{"id":973,"date":"2026-04-23T08:52:00","date_gmt":"2026-04-22T23:52:00","guid":{"rendered":"https:\/\/blog.gbase.ai\/gtm\/?p=973"},"modified":"2026-04-24T00:57:19","modified_gmt":"2026-04-23T15:57:19","slug":"eigyo-mokuhyou-guide","status":"publish","type":"post","link":"https:\/\/blog.gbase.ai\/gtm\/eigyo-mokuhyou-guide\/","title":{"rendered":"\u55b6\u696d\u76ee\u6a19\u306e\u8a2d\u5b9a\u30fb\u7ba1\u7406\u30fb\u9054\u6210\u3092\u5b8c\u5168\u30ac\u30a4\u30c9\uff5cKPI\u8a2d\u8a08\u304b\u3089PDCA\u307e\u3067"},"content":{"rendered":"<p>\u300c\u76ee\u6a19\u3092\u3069\u3046\u8a2d\u5b9a\u3059\u308c\u3070\u9054\u6210\u7387\u304c\u4e0a\u304c\u308b\u306e\u304b\u300d\u300c\u62c5\u5f53\u8005\u306b\u76ee\u6a19\u3092\u8179\u843d\u3061\u3055\u305b\u308b\u306b\u306f\u3069\u3046\u3059\u308c\u3070\u826f\u3044\u304b\u300d\u2014\u2014\u55b6\u696d\u30de\u30cd\u30fc\u30b8\u30e3\u30fc\u304c\u6700\u3082\u60a9\u3080\u30c6\u30fc\u30de\u306e\u4e00\u3064\u304c\u55b6\u696d\u76ee\u6a19\u306e\u8a2d\u8a08\u3068\u7ba1\u7406\u3060\u3002\u9ad8\u3059\u304e\u308b\u76ee\u6a19\u306f\u62c5\u5f53\u8005\u306e\u30e2\u30c1\u30d9\u30fc\u30b7\u30e7\u30f3\u3092\u596a\u3044\u3001\u4f4e\u3059\u304e\u308b\u76ee\u6a19\u306f\u6210\u9577\u306e\u6a5f\u4f1a\u3092\u5931\u3046\u3002\u672c\u8a18\u4e8b\u3067\u306f\u3001BtoB\u55b6\u696d\u7d44\u7e54\u306b\u304a\u3051\u308b\u76ee\u6a19\u8a2d\u5b9a\u306e\u8003\u3048\u65b9\u30fbKPI\u306e\u8a2d\u8a08\u30fb\u9032\u6357\u7ba1\u7406\u306e\u4ed5\u7d44\u307f\u30fb\u672a\u9054\u6642\u306e\u5bfe\u51e6\u6cd5\u3092\u4f53\u7cfb\u7684\u306b\u89e3\u8aac\u3059\u308b\u3002<\/p>\n<div style=\"background: linear-gradient(135deg, #DC2626 0%, #991B1B 100%); border-radius: 12px; padding: 32px; margin: 32px 0; text-align: center; color: white;\">\n<h3 style=\"font-size: 1.4em; font-weight: bold; margin-bottom: 12px; color: white;\">GBase GTM\u3067\u55b6\u696d\u76ee\u6a19\u306e\u9054\u6210\u3092\u52a0\u901f\u3059\u308b<\/h3>\n<p style=\"margin-bottom: 20px; opacity: 0.9;\">500\u4e07\u793e\u4ee5\u4e0a\u306e\u4f01\u696d\u30c7\u30fc\u30bf\u30d9\u30fc\u30b9\u3067\u3001\u76ee\u6a19\u9054\u6210\u306b\u5fc5\u8981\u306a\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u3092AI\u304c\u81ea\u52d5\u69cb\u7bc9\u3057\u307e\u3059<\/p>\n<p>  <a href=\"https:\/\/s.gbase.ai\/\" style=\"display: inline-block; background: white; color: #DC2626; font-weight: bold; padding: 12px 32px; border-radius: 8px; text-decoration: none;\" target=\"_blank\" rel=\"noopener\">\u7121\u6599\u3067\u59cb\u3081\u308b \u2192<\/a>\n<\/div>\n<h2 class=\"wp-block-heading\">\u55b6\u696d\u76ee\u6a19\u8a2d\u5b9a\u306e3\u3064\u306e\u30a2\u30d7\u30ed\u30fc\u30c1<\/h2>\n<p>\u55b6\u696d\u76ee\u6a19\u306e\u8a2d\u5b9a\u65b9\u6cd5\u306b\u306f\u4e3b\u306b3\u3064\u306e\u30a2\u30d7\u30ed\u30fc\u30c1\u304c\u3042\u308b\u3002<\/p>\n<p><strong>\u30c8\u30c3\u30d7\u30c0\u30a6\u30f3\u578b<\/strong><br \/>\n\u7d4c\u55b6\u76ee\u6a19\uff08\u58f2\u4e0a\u30fb\u6210\u9577\u7387\uff09\u3092\u57fa\u306b\u3001\u90e8\u9580\u2192\u30c1\u30fc\u30e0\u2192\u500b\u4eba\u3068\u5206\u89e3\u3057\u3066\u3044\u304f\u3002\u7d4c\u55b6\u306e\u610f\u56f3\u3092\u53cd\u6620\u3057\u3084\u3059\u3044\u304c\u3001\u73fe\u5834\u306e\u5b9f\u614b\u3068\u4e56\u96e2\u3059\u308b\u30ea\u30b9\u30af\u304c\u3042\u308b\u3002<\/p>\n<p><strong>\u30dc\u30c8\u30e0\u30a2\u30c3\u30d7\u578b<\/strong><br \/>\n\u5404\u62c5\u5f53\u8005\u306e\u524d\u671f\u5b9f\u7e3e\u30fb\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u30fb\u696d\u7e3e\u4e88\u6e2c\u3092\u7a4d\u307f\u4e0a\u3052\u3066\u7d44\u7e54\u76ee\u6a19\u3092\u8a2d\u5b9a\u3059\u308b\u3002\u73fe\u5b9f\u7684\u306a\u6570\u5024\u306b\u306a\u308b\u304c\u3001\u76ee\u6a19\u304c\u300c\u306c\u308b\u304f\u300d\u306a\u308a\u3084\u3059\u3044\u3002<\/p>\n<p><strong>\u30cf\u30a4\u30d6\u30ea\u30c3\u30c9\u578b\uff08\u63a8\u5968\uff09<\/strong><br \/>\n\u7d4c\u55b6\u76ee\u6a19\u306e\u30c8\u30c3\u30d7\u30c0\u30a6\u30f3\u3068\u73fe\u5834\u306e\u7a4d\u307f\u4e0a\u3052\u3092\u64e6\u308a\u5408\u308f\u305b\u3066\u6700\u7d42\u76ee\u6a19\u3092\u6c7a\u3081\u308b\u3002\u4e21\u8005\u306e\u30ae\u30e3\u30c3\u30d7\u3092\u300c\u30c1\u30e3\u30ec\u30f3\u30b8\u76ee\u6a19\u300d\u3068\u3057\u3066\u8a2d\u5b9a\u3057\u3001\u9054\u6210\u624b\u6bb5\u3092\u30bb\u30c3\u30c8\u3067\u8b70\u8ad6\u3059\u308b\u3053\u3068\u3067\u8179\u843d\u3061\u611f\u3092\u751f\u3080\u3002<\/p>\n<p><a href=\"https:\/\/s.gbase.ai\/blog\/data-driven-sales\/\" target=\"_blank\" rel=\"noopener\">\u30c7\u30fc\u30bf\u30c9\u30ea\u30d6\u30f3\u55b6\u696d<\/a>\u3092\u5b9f\u8df5\u3057\u3066\u3044\u308b\u4f01\u696d\u3067\u306f\u3001\u904e\u53bb\u306e\u53d7\u6ce8\u7387\u30fb\u5546\u8ac7\u30b5\u30a4\u30af\u30eb\u30fb\u5e73\u5747\u53d7\u6ce8\u5358\u4fa1\u306e\u30c7\u30fc\u30bf\u3092\u57fa\u306b\u3001\u76ee\u6a19\u9054\u6210\u306b\u5fc5\u8981\u306a\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u898f\u6a21\u3092\u9006\u7b97\u3067\u8a2d\u5b9a\u3059\u308b\u30a2\u30d7\u30ed\u30fc\u30c1\u304c\u6a19\u6e96\u5316\u3055\u308c\u3066\u3044\u308b\u3002<\/p>\n<figure class=\"wp-block-image\"><img decoding=\"async\" alt=\"\u55b6\u696d\u76ee\u6a19\u306e\u6bd4\u8f03\u8868\uff5c\u30a2\u30d7\u30ed\u30fc\u30c1\u5225\u306e\u7279\u5fb4\u3068\u9078\u3073\u65b9\" src=\"https:\/\/blog.gbase.ai\/gtm\/wp-content\/uploads\/sites\/7\/2026\/03\/info-eigyo-mokuhyou-guide-1.png\" \/><\/figure>\n<h2 class=\"wp-block-heading\">SMART\u306a\u55b6\u696d\u76ee\u6a19\u306e\u8a2d\u8a08<\/h2>\n<p>\u300c\u4eca\u671f\u306f\u9811\u5f35\u308b\u300d\u3068\u3044\u3046\u66d6\u6627\u306a\u76ee\u6a19\u306f\u6a5f\u80fd\u3057\u306a\u3044\u3002\u52b9\u679c\u7684\u306a\u76ee\u6a19\u306f\u300cSMART\u300d\u306e5\u57fa\u6e96\u3092\u6e80\u305f\u3059\u5fc5\u8981\u304c\u3042\u308b\u3002<\/p>\n<figure class=\"wp-block-table\">\n<table>\n<thead>\n<tr>\n<th>\u8981\u7d20<\/th>\n<th>\u610f\u5473<\/th>\n<th>\u55b6\u696d\u76ee\u6a19\u3078\u306e\u9069\u7528\u4f8b<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td>Specific\uff08\u5177\u4f53\u7684\uff09<\/td>\n<td>\u8ab0\u304c\u898b\u3066\u3082\u660e\u78ba<\/td>\n<td>\u300c\u65b0\u898f\u53d7\u6ce8\u984d\u3092\u5897\u3084\u3059\u300d\u2192\u300c\u65b0\u898f\u53d7\u6ce8ARR 3,600\u4e07\u5186\u300d<\/td>\n<\/tr>\n<tr>\n<td>Measurable\uff08\u6e2c\u5b9a\u53ef\u80fd\uff09<\/td>\n<td>\u6570\u5024\u3067\u78ba\u8a8d\u3067\u304d\u308b<\/td>\n<td>\u6708\u6b21\u53d7\u6ce8\u984d\u3092SFA\u3067\u8a08\u6e2c<\/td>\n<\/tr>\n<tr>\n<td>Achievable\uff08\u9054\u6210\u53ef\u80fd\uff09<\/td>\n<td>\u73fe\u5b9f\u7684\u306a\u30b9\u30c8\u30ec\u30c3\u30c1<\/td>\n<td>\u524d\u671f\u6bd4120\u301c130%\u306e\u8a2d\u5b9a<\/td>\n<\/tr>\n<tr>\n<td>Relevant\uff08\u95a2\u9023\u6027\uff09<\/td>\n<td>\u7d4c\u55b6\u76ee\u6a19\u3068\u9023\u52d5\u3057\u3066\u3044\u308b<\/td>\n<td>\u5168\u793e\u58f2\u4e0a\u76ee\u6a19\u306e\u55b6\u696d\u30c1\u30fc\u30e0\u5206\u62c5<\/td>\n<\/tr>\n<tr>\n<td>Time-bound\uff08\u671f\u9650\u4ed8\u304d\uff09<\/td>\n<td>\u660e\u78ba\u306a\u671f\u65e5\u304c\u3042\u308b<\/td>\n<td>\u7b2c2\u56db\u534a\u671f\u672b\uff086\u670830\u65e5\uff09\u307e\u3067<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/figure>\n<h2 class=\"wp-block-heading\">\u55b6\u696d\u76ee\u6a19\u306eKPI\u5206\u89e3\uff1a\u7d50\u679c\u6307\u6a19\u3068\u5148\u884c\u6307\u6a19<\/h2>\n<p>\u55b6\u696d\u76ee\u6a19\u3092\u300c\u53d7\u6ce8\u984d\u300d\u3068\u3044\u3046\u7d50\u679c\u6307\u6a19\u3060\u3051\u3067\u7ba1\u7406\u3059\u308b\u3068\u3001\u6708\u672b\u306b\u306a\u308b\u307e\u3067\u9054\u6210\u53ef\u5426\u304c\u5206\u304b\u3089\u306a\u3044\u3002\u53d7\u6ce8\u984d\u306b\u81f3\u308b\u307e\u3067\u306e\u300c\u5148\u884c\u6307\u6a19\u300d\u3092\u8a2d\u5b9a\u3059\u308b\u3053\u3068\u3067\u3001\u65e9\u671f\u306b\u554f\u984c\u3092\u691c\u77e5\u3057\u5bfe\u51e6\u3067\u304d\u308b\u3002<\/p>\n<p><strong>\u53d7\u6ce8\u984d\u3092\u6c7a\u3081\u308b\u65b9\u7a0b\u5f0f<\/strong><br \/>\n\u53d7\u6ce8\u984d \uff1d \u5546\u8ac7\u6570 \u00d7 \u53d7\u6ce8\u7387 \u00d7 \u5e73\u5747\u53d7\u6ce8\u5358\u4fa1<\/p>\n<p>\u3053\u306e\u65b9\u7a0b\u5f0f\u306e\u5404\u5909\u6570\u3092KPI\u3068\u3057\u3066\u8a2d\u5b9a\u3057\u3001\u9031\u6b21\u3067\u30e2\u30cb\u30bf\u30ea\u30f3\u30b0\u3059\u308b\u3002<\/p>\n<figure class=\"wp-block-table\">\n<table>\n<thead>\n<tr>\n<th>KPI<\/th>\n<th>\u7a2e\u5225<\/th>\n<th>\u78ba\u8a8d\u983b\u5ea6<\/th>\n<th>\u76ee\u6a19\u672a\u9054\u6642\u306e\u30a2\u30af\u30b7\u30e7\u30f3<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td>\u65b0\u898f\u5546\u8ac7\u6570<\/td>\n<td>\u5148\u884c<\/td>\n<td>\u9031\u6b21<\/td>\n<td>\u30ea\u30b9\u30c8\u4f5c\u6210\u30fb\u30a2\u30d7\u30ed\u30fc\u30c1\u91cf\u306e\u898b\u76f4\u3057<\/td>\n<\/tr>\n<tr>\n<td>\u5546\u8ac7\u5316\u7387<\/td>\n<td>\u5148\u884c<\/td>\n<td>\u6708\u6b21<\/td>\n<td>\u30d2\u30a2\u30ea\u30f3\u30b0\u30fb\u30b9\u30af\u30ea\u30d7\u30c8\u6539\u5584<\/td>\n<\/tr>\n<tr>\n<td>\u53d7\u6ce8\u7387<\/td>\n<td>\u5148\u884c<\/td>\n<td>\u6708\u6b21<\/td>\n<td>\u63d0\u6848\u54c1\u8cea\u30fb\u7af6\u5408\u5bfe\u5fdc\u306e\u5f37\u5316<\/td>\n<\/tr>\n<tr>\n<td>\u5e73\u5747\u53d7\u6ce8\u5358\u4fa1<\/td>\n<td>\u5148\u884c<\/td>\n<td>\u56db\u534a\u671f<\/td>\n<td>\u30bf\u30fc\u30b2\u30c3\u30c8\u898f\u6a21\u30fb\u30a2\u30c3\u30d7\u30bb\u30eb\u65bd\u7b56\u306e\u898b\u76f4\u3057<\/td>\n<\/tr>\n<tr>\n<td>\u53d7\u6ce8\u984d<\/td>\n<td>\u7d50\u679c<\/td>\n<td>\u6708\u6b21<\/td>\n<td>\u5168\u5148\u884c\u6307\u6a19\u306e\u7dcf\u5408\u5bfe\u7b56<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/figure>\n<p><a href=\"https:\/\/s.gbase.ai\/blog\/funnel-guide\/\" target=\"_blank\" rel=\"noopener\">\u30d5\u30a1\u30cd\u30eb<\/a>\u306e\u5404\u30b9\u30c6\u30fc\u30b8\u3092KPI\u3068\u3057\u3066\u53ef\u8996\u5316\u3059\u308b\u3053\u3068\u3067\u3001\u3069\u306e\u30d5\u30a7\u30fc\u30ba\u306b\u554f\u984c\u304c\u3042\u308b\u304b\u304c\u4e00\u76ee\u3067\u5206\u304b\u308b\u3002<\/p>\n<figure class=\"wp-block-image\"><img decoding=\"async\" alt=\"GBase GTM\u306e\u30bf\u30fc\u30b2\u30c3\u30c8\u8a2d\u5b9a\u753b\u9762\uff5c\u55b6\u696d\u76ee\u6a19\" src=\"https:\/\/blog.gbase.ai\/gtm\/wp-content\/uploads\/sites\/7\/2026\/03\/gtm-targeting.png\" \/><\/figure>\n<figure class=\"wp-block-image\"><img decoding=\"async\" alt=\"\u55b6\u696d\u76ee\u6a19\u306e\u5b9f\u8df5\u30b9\u30c6\u30c3\u30d7\uff5c5\u3064\u306e\u624b\u9806\u3067\u6210\u679c\u3092\u51fa\u3059\u65b9\u6cd5\" src=\"https:\/\/blog.gbase.ai\/gtm\/wp-content\/uploads\/sites\/7\/2026\/03\/info-eigyo-mokuhyou-guide-2.png\" \/><\/figure>\n<h2 class=\"wp-block-heading\">\u76ee\u6a19\u304b\u3089\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u898f\u6a21\u3092\u9006\u7b97\u3059\u308b<\/h2>\n<p>\u55b6\u696d\u76ee\u6a19\u3092\u9054\u6210\u3059\u308b\u305f\u3081\u306b\u5fc5\u8981\u306a\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u898f\u6a21\u3092\u9006\u7b97\u3067\u8a08\u7b97\u3059\u308b\u65b9\u6cd5\u3092\u89e3\u8aac\u3059\u308b\u3002<\/p>\n<p><strong>\u8a08\u7b97\u4f8b<\/strong><br \/>\n&#8211; \u6708\u6b21\u53d7\u6ce8\u76ee\u6a19\uff1a1,000\u4e07\u5186<br \/>\n&#8211; \u5e73\u5747\u53d7\u6ce8\u5358\u4fa1\uff1a200\u4e07\u5186<br \/>\n&#8211; \u53d7\u6ce8\u7387\uff1a25%<br \/>\n&#8211; \u5fc5\u8981\u5546\u8ac7\u6570\uff1a1,000\u4e07\u5186 \u00f7 200\u4e07\u5186 \u00f7 25% \uff1d 20\u4ef6<br \/>\n&#8211; \u5546\u8ac7\u5316\u7387\uff1a15%<br \/>\n&#8211; \u5fc5\u8981\u521d\u56de\u30b3\u30f3\u30bf\u30af\u30c8\u6570\uff1a20\u4ef6 \u00f7 15% \uff1d 133\u4ef6<\/p>\n<p>\u3053\u306e\u9006\u7b97\u304b\u3089\u3001\u6708\u9593133\u4ef6\u306e\u30bf\u30fc\u30b2\u30c3\u30c8\u4f01\u696d\u3078\u306e\u30a2\u30d7\u30ed\u30fc\u30c1\u304c\u5fc5\u8981\u3060\u3068\u5206\u304b\u308b\u3002GBase GTM\u3067\u6bce\u6708133\u4ef6\u4ee5\u4e0a\u306e\u9ad8\u54c1\u8cea\u30bf\u30fc\u30b2\u30c3\u30c8\u30ea\u30b9\u30c8\u3092\u81ea\u52d5\u751f\u6210\u3059\u308b\u3053\u3068\u3067\u3001\u76ee\u6a19\u9054\u6210\u306b\u5fc5\u8981\u306a\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u3092\u69cb\u9020\u7684\u306b\u78ba\u4fdd\u3067\u304d\u308b\u3002<\/p>\n<h2 class=\"wp-block-heading\">\u55b6\u696d\u76ee\u6a19\u306e\u9032\u6357\u7ba1\u7406\uff1aSFA\u3092\u6d3b\u7528\u3057\u305f\u30ea\u30a2\u30eb\u30bf\u30a4\u30e0\u53ef\u8996\u5316<\/h2>\n<p><a href=\"https:\/\/s.gbase.ai\/blog\/sfa-hikaku-guide\/\" target=\"_blank\" rel=\"noopener\">SFA\u6bd4\u8f03<\/a>\u3067\u9078\u5b9a\u3057\u305fSFA\u3092\u4f7f\u3044\u3001\u4ee5\u4e0b\u306e4\u3064\u306e\u30c0\u30c3\u30b7\u30e5\u30dc\u30fc\u30c9\u3092\u8a2d\u5b9a\u3059\u308b\u3053\u3068\u3067\u3001\u76ee\u6a19\u306e\u9032\u6357\u3092\u30ea\u30a2\u30eb\u30bf\u30a4\u30e0\u3067\u7ba1\u7406\u3067\u304d\u308b\u3002<\/p>\n<p><strong>1. \u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u30c0\u30c3\u30b7\u30e5\u30dc\u30fc\u30c9<\/strong><br \/>\n\u30b9\u30c6\u30fc\u30b8\u5225\u306e\u5546\u8ac7\u6570\u30fb\u91d1\u984d\u30fb\u30af\u30ed\u30fc\u30ba\u4e88\u5b9a\u65e5\u3092\u4e00\u89a7\u8868\u793a\u3002\u9031\u6b21\u3067\u300c\u76ee\u6a19\u9054\u6210\u306b\u5fc5\u8981\u306a\u6b8b\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u300d\u3068\u306e\u5dee\u5206\u3092\u78ba\u8a8d\u3059\u308b\u3002<\/p>\n<p><strong>2. \u500b\u4eba\u5225\u9032\u6357\u30c0\u30c3\u30b7\u30e5\u30dc\u30fc\u30c9<\/strong><br \/>\n\u62c5\u5f53\u8005\u3054\u3068\u306e\u53d7\u6ce8\u984d\u30fb\u5546\u8ac7\u6570\u30fb\u6d3b\u52d5\u91cf\u3092\u6bd4\u8f03\u8868\u793a\u3002\u76ee\u6a19\u6bd4\u306e\u9032\u6357\u3092\u30d1\u30fc\u30bb\u30f3\u30c6\u30fc\u30b8\u3067\u53ef\u8996\u5316\u3057\u3001\u9045\u308c\u3066\u3044\u308b\u62c5\u5f53\u8005\u306b\u5bfe\u3057\u3066\u65e9\u671f\u30b5\u30dd\u30fc\u30c8\u3092\u5b9f\u65bd\u3059\u308b\u3002<\/p>\n<p><strong>3. \u6d3b\u52d5\u91cf\u30c0\u30c3\u30b7\u30e5\u30dc\u30fc\u30c9<\/strong><br \/>\n\u30b3\u30fc\u30eb\u6570\u30fb\u30e1\u30fc\u30eb\u9001\u4fe1\u6570\u30fb\u5546\u8ac7\u8a2d\u5b9a\u6570\u306e\u9031\u6b21\u63a8\u79fb\u3002\u6d3b\u52d5\u91cf\u304c\u76ee\u6a19\u3092\u4e0b\u56de\u3063\u3066\u3044\u308b\u62c5\u5f53\u8005\u3078\u306e\u30b3\u30fc\u30c1\u30f3\u30b0\u306b\u6d3b\u7528\u3059\u308b\u3002<\/p>\n<p><strong>4. \u4e88\u6e2c\u30c0\u30c3\u30b7\u30e5\u30dc\u30fc\u30c9<\/strong><br \/>\n\u73fe\u5728\u306e\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u3068\u30af\u30ed\u30fc\u30ba\u4e88\u5b9a\u3092\u57fa\u306b\u3001\u6708\u672b\u30fb\u56db\u534a\u671f\u672b\u306e\u53d7\u6ce8\u984d\u4e88\u6e2c\u3092\u7b97\u51fa\u3002\u7d4c\u55b6\u5831\u544a\u3068\u65e9\u671f\u5bfe\u7b56\u306e\u57fa\u790e\u30c7\u30fc\u30bf\u3068\u3057\u3066\u6d3b\u7528\u3059\u308b\u3002<\/p>\n<div style=\"background: linear-gradient(135deg, #DC2626 0%, #991B1B 100%); border-radius: 12px; padding: 32px; margin: 32px 0; text-align: center; color: white;\">\n<h3 style=\"font-size: 1.4em; font-weight: bold; margin-bottom: 12px; color: white;\">\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u3092AI\u3067\u81ea\u52d5\u69cb\u7bc9\u3059\u308b<\/h3>\n<p style=\"margin-bottom: 20px; opacity: 0.9;\">500\u4e07\u793e\u4ee5\u4e0a\u306e\u4f01\u696d\u30c7\u30fc\u30bf\u30d9\u30fc\u30b9\u3067\u3001\u76ee\u6a19\u9054\u6210\u306b\u5fc5\u8981\u306a\u5546\u8ac7\u6570\u3092AI\u304c\u81ea\u52d5\u7684\u306b\u78ba\u4fdd\u3057\u307e\u3059<\/p>\n<p>  <a href=\"https:\/\/s.gbase.ai\/\" style=\"display: inline-block; background: white; color: #DC2626; font-weight: bold; padding: 12px 32px; border-radius: 8px; text-decoration: none;\" target=\"_blank\" rel=\"noopener\">\u7121\u6599\u3067\u59cb\u3081\u308b \u2192<\/a>\n<\/div>\n<h2 class=\"wp-block-heading\">\u76ee\u6a19\u672a\u9054\u6642\u306e\u5bfe\u51e6\u6cd5\uff1a\u65e9\u671f\u691c\u77e5\u3068\u4ecb\u5165\u306e\u4ed5\u7d44\u307f<\/h2>\n<p>\u6708\u306e3\u5206\u306e1\u304c\u904e\u304e\u305f\u6642\u70b9\u3067\u76ee\u6a19\u306e30%\u672a\u9054\u306e\u5834\u5408\u3001\u6b8b\u308a\u671f\u9593\u3067\u306e\u633d\u56de\u304c\u96e3\u3057\u3044\u3002\u300c\u6708\u672b\u6b8b\u696d\u300d\u3067\u306f\u306a\u304f\u3001\u4ee5\u4e0b\u306e\u69cb\u9020\u7684\u306a\u5bfe\u51e6\u6cd5\u3092\u5b9f\u65bd\u3059\u308b\u3002<\/p>\n<p><strong>\u65e9\u671f\u30a2\u30e9\u30fc\u30c8\u306e\u8a2d\u5b9a<\/strong><br \/>\n\u6708\u521d\u304b\u30891\u9031\u9593\u6642\u70b9\u3067\u76ee\u6a19\u306e25%\u3092\u9054\u6210\u3057\u3066\u3044\u306a\u3044\u5834\u5408\u3001\u30de\u30cd\u30fc\u30b8\u30e3\u30fc\u306b\u30a2\u30e9\u30fc\u30c8\u3092\u9001\u308b\u4ed5\u7d44\u307f\u3092SFA\u306b\u8a2d\u5b9a\u3059\u308b\u3002\u65e9\u671f\u306b\u539f\u56e0\uff08\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u4e0d\u8db3\u30fb\u30b9\u30c6\u30fc\u30b8\u30b9\u30bf\u30c3\u30af\uff09\u3092\u7279\u5b9a\u3057\u4ecb\u5165\u3067\u304d\u308b\u3002<\/p>\n<p><strong>\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u7dca\u6025\u88dc\u5145<\/strong><br \/>\n\u5546\u8ac7\u6570\u304c\u4e0d\u8db3\u3057\u3066\u3044\u308b\u5834\u5408\u3001GBase GTM\u3067\u5373\u5ea7\u306b\u9ad8\u512a\u5148\u5ea6\u30bf\u30fc\u30b2\u30c3\u30c8\u30ea\u30b9\u30c8\u3092\u751f\u6210\u3057\u3001<a href=\"https:\/\/s.gbase.ai\/blog\/what-is-inside-sales\/\" target=\"_blank\" rel=\"noopener\">\u30a4\u30f3\u30b5\u30a4\u30c9\u30bb\u30fc\u30eb\u30b9<\/a>\u306b\u3088\u308b\u96c6\u4e2d\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u5b9f\u65bd\u3059\u308b\u3002<\/p>\n<p><strong>\u30b9\u30bf\u30c3\u30af\u5546\u8ac7\u306e\u52a0\u901f<\/strong><br \/>\n\u63d0\u6848\u30d5\u30a7\u30fc\u30ba\u3067\u6b62\u307e\u3063\u3066\u3044\u308b\u5546\u8ac7\u306b\u5bfe\u3057\u3066\u3001\u7d4c\u55b6\u5c64\u3092\u5dfb\u304d\u8fbc\u3093\u3060\u30a8\u30b0\u30bc\u30af\u30c6\u30a3\u30d6\u30a2\u30d7\u30ed\u30fc\u30c1\u30fbROI\u8a66\u7b97\u306e\u518d\u63d0\u793a\u30fb\u6761\u4ef6\u8abf\u6574\u306e\u30aa\u30d7\u30b7\u30e7\u30f3\u63d0\u793a\u3067\u610f\u601d\u6c7a\u5b9a\u3092\u4fc3\u9032\u3059\u308b\u3002<\/p>\n<h2 class=\"wp-block-heading\">OKR\u3068KPI\u306e\u4f7f\u3044\u5206\u3051<\/h2>\n<p>\u55b6\u696d\u76ee\u6a19\u7ba1\u7406\u306b\u304a\u3044\u3066OKR\uff08Objectives and Key Results\uff09\u3068KPI\u306e\u4f7f\u3044\u5206\u3051\u304c\u91cd\u8981\u3060\u3002<\/p>\n<figure class=\"wp-block-table\">\n<table>\n<thead>\n<tr>\n<th>\u6bd4\u8f03\u8ef8<\/th>\n<th>OKR<\/th>\n<th>KPI<\/th>\n<\/tr>\n<\/thead>\n<tbody>\n<tr>\n<td>\u76ee\u7684<\/td>\n<td>\u6311\u6226\u7684\u306a\u65b9\u5411\u6027\u3068\u6210\u679c\u306e\u5b9a\u7fa9<\/td>\n<td>\u65e5\u5e38\u696d\u52d9\u306e\u30d1\u30d5\u30a9\u30fc\u30de\u30f3\u30b9\u7ba1\u7406<\/td>\n<\/tr>\n<tr>\n<td>\u66f4\u65b0\u983b\u5ea6<\/td>\n<td>\u56db\u534a\u671f<\/td>\n<td>\u9031\u6b21\u30fb\u6708\u6b21<\/td>\n<\/tr>\n<tr>\n<td>\u9054\u6210\u7387<\/td>\n<td>70\u301c80%\u304c\u7406\u60f3\uff08\u30b9\u30c8\u30ec\u30c3\u30c1\u76ee\u6a19\uff09<\/td>\n<td>100%\u9054\u6210\u3092\u76ee\u6307\u3059<\/td>\n<\/tr>\n<tr>\n<td>\u9069\u3057\u305f\u4f7f\u3044\u65b9<\/td>\n<td>\u65b0\u5e02\u5834\u958b\u62d3\u30fb\u65b0\u88fd\u54c1\u7acb\u3061\u4e0a\u3052<\/td>\n<td>\u53d7\u6ce8\u984d\u30fb\u5546\u8ac7\u6570\u306e\u7ba1\u7406<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<\/figure>\n<p>\u6210\u9577\u30d5\u30a7\u30fc\u30ba\u306e\u55b6\u696d\u7d44\u7e54\u3067\u306fOKR\u3067\u65b9\u5411\u6027\u3092\u793a\u3057\u306a\u304c\u3089\u3001\u65e5\u5e38\u306eKPI\u3067\u9032\u6357\u3092\u7ba1\u7406\u3059\u308b\u30cf\u30a4\u30d6\u30ea\u30c3\u30c9\u904b\u7528\u304c\u52b9\u679c\u7684\u3060\u3002<a href=\"https:\/\/s.gbase.ai\/blog\/what-is-top-sales\/\" target=\"_blank\" rel=\"noopener\">\u30c8\u30c3\u30d7\u30bb\u30fc\u30eb\u30b9<\/a>\u306e\u6210\u529f\u30d1\u30bf\u30fc\u30f3\u3092KPI\u306e\u57fa\u6e96\u5024\u3068\u3057\u3066\u6d3b\u7528\u3059\u308b\u65b9\u6cd5\u3082\u6709\u52b9\u3060\u3002<\/p>\n<h2 class=\"wp-block-heading\">FAQ\u30bb\u30af\u30b7\u30e7\u30f3<\/h2>\n<p><strong>Q1. \u55b6\u696d\u76ee\u6a19\u306f\u3069\u306e\u304f\u3089\u3044\u306e\u30b9\u30c8\u30ec\u30c3\u30c1\u304c\u9069\u5207\u3067\u3059\u304b\uff1f<\/strong><br \/>\nA. \u524d\u671f\u6bd4110\u301c130%\u304c\u4e00\u822c\u7684\u306a\u7bc4\u56f2\u3067\u3059\u3002150%\u4ee5\u4e0a\u306b\u306a\u308b\u3068\u9054\u6210\u53ef\u80fd\u6027\u304c\u4f4e\u304f\u3001\u62c5\u5f53\u8005\u306e\u30e2\u30c1\u30d9\u30fc\u30b7\u30e7\u30f3\u304c\u4f4e\u4e0b\u3059\u308b\u30ea\u30b9\u30af\u304c\u3042\u308a\u307e\u3059\u3002\u30c7\u30fc\u30bf\u306b\u57fa\u3065\u3044\u3066\u300c\u9811\u5f35\u308c\u3070\u5c4a\u304f\u300d\u6c34\u6e96\u3092\u8a2d\u5b9a\u3059\u308b\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002<\/p>\n<p><strong>Q2. \u62c5\u5f53\u8005\u304c\u76ee\u6a19\u3092\u8179\u843d\u3061\u3057\u3066\u52d5\u304f\u3088\u3046\u306b\u3059\u308b\u306b\u306f\uff1f<\/strong><br \/>\nA. \u76ee\u6a19\u8a2d\u5b9a\u306e\u904e\u7a0b\u306b\u62c5\u5f53\u8005\u3092\u53c2\u753b\u3055\u305b\u308b\u3053\u3068\u304c\u6700\u3082\u52b9\u679c\u7684\u3067\u3059\u3002\u9006\u7b97\u306e\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u8a08\u7b97\u3092\u4e00\u7dd2\u306b\u884c\u3044\u3001\u300c\u3053\u306e\u6d3b\u52d5\u91cf\u3092\u3084\u308c\u3070\u9054\u6210\u3067\u304d\u308b\u300d\u3068\u3044\u3046\u5177\u4f53\u7684\u306a\u30a2\u30af\u30b7\u30e7\u30f3\u30d7\u30e9\u30f3\u3092\u30bb\u30c3\u30c8\u3067\u4f5c\u6210\u3057\u307e\u3059\u3002<\/p>\n<p><strong>Q3. \u500b\u4eba\u76ee\u6a19\u3068\u30c1\u30fc\u30e0\u76ee\u6a19\u306e\u30d0\u30e9\u30f3\u30b9\u306f\u3069\u3046\u8a2d\u5b9a\u3059\u308c\u3070\u3088\u3044\u3067\u3059\u304b\uff1f<\/strong><br \/>\nA. \u500b\u4eba\u76ee\u6a19\u3068\u30c1\u30fc\u30e0\u76ee\u6a19\u306e\u6bd4\u7387\u306f7:3\u301c8:2\u304c\u4e00\u822c\u7684\u3067\u3059\u3002\u30c1\u30fc\u30e0\u76ee\u6a19\u306e\u6bd4\u7387\u304c\u9ad8\u3059\u304e\u308b\u3068\u30d5\u30ea\u30fc\u30e9\u30a4\u30c0\u30fc\u554f\u984c\u304c\u8d77\u304d\u307e\u3059\u3002\u500b\u4eba\u76ee\u6a19\u3092\u4e3b\u8ef8\u306b\u3001\u5354\u8abf\u3092\u4fc3\u3059\u30c1\u30fc\u30e0\u6307\u6a19\u3092\u88dc\u5b8c\u7684\u306b\u8a2d\u3051\u308b\u306e\u304c\u6700\u9069\u3067\u3059\u3002<\/p>\n<p><strong>Q4. \u5e74\u5ea6\u9014\u4e2d\u3067\u76ee\u6a19\u3092\u5909\u66f4\u3059\u308b\u3053\u3068\u306f\u9069\u5207\u3067\u3059\u304b\uff1f<\/strong><br \/>\nA. \u5e02\u5834\u74b0\u5883\u306e\u6025\u5909\uff08\u666f\u6c17\u5f8c\u9000\u30fb\u7af6\u5408\u306e\u4fa1\u683c\u7834\u58ca\u7b49\uff09\u304c\u767a\u751f\u3057\u305f\u5834\u5408\u3001\u76ee\u6a19\u306e\u518d\u8a2d\u5b9a\u306f\u5408\u7406\u7684\u3067\u3059\u3002\u305f\u3060\u3057\u3001\u62c5\u5f53\u8005\u306e\u52aa\u529b\u4e0d\u8db3\u3092\u7406\u7531\u306b\u3057\u305f\u76ee\u6a19\u5f15\u304d\u4e0b\u3052\u306f\u30e2\u30e9\u30eb\u30cf\u30b6\u30fc\u30c9\u3092\u62db\u304f\u305f\u3081\u907f\u3051\u3066\u304f\u3060\u3055\u3044\u3002<\/p>\n<p><strong>Q5. GBase GTM\u306f\u55b6\u696d\u76ee\u6a19\u306e\u9054\u6210\u306b\u3069\u3046\u8ca2\u732e\u3057\u307e\u3059\u304b\uff1f<\/strong><br \/>\nA. \u76ee\u6a19\u9006\u7b97\u304b\u3089\u5c0e\u304d\u51fa\u3057\u305f\u300c\u5fc5\u8981\u521d\u56de\u30b3\u30f3\u30bf\u30af\u30c8\u6570\u300d\u3092\u6bce\u6708\u78ba\u4fdd\u3059\u308b\u305f\u3081\u306e\u30bf\u30fc\u30b2\u30c3\u30c8\u30ea\u30b9\u30c8\u3092\u81ea\u52d5\u751f\u6210\u3057\u307e\u3059\u3002AI\u30b9\u30b3\u30a2\u30ea\u30f3\u30b0\u3067\u53d7\u6ce8\u78ba\u7387\u306e\u9ad8\u3044\u4f01\u696d\u304b\u3089\u512a\u5148\u30a2\u30d7\u30ed\u30fc\u30c1\u3059\u308b\u3053\u3068\u3067\u3001\u540c\u3058\u6d3b\u52d5\u91cf\u3067\u3082\u5546\u8ac7\u5316\u7387\u30fb\u53d7\u6ce8\u7387\u304c\u5411\u4e0a\u3057\u307e\u3059\u3002<\/p>\n<figure class=\"wp-block-image\"><img decoding=\"async\" alt=\"\u55b6\u696d\u76ee\u6a19\u306e\u91cd\u8981\u30dd\u30a4\u30f3\u30c8\uff5cGBase GTM\u3067\u89e3\u6c7a\u3067\u304d\u308b6\u3064\u306e\u30dd\u30a4\u30f3\u30c8\" src=\"https:\/\/blog.gbase.ai\/gtm\/wp-content\/uploads\/sites\/7\/2026\/03\/info-eigyo-mokuhyou-guide-3.png\" \/><\/figure>\n<h2 class=\"wp-block-heading\">\u307e\u3068\u3081<\/h2>\n<p>\u55b6\u696d\u76ee\u6a19\u306e\u9054\u6210\u306b\u306f\u3001\u660e\u78ba\u306aSMART\u76ee\u6a19\u306e\u8a2d\u5b9a\u30fb\u5148\u884cKPI\u306b\u3088\u308b\u65e9\u671f\u7ba1\u7406\u30fb\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u306e\u9006\u7b97\u69cb\u7bc9\u30fb\u672a\u9054\u6642\u306e\u65e9\u671f\u4ecb\u5165\u306e4\u3064\u304c\u4e0d\u53ef\u6b20\u3060\u3002\u76ee\u6a19\u8a2d\u5b9a\u306b\u62c5\u5f53\u8005\u3092\u53c2\u753b\u3055\u305b\u3001\u9054\u6210\u307e\u3067\u306e\u5177\u4f53\u7684\u306a\u30a2\u30af\u30b7\u30e7\u30f3\u30d7\u30e9\u30f3\u3092\u30bb\u30c3\u30c8\u3067\u4f5c\u6210\u3059\u308b\u3053\u3068\u3067\u3001\u7d44\u7e54\u5168\u4f53\u306e\u5f53\u4e8b\u8005\u610f\u8b58\u304c\u9ad8\u307e\u308b\u3002GBase GTM\u306e\u4f01\u696d\u30c7\u30fc\u30bf\u30d9\u30fc\u30b9\u3068AI\u6a5f\u80fd\u3092\u6d3b\u7528\u3059\u308c\u3070\u3001\u76ee\u6a19\u9054\u6210\u306b\u5fc5\u8981\u306a\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u3092\u69cb\u9020\u7684\u30fb\u7d99\u7d9a\u7684\u306b\u69cb\u7bc9\u3059\u308b\u3053\u3068\u304c\u53ef\u80fd\u306b\u306a\u308b\u3002<\/p>\n<div style=\"background: linear-gradient(135deg, #DC2626 0%, #991B1B 100%); border-radius: 12px; padding: 32px; margin: 32px 0; text-align: center; color: white;\">\n<h3 style=\"font-size: 1.4em; font-weight: bold; margin-bottom: 12px; color: white;\">GBase GTM\u3067\u55b6\u696d\u76ee\u6a19\u3092\u78ba\u5b9f\u306b\u9054\u6210\u3059\u308b<\/h3>\n<p style=\"margin-bottom: 20px; opacity: 0.9;\">500\u4e07\u793e\u4ee5\u4e0a\u306e\u4f01\u696d\u30c7\u30fc\u30bf\u30d9\u30fc\u30b9\u3067\u3001\u76ee\u6a19\u9054\u6210\u306b\u5fc5\u8981\u306a\u30d1\u30a4\u30d7\u30e9\u30a4\u30f3\u3092AI\u304c\u7d99\u7d9a\u7684\u306b\u69cb\u7bc9\u3057\u307e\u3059<\/p>\n<p>  <a href=\"https:\/\/s.gbase.ai\/\" style=\"display: inline-block; background: white; color: #DC2626; font-weight: bold; padding: 12px 32px; border-radius: 8px; text-decoration: none;\" target=\"_blank\" rel=\"noopener\">\u7121\u6599\u3067\u59cb\u3081\u308b \u2192<\/a>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>\u300c\u76ee\u6a19\u3092\u3069\u3046\u8a2d\u5b9a\u3059\u308c\u3070\u9054\u6210\u7387\u304c\u4e0a\u304c\u308b\u306e\u304b [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":1209,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","theme-transparent-header-meta":"","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"default","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[2],"tags":[25,116,179,177,178],"class_list":["post-973","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-how-to-guides","tag-btob","tag-kpi","tag-179","tag-177","tag-178"],"_links":{"self":[{"href":"https:\/\/blog.gbase.ai\/gtm\/wp-json\/wp\/v2\/posts\/973","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/blog.gbase.ai\/gtm\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/blog.gbase.ai\/gtm\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/blog.gbase.ai\/gtm\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/blog.gbase.ai\/gtm\/wp-json\/wp\/v2\/comments?post=973"}],"version-history":[{"count":1,"href":"https:\/\/blog.gbase.ai\/gtm\/wp-json\/wp\/v2\/posts\/973\/revisions"}],"predecessor-version":[{"id":1072,"href":"https:\/\/blog.gbase.ai\/gtm\/wp-json\/wp\/v2\/posts\/973\/revisions\/1072"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/blog.gbase.ai\/gtm\/wp-json\/wp\/v2\/media\/1209"}],"wp:attachment":[{"href":"https:\/\/blog.gbase.ai\/gtm\/wp-json\/wp\/v2\/media?parent=973"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/blog.gbase.ai\/gtm\/wp-json\/wp\/v2\/categories?post=973"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/blog.gbase.ai\/gtm\/wp-json\/wp\/v2\/tags?post=973"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}