx(gt,{}),e.jsx(dt,{faqs:a.mainEntity})]})]})})}),e.jsx(ue,{})]})]})},t7="/assets/reducing-saas-churn-hero-D25Lq4V3.jpg",yN=[{name:"Home",path:"/"},{name:"Resources",path:"/insights"},{name:"Insights",path:"/insights"},{name:"Reducing SaaS Churn with AI",path:"/insights/reducing-saas-churn-with-ai"}],n7=()=>{const[t,n]=p.useState("");p.useEffect(()=>{window.scrollTo(0,0);const c=setTimeout(()=>{window.prerenderReady=!0},500);return()=>clearTimeout(c)},[]),p.useEffect(()=>{const c=()=>{const d=document.querySelectorAll("[data-section]");let u="";d.forEach(m=>{m.getBoundingClientRect().top<200&&(u=m.getAttribute("data-section")||"")}),n(u)};return window.addEventListener("scroll",c),()=>window.removeEventListener("scroll",c)},[]);const s=c=>{const d=document.querySelector(`[data-section="${c}"]`);if(d){const m=d.getBoundingClientRect().top+window.pageYOffset;window.scrollTo({top:m-96,behavior:"smooth"})}},r={"@context":"https://schema.org","@type":"Article",headline:"Reducing SaaS Churn with AI: From Reactive to Proactive Customer Success",description:"Learn how AI identifies at-risk customers through behavioral signals like login drops before they cancel, shifting from reactive to proactive churn prevention.",image:"https://scalingtechnologypartners.com/assets/ai-section.jpg",author:{"@type":"Person",name:"Daniel Scalisi",jobTitle:"Managing Director",url:"https://scalingtechnologypartners.com/about"},publisher:{"@type":"Organization",name:"Scaling Technology Partners",logo:{"@type":"ImageObject",url:it}},datePublished:"2026-01-30T12:00:00",dateModified:"2026-01-30T12:00:00",mainEntityOfPage:{"@type":"WebPage","@id":"https://scalingtechnologypartners.com/insights/reducing-saas-churn-with-ai"}},a={"@context":"https://schema.org","@type":"FAQPage","@id":"https://scalingtechnologypartners.com/insights/reducing-saas-churn-with-ai#faq",mainEntity:[{"@type":"Question",name:"What behavioral signals predict SaaS churn?",acceptedAnswer:{"@type":"Answer",text:"Key churn predictors include declining login frequency, reduced feature usage, decreased support ticket submissions, missed business reviews, and drops in user seat utilization. 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They quietly reduced usage, stopped logging in, and eventually hit the cancel button. By the time your CSM reaches out for the quarterly review, the decision was made weeks ago."]})]}),e.jsxs("section",{className:"mb-12","data-section":"section-1",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"1. Reactive vs. Proactive Customer Success"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The difference between reactive and proactive success is the difference between fighting fires and preventing them."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Reactive Customer Success (The Old Way):"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsx("li",{children:"• Wait for support tickets to identify issues"}),e.jsx("li",{children:"• Schedule quarterly business reviews"}),e.jsx("li",{children:"• React to cancellation requests with save offers"}),e.jsx("li",{children:"• Analyze churn in post-mortems after the fact"})]})]}),e.jsxs("div",{className:"bg-primary/10 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Proactive Customer Success (The AI Way):"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsx("li",{children:"• Monitor behavioral signals in real-time"}),e.jsx("li",{children:"• Score accounts by churn probability weekly"}),e.jsx("li",{children:"• Trigger interventions before customers complain"}),e.jsx("li",{children:"• Continuous optimization based on save rates"})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"Proactive success saves 30-50% of at-risk accounts. Reactive success saves 10-15% at best—and destroys margin with aggressive discounting."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-2",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"2. Behavioral Signals That Predict Churn"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Churning customers exhibit specific behavioral patterns weeks before cancellation. The key is knowing what to look for."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"High-Signal Churn Indicators:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Login Frequency Drop:"})," 40%+ decline in weekly active users"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Feature Abandonment:"})," Stopped using key features they previously relied on"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Support Silence:"})," No tickets in 60+ days (they've given up)"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Seat Utilization:"})," Paying for 50 seats but only 20 are active"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Champion Departure:"})," Primary power user left the company"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Missed Business Reviews:"})," Rescheduled or declined QBR meetings"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Billing Issues:"})," Failed payment attempts or requests for downgrades"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"No single signal is definitive. AI's power is correlating multiple weak signals into a strong churn probability score."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-3",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"3. Building Your AI Churn Prediction Model"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"You don't need a data science team to implement churn prediction. Modern tools make it accessible to any RevOps team."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Implementation Approach:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Step 1:"})," Export 12-24 months of customer data including churned accounts"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Step 2:"})," Identify the behavioral patterns that preceded churn (manual analysis)"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Step 3:"})," Build a weighted scoring model (or use a tool like ChurnZero, Totango, or Gainsight)"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Step 4:"})," Set up real-time monitoring with weekly score updates"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Step 5:"})," Create alert thresholds that trigger intervention workflows"]})]})]}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Simple Scoring Model Example:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsx("li",{children:"• Login drop >40% (30 days): +25 risk points"}),e.jsx("li",{children:"• No support tickets (60 days): +15 risk points"}),e.jsx("li",{children:"• Champion role change: +20 risk points"}),e.jsx("li",{children:"• Seat utilization <50%: +15 risk points"}),e.jsx("li",{children:"• Missed QBR: +10 risk points"}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"At-Risk Threshold:"})," 50+ points triggers intervention"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"Start simple. A basic weighted model outperforms gut feel. Machine learning optimization can come later."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-4",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"4. Intervention Playbooks by Risk Level"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Identifying risk is only half the battle. You need systematized intervention playbooks that your CSM team can execute consistently."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Yellow Alert (50-70 Risk Points):"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground mb-4",children:[e.jsx("li",{children:"• CSM personal outreach with value reinforcement"}),e.jsx("li",{children:"• Offer training refresh or new feature walkthrough"}),e.jsx("li",{children:"• Schedule informal check-in (not formal QBR)"})]}),e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Orange Alert (70-85 Risk Points):"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground mb-4",children:[e.jsx("li",{children:"• Manager-level escalation and account review"}),e.jsx("li",{children:"• Executive sponsor outreach if relationship exists"}),e.jsx("li",{children:"• Custom success plan with 30-day milestones"})]}),e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Red Alert (85+ Risk Points):"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsx("li",{children:"• VP/C-level direct intervention"}),e.jsx("li",{children:"• Emergency business review with ROI analysis"}),e.jsx("li",{children:"• Contractual flexibility discussion if appropriate"})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"The goal is to reach the customer before they've mentally checked out. Earlier intervention = higher save rate."})})]}),e.jsx("section",{className:"mb-12","data-section":"bottom-line",children:e.jsxs("div",{className:"bg-gradient-to-br from-primary/10 to-accent/10 border border-primary/20 rounded-lg p-8",children:[e.jsx("h3",{className:"text-2xl font-bold mb-4 text-foreground",children:"The Bottom Line"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"In SaaS, reducing churn by just 1% can increase company value by 12% or more. AI-powered churn prediction transforms customer success from a reactive cost center into a proactive revenue protection engine. The companies that win in the next decade won't just acquire customers efficiently—they'll keep them through intelligent, data-driven retention systems."}),e.jsx("p",{className:"text-[18px] text-foreground font-semibold",children:"Amplify. Automate. Accelerate."})]})}),e.jsx("section",{className:"mb-12",children:e.jsxs("div",{className:"bg-primary/5 border border-primary/20 rounded-lg p-8 text-center",children:[e.jsx("h3",{className:"text-2xl font-bold mb-4 text-foreground",children:"Ready to Reduce Churn with AI?"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Get a personalized assessment of your churn risk factors and a roadmap for implementing proactive customer success."}),e.jsx("a",{href:"https://calendly.com/ai-automation-growth-scaling/30min",target:"_blank",rel:"noopener noreferrer",children:e.jsxs(R,{variant:"hero",size:"lg",children:["Book Your GTM Audit",e.jsx(U,{className:"ml-2 h-5 w-5"})]})})]})}),e.jsx(gt,{}),e.jsx(dt,{faqs:a.mainEntity})]})]})})}),e.jsx(ue,{})]})]})},s7="/assets/ai-outbound-stack-2026-hero-DMAkI2yw.jpg",bN=[{name:"Home",path:"/"},{name:"Resources",path:"/insights"},{name:"Insights",path:"/insights"},{name:"The Modern AI Outbound Stack",path:"/insights/2026-ai-outbound-stack"}],r7=()=>{const[t,n]=p.useState(""),{openCalendly:s}=Ae();p.useEffect(()=>{window.scrollTo(0,0);const d=setTimeout(()=>{window.prerenderReady=!0},500);return()=>clearTimeout(d)},[]),p.useEffect(()=>{const d=()=>{const u=document.querySelectorAll("[data-section]");let m="";u.forEach(h=>{h.getBoundingClientRect().top<200&&(m=h.getAttribute("data-section")||"")}),n(m)};return window.addEventListener("scroll",d),()=>window.removeEventListener("scroll",d)},[]);const r=d=>{const u=document.querySelector(`[data-section="${d}"]`);if(u){const h=u.getBoundingClientRect().top+window.pageYOffset;window.scrollTo({top:h-96,behavior:"smooth"})}},a={"@context":"https://schema.org","@type":"Article",headline:"The Modern AI Outbound Stack: Clay, Instantly.ai & GPT-4o Integration Guide",description:"Build a 2026-ready AI outbound stack integrating Clay for data enrichment, Instantly.ai for cold email scale, and GPT-4o for hyper-personalized messaging.",image:"https://scalingtechnologypartners.com/assets/ai-automation-hero.jpg",author:{"@type":"Person",name:"Daniel Scalisi",jobTitle:"Managing Director",url:"https://scalingtechnologypartners.com/about"},publisher:{"@type":"Organization",name:"Scaling Technology Partners",logo:{"@type":"ImageObject",url:it}},datePublished:"2026-01-30T12:00:00",dateModified:"2026-01-30T12:00:00",mainEntityOfPage:{"@type":"WebPage","@id":"https://scalingtechnologypartners.com/insights/2026-ai-outbound-stack"}},i={"@context":"https://schema.org","@type":"FAQPage","@id":"https://scalingtechnologypartners.com/insights/2026-ai-outbound-stack#faq",mainEntity:[{"@type":"Question",name:"What is the modern AI outbound stack?",acceptedAnswer:{"@type":"Answer",text:"The modern AI outbound stack combines data enrichment tools like Clay, cold email infrastructure like Instantly.ai, and AI language models like GPT-4o to automate prospecting, personalization, and outreach at scale while maintaining human-quality messaging."}},{"@type":"Question",name:"How does Clay improve B2B prospecting?",acceptedAnswer:{"@type":"Answer",text:"Clay aggregates data from 50+ sources to enrich prospect profiles with verified emails, job history, company signals, and intent data. 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This integration enables teams to send thousands of hyper-personalized emails daily while maintaining reply rates that outperform manual outreach."}),e.jsxs("p",{className:"text-[16px] text-muted-foreground italic",children:["For my updated 2026 framework on this topic, see the ",e.jsx(T,{to:"/insights/ai-sdr-automation-guide",className:"text-primary hover:underline font-medium",children:"AI SDR Automation Guide"}),"."]})]}),e.jsx("figure",{children:e.jsx("img",{src:s7,alt:"Modern AI outbound stack with Clay, Instantly.ai, and GPT-4o integration",width:1200,height:384,loading:"eager",decoding:"async",className:"w-full h-64 md:h-96 object-cover rounded-lg shadow-elegant mb-8"})}),e.jsxs("div",{className:"bg-primary/5 border border-primary/20 rounded-lg p-6 md:p-8 mb-12",children:[e.jsxs("h3",{className:"text-xl font-bold mb-4 text-foreground flex items-center gap-2",children:[e.jsx(O,{className:"h-6 w-6 text-primary"}),"Key Takeaways"]}),e.jsx("ul",{className:"space-y-3",children:o.map((d,u)=>e.jsxs("li",{className:"flex items-start gap-3 text-[18px] leading-relaxed text-muted-foreground",children:[e.jsx("span",{className:"text-primary font-bold mt-1",children:"•"}),e.jsx("span",{children:d})]},u))})]})]})})}),e.jsx("article",{className:"pb-16",children:e.jsx("div",{className:"container mx-auto px-6",children:e.jsxs("div",{className:"max-w-6xl mx-auto flex flex-col lg:flex-row gap-8",children:[e.jsx("aside",{className:"hidden lg:block lg:w-64 flex-shrink-0",children:e.jsxs("div",{className:"sticky top-24",children:[e.jsx("h4",{className:"text-sm font-semibold text-muted-foreground uppercase tracking-wider mb-4",children:"Table of Contents"}),e.jsx("nav",{className:"space-y-2",children:l.map(d=>e.jsx("button",{onClick:()=>r(d.id),className:`block w-full text-left text-sm py-2 px-3 rounded-md transition-all ${t===d.id?"bg-primary/10 text-primary font-medium":"text-muted-foreground hover:text-foreground hover:bg-muted/50"}`,children:d.title},d.id))})]})}),e.jsxs("div",{className:"flex-1 max-w-3xl",children:[e.jsxs("div",{className:"mb-12","data-section":"intro",children:[e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["While we often implement this through our ",e.jsx(T,{to:"/services/sales-automation-specialist",className:"text-primary hover:underline font-medium",children:"Sales Automation"})," services, here is the complete DIY framework for building a modern AI outbound stack."]}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:["The old playbook is dead. Spray-and-pray email blasts to purchased lists yield sub-1% reply rates. In 2026, the winning teams are those who've assembled an ",e.jsx("strong",{className:"text-foreground",children:"integrated AI stack"})," that combines data intelligence, infrastructure scale, and language model personalization."]})]}),e.jsxs("section",{className:"mb-12","data-section":"section-1",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"1. Why Traditional Outbound is Broken"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Traditional outbound fails because it treats prospects as rows in a spreadsheet rather than individuals with specific contexts and pain points. Generic templates sent at scale trigger spam filters and delete buttons."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"The Three Failures of Traditional Outbound:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Data Decay:"})," B2B data degrades 30% annually—emails bounce, people change jobs"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Template Fatigue:"})," Prospects receive 100+ cold emails monthly; templates are instantly recognizable"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Deliverability Death:"})," Mass sending from single domains triggers spam filters"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"The modern stack solves all three: real-time enrichment fixes data, AI fixes personalization, and distributed infrastructure fixes deliverability."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-2",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"2. The Data Layer: Clay"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:'Clay is the data orchestration layer that aggregates and enriches prospect information from 50+ sources including LinkedIn, Clearbit, Apollo, and company websites. Its "waterfall enrichment" approach queries multiple providers sequentially until it finds verified data.'}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Key Clay Capabilities:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Waterfall Email Finding:"})," Query Hunter, then Clearbit, then Apollo until verified email found"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Intent Signal Detection:"})," Track job postings, funding rounds, tech stack changes"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"LinkedIn Scraping:"})," Pull recent posts, job history, mutual connections"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Company Research:"})," Aggregate news, financials, growth signals automatically"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"Clay's power is in orchestration—it doesn't just find data, it structures it for AI consumption. Each prospect becomes a rich context object ready for personalization."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-3",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"3. The Infrastructure: Instantly.ai"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Instantly.ai handles the unsexy but critical work of email infrastructure: domain warming, inbox rotation, deliverability monitoring, and send scheduling. Without this layer, even perfect emails land in spam."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Instantly.ai Infrastructure Features:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Unlimited Email Accounts:"})," Distribute sends across dozens of warmed domains"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Auto-Warmup:"})," Automated inbox warming to build sender reputation"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Smart Scheduling:"})," Send during prospect's timezone business hours"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Deliverability Analytics:"})," Real-time monitoring of inbox vs. spam placement"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"Rule of thumb: Never send more than 50 emails per day from a single inbox. Instantly.ai lets you scale to thousands by distributing across warmed accounts."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-4",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"4. The Intelligence: GPT-4o"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"GPT-4o transforms enriched prospect data into hyper-personalized messaging. The key is structured prompting that feeds context about the prospect's role, company situation, and potential pain points."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Effective GPT-4o Prompting Framework:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Context Injection:"})," Feed prospect's LinkedIn headline, recent posts, company news"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Pain Hypothesis:"})," Guide the model toward relevant pain points for their role"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Tone Matching:"})," Analyze their writing style and mirror it in outreach"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Opening Line Generation:"})," Create unique first sentences that reference specific context"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"The goal isn't AI-written emails—it's AI-assisted personalization. The opening line and context references are AI-generated; the value proposition remains human-crafted."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-5",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"5. Integration Architecture"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The magic happens when these three layers work together in an automated pipeline. 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Waterfall enrichment automates this by querying multiple data providers sequentially until verified emails and intent signals are found. This shift enables one SDR to research 500+ leads daily—10x the manual output—while improving data quality through systematic signal detection."}),e.jsxs("p",{className:"text-[16px] text-muted-foreground italic",children:["For my updated 2026 framework on this topic, see the ",e.jsx(T,{to:"/insights/ai-sdr-automation-guide",className:"text-primary hover:underline font-medium",children:"AI SDR Automation Guide"}),"."]})]}),e.jsx("figure",{children:e.jsx("img",{src:a7,alt:"Automated B2B lead research workflow replacing manual SDR processes",width:1200,height:384,loading:"eager",decoding:"async",className:"w-full h-64 md:h-96 object-cover rounded-lg shadow-elegant mb-8"})}),e.jsxs("div",{className:"bg-primary/5 border border-primary/20 rounded-lg p-6 md:p-8 mb-12",children:[e.jsxs("h3",{className:"text-xl font-bold mb-4 text-foreground flex items-center gap-2",children:[e.jsx(O,{className:"h-6 w-6 text-primary"}),"Key Takeaways"]}),e.jsx("ul",{className:"space-y-3",children:i.map((c,d)=>e.jsxs("li",{className:"flex items-start gap-3 text-[18px] leading-relaxed text-muted-foreground",children:[e.jsx("span",{className:"text-primary font-bold mt-1",children:"•"}),e.jsx("span",{children:c})]},d))})]})]})})}),e.jsx("article",{className:"pb-16",children:e.jsx("div",{className:"container mx-auto px-6",children:e.jsxs("div",{className:"max-w-6xl mx-auto flex flex-col lg:flex-row gap-8",children:[e.jsx("aside",{className:"hidden lg:block lg:w-64 flex-shrink-0",children:e.jsxs("div",{className:"sticky top-24",children:[e.jsx("h4",{className:"text-sm font-semibold text-muted-foreground uppercase tracking-wider mb-4",children:"Table of Contents"}),e.jsx("nav",{className:"space-y-2",children:o.map(c=>e.jsx("button",{onClick:()=>s(c.id),className:`block w-full text-left text-sm py-2 px-3 rounded-md transition-all ${t===c.id?"bg-primary/10 text-primary font-medium":"text-muted-foreground hover:text-foreground hover:bg-muted/50"}`,children:c.title},c.id))})]})}),e.jsxs("div",{className:"flex-1 max-w-3xl",children:[e.jsxs("div",{className:"mb-12","data-section":"intro",children:[e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["While we often implement this through our ",e.jsx(T,{to:"/services/sales-automation-specialist",className:"text-primary hover:underline font-medium",children:"Sales Automation"})," services, here is the complete DIY framework for automating B2B lead research."]}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:["Your SDRs are spending more time researching than selling. The typical rep spends 4-6 hours daily hunting for emails, scanning LinkedIn profiles, and trying to find reasons to reach out. This ",e.jsx("strong",{className:"text-foreground",children:"research bottleneck"})," is the hidden constraint killing your outbound scale."]})]}),e.jsxs("section",{className:"mb-12","data-section":"section-1",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"1. The Manual Research Problem"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The economics of manual research are brutal: an SDR earning $60K spends $36K worth of their time on research activities that could be automated. Meanwhile, they're only personally researching 50-75 prospects per day."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Manual Research Time Breakdown:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Email Finding:"})," 2-5 minutes per prospect hunting through tools and guessing patterns"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"LinkedIn Review:"})," 3-5 minutes scanning profile, posts, and connections"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Company Research:"})," 5-10 minutes reading news, checking tech stack, understanding org"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"CRM Entry:"})," 2-3 minutes logging data and notes"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"At 15-20 minutes per prospect, even a dedicated SDR maxes out at 75 thoroughly researched leads per day. Automation drops this to seconds."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-2",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"2. What is Waterfall Enrichment?"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Waterfall enrichment is an automated data verification technique that queries multiple data providers in sequence until verified information is found. Think of it as a cascade—each provider gets a chance to fill the gap."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"How the Waterfall Works:"}),e.jsxs("ol",{className:"space-y-2 text-[18px] text-muted-foreground list-decimal list-inside",children:[e.jsxs("li",{children:[e.jsx("strong",{children:"First Attempt:"})," Query Hunter.io for verified email → If found, stop"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"Second Attempt:"})," Query Clearbit for email + company data → If found, stop"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"Third Attempt:"})," Query Apollo for email + phone → If found, stop"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"Fourth Attempt:"})," Query ZoomInfo for enterprise data → If found, stop"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"Fallback:"})," Pattern-match based on company email format"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"The waterfall approach achieves 85-95% email verification rates compared to 60-70% from single-source lookups. Each provider has different coverage strengths."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-3",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"3. Intent Signals That Matter"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Beyond finding emails, automated research should identify intent signals—behavioral and contextual indicators that suggest a prospect is ready to buy or evaluate solutions like yours."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"High-Value Intent Signals to Track:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Job Postings:"})," Hiring for roles your solution replaces or augments"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Funding Rounds:"})," New capital often triggers vendor evaluation"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Tech Stack Changes:"})," Implementing complementary or competitive tools"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Executive Hires:"})," New leaders often bring new vendor preferences"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Content Engagement:"})," Downloading whitepapers, attending webinars on relevant topics"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Review Site Activity:"})," Researching your category on G2 or Capterra"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"Prospects showing 2+ intent signals convert at 3-5x the rate of cold outreach. Automation lets you monitor these signals across thousands of accounts simultaneously."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-4",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"4. Building the Automation"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The automated research stack combines list building, waterfall enrichment, intent signal monitoring, and CRM integration into a seamless pipeline."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"The Automation Pipeline:"}),e.jsxs("ol",{className:"space-y-2 text-[18px] text-muted-foreground list-decimal list-inside",children:[e.jsxs("li",{children:[e.jsx("strong",{children:"List Building:"})," Pull ICP-matching companies from LinkedIn Sales Nav or Apollo"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"Waterfall Enrichment:"})," Run prospects through Clay's multi-source verification"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"Intent Monitoring:"})," Cross-reference with Bombora, G2, or job posting APIs"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"AI Enrichment:"})," Use GPT-4o to summarize LinkedIn posts and company news"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"CRM Push:"})," Sync enriched, scored leads directly to Salesforce or HubSpot"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"Campaign Assignment:"})," Route to appropriate outreach sequence based on signals"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"This entire pipeline runs automatically. An SDR's job shifts from research to reviewing AI-prepared briefings and personalizing high-value touches."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-5",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"5. Quality Control at Scale"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Automation without quality control creates garbage at scale. The key is building verification layers and human checkpoints into the automated workflow."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Quality Control Checkpoints:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Email Verification:"})," Only accept emails with 90%+ deliverability confidence"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"ICP Scoring:"})," Auto-score and filter prospects below threshold before enrichment"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Data Freshness:"})," Flag data older than 90 days for re-verification"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Human Review:"})," Sample 5% of enriched records weekly for accuracy audits"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Feedback Loop:"})," Track which enrichment sources produce highest reply rates"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"Counter-intuitively, automated research often produces higher quality data than manual research because it's systematic—humans get tired and cut corners."})})]}),e.jsxs("section",{className:"mb-12","data-section":"bottom-line",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"The Bottom Line"}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["Automating B2B lead research isn't just about efficiency—it's about ",e.jsx("strong",{className:"text-foreground",children:"fundamentally changing what's possible"})," with your outbound motion. 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The lean stack costs $500-2K/month; enterprise-ready configurations run $5-15K/month."}},{"@type":"Question",name:"When should a startup switch from HubSpot to Salesforce?",acceptedAnswer:{"@type":"Answer",text:"Consider switching when you exceed 10 salespeople, need complex multi-object reporting, require enterprise integrations, or have deal structures that demand advanced CPQ. Most startups can stay on HubSpot until Series B or 50+ employees."}},{"@type":"Question",name:"Is it better to start lean or enterprise-ready?",acceptedAnswer:{"@type":"Answer",text:"Start lean. Over-engineering your stack early creates technical debt, training overhead, and unnecessary costs. 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The temptation is to either stay too lean (and create chaos) or over-engineer (and waste capital)."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Series A RevOps Requirements:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Pipeline Visibility:"})," Know what's closing this quarter with confidence"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Rep Productivity:"})," Understand activity metrics and conversion rates"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Lead Routing:"})," Distribute leads fairly and quickly as team scales"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Process Enforcement:"})," Ensure reps follow the playbook consistently"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Board Reporting:"})," Generate investor-ready metrics without manual work"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"The goal isn't the fanciest stack—it's the stack that enables predictable revenue with the least friction and cost."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-2",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"2. The Lean Stack: HubSpot + Zapier"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The lean stack prioritizes simplicity, speed of implementation, and cost efficiency. It's ideal for teams under 10 salespeople with straightforward deal structures."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Lean Stack Components ($500-2K/month):"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"HubSpot Sales Hub Starter:"})," CRM, pipeline management, basic automation ($50/user/month)"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"HubSpot Marketing Hub:"})," Lead capture, email sequences, basic attribution"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Zapier:"})," Glue between tools for custom workflows ($100-300/month)"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Calendly/Chilipiper:"})," Meeting scheduling and routing ($15-50/user/month)"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Apollo or ZoomInfo Lite:"})," Basic prospecting data ($100-500/month)"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"Pros: Fast to implement, low cost, minimal training. 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It's appropriate when you have complex deal structures, regulatory requirements, or a clear path to 50+ person sales org."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Enterprise-Ready Components ($5-15K/month):"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Salesforce Sales Cloud:"})," Enterprise CRM with unlimited customization ($150/user/month)"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Outreach or SalesLoft:"})," Sales engagement platform ($100-150/user/month)"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Gong or Chorus:"})," Conversation intelligence ($100-150/user/month)"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Clay or ZoomInfo:"})," Full-featured data enrichment ($500-2K/month)"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"LeanData or Chilipiper:"})," Advanced routing and attribution ($500-1K/month)"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Clari or BoostUp:"})," Revenue intelligence and forecasting ($1-3K/month)"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"Pros: Scales to 500+ reps, deep analytics, enterprise integrations. Cons: 3-6 month implementation, significant training overhead, requires dedicated admin."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-4",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"4. 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It's easier to migrate to enterprise tools than to undo the complexity of premature enterprise adoption."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-5",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"5. Migration Planning"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Even if you start lean, plan for eventual migration. 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A year of sloppy CRM entries creates months of cleanup work during migration."})})]}),e.jsxs("section",{className:"mb-12","data-section":"bottom-line",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"The Bottom Line"}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["Your Series A RevOps stack should be ",e.jsx("strong",{className:"text-foreground",children:"good enough to enable predictable revenue without becoming a project in itself"}),". Most startups should start lean and migrate when the pain of their current stack exceeds the cost of migration."]}),e.jsxs("div",{className:"bg-accent/10 border border-accent/30 rounded-lg p-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Amplify. Automate. Accelerate."}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:"This framework helps you build the right foundation without over-engineering. 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AI doesn't replace SDRs—it ",e.jsx("strong",{className:"text-foreground",children:"amplifies"})," them. The real question is: ",e.jsx("em",{children:'"How do I redeploy my SDRs to the work only humans can do?"'})]})]}),e.jsxs("section",{className:"mb-12","data-section":"section-1",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"1. The Great SDR Debate"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The automation-vs-human debate frames the choice as binary. In reality, the question is about task allocation: which tasks are best suited to AI's strengths, and which require human judgment?"}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"The False Dichotomy:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Pure Automation:"})," Scales infinitely but feels robotic; destroys reply rates over time"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Pure Human:"})," Authentic but unscalable; SDRs burn out on research grunt work"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Hybrid Model:"})," AI handles volume tasks; humans handle value tasks"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"The winners in 2026 aren't choosing between AI and humans—they're designing systems where each does what it does best."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-2",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"2. What AI Does Best"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"AI excels at repetitive, data-intensive tasks that require consistency at scale. These are the tasks that burn out SDRs and create inconsistent results when done manually."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"AI-Optimal Tasks:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Data Enrichment:"})," Pulling verified emails, company data, intent signals from multiple sources"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Prospect Research:"})," Summarizing LinkedIn profiles, recent news, tech stack"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"First-Touch Personalization:"})," Generating unique opening lines based on research"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Sequence Execution:"})," Sending emails at optimal times across multiple accounts"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Follow-up Cadence:"})," Automated multi-touch sequences until reply or opt-out"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Data Entry:"})," Logging activities and updating CRM automatically"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"AI can process 1,000 prospects in the time a human processes 50—with more consistent data quality and personalization."})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-3",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"3. 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These are the moments that determine whether a prospect becomes a customer."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Human-Optimal Tasks:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Reply Handling:"})," Responding to interested (or hostile) prospects with appropriate tone"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Phone Calls:"})," Real-time conversation, objection handling, rapport building"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Relationship Development:"})," Nurturing warm leads through personalized touch"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Complex Objections:"})," Navigating concerns that require creative problem-solving"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Strategic Accounts:"})," High-value targets that need white-glove treatment"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Meeting Handoffs:"})," Qualifying and briefing AEs on opportunity context"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:`The human superpower is empathy. 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The Hybrid Model"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The hybrid model divides the SDR workflow into AI-led and human-led phases, with clear handoff points between them."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"The Hybrid Workflow:"}),e.jsxs("ol",{className:"space-y-2 text-[18px] text-muted-foreground list-decimal list-inside",children:[e.jsxs("li",{children:[e.jsx("strong",{children:"AI: List Building"})," → Pull ICP-matching prospects from Sales Nav/Apollo"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"AI: Enrichment"})," → Waterfall enrich with verified data + intent signals"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"AI: Research Summary"})," → GPT-4o generates prospect briefing + opening line"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"AI: First Touch"})," → Personalized email sent via Instantly.ai infrastructure"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"AI: Follow-ups"})," → Automated 4-6 touch sequence over 3 weeks"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"HANDOFF: Reply"})," → Human SDR takes over when prospect responds"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"Human: Conversation"})," → Phone call, relationship building, qualification"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"Human: Meeting Set"})," → Brief AE and hand off qualified opportunity"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"The handoff point is critical: AI generates the opportunity, but humans convert it. 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Accelerate."}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:"This framework empowers your SDRs to focus on what they do best—building relationships—while AI handles the volume work that burns them out. 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AI enables truly personalized messaging at scale by scanning each prospect's LinkedIn profile, recent posts, and company news to extract personalization signals. 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Integration Architecture"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The personalization engine connects your data enrichment, AI processing, and email infrastructure into a seamless pipeline."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"The Integration Flow:"}),e.jsxs("ol",{className:"space-y-2 text-[18px] text-muted-foreground list-decimal list-inside",children:[e.jsxs("li",{children:[e.jsx("strong",{children:"Clay Enrichment:"})," Pull LinkedIn profile, posts, company news for each prospect"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"Signal Extraction:"})," Use Clay's AI column to identify top personalization signals"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"GPT-4o Processing:"})," Generate unique opening line using structured prompt"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"Email Assembly:"})," Combine AI opening + proven value prop body + CTA"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"Instantly.ai Queue:"})," Push personalized email to appropriate campaign"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"A/B Tracking:"})," Track which signal types produce highest reply rates"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"Key insight: Only the opening line is AI-generated. 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Where a typical B2B SaaS deal might close in 60-90 days, fintech enterprise deals often stretch to 6-12 months."}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The challenge isn't just about having a great product—it's about proving you can handle sensitive financial data, maintain regulatory compliance, and integrate with legacy banking infrastructure without introducing risk."}),e.jsxs("div",{className:"bg-muted/30 border border-border rounded-lg p-6 my-8",children:[e.jsx("h4",{className:"font-semibold mb-3",children:"Why Standard GTM Playbooks Fail in Fintech:"}),e.jsxs("ul",{className:"space-y-2 text-muted-foreground",children:[e.jsx("li",{children:"• Compliance officers have veto power over business decisions"}),e.jsx("li",{children:"• Security questionnaires require weeks of preparation"}),e.jsx("li",{children:"• Reference customers must be from regulated industries"}),e.jsx("li",{children:"• Legal review cycles add months to contract negotiations"})]})]})]}),e.jsxs("section",{"data-section":"section-2",className:"mb-12",children:[e.jsxs("h2",{className:"text-2xl md:text-3xl font-bold mb-6 flex items-center gap-3",children:[e.jsx(P3,{className:"h-8 w-8 text-primary"}),"Navigating KYC/AML Complexity"]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Know Your Customer (KYC) and Anti-Money Laundering (AML) regulations aren't just checkboxes—they're the foundation of institutional trust. Fintech companies that treat compliance as an afterthought lose deals to competitors who lead with regulatory expertise."}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"Building Your Compliance Arsenal"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Before your first enterprise sales call, ensure you have:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground mb-6",children:[e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"SOC 2 Type II certification:"})," The table stakes for any financial services vendor"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Pre-completed vendor questionnaires:"})," CAIQ, SIG, and custom bank templates"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Data residency documentation:"})," Clear policies on where data lives and moves"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Incident response plans:"})," Documented procedures for security events"]})]})]})]}),e.jsxs("section",{"data-section":"section-3",className:"mb-12",children:[e.jsxs("h2",{className:"text-2xl md:text-3xl font-bold mb-6 flex items-center gap-3",children:[e.jsx(Mo,{className:"h-8 w-8 text-primary"}),"Building Institutional Trust"]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Banks and financial institutions evaluate vendors differently than typical enterprises. They're not just buying software—they're accepting risk onto their balance sheet. Your GTM strategy must address this fundamental dynamic."}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"The Trust Acceleration Framework"}),e.jsxs("div",{className:"bg-primary/5 border border-primary/20 rounded-lg p-6 my-6",children:[e.jsx("p",{className:"text-[18px] font-semibold mb-4",children:"Amplify. Automate. Accelerate."}),e.jsxs("ul",{className:"space-y-3 text-muted-foreground",children:[e.jsxs("li",{children:[e.jsx("strong",{children:"Amplify:"})," Leverage existing customer logos and case studies from regulated industries"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"Automate:"})," Create self-service compliance portals for due diligence documentation"]}),e.jsxs("li",{children:[e.jsx("strong",{children:"Accelerate:"})," Build relationships with compliance consultants who advise target accounts"]})]})]})]}),e.jsxs("section",{"data-section":"section-4",className:"mb-12",children:[e.jsx("h2",{className:"text-2xl md:text-3xl font-bold mb-6",children:"Multi-Stakeholder Selling in Financial Services"}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["Enterprise fintech deals typically involve 8-12 stakeholders across business, technology, legal, compliance, and procurement. Each has different priorities and veto power. 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The key is building systems that maintain audit trails and respect data handling requirements."}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"What Can Be Automated:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground mb-6",children:[e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsx("span",{children:"Document retrieval and security questionnaire pre-filling"})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsx("span",{children:"Prospect research across public regulatory filings"})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsx("span",{children:"Meeting scheduling with compliance stakeholders"})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsx("span",{children:"Pipeline tracking with regulatory milestone checkpoints"})]})]}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:["Learn how our ",e.jsx(T,{to:"/services/sales-automation-specialist",className:"text-primary hover:underline",children:"Sales Automation services"})," maintain compliance while accelerating deal velocity."]})]}),e.jsxs("section",{"data-section":"bottom-line",className:"mb-12",children:[e.jsx("h2",{className:"text-2xl md:text-3xl font-bold mb-6",children:"The Bottom Line"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Fintech GTM success requires treating regulatory compliance as a competitive advantage, not a hurdle. Companies that invest in compliance infrastructure early, build trust signals systematically, and engage multi-stakeholder committees in parallel will consistently outperform competitors still fighting upstream battles."}),e.jsxs("div",{className:"bg-gradient-to-r from-primary/10 to-accent/10 border border-primary/20 rounded-lg p-6 my-8",children:[e.jsx("p",{className:"text-lg font-semibold mb-2",children:"Ready to accelerate your fintech sales?"}),e.jsx("p",{className:"text-muted-foreground mb-4",children:"Book a strategy call to discuss how we can help you navigate regulatory complexity and close enterprise deals faster."}),e.jsx("a",{href:"https://calendly.com/ai-automation-growth-scaling/30min",target:"_blank",rel:"noopener noreferrer",children:e.jsxs(R,{variant:"hero",size:"lg",children:["Book Your GTM Audit",e.jsx(U,{className:"ml-2 h-5 w-5"})]})})]})]}),e.jsx(gt,{}),e.jsx(dt,{faqs:a.mainEntity})]})})]})})}),e.jsx(ue,{})]})]})},kN=[{name:"Home",path:"/"},{name:"Resources",path:"/insights"},{name:"Insights",path:"/insights"},{name:"GTM Strategy for B2B SaaS",path:"/insights/gtm-strategy-for-b2b-saas"}],p7=()=>{const[t,n]=p.useState(""),{openCalendly:s}=Ae();p.useEffect(()=>{window.scrollTo(0,0);const d=setTimeout(()=>{window.prerenderReady=!0},500);return()=>clearTimeout(d)},[]),p.useEffect(()=>{const d=()=>{const u=document.querySelectorAll("[data-section]");let m="";u.forEach(h=>{h.getBoundingClientRect().top<200&&(m=h.getAttribute("data-section")||"")}),n(m)};return window.addEventListener("scroll",d),()=>window.removeEventListener("scroll",d)},[]);const r=d=>{const u=document.querySelector(`[data-section="${d}"]`);if(u){const h=u.getBoundingClientRect().top+window.pageYOffset;window.scrollTo({top:h-96,behavior:"smooth"})}},a={"@context":"https://schema.org","@type":"Article",headline:"GTM Strategy for B2B SaaS: Scaling Revenue in 2026",description:"Master B2B SaaS go-to-market in 2026 with CAC/LTV optimization frameworks, AI-driven outbound strategies, and proven methods for transitioning from founder-led to automated sales engines.",image:"https://scalingtechnologypartners.com/assets/b2b-saas-gtm-hero.jpg",author:{"@type":"Person",name:"Daniel Scalisi",jobTitle:"Managing Director",url:"https://scalingtechnologypartners.com/about"},publisher:{"@type":"Organization",name:"Scaling Technology Partners",logo:{"@type":"ImageObject",url:it}},datePublished:"2026-01-31T12:00:00",dateModified:"2026-01-31T12:00:00",mainEntityOfPage:{"@type":"WebPage","@id":"https://scalingtechnologypartners.com/insights/gtm-strategy-for-b2b-saas"}},i={"@context":"https://schema.org","@type":"FAQPage","@id":"https://scalingtechnologypartners.com/insights/gtm-strategy-for-b2b-saas#faq",mainEntity:[{"@type":"Question",name:"What is a healthy CAC/LTV ratio for B2B SaaS in 2026?",acceptedAnswer:{"@type":"Answer",text:"The benchmark CAC/LTV ratio for healthy B2B SaaS is 1:3 or better—meaning you generate $3 in lifetime value for every $1 spent on customer acquisition. 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Venture capital demands efficient growth over growth-at-all-costs. Customer acquisition costs have risen 50% since 2022 while buyers expect more personalization with less friction."}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The winners in 2026 aren't just building great products—they're building revenue engines that compound. This requires mastering three interconnected disciplines: unit economics optimization, sales automation, and intentional scaling beyond the founder."}),e.jsxs("div",{className:"bg-muted/30 border border-border rounded-lg p-6 my-8",children:[e.jsx("h4",{className:"font-semibold mb-3",children:"What's Changed in 2026:"}),e.jsxs("ul",{className:"space-y-2 text-muted-foreground",children:[e.jsx("li",{children:"• AI-native competitors launch with automation-first GTM"}),e.jsx("li",{children:"• Buyers expect sub-24-hour response times and personalized outreach"}),e.jsx("li",{children:"• Capital efficiency (not just growth) determines funding outcomes"}),e.jsx("li",{children:"• Human sellers focus on relationships while AI handles research"})]})]})]}),e.jsxs("section",{"data-section":"section-2",className:"mb-12",children:[e.jsxs("h2",{className:"text-2xl md:text-3xl font-bold mb-6 flex items-center gap-3",children:[e.jsx(os,{className:"h-8 w-8 text-primary"}),"CAC/LTV Optimization"]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Your CAC/LTV ratio is the single most important metric for sustainable SaaS growth. 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The benchmark is 1:3—for every dollar spent acquiring a customer, you should generate three dollars in lifetime value."}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"How to Calculate and Optimize"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Most founders calculate CAC too narrowly, missing hidden costs that inflate true acquisition spend:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground mb-6",children:[e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Full-loaded CAC:"})," Include sales salaries, tools, marketing spend, and overhead allocation"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Cohort-based LTV:"})," Calculate actual retention curves, not projected best-case scenarios"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Payback period:"})," Target 12-18 months CAC payback for capital efficiency"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Segment by channel:"})," Inbound, outbound, and partner channels often have 3-5x CAC variance"]})]})]}),e.jsxs("div",{className:"bg-primary/5 border border-primary/20 rounded-lg p-6 my-6",children:[e.jsx("p",{className:"text-[18px] font-semibold mb-2",children:"Pro Tip: The AI Efficiency Multiplier"}),e.jsx("p",{className:"text-muted-foreground",children:"Companies using AI-automated outbound (Clay + GPT-4o) report 60-80% reductions in cost-per-qualified-lead while maintaining or improving lead quality. 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AI has automated the grunt work—research, enrichment, personalization—freeing human sellers to focus on what they do best: building relationships and closing deals."}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"The Modern Outbound Stack"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"A well-configured AI outbound stack enables one Account Executive to generate the pipeline output of three SDRs:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground mb-6",children:[e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Data Enrichment (Clay):"})," Waterfall enrichment across 50+ data sources for verified contact data"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Intent Signals:"})," Job postings, tech stack changes, funding announcements trigger outreach"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"AI Personalization (GPT-4o):"})," Unique opening lines based on LinkedIn + company research"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Multichannel Sequencing:"})," Coordinated email, LinkedIn, and phone touches"]})]})]}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["For a deep dive into building this stack, see our guide on ",e.jsx(T,{to:"/insights/2026-ai-outbound-stack",className:"text-primary hover:underline",children:"The Modern AI Outbound Stack"}),"."]})]}),e.jsxs("section",{"data-section":"section-5",className:"mb-12",children:[e.jsxs("h2",{className:"text-2xl md:text-3xl font-bold mb-6 flex items-center gap-3",children:[e.jsx(Ge,{className:"h-8 w-8 text-primary"}),"Building Predictable Revenue"]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Predictable revenue isn't about having a big pipeline—it's about understanding the conversion dynamics at every stage. Without visibility into Time-in-Stage, stage-to-stage conversion rates, and forecast accuracy, you're flying blind."}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"The RevOps Dashboard Stack"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Every SaaS company past $1M ARR needs real-time visibility into these metrics:"}),e.jsxs("div",{className:"bg-primary/5 border border-primary/20 rounded-lg p-6 my-6",children:[e.jsx("p",{className:"text-[18px] font-semibold mb-4",children:"Amplify. Automate. 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The companies winning today aren't just building great products—they're building AI-augmented revenue engines that compound efficiently."}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Start with your unit economics. Get your CAC/LTV ratio to 1:3 or better. Then systematically remove the founder from the sales process while maintaining close rates. Finally, deploy AI to multiply your team's capacity without multiplying headcount."}),e.jsxs("div",{className:"bg-gradient-to-r from-primary/10 via-accent/10 to-primary/10 border border-primary/30 rounded-lg p-8 my-8",children:[e.jsx("h4",{className:"text-xl font-bold mb-4",children:"Ready to Scale Your SaaS Revenue?"}),e.jsx("p",{className:"text-muted-foreground mb-6",children:"Our Fractional RevOps team has helped dozens of B2B SaaS companies implement these exact frameworks. Book a GTM Audit to identify your highest-leverage optimization opportunities."}),e.jsxs("div",{className:"flex flex-col sm:flex-row gap-4",children:[e.jsxs(R,{variant:"hero",size:"lg",onClick:s,children:["Book Your GTM Audit",e.jsx(U,{className:"ml-2 h-5 w-5"})]}),e.jsx(T,{to:"/services/fractional-revops",children:e.jsx(R,{variant:"outline",size:"lg",children:"Explore Fractional RevOps"})})]})]})]}),e.jsx(gt,{}),e.jsx(dt,{faqs:i.mainEntity})]})})]})})}),e.jsx(ue,{})]})]})},f7="/assets/healthtech-gtm-hero-wbRu_klz.jpg",TN=[{name:"Home",path:"/"},{name:"Resources",path:"/insights"},{name:"Insights",path:"/insights"},{name:"AI Sales for HealthTech",path:"/insights/ai-sales-for-healthtech"}],x7=()=>{const[t,n]=p.useState("");p.useEffect(()=>{window.scrollTo(0,0);const c=setTimeout(()=>{window.prerenderReady=!0},500);return()=>clearTimeout(c)},[]),p.useEffect(()=>{const c=()=>{const d=document.querySelectorAll("[data-section]");let u="";d.forEach(m=>{m.getBoundingClientRect().top<200&&(u=m.getAttribute("data-section")||"")}),n(u)};return window.addEventListener("scroll",c),()=>window.removeEventListener("scroll",c)},[]);const s=c=>{const d=document.querySelector(`[data-section="${c}"]`);if(d){const m=d.getBoundingClientRect().top+window.pageYOffset;window.scrollTo({top:m-96,behavior:"smooth"})}},r={"@context":"https://schema.org","@type":"Article",headline:"AI Sales for HealthTech: HIPAA-Compliant GTM Strategies",description:"Master healthtech go-to-market by navigating HIPAA compliance, mapping hospital stakeholder committees, and building AI-powered outreach that respects patient privacy.",image:"https://scalingtechnologypartners.com/assets/healthtech-gtm-hero.jpg",author:{"@type":"Person",name:"Daniel Scalisi",jobTitle:"Managing Director",url:"https://scalingtechnologypartners.com/about"},publisher:{"@type":"Organization",name:"Scaling Technology Partners",logo:{"@type":"ImageObject",url:it}},datePublished:"2026-01-31T12:00:00",dateModified:"2026-01-31T12:00:00",mainEntityOfPage:{"@type":"WebPage","@id":"https://scalingtechnologypartners.com/insights/ai-sales-for-healthtech"}},a={"@context":"https://schema.org","@type":"FAQPage","@id":"https://scalingtechnologypartners.com/insights/ai-sales-for-healthtech#faq",mainEntity:[{"@type":"Question",name:"How does HIPAA affect healthtech sales outreach?",acceptedAnswer:{"@type":"Answer",text:"HIPAA restricts how you can reference patient data in sales materials and requires careful handling of any information shared during demos. 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This guide provides frameworks for compliant AI-powered outreach, clinical champion development, and value analysis committee preparation. 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Hospital systems operate with tight budgets, legacy infrastructure, and a regulatory environment that treats data breaches as existential threats. Yet the opportunity is massive—US healthcare spending exceeds $4 trillion annually."}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"HealthTech companies that succeed learn to navigate this complexity systematically. They don't fight the bureaucracy—they work within it, building trust at every level of the organization."}),e.jsxs("div",{className:"bg-muted/30 border border-border rounded-lg p-6 my-8",children:[e.jsx("h4",{className:"font-semibold mb-3",children:"The HealthTech Sales Reality:"}),e.jsxs("ul",{className:"space-y-2 text-muted-foreground",children:[e.jsx("li",{children:"• Average deal cycles: 12-18 months for enterprise contracts"}),e.jsx("li",{children:"• Stakeholder count: 10-15 people involved in typical purchases"}),e.jsx("li",{children:"• Compliance requirements: HIPAA, HITECH, state privacy laws"}),e.jsx("li",{children:"• Integration complexity: EHR systems, billing platforms, clinical workflows"})]})]})]}),e.jsxs("section",{"data-section":"section-2",className:"mb-12",children:[e.jsxs("h2",{className:"text-2xl md:text-3xl font-bold mb-6 flex items-center gap-3",children:[e.jsx(L3,{className:"h-8 w-8 text-primary"}),"HIPAA-Compliant Outreach"]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"HIPAA doesn't prohibit sales outreach—it governs how you handle Protected Health Information (PHI). Your sales and marketing activities can leverage AI and automation as long as they don't touch, store, or transmit PHI."}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"What's Safe to Automate:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground mb-6",children:[e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Prospect research:"})," Using public data about hospital systems, executives, technology stacks"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Personalized outreach:"})," AI-generated emails based on hospital initiatives, not patient data"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Meeting scheduling:"})," Automated coordination with clinical and administrative stakeholders"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Pipeline tracking:"})," CRM workflows that manage deal stages and stakeholder engagement"]})]})]}),e.jsxs("div",{className:"bg-accent/10 border border-accent/30 rounded-lg p-6 my-6",children:[e.jsx("p",{className:"text-[18px] font-semibold mb-2",children:"⚠️ The Red Lines:"}),e.jsx("p",{className:"text-muted-foreground",children:"Never reference specific patients, conditions, or clinical outcomes in sales materials. Avoid storing demo data that contains real PHI. Ensure BAAs are signed before any data sharing during proofs of concept."})]})]}),e.jsxs("section",{"data-section":"section-3",className:"mb-12",children:[e.jsxs("h2",{className:"text-2xl md:text-3xl font-bold mb-6 flex items-center gap-3",children:[e.jsx(We,{className:"h-8 w-8 text-primary"}),"Hospital Stakeholder Mapping"]}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["Hospital purchases involve interconnected committees and approval chains. Understanding who influences decisions—and when—is critical to managing long sales cycles. 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They've seen countless vendors overpromise and underdeliver. They're bombarded with breach headlines daily. And they know that a single wrong vendor decision could end their career."}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"This creates a unique selling environment where technical credibility trumps marketing polish, and proof beats promises every time."}),e.jsxs("div",{className:"bg-muted/30 border border-border rounded-lg p-6 my-8",children:[e.jsx("h4",{className:"font-semibold mb-3",children:"What Security Buyers Care About:"}),e.jsxs("ul",{className:"space-y-2 text-muted-foreground",children:[e.jsx("li",{children:"• Specific threat vectors and attack surfaces you address"}),e.jsx("li",{children:"• Integration with existing security stack (SIEM, SOAR, EDR)"}),e.jsx("li",{children:"• Your own security posture and compliance certifications"}),e.jsx("li",{children:"• Evidence from similar-sized organizations in similar industries"})]})]})]}),e.jsxs("section",{"data-section":"section-2",className:"mb-12",children:[e.jsxs("h2",{className:"text-2xl md:text-3xl font-bold mb-6 flex items-center gap-3",children:[e.jsx(Ge,{className:"h-8 w-8 text-primary"}),"CISO-Level Messaging"]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Generic cybersecurity messaging fails. CISOs respond to specificity—particular threat actors, attack techniques, and compliance frameworks they're actively managing."}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"Messaging Framework for Security Buyers:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground mb-6",children:[e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Lead with threat intelligence:"}),' "We detect MITRE ATT&CK techniques T1566 and T1059 that bypass traditional email security"']})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Quantify risk reduction:"}),' "Customers reduce mean time to detect lateral movement by 78%"']})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Address integration reality:"}),' "Native integration with Splunk, CrowdStrike, and Palo Alto in under 4 hours"']})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Show operational impact:"}),' "Security teams handle 3x more alerts without adding headcount"']})]})]})]}),e.jsxs("section",{"data-section":"section-3",className:"mb-12",children:[e.jsxs("h2",{className:"text-2xl md:text-3xl font-bold mb-6 flex items-center gap-3",children:[e.jsx(dy,{className:"h-8 w-8 text-primary"}),"Technical PoC Automation"]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Technical proof-of-concept (PoC) evaluations are mandatory in cybersecurity sales but often become deal killers. Manual PoC processes consume weeks of SE time and create bottlenecks that slow pipeline velocity."}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"PoC Automation Strategies:"}),e.jsxs("div",{className:"bg-primary/5 border border-primary/20 rounded-lg p-6 my-6",children:[e.jsx("p",{className:"text-[18px] font-semibold mb-4",children:"Amplify. Automate. 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Security buyers prefer vendors who've already done the compliance work."}),e.jsx("div",{className:"overflow-x-auto my-8",children:e.jsxs("table",{className:"w-full border-collapse border border-border",children:[e.jsx("thead",{children:e.jsxs("tr",{className:"bg-muted/50",children:[e.jsx("th",{className:"border border-border p-3 text-left",children:"Framework"}),e.jsx("th",{className:"border border-border p-3 text-left",children:"Buyer Segment"}),e.jsx("th",{className:"border border-border p-3 text-left",children:"Deal Acceleration"})]})}),e.jsxs("tbody",{children:[e.jsxs("tr",{children:[e.jsx("td",{className:"border border-border p-3",children:"SOC 2 Type II"}),e.jsx("td",{className:"border border-border p-3",children:"All enterprise"}),e.jsx("td",{className:"border border-border p-3",children:"2-4 weeks faster security review"})]}),e.jsxs("tr",{children:[e.jsx("td",{className:"border border-border p-3",children:"ISO 27001"}),e.jsx("td",{className:"border border-border p-3",children:"Global enterprises"}),e.jsx("td",{className:"border border-border p-3",children:"Opens EMEA/APAC markets"})]}),e.jsxs("tr",{children:[e.jsx("td",{className:"border border-border p-3",children:"FedRAMP"}),e.jsx("td",{className:"border border-border p-3",children:"Government, regulated"}),e.jsx("td",{className:"border border-border p-3",children:"Required for federal contracts"})]}),e.jsxs("tr",{children:[e.jsx("td",{className:"border border-border p-3",children:"NIST CSF"}),e.jsx("td",{className:"border border-border p-3",children:"Critical infrastructure"}),e.jsx("td",{className:"border border-border p-3",children:"Alignment with buyer frameworks"})]})]})]})})]}),e.jsxs("section",{"data-section":"section-5",className:"mb-12",children:[e.jsx("h2",{className:"text-2xl md:text-3xl font-bold mb-6",children:"Building Security Credibility"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"In cybersecurity, your own security posture is part of the product. Buyers will evaluate your security practices as carefully as they evaluate your solution."}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"Credibility Building Blocks:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground mb-6",children:[e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsx("span",{children:"Public vulnerability disclosure policy and security.txt"})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsx("span",{children:"Third-party penetration test results available on request"})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsx("span",{children:"Security team bios and certifications prominently displayed"})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsx("span",{children:"Thought leadership at security conferences (RSA, Black Hat, BSides)"})]})]}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:["Our ",e.jsx(T,{to:"/services/gtm-strategy-consultant",className:"text-primary hover:underline",children:"GTM Strategy Consulting"})," includes security positioning and credibility building."]})]}),e.jsxs("section",{"data-section":"bottom-line",className:"mb-12",children:[e.jsx("h2",{className:"text-2xl md:text-3xl font-bold mb-6",children:"The Bottom Line"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Cybersecurity GTM success requires meeting skeptical technical buyers on their terms. Lead with threat-specific messaging, automate the PoC process to reduce friction, and treat compliance certifications as competitive differentiators. 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Every hour a partner spends on non-billable tasks—administrative work, unqualified leads, repetitive research—is an hour that can't be billed or invested in relationships that generate new business."}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"AI automation doesn't replace the expertise and judgment that clients pay for. 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HubSpot offers faster time-to-value and lower total cost for most B2B SaaS companies under $10M ARR. Salesforce provides the customization and enterprise credibility needed at scale."}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Both integrate well with modern AI-driven GTM stacks. The deciding factors are total cost of ownership, implementation complexity, and your team's technical capacity."}),e.jsxs("div",{className:"bg-gradient-to-r from-primary/10 via-accent/10 to-primary/10 border border-primary/30 rounded-lg p-8 my-8",children:[e.jsx("p",{className:"text-xl font-bold mb-4 text-primary",children:"Amplify. Automate. Accelerate."}),e.jsx("p",{className:"text-muted-foreground mb-6",children:"Our Fractional RevOps team has implemented both platforms across dozens of B2B SaaS companies. We can help you choose the right CRM and architect your AI-driven GTM stack."}),e.jsxs("div",{className:"flex flex-col sm:flex-row gap-4",children:[e.jsxs(R,{variant:"hero",size:"lg",onClick:s,children:["Book Your GTM Audit",e.jsx(U,{className:"ml-2 h-5 w-5"})]}),e.jsx(T,{to:"/services/fractional-revops",children:e.jsx(R,{variant:"outline",size:"lg",children:"Explore Fractional RevOps"})})]})]})]}),e.jsx(gt,{}),e.jsx(dt,{faqs:i.mainEntity})]})})]})})}),e.jsx(ue,{})]})]})},k7="/assets/sdr-agency-vs-ai-outbound-hero-C9TGIOBc.jpg",MN=[{name:"Home",path:"/"},{name:"Resources",path:"/insights"},{name:"Insights",path:"/insights"},{name:"Outsourced SDR Agency vs AI Outbound",path:"/insights/outsourced-sdr-agency-vs-ai-outbound"}],T7=()=>{const[t,n]=p.useState(""),{openCalendly:s}=Ae();p.useEffect(()=>{window.scrollTo(0,0);const d=setTimeout(()=>{window.prerenderReady=!0},500);return()=>clearTimeout(d)},[]),p.useEffect(()=>{const d=()=>{const u=document.querySelectorAll("[data-section]");let m="";u.forEach(h=>{h.getBoundingClientRect().top<200&&(m=h.getAttribute("data-section")||"")}),n(m)};return window.addEventListener("scroll",d),()=>window.removeEventListener("scroll",d)},[]);const r=d=>{const u=document.querySelector(`[data-section="${d}"]`);if(u){const h=u.getBoundingClientRect().top+window.pageYOffset;window.scrollTo({top:h-96,behavior:"smooth"})}},a={"@context":"https://schema.org","@type":"Article",headline:"Outsourced SDR Agency vs AI Outbound: CAC Impact Analysis for B2B SaaS",description:"Compare traditional lead gen agencies against AI-automated outbound workflows. 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Most require 6-12 month commitments. This translates to $800-$1,500 cost-per-meeting for B2B SaaS, depending on your ICP complexity and deal size."}},{"@type":"Question",name:"What's the CAC difference between SDR agencies and AI outbound?",acceptedAnswer:{"@type":"Answer",text:"AI-automated outbound typically reduces cost-per-qualified-lead by 60-80% compared to outsourced SDRs. While agencies cost $800-$1,500 per meeting, AI workflows using Clay and Instantly can achieve $150-$400 per meeting with equivalent or better qualification rates."}},{"@type":"Question",name:"When should I use an outsourced SDR agency instead of AI automation?",acceptedAnswer:{"@type":"Answer",text:"Outsourced agencies make sense for enterprise sales requiring complex discovery, heavily regulated industries needing human compliance oversight, and companies without RevOps capacity to manage AI tools. 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These agencies promised "qualified meetings" and charged per-meeting or monthly retainers.'}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The 2026 landscape has fundamentally shifted. AI tools can now automate the research, enrichment, and personalization that consumed 80% of SDR time. The question isn't whether to use AI—it's whether to layer AI on top of human SDRs, replace them entirely, or use a hybrid model."})]}),e.jsxs("section",{"data-section":"section-2",className:"mb-12",children:[e.jsxs("h2",{className:"text-2xl md:text-3xl font-bold mb-6 flex items-center gap-3",children:[e.jsx(We,{className:"h-8 w-8 text-primary"}),"SDR Agency Economics"]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Let's break down the true cost of outsourced SDR agencies. 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Here's how they compare:"}),e.jsx("div",{className:"overflow-x-auto my-8",children:e.jsxs(br,{children:[e.jsx(vr,{children:e.jsxs(fe,{children:[e.jsx(nt,{children:"Quality Metric"}),e.jsx(nt,{children:"SDR Agency"}),e.jsx(nt,{children:"AI Outbound"})]})}),e.jsxs(wr,{children:[e.jsxs(fe,{children:[e.jsx(E,{className:"font-medium",children:"Meeting Show Rate"}),e.jsx(E,{children:"60-70%"}),e.jsx(E,{children:"70-85%"})]}),e.jsxs(fe,{children:[e.jsx(E,{className:"font-medium",children:"ICP Match Rate"}),e.jsx(E,{children:"50-70%"}),e.jsx(E,{children:"80-95%"})]}),e.jsxs(fe,{children:[e.jsx(E,{className:"font-medium",children:"Discovery Quality"}),e.jsx(E,{className:"text-green-600",children:"High (human judgment)"}),e.jsx(E,{className:"text-amber-600",children:"Medium (scripted)"})]}),e.jsxs(fe,{children:[e.jsx(E,{className:"font-medium",children:"Personalization Depth"}),e.jsx(E,{className:"text-amber-600",children:"Medium (time-constrained)"}),e.jsx(E,{className:"text-green-600",children:"High (AI-generated)"})]}),e.jsxs(fe,{children:[e.jsx(E,{className:"font-medium",children:"Scalability"}),e.jsx(E,{className:"text-amber-600",children:"Linear (add headcount)"}),e.jsx(E,{className:"text-green-600",children:"Exponential (add volume)"})]})]})]})})]}),e.jsxs("section",{"data-section":"section-5",className:"mb-12",children:[e.jsxs("h2",{className:"text-2xl md:text-3xl font-bold mb-6 flex items-center gap-3",children:[e.jsx(xa,{className:"h-8 w-8 text-primary"}),"When to Choose Each"]}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"Choose Outsourced SDR Agency If:"}),e.jsxs("ul",{className:"space-y-2 text-muted-foreground mb-6",children:[e.jsx("li",{children:"• Enterprise deals requiring complex discovery and qualification"}),e.jsx("li",{children:"• Heavily regulated industries needing human compliance oversight"}),e.jsx("li",{children:"• You lack RevOps capacity to implement and maintain AI tools"}),e.jsx("li",{children:"• Testing a new market before investing in automation infrastructure"})]}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"Choose AI Outbound If:"}),e.jsxs("ul",{className:"space-y-2 text-muted-foreground mb-6",children:[e.jsx("li",{children:"• SMB or mid-market focus with shorter sales cycles"}),e.jsx("li",{children:"• CAC reduction is a top priority for capital efficiency"}),e.jsx("li",{children:"• You want to build proprietary outbound capabilities"}),e.jsx("li",{children:"• Volume matters—you need 50+ meetings/month"})]}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"The Hybrid Model:"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The winning approach for most B2B SaaS companies: Use AI for research, enrichment, and first-touch outreach. Have humans (internal or outsourced) handle qualification calls and relationship building. This combines the cost efficiency of AI with the judgment of humans."})]}),e.jsxs("section",{"data-section":"bottom-line",className:"mb-12",children:[e.jsx("h2",{className:"text-2xl md:text-3xl font-bold mb-6",children:"The Bottom Line"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Outsourced SDR agencies made sense when the alternative was expensive in-house hiring. In 2026, AI-automated outbound offers a third path: lower cost, better targeting, and proprietary capability that compounds over time."}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:`For most B2B SaaS companies, the question isn't "agency or AI"—it's "how do we combine AI efficiency with human judgment?" 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The founder's time is finite, their domain expertise doesn't transfer automatically, and the sales motion remains trapped in their head."}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"This is the inflection point where companies must choose: hire a VP of Sales to build the team, or engage a consultant to document and systematize what works before making that expensive hire."}),e.jsxs("div",{className:"bg-muted/30 border border-border rounded-lg p-6 my-8",children:[e.jsx("h4",{className:"font-semibold mb-3",children:"The $1M-$5M ARR Danger Zone:"}),e.jsxs("ul",{className:"space-y-2 text-muted-foreground",children:[e.jsx("li",{children:"• 70% of first VP of Sales hires fail within 18 months"}),e.jsx("li",{children:"• Average cost of a failed hire: $500K+ (salary, lost deals, restart time)"}),e.jsx("li",{children:"• Most common cause: hiring before having a documented playbook"}),e.jsx("li",{children:"• Second most common: hiring enterprise VPs for startup selling"})]})]})]}),e.jsxs("section",{"data-section":"section-2",className:"mb-12",children:[e.jsxs("h2",{className:"text-2xl md:text-3xl font-bold mb-6 flex items-center gap-3",children:[e.jsx(Ar,{className:"h-8 w-8 text-primary"}),"The VP of Sales Profile"]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"A VP of Sales is a significant commitment: $200K-$350K OTE (base + commission), plus equity, plus the opportunity cost of a wrong hire. 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This model works well for companies that need expertise but aren't ready to support a $250K hire:"}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"What a GTM Consultant Does:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground mb-6",children:[e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Documents the founder's playbook:"})," Captures what's working before it's lost"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Builds sales infrastructure:"})," CRM, sequences, processes that scale"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"Hires first AEs:"})," Defines profiles, interviews, and onboards initial sales hires"]})]}),e.jsxs("li",{className:"flex items-start gap-3",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 flex-shrink-0"}),e.jsxs("span",{children:[e.jsx("strong",{children:"De-risks the VP hire:"})," Creates the conditions for VP success"]})]})]}),e.jsxs("div",{className:"bg-primary/5 border border-primary/20 rounded-lg p-6 my-6",children:[e.jsx("p",{className:"text-[18px] font-semibold mb-2",children:"Investment Range:"}),e.jsx("p",{className:"text-muted-foreground",children:"Fractional GTM consultants typically cost $5,000-$15,000/month for 10-20 hours weekly—roughly 1/3 the cost of a full-time VP of Sales while providing comparable strategic value during the playbook-building phase."})]})]}),e.jsxs("section",{"data-section":"section-4",className:"mb-12",children:[e.jsxs("h2",{className:"text-2xl md:text-3xl font-bold mb-6 flex items-center gap-3",children:[e.jsx(Ge,{className:"h-8 w-8 text-primary"}),"The Decision Framework"]}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"You're Ready for a VP of Sales If:"}),e.jsxs("ul",{className:"space-y-2 text-muted-foreground mb-6",children:[e.jsx("li",{children:"✓ You've closed 30-50 deals with identifiable patterns"}),e.jsx("li",{children:"✓ You have a documented sales playbook (not just in your head)"}),e.jsx("li",{children:"✓ Your ICP is clearly defined with firmographic and behavioral criteria"}),e.jsx("li",{children:"✓ You have $2M+ ARR to support the hire and team beneath them"}),e.jsx("li",{children:"✓ You're ready to delegate, not just hire help"})]}),e.jsx("h3",{className:"text-xl font-bold mt-8 mb-4",children:"You Need a Consultant First If:"}),e.jsxs("ul",{className:"space-y-2 text-muted-foreground mb-6",children:[e.jsx("li",{children:"✓ You're under $2M ARR or have fewer than 30 closed deals"}),e.jsx("li",{children:"✓ The sales process is still in the founder's head"}),e.jsx("li",{children:`✓ You're not sure what "good" looks like for your first sales hire`}),e.jsx("li",{children:"✓ You need to build infrastructure before adding headcount"}),e.jsx("li",{children:"✓ You want to de-risk the VP hire with a documented playbook"})]}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["For a deeper dive into this transition, see our guide on ",e.jsx(T,{to:"/insights/transitioning-founder-led-sales",className:"text-primary hover:underline",children:"Transitioning from Founder-Led Sales"}),"."]})]}),e.jsxs("section",{"data-section":"section-5",className:"mb-12",children:[e.jsxs("h2",{className:"text-2xl md:text-3xl font-bold mb-6 flex items-center gap-3",children:[e.jsx(ZS,{className:"h-8 w-8 text-primary"}),"Avoiding Costly Mistakes"]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The most expensive mistake isn't choosing wrong between VP and consultant—it's hiring the wrong VP profile. 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For most companies at $1M-$2M ARR, the answer is a consultant who helps build the playbook and infrastructure. At $2M-$3M+ with a proven playbook, a VP of Sales can scale what works.`}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The consultant-first approach de-risks the VP hire and often pays for itself by preventing the $500K mistake of a premature or wrong sales executive hire."}),e.jsxs("div",{className:"bg-gradient-to-r from-primary/10 via-accent/10 to-primary/10 border border-primary/30 rounded-lg p-8 my-8",children:[e.jsx("p",{className:"text-xl font-bold mb-4 text-primary",children:"Amplify. Automate. Accelerate."}),e.jsx("p",{className:"text-muted-foreground mb-6",children:"Not sure if you're ready for a VP of Sales? 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Total investment: $500-$2,500/month for capabilities that replace $15K+ in SDR labor. 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Where 2022 had dozens of overlapping point solutions, 2026 has clear winners in each category that integrate seamlessly. The philosophy is simple: automate the grunt work, personalize at scale, and keep humans focused on relationships and deals."}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"The stack works in layers: data enrichment feeds outreach execution, AI powers personalization, and everything syncs to the CRM. 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GTM consultants build you assets. If you need someone to run campaigns, hire an agency. If you need someone to figure out which campaigns are worth running—and build the infrastructure to scale what works—hire a consultant. For most scaling B2B companies, the latter creates 10x more long-term value."}),e.jsx("p",{className:"text-[18px] text-foreground font-semibold",children:"Amplify. Automate. 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This guide distills that operator experience into a surgical framework for AI SDR implementation. 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Unlike chatbots, AI SDRs replace manual prospecting grunt work while humans focus on closing warm conversations."]})]}),e.jsxs("div",{className:"bg-gradient-to-r from-accent/10 to-primary/10 border-l-4 border-accent rounded-r-lg p-6 mb-12",children:[e.jsxs("h3",{className:"text-lg font-bold mb-3 text-foreground flex items-center gap-2",children:[e.jsx(Ue,{className:"h-5 w-5 text-accent"}),"What ROI Can You Expect?"]}),e.jsxs("p",{className:"text-[18px] text-foreground leading-relaxed font-medium",children:[e.jsx("strong",{children:"Companies implementing AI SDR systems see 10x ROI within 90 days when they nail the 'Land' phase before scaling."})," The key isn't volume—it's proving unit economics work first. My clients reduce manual prospecting costs by 80%, increase outreach 5-10x, and improve reply rates through hyper-personalization. But rushing expansion with broken funnels destroys value fast."]})]}),e.jsxs("section",{className:"mb-12","data-section":"section-1",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"1. What is an AI SDR?"}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["Let me be clear: an AI SDR is ",e.jsx("strong",{className:"text-foreground",children:"not a chatbot"}),". It's an autonomous agent that handles the grunt work of sales development—the research, the data hygiene, the first-touch sequences—so your human reps can focus on what they're actually good at: building relationships and closing deals."]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:`From my experience scaling companies from zero to $15M ARR, I've learned that the bottleneck is never "not enough emails sent." It's always targeting, timing, and relevance. AI SDRs solve this by processing intent signals and enrichment data that would take a human SDR days to compile manually.`}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"What an AI SDR Actually Does:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Prospect Research:"})," Scans LinkedIn, company websites, funding databases, job postings"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Data Enrichment:"})," Waterfalls through 50+ sources to verify emails and phone numbers"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Intent Detection:"})," Identifies buying signals like tech stack changes or new hires"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Sequence Execution:"})," Runs personalized multi-channel outreach at scale"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Reply Classification:"})," Routes warm responses to humans, handles objections autonomously"]})]})]}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:["For a deeper dive into building the technical stack, check out my guide on ",e.jsx(T,{to:"/ai-automation",className:"text-primary hover:underline font-medium",children:"AI Automation for GTM"}),"."]})]}),e.jsxs("section",{className:"mb-12","data-section":"section-2",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"2. The 'Throttled Growth' Philosophy"}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["Here's the uncomfortable truth I tell every founder I work with: ",e.jsx("strong",{className:"text-foreground",children:"Scaling is a death sentence if unit economics are broken."})]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"As a founder, operator, and active mentor to founders, I've seen dozens of startups pour fuel on leaky buckets. They automate outbound before proving conversion. They 10x volume before fixing their messaging. They hire SDRs before the founder has a repeatable close pattern."}),e.jsx("div",{className:"border-l-4 border-destructive pl-4 my-8",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium italic",children:`"The fastest way to burn cash isn't overspending on ads—it's scaling a sales motion that doesn't convert."`})}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"My philosophy is 'Throttled Growth.' Constrain your volume until you've proven the revenue engine works. Measure CAC payback at every stage. Only release the throttle when you're confident each dollar in generates three dollars out."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"Signs Your Engine Isn't Ready for Scale:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsx("li",{children:"• CAC payback > 18 months"}),e.jsx("li",{children:"• Reply rates below 3% on targeted lists"}),e.jsx("li",{children:"• No consistent close pattern across deal sizes"}),e.jsx("li",{children:"• Founder still closing 80%+ of deals"}),e.jsx("li",{children:"• Churn eating more than expansion revenue"})]})]})]}),e.jsxs("section",{className:"mb-12","data-section":"section-3",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"3. The 'Crawl, Walk, Run' Framework"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"I use a three-phase methodology with every client. It's designed to prevent the most common failure mode: scaling broken systems."}),e.jsxs("div",{className:"space-y-6 mb-8",children:[e.jsxs("div",{className:"bg-card border border-border rounded-lg p-6",children:[e.jsxs("div",{className:"flex items-center gap-3 mb-3",children:[e.jsx("div",{className:"w-10 h-10 rounded-full bg-primary/20 flex items-center justify-center",children:e.jsx("span",{className:"font-bold text-primary",children:"1"})}),e.jsx("h4",{className:"text-xl font-semibold text-foreground",children:"CRAWL: Prove the Conversion"})]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:"Send 100 manually-crafted sequences to your ideal customer profile. No automation. Track open rates, reply rates, meeting conversion, and close rates. If you can't close at least 2-3 deals from 100 targeted touches, you have a targeting or messaging problem—not a volume problem."})]}),e.jsxs("div",{className:"bg-card border border-border rounded-lg p-6",children:[e.jsxs("div",{className:"flex items-center gap-3 mb-3",children:[e.jsx("div",{className:"w-10 h-10 rounded-full bg-primary/20 flex items-center justify-center",children:e.jsx("span",{className:"font-bold text-primary",children:"2"})}),e.jsx("h4",{className:"text-xl font-semibold text-foreground",children:"WALK: Automate the Winners"})]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:"Take the sequences that converted and systematize them. Build AI templates from your winning messages. Implement Clay for enrichment, Instantly for delivery. Scale to 500-1,000 contacts/month. Measure CAC payback religiously. The goal: prove you can maintain conversion at 5x volume."})]}),e.jsxs("div",{className:"bg-card border border-border rounded-lg p-6",children:[e.jsxs("div",{className:"flex items-center gap-3 mb-3",children:[e.jsx("div",{className:"w-10 h-10 rounded-full bg-primary/20 flex items-center justify-center",children:e.jsx("span",{className:"font-bold text-primary",children:"3"})}),e.jsx("h4",{className:"text-xl font-semibold text-foreground",children:"RUN: Scale What's Profitable"})]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:"Only now do you release the throttle. Multi-channel expansion. LinkedIn automation. Intent-based triggers. Outbound at 5,000+ contacts/month. But you've earned this—every dollar spent has a predictable return because you validated the engine in phases 1 and 2."})]})]}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:["Assess your current GTM maturity with our ",e.jsx(T,{to:"/resources/saas-gtm-checklist",className:"text-primary hover:underline font-medium",children:"free B2B SaaS GTM Checklist"}),"."]})]}),e.jsxs("section",{className:"mb-12","data-section":"section-4",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"4. The War Story: 533% Growth in 90 Days"}),e.jsxs("div",{className:"bg-gradient-to-br from-primary/15 via-accent/10 to-primary/5 border-2 border-primary/30 rounded-xl p-8 mb-8 shadow-elegant",children:[e.jsxs("div",{className:"flex items-center gap-3 mb-4",children:[e.jsx("div",{className:"w-12 h-12 rounded-full bg-primary/20 flex items-center justify-center",children:e.jsx(Ge,{className:"h-6 w-6 text-primary"})}),e.jsx("h4",{className:"text-xl font-bold text-foreground",children:"The $1M Surprise: A 533% Growth Story"})]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-4",children:"A Series A SaaS company came to me hemorrhaging cash on SDR hires. Four reps, $400K fully loaded, generating 15 qualified meetings per month. The board wanted to hire two more. I said no."}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-4",children:["The problem wasn't volume—it was ",e.jsx("strong",{className:"text-foreground",children:"leaky buckets"})," everywhere. Their ICP was too broad. Their messaging was generic. Their intent signals were non-existent. They were spraying emails at companies that would never buy."]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-4",children:"We implemented a strict 'Land' phase. Narrowed ICP to companies with specific tech stack signals. Built intent triggers around job postings and funding rounds. Created hyper-personalized sequences that referenced recent company moves."}),e.jsxs("div",{className:"bg-background/60 rounded-lg p-4 mb-4",children:[e.jsx("p",{className:"text-[18px] font-semibold text-foreground",children:"The results in 90 days:"}),e.jsxs("ul",{className:"space-y-1 mt-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• Qualified meetings: 15/month → 95/month (",e.jsx("strong",{className:"text-primary",children:"533% increase"}),")"]}),e.jsx("li",{children:"• SDR team: 4 reps → 2 reps + AI automation"}),e.jsxs("li",{children:["• Pipeline value: $800K → $4.2M (",e.jsx("strong",{className:"text-primary",children:"5.25x growth"}),")"]}),e.jsx("li",{children:"• CAC payback: 22 months → 8 months"})]})]}),e.jsxs("p",{className:"text-[18px] text-foreground font-medium",children:["The 10x ROI didn't come from sending more emails. It came from ruthlessly validating the 'Land' phase before ever thinking about 'Expand.' The ",e.jsx("strong",{children:"revenue engine"})," worked because we fixed the targeting before scaling the volume."]})]})]}),e.jsx("section",{className:"mb-12",children:e.jsxs("div",{className:"bg-gradient-to-r from-destructive/10 via-destructive/5 to-background border-2 border-destructive/30 rounded-xl p-8 text-center",children:[e.jsxs("div",{className:"flex items-center justify-center gap-2 mb-4",children:[e.jsx(ZS,{className:"h-8 w-8 text-destructive"}),e.jsx("h4",{className:"text-2xl font-bold text-foreground",children:"Is Your GTM Engine Leaking Revenue?"})]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6 max-w-2xl mx-auto",children:"Most founders don't know where their funnel breaks. Before you scale outbound, get a surgical diagnosis of your GTM bottlenecks. I'll show you exactly where the leaky buckets are."}),e.jsxs(R,{variant:"hero",size:"lg",onClick:s,className:"bg-destructive hover:bg-destructive/90 text-destructive-foreground",children:["Book My 15-Minute GTM Audit",e.jsx(U,{className:"ml-2 h-5 w-5"})]})]})}),e.jsxs("section",{className:"mb-12","data-section":"section-5",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"5. Building Your AI SDR Stack"}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["The tech stack matters less than most vendors want you to believe. What matters is the ",e.jsx("strong",{className:"text-foreground",children:"integration architecture"}),"—how data flows from enrichment to personalization to delivery."]}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"My Recommended 2026 Stack:"}),e.jsxs("ul",{className:"space-y-3 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Data Orchestration:"})," Clay (waterfall enrichment from 50+ sources)"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Email Infrastructure:"})," Instantly.ai or Smartlead (domain warming, rotation)"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"AI Personalization:"})," GPT-4o or Claude for context-aware messaging"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Intent Signals:"})," Apollo + Bombora for buying signals"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"CRM:"})," HubSpot for startups, Salesforce for enterprise complexity"]})]})]}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed",children:["See my complete breakdown in ",e.jsx(T,{to:"/ai-automation",className:"text-primary hover:underline font-medium",children:"Custom AI Automation for B2B Sales"}),"."]})]}),e.jsxs("section",{className:"mb-12","data-section":"section-6",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"6. Intent Signals & Targeting"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:"Volume is meaningless without targeting. The difference between 1% and 10% reply rates is almost never the email copy—it's whether you're reaching buyers at the right moment."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"High-Value Intent Signals:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Job Postings:"})," Hiring for roles your product supports signals budget and need"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Funding Rounds:"})," Fresh capital means spending—target 30-90 days post-raise"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Tech Stack Changes:"})," Switching CRMs or tools creates implementation windows"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Executive Changes:"})," New leaders want quick wins and are open to vendors"]}),e.jsxs("li",{children:["• ",e.jsx("strong",{children:"Expansion Signals:"})," New office locations, headcount growth, market entries"]})]})]}),e.jsx("div",{className:"border-l-4 border-primary pl-4",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium",children:"Rule of thumb: A prospect with two intent signals is worth 10 prospects with zero. Prioritize ruthlessly."})})]}),e.jsx("section",{className:"mb-12","data-section":"bottom-line",children:e.jsxs("div",{className:"bg-card border-2 border-primary/30 rounded-xl p-8",children:[e.jsxs("h3",{className:"text-2xl font-bold mb-6 text-foreground flex items-center gap-3",children:[e.jsx(O,{className:"h-7 w-7 text-primary"}),"The Bottom Line"]}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-4",children:"AI SDR automation isn't about replacing humans—it's about removing the grunt work so your team can focus on what actually closes deals: relationships and conversations."}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-4",children:"But the tech is worthless if your unit economics don't work. Use the 'Crawl, Walk, Run' methodology. Validate before you scale. Fix the leaky buckets before you pour in volume."}),e.jsxs("p",{className:"text-[18px] text-foreground font-medium",children:["The companies winning in 2026 aren't the ones sending the most emails. They're the ones with ",e.jsx("strong",{children:"revenue engines that convert"}),"—and AI SDRs are just the fuel."]})]})}),e.jsx(dt,{faqs:i}),e.jsx("div",{className:"mt-12 p-6 bg-card border border-border rounded-lg",children:e.jsx("div",{className:"flex items-start gap-4",children:e.jsxs("div",{className:"flex-1",children:[e.jsxs("h4",{className:"font-semibold text-foreground mb-1",children:["Written by ",e.jsx(T,{to:"/about",className:"text-primary hover:underline",children:"Daniel Scalisi"})]}),e.jsx("p",{className:"text-sm text-muted-foreground mb-3",children:"Managing Director, Scaling Technology Partners"}),e.jsx("p",{className:"text-[16px] text-muted-foreground leading-relaxed",children:"Founder, operator, and active mentor who's scaled companies from zero to $15M ARR. GTM specialist focused on helping B2B SaaS founders build revenue engines that actually work. Based in Los Angeles."})]})})}),e.jsxs("div",{className:"mt-8 p-6 bg-muted/30 rounded-lg",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-4",children:"Continue Learning:"}),e.jsxs("div",{className:"grid gap-3",children:[e.jsxs(T,{to:"/ai-automation",className:"flex items-center gap-2 text-primary hover:underline font-medium",children:[e.jsx(U,{className:"h-4 w-4"}),"Custom AI Automation for B2B Sales & GTM Operations"]}),e.jsxs(T,{to:"/resources/saas-gtm-checklist",className:"flex items-center gap-2 text-primary hover:underline font-medium",children:[e.jsx(U,{className:"h-4 w-4"}),"Free B2B SaaS GTM Audit & Scaling Checklist"]}),e.jsxs(T,{to:"/insights/2026-ai-outbound-stack",className:"flex items-center gap-2 text-primary hover:underline font-medium",children:[e.jsx(U,{className:"h-4 w-4"}),"The Modern AI Outbound Stack: Clay, Instantly.ai & GPT-4o"]})]})]})]})]})})}),e.jsx(gt,{}),e.jsx(ue,{})]})]})},_N=[{name:"Home",path:"/"},{name:"Resources",path:"/insights"},{name:"Insights",path:"/insights"},{name:"GTM Strategy Framework",path:"/insights/gtm-strategy-framework"}],D7=()=>{const[t,n]=p.useState(""),{openCalendly:s}=Ae();p.useEffect(()=>{window.scrollTo(0,0);const c=setTimeout(()=>{window.prerenderReady=!0},500);return()=>clearTimeout(c)},[]),p.useEffect(()=>{const c=()=>{const d=document.querySelectorAll("[data-section]");let u="";d.forEach(m=>{m.getBoundingClientRect().top<200&&(u=m.getAttribute("data-section")||"")}),n(u)};return window.addEventListener("scroll",c),()=>window.removeEventListener("scroll",c)},[]);const r=c=>{const d=document.querySelector(`[data-section="${c}"]`);if(d){const m=d.getBoundingClientRect().top+window.pageYOffset;window.scrollTo({top:m-96,behavior:"smooth"})}},a={"@context":"https://schema.org","@graph":[{"@type":"Article",headline:"The Throttled Growth Framework: A Surgical Approach to Scaling",description:"Master the Throttled Growth Framework for B2B SaaS scaling. Surgical ICP rebuilds, messaging overhauls, and AI-driven efficiency delivering 60% cost reduction and 5X output.",image:"https://scalingtechnologypartners.com/assets/gtm-strategy-framework-hero.jpg",author:{"@type":"Person",name:"Daniel Scalisi",jobTitle:"Managing Director",url:"https://scalingtechnologypartners.com/about"},publisher:{"@type":"Organization",name:"Scaling Technology Partners"},datePublished:"2026-02-09T12:00:00",dateModified:"2026-02-09T12:00:00",mainEntityOfPage:{"@type":"WebPage","@id":"https://scalingtechnologypartners.com/insights/gtm-strategy-framework"}},ze(_N)]},i=[{"@type":"Question",name:"What is the Throttled Growth Framework?",acceptedAnswer:{"@type":"Answer",text:"The Throttled Growth Framework is a surgical methodology for scaling B2B companies. 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The Throttled Growth Framework is a surgical methodology I've developed from 20+ years of scaling companies: constrain growth until unit economics are proven, rebuild ICP and messaging from the studs up, then deploy AI-driven systems that cut costs 60% and multiply output 5X."})]}),e.jsx("figure",{children:e.jsx("img",{src:TP,alt:"GTM Strategy Framework - Throttled Growth methodology for B2B SaaS scaling",width:1200,height:384,loading:"eager",decoding:"async",className:"w-full h-64 md:h-96 object-cover rounded-lg shadow-elegant mb-8"})}),e.jsxs("div",{className:"bg-primary/5 border border-primary/20 rounded-lg p-6 md:p-8 mb-12",children:[e.jsxs("h3",{className:"text-xl font-bold mb-4 text-foreground flex items-center gap-2",children:[e.jsx(O,{className:"h-6 w-6 text-primary"}),"Key Takeaways"]}),e.jsx("ul",{className:"space-y-3",children:o.map((c,d)=>e.jsxs("li",{className:"flex items-start gap-3 text-[18px] leading-relaxed text-muted-foreground",children:[e.jsx("span",{className:"text-primary font-bold mt-1",children:"•"}),e.jsx("span",{children:c})]},d))})]})]})})}),e.jsx("article",{className:"pb-16",children:e.jsx("div",{className:"container mx-auto px-6",children:e.jsxs("div",{className:"max-w-6xl mx-auto flex flex-col lg:flex-row gap-8",children:[e.jsx("aside",{className:"hidden lg:block lg:w-64 flex-shrink-0",children:e.jsxs("div",{className:"sticky top-24",children:[e.jsx("h4",{className:"text-sm font-semibold text-muted-foreground uppercase tracking-wider mb-4",children:"Table of Contents"}),e.jsx("nav",{className:"space-y-2",children:l.map(c=>e.jsx("button",{onClick:()=>r(c.id),className:`block w-full text-left text-sm py-2 px-3 rounded-md transition-all ${t===c.id?"bg-primary/10 text-primary font-medium":"text-muted-foreground hover:text-foreground hover:bg-muted/50"}`,children:c.title},c.id))})]})}),e.jsxs("div",{className:"flex-1 max-w-3xl",children:[e.jsxs("div",{className:"bg-gradient-to-r from-primary/10 to-accent/10 border-l-4 border-primary rounded-r-lg p-6 mb-12",children:[e.jsxs("h3",{className:"text-lg font-bold mb-3 text-foreground flex items-center gap-2",children:[e.jsx(Ge,{className:"h-5 w-5 text-primary"}),"What is the Throttled Growth Framework?"]}),e.jsxs("p",{className:"text-[18px] text-foreground leading-relaxed font-medium",children:[e.jsx("strong",{children:"The Throttled Growth Framework is a surgical methodology that constrains scaling velocity until unit economics are proven, then deploys AI-driven systems to accelerate growth."}),' Unlike "growth at all costs" approaches, it sequences ICP refinement, messaging rebuilds, and automation deployment to prevent the #1 startup killer: scaling broken funnels.']})]}),e.jsxs("div",{className:"bg-gradient-to-r from-accent/10 to-primary/10 border-l-4 border-accent rounded-r-lg p-6 mb-12",children:[e.jsxs("h3",{className:"text-lg font-bold mb-3 text-foreground flex items-center gap-2",children:[e.jsx(Ue,{className:"h-5 w-5 text-accent"}),"What Results Does This Framework Deliver?"]}),e.jsxs("p",{className:"text-[18px] text-foreground leading-relaxed font-medium",children:[e.jsx("strong",{children:"Companies implementing the Throttled Growth Framework achieve 60% operational cost reduction and 5X output increases within 90 days."})," These results come from eliminating manual bottlenecks through AI automation—but only after the foundational ICP and messaging work ensures every automated motion targets the right buyer with the right message."]})]}),e.jsxs("section",{className:"mb-12","data-section":"section-1",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"1. The Problem with 'Growth'"}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["Let me be direct: ",e.jsx("strong",{className:"text-foreground",children:"most B2B companies don't have a growth problem—they have a foundation problem."})," They're pouring resources into GTM motions built on shaky ICP definitions and messaging that doesn't resonate with actual buyers."]}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["I've spent 20+ years as a founder, operator, and mentor watching this pattern repeat. A startup gets early traction through ",e.jsx(T,{to:"/from0to1scaling",className:"text-primary font-medium hover:underline",children:"founder-led hustle"}),', then tries to "scale" by hiring SDRs and blasting more outbound. Revenue flatlines. CAC explodes. The board gets nervous.']}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["The problem isn't the team or the tech. It's the sequence. They're trying to scale before proving what actually works. 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The companies I've scaled fastest were the ones who spent the most time getting the foundation right before releasing the throttle."}),e.jsxs("div",{className:"grid md:grid-cols-3 gap-4 mb-8",children:[e.jsxs("div",{className:"bg-primary/5 border border-primary/20 rounded-lg p-5 text-center",children:[e.jsx(Ge,{className:"h-8 w-8 text-primary mx-auto mb-3"}),e.jsx("h4",{className:"font-bold text-foreground mb-2",children:"Diagnose"}),e.jsx("p",{className:"text-sm text-muted-foreground",children:"Audit current ICP, messaging, and conversion mechanics"})]}),e.jsxs("div",{className:"bg-primary/5 border border-primary/20 rounded-lg p-5 text-center",children:[e.jsx($3,{className:"h-8 w-8 text-primary mx-auto mb-3"}),e.jsx("h4",{className:"font-bold text-foreground mb-2",children:"Design"}),e.jsx("p",{className:"text-sm text-muted-foreground",children:"Rebuild ICP, narrative, and GTM strategy from first principles"})]}),e.jsxs("div",{className:"bg-primary/5 border border-primary/20 rounded-lg p-5 text-center",children:[e.jsx(st,{className:"h-8 w-8 text-primary mx-auto mb-3"}),e.jsx("h4",{className:"font-bold text-foreground mb-2",children:"Deploy"}),e.jsx("p",{className:"text-sm text-muted-foreground",children:"Implement AI-driven automation on the proven foundation"})]})]}),e.jsx("div",{className:"border-l-4 border-destructive pl-4 my-8",children:e.jsx("p",{className:"text-[18px] text-foreground font-medium italic",children:`"The fastest way to burn cash isn't overspending on ads—it's scaling a sales motion that doesn't convert."`})})]}),e.jsxs("section",{className:"mb-12","data-section":"section-3",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"3. 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Most companies discover their ICP is too broad, their messaging is feature-focused instead of outcome-focused, and their sales process has invisible leaks."}),e.jsxs("div",{className:"bg-muted/30 rounded-lg p-6 mb-6",children:[e.jsx("h4",{className:"font-semibold text-foreground mb-3",children:"The Diagnostic Checklist:"}),e.jsxs("ul",{className:"space-y-2 text-[18px] text-muted-foreground",children:[e.jsxs("li",{className:"flex items-start gap-2",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 shrink-0"})," Win/loss analysis across last 50 deals"]}),e.jsxs("li",{className:"flex items-start gap-2",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 shrink-0"})," ICP validation against actual closed-won customers"]}),e.jsxs("li",{className:"flex items-start gap-2",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 shrink-0"})," Message-market fit testing with A/B outbound sequences"]}),e.jsxs("li",{className:"flex items-start gap-2",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 shrink-0"})," Pipeline stage conversion rates and time-in-stage metrics"]}),e.jsxs("li",{className:"flex items-start gap-2",children:[e.jsx(O,{className:"h-5 w-5 text-primary mt-1 shrink-0"})," CAC payback period calculation by channel and segment"]})]})]})]}),e.jsxs("div",{className:"bg-gradient-to-br from-primary/5 to-accent/5 border border-primary/20 rounded-xl p-8 mb-12 relative overflow-hidden",children:[e.jsx(Nw,{className:"absolute top-4 right-4 h-16 w-16 text-primary/10"}),e.jsxs("div",{className:"relative",children:[e.jsxs("p",{className:"text-[18px] text-foreground leading-relaxed italic mb-6",children:[`"Scaling Tech Partners didn't just tune up our messaging... `,e.jsx("strong",{children:"he tore it down and rebuilt it from the studs up"}),'. In 90 days, he rebuilt our entire brand narrative, refined our ICP, rebuilt our GTM strategy, and stood up a fully automated outbound SDR engine that actually works. In a world full of grifters, Danny is the rare guy who delivers real strategy and real execution."']}),e.jsxs("div",{className:"flex items-center gap-3",children:[e.jsx("div",{className:"h-10 w-10 rounded-full bg-primary/10 flex items-center justify-center text-primary font-bold text-sm",children:"R"}),e.jsxs("div",{children:[e.jsx("p",{className:"font-semibold text-foreground",children:"Robert"}),e.jsx("p",{className:"text-sm text-muted-foreground",children:"Sobo.ai"})]})]})]})]}),e.jsxs("section",{className:"mb-12","data-section":"section-4",children:[e.jsx("h3",{className:"text-2xl font-bold mb-6 text-foreground",children:"4. Phase 2: Design — Rebuilding from the Studs Up"}),e.jsxs("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:["This is where most consultants stop at surface-level tweaks. The Throttled Growth approach is different: ",e.jsx("strong",{className:"text-foreground",children:"we tear it down to the foundation and rebuild."})]}),e.jsx("h4",{className:"text-xl font-bold mb-4 text-foreground",children:"ICP Reconstruction"}),e.jsx("p",{className:"text-[18px] text-muted-foreground leading-relaxed mb-6",children:`Your ICP isn't "mid-market SaaS companies." It's the specific combination of company signals, buyer personas, and timing indicators that predict a high-probability close. 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