{"id":12213,"date":"2017-06-13T20:02:28","date_gmt":"2017-06-13T11:02:28","guid":{"rendered":"\/\/ec-orange.jp\/ec-media\/?p=12213"},"modified":"2019-04-02T22:30:04","modified_gmt":"2019-04-02T13:30:04","slug":"ec%e3%82%b5%e3%82%a4%e3%83%88%e3%81%a7%e3%81%aecrm%e3%83%87%e3%83%bc%e3%82%bf%e6%b4%bb%e7%94%a8%e8%a1%93","status":"publish","type":"post","link":"https:\/\/ec-orange.jp\/ec-media\/?p=12213","title":{"rendered":"EC\u30b5\u30a4\u30c8\u3067\u306eCRM\u30c7\u30fc\u30bf\u6d3b\u7528\u8853"},"content":{"rendered":"<p>\u300c\u30e2\u30ce\u304c\u58f2\u308c\u306a\u3044\u6642\u4ee3\u300d\u3068\u8a00\u308f\u308c\u3066\u4e45\u3057\u3044\u6628\u4eca\u3001EC\u3092\u6d3b\u7528\u3057\u305f\u5546\u54c1\u8ca9\u58f2\u306f\u5fc5\u8981\u4e0d\u53ef\u6b20\u306b\u306a\u3063\u3066\u3044\u307e\u3059\u3002<br \/>\n\u305d\u308c\u3082\u305d\u306e\u306f\u305a\u3067\u5b9f\u5e97\u8217\u306e\u5834\u5408\u306f\u304a\u5e97\u306e\u8fd1\u304f\u3060\u3051\u304c\u57fa\u672c\u7684\u306a\u5546\u570f\u3067\u3057\u305f\u304c\u3001<span class=\"em-line\">EC\u3067\u306f\u65e5\u672c\u4e2d\u3001\u3042\u308b\u3044\u306f\u4e16\u754c\u4e2d\u3059\u3079\u3066\u304c\u5546\u570f\u306b\u306a\u308b<\/span>\u306e\u3067\u3001\u58f2\u4e0a\u62e1\u5927\u304c\u671f\u5f85\u3067\u304d\u307e\u3059\u3002<br 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\/>\n\u3082\u306f\u3084\u9700\u7d66\u30d0\u30e9\u30f3\u30b9\u306f\u4f9b\u7d66\u904e\u591a\u306e\u72b6\u614b\u306b\u306a\u3063\u3066\u304a\u308a\u3001\u5e02\u5834\u306e\u596a\u3044\u5408\u3044\u304c\u59cb\u307e\u3063\u3066\u3044\u307e\u3059\u3002<br \/>\nEC\u5e02\u5834\u306e\u5834\u5408\u306f\u58f2\u308c\u3066\u3044\u308b\u304a\u5e97\u306f\u9a5a\u304f\u307b\u3069\u58f2\u4e0a\u3092\u7372\u5f97\u3057\u3066\u3044\u307e\u3059\u304c\u3001\u58f2\u308c\u306a\u3044\u304a\u5e97\u306f\u5168\u304f\u58f2\u308c\u307e\u305b\u3093\u3002\u53c2\u5165\u3057\u3084\u3059\u3044\u53cd\u9762\u3001\u8a08\u7b97\u3055\u308c\u305f\u6226\u7565\u304c\u306a\u3051\u308c\u3070\u5931\u6557\u306b\u7d42\u308f\u308b\u306e\u304cEC\u5e02\u5834\u306e\u5927\u304d\u306a\u7279\u5fb4\u3067\u3059\u3002<\/p>\n<h2>EC\u306e\u8cfc\u8cb7\u5ba2\u306e\u5272\u5408\u3002\u65b0\u898f\uff1f\u65e2\u5b58\uff1f<\/h2>\n<p>EC\u306e\u8cfc\u8cb7\u5ba2\u306e\u7279\u5fb4\u306f\u3069\u306e\u3088\u3046\u306a\u3082\u306e\u3067\u3057\u3087\u3046\u3002<span class=\"em-line\">\u5927\u304d\u306a\u5206\u985e\u3092\u3057\u305f\u5834\u5408\u3001\u8cfc\u8cb7\u5ba2\u306e\u5272\u5408\u306f\u65b0\u898f\u9867\u5ba2\u304c2\u5272\u3001\u65e2\u5b58\u9867\u5ba2\uff08\u3044\u308f\u3086\u308b\u30ea\u30d4\u30fc\u30c8\u5ba2\uff09\u304c8\u5272<\/span>\u3092\u5360\u3081\u307e\u3059\u3002<br \/>\n\u65b0\u898f\u9867\u5ba2\u306f\u975e\u5e38\u306b\u5c11\u306a\u304f\u3001\u7d99\u7d9a\u8cfc\u5165\u306e\u304a\u5ba2\u69d8\u304c\u58f2\u4e0a\u306e\u307b\u3068\u3093\u3069\u3092\u5360\u3081\u307e\u3059\u3002\u58f2\u308c\u3066\u3044\u308bEC\u30b5\u30a4\u30c8\u306e\u8cfc\u8cb7\u5ba2\u306e\u5272\u5408\u306f\u305f\u3044\u3066\u3044\u65b0\u898f\u9867\u5ba2\uff1a\u65e2\u5b58\u9867\u5ba2\u306f2:8\u306e\u5272\u5408\u3067\u3059\u3002<\/p>\n<p>\u3068\u3044\u3046\u3053\u3068\u306fEC\u30b5\u30a4\u30c8\u3067\u58f2\u4e0a\u3092\u4f38\u3070\u3059\u305f\u3081\u306b\u306f<span class=\"em-line\">\u4e00\u5ea6\u8cb7\u3063\u3066\u304f\u308c\u305f\u304a\u5ba2\u69d8\u3092\u624b\u653e\u3055\u305a\u3001\u518d\u5ea6\u8cb7\u3063\u3066\u3082\u3089\u3046\u6226\u7565\u304c\u5fc5\u8981\u4e0d\u53ef\u6b20<\/span>\u306b\u306a\u308a\u307e\u3059\u3002<br \/>\n\u65b0\u898f\u3067\u8cfc\u5165\u3057\u3066\u304f\u308c\u305f\u304a\u5ba2\u69d8\u3092\u65e2\u5b58\u9867\u5ba2\u306b\u3059\u308b\u305f\u3081\u306b\u77e5\u6075\u3092\u7d5e\u308a\u3001\u8cc7\u91d1\u3068\u6642\u9593\u3092\u6295\u4e0b\u3059\u3079\u304d\u3067\u3059\u3002<\/p>\n<p><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/ec-orange.jp\/ec-media\/wp-content\/uploads\/2017\/06\/customers.jpg\" alt=\"\" title=\"customers\" width=\"600\" height=\"183\" class=\"aligncenter size-full wp-image-12225\" \/><\/p>\n<h2>CRM\uff08Customer Relationship Management\uff09\u3068\u3044\u3046\u8003\u3048\u65b9<\/h2>\n<p>\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u4e2d\u3067CRM\u3068\u3044\u3046\u8a00\u8449\u304c\u3042\u308a\u307e\u3059\u3002\u3053\u306eCRM\u306fEC\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u6307\u6a19\u3068\u3057\u3066\u91cd\u8996\u3055\u308c\u3066\u3044\u307e\u3059\u3002<br \/>\nCRM\u3092\u305d\u306e\u307e\u307e\u65e5\u672c\u8a9e\u306b\u8a33\u3059\u3068\u9867\u5ba2\u95a2\u9023\u7ba1\u7406\u3067\u3059\u304c\u3001\u5927\u304d\u306a\u610f\u5473\u3068\u3057\u3066\u306f\u3001<span class=\"em-line\">\u304a\u5ba2\u69d8\u306b\u7d10\u3065\u304f\u60c5\u5831\u3092\u7ba1\u7406\u3057\u3001\u3055\u3089\u306b\u305d\u306e\u60c5\u5831\u3092\u6d3b\u304b\u3057\u3066\u9867\u5ba2\u3054\u3068\u306b\u9069\u3057\u305f\u30a2\u30d7\u30ed\u30fc\u30c1\u3092\u3059\u308b\u3053\u3068\u3067\u58f2\u4e0a\u3092\u62e1\u5927\u3059\u308b\u6226\u7565<\/span>\u3092\u3044\u3044\u307e\u3059\u3002<\/p>\n<p>EC\u306b\u304a\u3044\u3066\u3001\u304a\u5ba2\u69d8\u3068\u7d10\u3065\u304f\u60c5\u5831\u3068\u306f\u521d\u56de\u5546\u54c1\u8cfc\u5165\u65e5\u3068\u5024\u6bb5\u30012\u56de\u76ee\u306e\u5546\u54c1\u8cfc\u5165\u65e5\u3068\u5024\u6bb5\u3001\u521d\u56de\u304b\u30892\u56de\u76ee\u8cfc\u5165\u307e\u3067\u306b\u8981\u3057\u305f\u671f\u9593\u3001\u4e00\u5b9a\u671f\u9593\u306b\u304a\u3051\u308b\u8cfc\u5165\u56de\u6570\u306a\u3069\u304c\u8a72\u5f53\u3057\u3001\u3053\u308c\u3089\u60c5\u5831\u3092\u57fa\u306b\u58f2\u4e0a\u62e1\u5927\u3059\u308b\u6226\u7565\u304cCRM\u3067\u3059\u3002<br \/>\n<span class=\"em-line\">CRM\u306e\u6700\u7d42\u76ee\u6a19\u306f\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u3092\u5f37\u5316\u3057\u3066\u3001\u534a\u6c38\u4e45\u7684\u306b\u81ea\u793e\u306e\u304a\u5ba2\u69d8\u306b\u306a\u3063\u3066\u3082\u3089\u3046\u4e8b<\/span>\u3067\u3059\u3002<\/p>\n<h3>\u307e\u305a\u306f\u304a\u5ba2\u69d8\u3068\u7e4b\u304c\u308b<\/h3>\n<p>\u6700\u521d\u306e\u30b9\u30c6\u30c3\u30d7\u3068\u3057\u3066\u306f\u307e\u305a\u304a\u5ba2\u69d8\u3068\u7e4b\u304c\u308b\u3053\u3068\u3067\u3059\u3002\u4eca\u3084\u304a\u5ba2\u69d8\u3068\u7e4b\u304c\u308b\u65b9\u6cd5\u306f\u305f\u304f\u3055\u3093\u3042\u308a\u307e\u3059\u3002<br \/>\nEC\u3067\u5546\u54c1\u3092\u8cfc\u5165\u3057\u3066\u3082\u3089\u3063\u305f\u5834\u5408\u306f\u4f4f\u6240\u3084\u96fb\u8a71\u756a\u53f7\u3001\u30e1\u30fc\u30eb\u30a2\u30c9\u30ec\u30b9\u306e\u5165\u529b\u304c\u5fc5\u9808\u3067\u3059\u306e\u3067\u3001\u3053\u308c\u3067\u7e4b\u304c\u308b\u305f\u3081\u306e\u304d\u3063\u304b\u3051\u306f\u624b\u306b\u5165\u308a\u307e\u3059\u3002<br \/>\n\u4e86\u627f\u306f\u5fc5\u8981\u3067\u3059\u304c\u3001\u30e1\u30fc\u30eb\u30a2\u30c9\u30ec\u30b9\u306b\u306f\u5b9a\u671f\u7684\u306a\u30e1\u30fc\u30eb\u30de\u30ac\u30b8\u30f3\u306e\u914d\u4fe1\u3001\u96fb\u8a71\u756a\u53f7\u306b\u306f\u304a\u77e5\u3089\u305b\u7528\u30b7\u30e7\u30fc\u30c8\u30e1\u30fc\u30eb\u3001\u3054\u4f4f\u6240\u306b\u306fDM\u304c\u9001\u308c\u307e\u3059\u3002\u307e\u305a\u306f\u9867\u5ba2\u3068\u7e4b\u304c\u308a\u307e\u3057\u3087\u3046\u3002\u4eca\u306fSNS\u3082CRM\u306b\u6d3b\u7528\u3067\u304d\u308b\u306e\u3067\u7a4d\u6975\u7684\u306b\u81ea\u793e\u30a2\u30ab\u30a6\u30f3\u30c8\u3092\u30d5\u30a9\u30ed\u30fc\u3057\u3066\u3082\u3089\u3046\u3088\u3046\u50cd\u304d\u304b\u3051\u307e\u3057\u3087\u3046\u3002<\/p>\n<h3>\u9867\u5ba2\u30c7\u30fc\u30bf\u306e\u89e3\u6790<\/h3>\n<p>\u65e2\u5b58\u306e\u304a\u5ba2\u69d8\u304c\u3082\u305f\u3089\u3059\u58f2\u4e0a\u304c\u5168\u4f53\u306e8\u5272\u306a\u306e\u3067\u307e\u305a\u306f\u65e2\u5b58\u306e\u304a\u5ba2\u69d8\u306e\u60c5\u5831\u3092\u5206\u6790\u3057\u307e\u3059\u3002\u305d\u306e\u305f\u3081\u306b\u306f\u9867\u5ba2\u30c7\u30fc\u30bf\u304c\u767b\u9332\u3055\u308c\u3066\u3044\u308b\u30c7\u30fc\u30bf\u30d9\u30fc\u30b9\u3092\u5206\u6790\u3059\u308b\u3053\u3068\u304b\u3089\u59cb\u3081\u307e\u3057\u3087\u3046\u3002<br \/>\n<span class=\"em-line\">\u9867\u5ba2\u306e\u30c7\u30fc\u30bf\u5206\u6790\u3067\u6700\u3082\u30d9\u30fc\u30b7\u30c3\u30af\u3067\u30b7\u30f3\u30d7\u30eb\u306a\u6307\u6a19\u306fRFM\u5206\u6790<\/span>\u3067\u3059\u3002<br \/>\nRFM\u5206\u6790\u3067\u306f\u3001<strong>Recency \uff08\u6700\u65b0\u8cfc\u5165\u65e5\uff09<\/strong>\u3001<strong>Frequency \uff08\u8cfc\u5165\u983b\u5ea6\uff09<\/strong>\u3001<strong>Monetary \uff08\u7d2f\u8a08\u8cfc\u5165\u91d1\u984d\uff09<\/strong>\u3068\u3044\u30463\u3064\u306e\u6307\u6a19\u3067\u9867\u5ba2\u3092\u30b0\u30eb\u30fc\u30d7\u5206\u3051\u3057\u3066\u3001\u904e\u53bb\u306e\u8cfc\u8cb7\u884c\u52d5\u3092\u5206\u6790\u3057\u307e\u3059\u3002RFM\u5206\u6790\u306f\u3056\u3063\u304f\u308a\u3068\u3057\u305f\u9867\u5ba2\u30bb\u30b0\u30e1\u30f3\u30c8\u4f5c\u308a\u306b\u9069\u3057\u305f\u6307\u6a19\u3067\u3059\u3002<\/p>\n<h3>\u9867\u5ba2\u3068\u95a2\u4fc2\u3092\u5f37\u5316\u3059\u308b\u30c4\u30fc\u30eb<\/h3>\n<p>\u9867\u5ba2\u3068\u95a2\u4fc2\u3092\u5f37\u5316\u3059\u308b\u305f\u3081\u306b\u306f\u9867\u5ba2\u3068\u65e5\u3005\u63a5\u89e6\u3092\u6301\u3064\u3053\u3068\u304c\u91cd\u8981\u3067\u3059\u3002\u3044\u304f\u3064\u304b\u3001\u9867\u5ba2\u3068\u306e\u95a2\u4fc2\u3092\u7dad\u6301\u3059\u308b\u305f\u3081\u306e\u30c4\u30fc\u30eb\u3092\u3042\u3052\u3066\u3044\u304d\u307e\u3059\u3002<\/p>\n<h4>1\uff1aSNS<\/h4>\n<p>\u4e00\u756a\u624b\u3063\u53d6\u308a\u65e9\u304f\u95a2\u4fc2\u3092\u6301\u3061\u7d9a\u3051\u308b\u30c4\u30fc\u30eb\u306f\u3001Facebook\u3084instagram\u3001LINE\u306a\u3069\u306eSNS\u3067\u3059\u3002SNS\u306f\u6c17\u8efd\u306b\u7e4b\u304c\u308c\u308b\u305f\u3081\u60c5\u5831\u767a\u4fe1\u3082\u6c17\u8efd\u306b\u884c\u3048\u307e\u3059\u3002<br \/>\n\u3057\u304b\u3057\u3001\u30d5\u30a9\u30ed\u30ef\u30fc\u306f\u6295\u7a3f\u3092\u3061\u3083\u3093\u3068\u898b\u3066\u304f\u308c\u3066\u3044\u308b\u304b\u304c\u5206\u304b\u308a\u307e\u305b\u3093\u3002\u307e\u305f\u30bb\u30b0\u30e1\u30f3\u30c8\u5206\u3051\u3057\u305f\u3068\u3057\u3066\u3082\u30b0\u30eb\u30fc\u30d7\u3054\u3068\u306b\u6295\u7a3f\u3067\u304d\u306a\u3044\u305f\u3081\u3001\u9867\u5ba2\u7279\u6027\u306b\u6cbf\u3063\u305f\u6295\u7a3f\u304c\u3067\u304d\u306a\u3044\u3053\u3068\u304b\u3089\u3042\u307e\u308a\u9867\u5ba2\u306b\u306f\u97ff\u304d\u307e\u305b\u3093\u304c\u3001<span class=\"em-line\">\u5927\u591a\u6570\u306e\u65b9\u3005\u306b\u77e5\u3063\u3066\u3082\u3089\u3046\u305f\u3081\u306b\u306f\u6709\u76ca\u306a\u30c4\u30fc\u30eb<\/span>\u3067\u3059\u3002<\/p>\n<div class=\"cardlink\"><a href=\"https:\/\/ec-orange.jp\/ec-media\/?p=11674\"><div class=\"cardlink_thumbnail\"><img src='https:\/\/ec-orange.jp\/ec-media\/wp-content\/uploads\/2017\/05\/superlike_og-120x120.jpg' alt='\u3010SNS\u62c5\u5f53\u8005\u5fc5\u8aad\u3011EC\u30b5\u30a4\u30c8\u306b\u3088\u308bfacebook\u904b\u7528\u306e\u597d\u4e8b\u4f8b\u3092\u89e3\u8aac' width=120 height=120 \/><\/a><\/div><div class=\"cardlink_content\"><span class=\"timestamp\">2017.05.09<\/span><div class=\"cardlink_title\"><a href=\"https:\/\/ec-orange.jp\/ec-media\/?p=11674\">\u3010SNS\u62c5\u5f53\u8005\u5fc5\u8aad\u3011EC\u30b5\u30a4\u30c8\u306b\u3088\u308bfacebook\u904b\u7528\u306e\u597d\u4e8b\u4f8b\u3092\u89e3\u8aac <\/a><\/div><div class=\"cardlink_excerpt\">\r\n\t\u81ea\u793eEC\u30b5\u30a4\u30c8\u306efacebook\u30da\u30fc\u30b8\u904b\u7528\u3092\u4efb\u3055\u308c\u305f\u3002\r\n\t\u3067\u3082\u3001\u3069\u306e\u3088\u3046\u306b\u904b\u7528\u3057\u3066\u3044\u3044\u306e\u304b\u308f\u304b\u3089\u306a\u3044\u3002\r\n\t\u30d3\u30e5\u30fc\u3082\u3044\u3044\u306d\u3082\u4f38\u3073\u305a\u3001\u3046\u307e\u304f\u81ea\u793e\u30b5\u30a4\u30c8\u3078\u306e\u96c6\u5ba2\u306b\u3082\u3064\u306a\u304c\u3089\u306a\u3044\u3002\r\n\r\n\u305d\u3093\u306aEC\u306eSNS\u62c5\u5f53\u306e\u65b9\u306b\u5411\u3051\u305f\u8a18\u4e8b\u3067\u3059\u3002\r\n\r...<\/div><\/div><div class=\"cardlink_footer\"><\/div><\/div>\n<h4>2\uff1a\u30e1\u30fc\u30eb<\/h4>\n<p>\u30e1\u30fc\u30eb\u306f\u3068\u3066\u3082\u6709\u52b9\u306a\u30c4\u30fc\u30eb\u3067\u3059\u3002\u4ee5\u524d\u304b\u3089\u3042\u308b\u30c4\u30fc\u30eb\u3067\u3059\u304c\u3001\u30e1\u30fc\u30eb\u306f\u305d\u306e\u7279\u6027\u4e0a\u3001<span class=\"em-line\">\u30b0\u30eb\u30fc\u30d7\u5206\u3051\u3057\u305f\u9867\u5ba2\u3054\u3068\u306b\u5185\u5bb9\u3092\u5909\u3048\u3066\u9001\u308b\u3053\u3068\u304c\u3067\u304d\u307e\u3059<\/span>\u30021\u304b\u6708\u306b1\u56de\u8cfc\u5165\u3057\u3066\u304f\u308c\u308b\u9867\u5ba2\u30686\u304b\u6708\u4ee5\u4e0a\u8cfc\u5165\u3057\u3066\u304f\u308c\u306a\u3044\u9867\u5ba2\u3067\u306f\u3001\u9001\u308b\u30e1\u30fc\u30eb\u306f\u7570\u306a\u308a\u307e\u3059\u3002<\/p>\n<div class=\"cardlink\"><a href=\"https:\/\/ec-orange.jp\/ec-media\/?p=12152\"><div class=\"cardlink_thumbnail\"><img src='https:\/\/ec-orange.jp\/ec-media\/wp-content\/uploads\/2017\/06\/mail-120x120.jpg' alt='\u3010\u6700\u65b0\u7248\u3011EC\u30b5\u30a4\u30c8\u306e\u30e1\u30eb\u30de\u30ac\u914d\u4fe1\u3092\u6700\u5927\u9650\u306b\u3059\u308b\u3001\u57f7\u7b46\uff5e\u5206\u6790\u307e\u3067\u306e\u89e3\u8aac' width=120 height=120 \/><\/a><\/div><div class=\"cardlink_content\"><span class=\"timestamp\">2017.06.09<\/span><div class=\"cardlink_title\"><a href=\"https:\/\/ec-orange.jp\/ec-media\/?p=12152\">\u3010\u6700\u65b0\u7248\u3011EC\u30b5\u30a4\u30c8\u306e\u30e1\u30eb\u30de\u30ac\u914d\u4fe1\u3092\u6700\u5927\u9650\u306b\u3059\u308b\u3001\u57f7\u7b46\uff5e\u5206\u6790\u307e\u3067\u306e\u89e3\u8aac <\/a><\/div><div class=\"cardlink_excerpt\">EC\u30b5\u30a4\u30c8\u904b\u55b6\u696d\u52d9\u306e\u4e2d\u3067\u3082\u3001\u610f\u5916\u3068\u6642\u9593\u306e\u304b\u304b\u308b\u306e\u306f\u300c\u30e1\u30eb\u30de\u30ac\u914d\u4fe1\u300d\r\n\r\n\r\n\t\u6642\u9593\u3092\u304b\u3051\u3066\u30e1\u30eb\u30de\u30ac\u3092\u66f8\u3044\u3066\u3044\u308b\u306e\u306b\u3001\u306a\u304b\u306a\u304b\u52b9\u679c\u304c\u51fa\u306a\u3044\u3002\r\n\t\u305d\u3082\u305d\u3082\u30e1\u30eb\u30de\u30ac\u3063\u3066\u307e\u3060\u52b9\u679c\u3042\u308b\u306e\uff1f\r\n\r\n\r\n\u3068\u601d\u3063\u3066\u3044\u308b\u65b9\u306b\u5411\u3051\u3066\u3001EC\u30b3\u30f3\u30b5\u30eb\u30bf\u30f3\u30c8\u306e\u76ee...<\/div><\/div><div class=\"cardlink_footer\"><\/div><\/div>\n<h4>3\uff1aDM<\/h4>\n<p>DM\u3082\u53e4\u304f\u304b\u3089\u3042\u308b\u624b\u6cd5\u3067\u3059\u304c\u3001\u30ad\u30e3\u30f3\u30da\u30fc\u30f3\u3084\u65b0\u5546\u54c1\u306e\u304a\u77e5\u3089\u305b\u3001\u30a4\u30d9\u30f3\u30c8\u306e\u958b\u50ac\u306a\u3069\u9867\u5ba2\u306b\u30a2\u30af\u30b7\u30e7\u30f3\u3092\u8d77\u3053\u3055\u305b\u308b\u5185\u5bb9\u3092\u9001\u308b\u306b\u306f\u52b9\u679c\u7684\u3067\u3059\u3002<br \/>\n\u76f4\u63a5\u3054\u81ea\u5b85\u306b\u304a\u9001\u308a\u3059\u308b\u306e\u3067\u3001\u9ad8\u983b\u5ea6\u3067\u306f\u9001\u308c\u307e\u305b\u3093\u3002\u6bce\u9031DM\u304c\u5c4a\u304f\u3068\u9867\u5ba2\u306f\u3057\u3064\u3053\u3044\u3068\u601d\u3046\u3067\u3057\u3087\u3046\u3057\u3001\u4e8b\u696d\u8005\u3068\u3057\u3066\u3082\u90f5\u9001\u30b3\u30b9\u30c8\u306f\u7121\u8996\u3067\u304d\u306a\u3044\u304b\u3089\u3067\u3059\u3002<br \/>\n\u6700\u91cd\u8981\u306a\u5185\u5bb9\u3092\u4f1d\u3048\u308b\u3068\u304d\u306fDM\u304c\u30aa\u30b9\u30b9\u30e1\u3067\u3059\u3002\u307e\u305f<span class=\"em-line\">DM\u306f\u30aa\u30ea\u30b8\u30ca\u30eb\u306a\u30c7\u30b6\u30a4\u30f3\u3067\u4f5c\u308c\u308b\u305f\u3081\u62c5\u5f53\u8005\u306e\u4eba\u3068\u306a\u308a\u3084\u4f01\u696d\u306e\u96f0\u56f2\u6c17\u3092\u4f1d\u3048\u3084\u3059\u3044<\/span>\u3068\u3044\u3063\u305f\u30d6\u30e9\u30f3\u30c7\u30a3\u30f3\u30b0\u306b\u6307\u5411\u3057\u305f\u7279\u5fb4\u304c\u3042\u308a\u307e\u3059\u3002<br \/>\n\u305f\u3060\u9001\u3063\u3066\u3044\u308b\u3060\u3051\u3060\u3068\u601d\u308f\u308c\u306a\u3044\u3001\u30aa\u30ea\u30b8\u30ca\u30ea\u30c6\u30a3\u304c\u5fc5\u8981\u3067\u3059\u3002<\/p>\n<h4>4\uff1a\u554f\u3044\u5408\u308f\u305b\u30fb\u30b5\u30dd\u30fc\u30c8\u30bb\u30f3\u30bf\u30fc<\/h4>\n<p>\u9867\u5ba2\u304b\u3089\u9001\u3089\u308c\u3066\u304f\u308b\u554f\u3044\u5408\u308f\u305b\u3082\u307e\u305f\u95a2\u4fc2\u3092\u5f37\u5316\u3059\u308b\u7d76\u597d\u306e\u30c1\u30e3\u30f3\u30b9\u3067\u3059\u3002<br \/>\n\u5546\u54c1\u306b\u95a2\u3059\u308b\u8cea\u554f\u3084\u30af\u30ec\u30fc\u30e0\u306a\u3069\u9867\u5ba2\u304c\u308f\u3056\u308f\u3056\u96fb\u8a71\u3084\u30e1\u30fc\u30eb\u306a\u3069\u3067\u30a2\u30d7\u30ed\u30fc\u30c1\u3057\u3066\u304f\u308c\u3066\u3044\u308b\u306e\u3067\u3001\u305d\u308c\u3092\u6d3b\u304b\u3057\u307e\u3057\u3087\u3046\u3002\u4e01\u5be7\u306b\u304b\u3064\u8fc5\u901f\u306a\u5bfe\u5fdc\u3092\u3068\u308c\u3070\u3001<span class=\"em-line\">\u9867\u5ba2\u304b\u3089\u306e\u5370\u8c61\u306f\u826f\u304f\u306a\u308a\u3001\u8cfc\u8cb7\u306b\u3064\u306a\u304c\u308b\u53ef\u80fd\u6027<\/span>\u304c\u3042\u308a\u307e\u3059\u3002<\/p>\n<h4>5\uff1a\u30b9\u30de\u30db\u30a2\u30d7\u30ea<\/h4>\n<p>\u3082\u3057\u30b9\u30de\u30db\u30a2\u30d7\u30ea\u304c\u3042\u3063\u305f\u3089\u3001EC\u30b5\u30a4\u30c8\u3068\u9023\u643a\u3057\u3066\u30d7\u30c3\u30b7\u30e5\u901a\u77e5\u3067\u30bb\u30fc\u30eb\u6848\u5185\u3084\u304a\u5f97\u60c5\u5831\u306e\u914d\u4fe1\u3092\u884c\u3046\u3068\u52b9\u679c\u7684\u3067\u3057\u3087\u3046\u3002<br \/>\n\u307e\u305f\u3001\u30a2\u30d7\u30ea\u3092\u5229\u7528\u3057\u3066\u3044\u308b\u4eba\u306b\u7279\u5178\u3092\u4ed8\u4e0e\u3059\u308b\u3053\u3068\u3067\u3001\u5b9f\u5e97\u8217\u3078\u306e\u8a98\u5c0e\u3082\u884c\u3048\u307e\u3059\u3002<br \/>\n<span class=\"em-line\">\u30a2\u30d7\u30ea\u306b\u30c1\u30e3\u30c3\u30c8\u30dc\u30c3\u30c8\u3092\u5165\u308c\u3066\u304a\u3051\u3070\u3001\u9867\u5ba2\u3068\u306e\u3084\u308a\u3068\u308a\u306b\u30b9\u30bf\u30c3\u30d5\u306e\u30ea\u30bd\u30fc\u30b9\u3092\u5272\u304f\u3053\u3068\u306a\u304f\u3001\u7e4b\u304c\u308a\u3092\u6301\u305f\u305b\u308b<\/span>\u3053\u3068\u304c\u53ef\u80fd\u3067\u3059\u3002<\/p>\n<div class=\"cardlink\"><a href=\"https:\/\/ec-orange.jp\/ec-media\/?p=9104\"><div class=\"cardlink_thumbnail\"><img src='https:\/\/ec-orange.jp\/ec-media\/wp-content\/uploads\/2016\/06\/title160701-120x120.jpg' alt='2020\u5e74\u306f\u3053\u3046\u306a\u308b\uff01\u5c0f\u58f2\u696d\u754c\u306e\u30c8\u30ec\u30f3\u30c9\u4e88\u6e2c7\u9078' width=120 height=120 \/><\/a><\/div><div class=\"cardlink_content\"><span class=\"timestamp\">2016.07.01<\/span><div class=\"cardlink_title\"><a href=\"https:\/\/ec-orange.jp\/ec-media\/?p=9104\">2020\u5e74\u306f\u3053\u3046\u306a\u308b\uff01\u5c0f\u58f2\u696d\u754c\u306e\u30c8\u30ec\u30f3\u30c9\u4e88\u6e2c7\u9078 <\/a><\/div><div class=\"cardlink_excerpt\">2020\u5e74\u3001\u6771\u4eac\u30aa\u30ea\u30f3\u30d4\u30c3\u30af\u958b\u50ac\u4e88\u5b9a\u306e\u5e74\u3002\u3042\u30684\u5e74\u3067\u3001\u5c0f\u58f2\u306e\u4e16\u754c\u306f\u3069\u3093\u306a\u98a8\u306b\u5909\u5316\u3057\u3066\u3044\u308b\u306e\u3067\u3057\u3087\u3046\u304b\u3002\u5909\u5316\u306f\u5f90\u3005\u306b\u8d77\u3053\u308a\u59cb\u3081\u3066\u304a\u308a\u3001\u5c11\u3057\u305a\u3064\u65b0\u3057\u3044\u5c0f\u58f2\u306e\u5f62\u304c\u793e\u4f1a\u306b\u666e\u53ca\u3057\u3066\u304d\u3066\u3044\u307e\u3059\u3002\r\n\u73fe\u5728\u306e\u72b6\u6cc1\u3092\u8e0f\u307e\u3048\u306a\u304c\u3089\u30014\u5e74\u5f8c\u306e\u5c0f\u58f2\u696d\u754c\u306e\u30c8\u30ec\u30f3\u30c9\u3092...<\/div><\/div><div class=\"cardlink_footer\"><\/div><\/div>\n<p><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/ec-orange.jp\/ec-media\/wp-content\/uploads\/2017\/06\/contact.jpg\" alt=\"\" title=\"contact\" width=\"600\" height=\"400\" class=\"aligncenter size-full wp-image-12228\" \/><\/p>\n<h2>\u3069\u3093\u306a\u60c5\u5831\u3092\u767a\u4fe1\u3059\u3079\u304d\uff1f<\/h2>\n<p>\u60c5\u5831\u767a\u4fe1\u3092\u3059\u308b\u983b\u5ea6\u306f\u591a\u3059\u304e\u3066\u306f\u3044\u3051\u307e\u305b\u3093\u3002\u76ee\u6a19\u306f\u81ea\u793e\u306e\u5546\u54c1\u3092\u8cfc\u5165\u3057\u3066\u3044\u305f\u3060\u304f\u3053\u3068\u3067\u3059\u304c\u3001\u3060\u304b\u3089\u3068\u3044\u3063\u3066\u5546\u54c1\u306e\u8a34\u6c42\u30dd\u30a4\u30f3\u30c8\u3070\u304b\u308a\u767a\u4fe1\u3057\u3066\u3044\u3066\u306f\u8aad\u3093\u3067\u3044\u308b\u65b9\u304c\u5104\u52ab\u306b\u306a\u308a\u3001\u8cfc\u8aad\u89e3\u9664\u3001\u30d5\u30a9\u30ed\u30fc\u89e3\u9664\u3055\u308c\u308b\u306e\u304c\u95a2\u306e\u5c71\u3067\u3059\u3002<br \/>\n<span class=\"em-line\">\u304a\u5ba2\u69d8\u306b\u3068\u3063\u3066\u306f\u53d7\u52d5\u7684\u306a\u60c5\u5831\u3060\u304b\u3089\u3053\u305d\u3001\u6025\u306b\u304a\u5ba2\u69d8\u3068\u306e\u8ddd\u96e2\u3092\u8a70\u3081\u305a\u3001\u5f90\u3005\u306b\u95a2\u4fc2\u3092\u4f5c\u308b\u30a2\u30d7\u30ed\u30fc\u30c1\u304c\u91cd\u8981<\/span>\u306b\u306a\u3063\u3066\u304d\u307e\u3059\u3002<br \/>\n\u305d\u306e\u305f\u3081\u3001\u4f8b\u3048\u3070\u5546\u54c1\u958b\u767a\u306b\u95a2\u3059\u308b\u30b9\u30c8\u30fc\u30ea\u30fc\u3084\u5546\u54c1\u304c\u4f53\u9a13\u3067\u304d\u308b\u5834\u306e\u6848\u5185\u306a\u3069\u9593\u63a5\u7684\u306a\u30a2\u30d7\u30ed\u30fc\u30c1\u3001\u304a\u5ba2\u69d8\u304c\u4e0d\u5feb\u306b\u306a\u3089\u306a\u3044\u60c5\u5831\u306e\u767a\u4fe1\u304c\u91cd\u8981\u306b\u306a\u308a\u307e\u3059\u3002<\/p>\n<h2>\u304a\u5ba2\u69d8\u3068\u306e\u95a2\u4fc2\u3092\u6e2c\u308b\u6307\u6a19\u3092\u4f7f\u3063\u305fEC\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0<\/h2>\n<p>EC\u306b\u304a\u3051\u308b\u6307\u6a19\u306e\uff11\u3064\u306b\u9867\u5ba2\u751f\u6daf\u4fa1\u5024\uff08LTV\uff09\u304c\u3042\u308a\u307e\u3059\u3002\u3053\u308c\u306f\u9867\u5ba2\u304c\u751f\u6daf\u3092\u901a\u3058\u3066\u4f01\u696d\u306b\u3082\u305f\u3089\u3059\u58f2\u4e0a\u3092\u6307\u3057\u307e\u3059\u3002\u304a\u5ba2\u69d81\u4eba\u5f53\u305f\u308a\u5fa1\u793e\u306b\u3044\u304f\u3089\u58f2\u4e0a\u3092\u4e0a\u3052\u3066\u304f\u308c\u308b\u306e\u304b\u3092\u628a\u63e1\u3067\u304d\u3001\u3053\u306e\u6570\u5024\u304c\u9ad8\u3044\u307b\u3069\u4e00\u9867\u5ba2\u5f53\u305f\u308a\u306e\u58f2\u4e0a\u8ca2\u732e\u5ea6\u304c\u9ad8\u3044\u3053\u3068\u3092\u610f\u5473\u3057\u307e\u3059\u3002<br \/>\nLTV\u306e\u7b97\u51fa\u65b9\u6cd5\u306f\u4ee5\u4e0b\u306e\u901a\u308a\u3067\u3059\u3002<\/p>\n<p><span class=\"em-line\"><strong>LTV = \u5e73\u5747\u8cfc\u8cb7\u5358\u4fa1\u00d7\u5e73\u5747\u8cfc\u8cb7\u983b\u5ea6\u00d7\u5e73\u5747\u7d99\u7d9a\u8cfc\u8cb7\u671f\u9593<\/strong><\/span><\/p>\n<p>\u3053\u308c\u3067\u7b97\u51fa\u3067\u304d\u307e\u3059\u3002LTV\u304c30,000\u5186\u3068\u7b97\u51fa\u3055\u308c\u305f\u5834\u5408\u306f\u3001\u3042\u308b\u4e00\u5b9a\u671f\u9593\u3042\u305f\u308a1\u4eba\u306e\u304a\u5ba2\u69d8\u304c\u5fa1\u793e\u306b30,000\u5186\u306e\u58f2\u4e0a\u3092\u3082\u305f\u3089\u3057\u3066\u3044\u308b\u3068\u3044\u3046\u610f\u5473\u306b\u306a\u308a\u307e\u3059\u3002<br \/>\n\u3053\u306e\u6570\u5024\u3092\u9ad8\u304f\u3059\u308b\u305f\u3081\u306b\u306f\u9867\u5ba2\u4e00\u4eba\u5f53\u305f\u308a\u306e\u5358\u4fa1\u3092\u4e0a\u3052\u308b\u3001\u3082\u3057\u304f\u306f\u8cfc\u8cb7\u983b\u5ea6\u3092\u4e0a\u3052\u308b\u3001\u3082\u3057\u304f\u306f\u8cfc\u8cb7\u7d99\u7d9a\u306e\u671f\u9593\u3092\u4e0a\u3052\u308b\u30023\u3064\u306e\u3046\u3061\u306e\u3069\u308c\u304b\u3067\u3059\u3002<\/p>\n<p>\u30c4\u30fc\u30eb\u3067\u30a2\u30d7\u30ed\u30fc\u30c1\u3057\u305f\u3060\u3051\u3067\u7d42\u308f\u3063\u3066\u3044\u3066\u306f\u305d\u306e\u65bd\u7b56\uff08DM\u3084\u30e1\u30fc\u30eb\u30de\u30ac\u30b8\u30f3\u767a\u884c\u306a\u3069\uff09\u304c\u52b9\u679c\u7684\u304b\u5426\u304b\u306e\u5224\u65ad\u304c\u3067\u304d\u307e\u305b\u3093\u306e\u3067LTV\u306e\u3088\u3046\u306a\u6307\u6a19\u3092\u4f7f\u3063\u3066\u65bd\u7b56\u524d\u3068\u65bd\u7b56\u5f8c\u3067\u6307\u6a19\u306e\u5024\u3092\u6bd4\u8f03\u3057\u3001\u52b9\u679c\u691c\u8a3c\u3059\u3079\u304d\u3067\u3059\u3002<br \/>\nRFM\u5206\u6790\uff08\u3010\u9867\u5ba2\u30c7\u30fc\u30bf\u306e\u5206\u6790\u3011\u3092\u53c2\u7167\uff09\u3067\u5206\u985e\u3057\u305f\u30bb\u30b0\u30e1\u30f3\u30c8\u3054\u3068\u306b\u65bd\u7b56\u524d\u5f8c\u306eLTV\u3092\u53d6\u5f97\u3059\u308c\u3070\u3088\u308a\u7d30\u304b\u306a\u52b9\u679c\u691c\u8a3c\u304c\u3067\u304d\u307e\u3059\u3002\u4eca\u56de\u306f\u4ee3\u8868\u7684\u306a\u6307\u6a19\u3068\u3057\u3066LTV\u3092\u7d39\u4ecb\u3057\u307e\u3057\u305f\u304c\u3001CRM\u3092\u5f37\u5316\u3059\u308b\u305f\u3081\u306b\u306f\u4ed6\u306e\u6307\u6a19\u3082\u4f7f\u3063\u3066\u8907\u5408\u7684\u306b\u5224\u65ad\u3059\u308b\u65b9\u304c\u30d9\u30bf\u30fc\u3067\u3057\u3087\u3046\u3002<\/p>\n<p><img decoding=\"async\" loading=\"lazy\" src=\"https:\/\/ec-orange.jp\/ec-media\/wp-content\/uploads\/2017\/06\/total.jpg\" alt=\"\" title=\"total\" width=\"600\" height=\"400\" class=\"aligncenter size-full wp-image-12231\" \/><\/p>\n<h2>CRM\u3092\u91cd\u8996\u3057\u305fEC\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306e\u4fa1\u5024<\/h2>\n<p>\u5b9f\u5e97\u8217\u3067\u306e\u7269\u8ca9\u306f\u5177\u4f53\u7684\u306a\u304a\u5ba2\u69d8\u306e\u52d5\u304d\u3084\u52d5\u7dda\u304c\u628a\u63e1\u3057\u3065\u3089\u3044\u305f\u3081\u3001\u30c7\u30fc\u30bf\u53d6\u5f97\u306b\u82e6\u52b4\u3057\u3066\u3044\u307e\u3057\u305f\u3002\u3057\u304b\u3057EC\u306e\u4e3b\u6226\u5834\u306fWeb\u306a\u306e\u3067\u6bd4\u8f03\u7684\u30c7\u30fc\u30bf\u304c\u53d6\u5f97\u3057\u3084\u3059\u3044\u306e\u304c\u7279\u9577\u3067\u3059\u3002\u3053\u306e\u30c7\u30fc\u30bf\u3092\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u306b\u6d3b\u304b\u3055\u306a\u3044\u624b\u306f\u3042\u308a\u307e\u305b\u3093\u3002<\/p>\n<p>\u5e02\u5834\u304c\u672a\u6210\u719f\u306e\u6642\u306f\u3001EC\u3092\u59cb\u3081\u308b\u3060\u3051\u3067\u5546\u54c1\u304c\u58f2\u308c\u3066\u3044\u307e\u3057\u305f\u304c\u3001\u3053\u308c\u3060\u3051EC\u5e97\u8217\u6570\u304c\u5897\u3048\u308b\u3068\u6226\u7565\u306a\u3057\u3067\u306e\u6210\u529f\u306f\u96e3\u3057\u304f\u306a\u3063\u3066\u304d\u307e\u3059\u3002\u4eca\u5f8c\u306f\u56fd\u5185\u5e02\u5834\u304c\u3069\u3093\u3069\u3093\u7e2e\u5c0f\u3057\u3066\u3044\u304f\u305f\u3081\uff11\u4eba\u306e\u304a\u5ba2\u69d8\u306b\u3044\u304b\u306b\u9577\u3044\u671f\u9593\u3001\u9ad8\u983b\u5ea6\u3067\u3001\u3055\u3089\u306b\u9ad8\u3044\u5358\u4fa1\u3067\u8cb7\u3063\u3066\u3082\u3089\u3046\u304b\u304c\u3088\u308a\u4e00\u5c64\u5927\u4e8b\u306b\u306a\u308a\u307e\u3059\u3002<br \/>\n\u3064\u307e\u308aCRM\u3092\u91cd\u8996\u3057\u305fEC\u30de\u30fc\u30b1\u30c6\u30a3\u30f3\u30b0\u3092\u3044\u304b\u306b\u6210\u529f\u3055\u305b\u308b\u304b\u304c\u304a\u5e97\u306e\u547d\u904b\u3092\u63e1\u3063\u3066\u3044\u308b\u3068\u3082\u8a00\u3048\u307e\u3059\u3002<\/p>\n<h2>PR\uff1aEC\u30b5\u30a4\u30c8\u69cb\u7bc9\u3059\u308b\u306a\u3089\u3001\u30e2\u30fc\u30eb\u578b\u3084\u30aa\u30e0\u30cb\u30c1\u30e3\u30cd\u30eb\u306a\u3069\u3001\u904b\u55b6\u898f\u6a21\u306b\u5408\u308f\u305b\u3066\u9078\u3079\u308b\u300cOrange EC\u300d<\/h2>\n<p><a href=\"https:\/\/ec-orange.jp\/\"><img decoding=\"async\" src=\"\/\/ec-orange.jp\/ec-media\/wp-content\/uploads\/2019\/04\/Orange_EC_bnr-1024x538.jpg\" alt=\"\" title=\"ecorange_bnr\" class=\"aligncenter size-full wp-image-10398\" \/><\/a><\/p>\n<p>>>\u304a\u554f\u5408\u305b\u306f<a href=\"https:\/\/ec-orange.jp\/contact\/\">\u3053\u3061\u3089\u304b\u3089<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"\u300c\u30e2\u30ce\u304c\u58f2\u308c\u306a\u3044\u6642\u4ee3\u300d\u3068\u8a00\u308f\u308c\u3066\u4e45\u3057\u3044\u6628\u4eca\u3001EC\u3092\u6d3b\u7528\u3057\u305f\u5546\u54c1\u8ca9\u58f2\u306f\u5fc5\u8981\u4e0d\u53ef\u6b20\u306b\u306a\u3063\u3066\u3044\u307e\u3059\u3002 \u305d\u308c\u3082\u305d\u306e\u306f\u305a\u3067\u5b9f\u5e97\u8217\u306e\u5834\u5408\u306f\u304a\u5e97\u306e\u8fd1\u304f\u3060\u3051\u304c\u57fa\u672c\u7684\u306a\u5546\u570f\u3067\u3057\u305f\u304c\u3001EC\u3067\u306f\u65e5\u672c\u4e2d\u3001\u3042\u308b\u3044\u306f\u4e16\u754c\u4e2d\u3059\u3079\u3066\u304c\u5546\u570f\u306b\u306a\u308b\u306e\u3067\u3001\u58f2 [&hellip;]","protected":false},"author":2,"featured_media":12219,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":[],"categories":[1194,1208,1211],"tags":[84,209,216,326,556],"_links":{"self":[{"href":"https:\/\/ec-orange.jp\/ec-media\/index.php?rest_route=\/wp\/v2\/posts\/12213"}],"collection":[{"href":"https:\/\/ec-orange.jp\/ec-media\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/ec-orange.jp\/ec-media\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/ec-orange.jp\/ec-media\/index.php?rest_route=\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/ec-orange.jp\/ec-media\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=12213"}],"version-history":[{"count":3,"href":"https:\/\/ec-orange.jp\/ec-media\/index.php?rest_route=\/wp\/v2\/posts\/12213\/revisions"}],"predecessor-version":[{"id":24991,"href":"https:\/\/ec-orange.jp\/ec-media\/index.php?rest_route=\/wp\/v2\/posts\/12213\/revisions\/24991"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/ec-orange.jp\/ec-media\/index.php?rest_route=\/wp\/v2\/media\/12219"}],"wp:attachment":[{"href":"https:\/\/ec-orange.jp\/ec-media\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=12213"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/ec-orange.jp\/ec-media\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=12213"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/ec-orange.jp\/ec-media\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=12213"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}