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1 EMC CONFIDENTIAL—INTERNAL USE ONLY EMC CONFIDENTIAL—INTERNAL USE ONLY
Q4 Partner
Enablement Webcast
November 2014
2 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Anna Dorcey
3 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Questions and Answers
Or type a question via WebEx, click on the Q&A tab Please select “Ask: All Panelists”
to ensure your questions reach us. Thank you!
@AnnaDorcey #EMCPartnerMarketing
4 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
• Critical Updates (BPP) • Concierge Services • Q1 Campaigns Review • Social Media Resources & Best Practices
5 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Cindy Herndon
6 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
November
• Solution Providers: Less than 30 days left to compliance deadline!! – All requirements, (except of revenue), must be achieved by:
November 30, 2014
– The compliance period for revenue is bookings between: January 1 – December 31, 2014
• New Administrative Portal for Co-op/MDF – Current platform: View only access starting November 8th
– New program goes live December 8th.
– Go to the Partner Portal to Register for training now!
7 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
December
• BPP Launch announcements – Solution Provider
– Distribution (June 30, 2015 compliance deadline)
• New Co-op/MDF site goes live December 8th
– Go to the Partner Portal to Register for training now!
– All payments electronic – must enter banking preferences and detail in new system. • For security purposes, this information will not transfer
– Watch Partner Portal and communications for deadlines!!!
8 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
January
• New Co-op/MDF Policies published – effective April 1 – 2014 Guidelines remain in place through March 30
• Tier Letters will be issued starting week of Jan 12th – Co-op and Rebate rates
– New Branding tools
– Key dates and details on Tier changes in Partner Central & ChannelXpress
– 2015 GAFs will be issued the 3rd of 4th week of January
9 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Stacie Rodriguez
10 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Concierge Services Defined EMC’s Concierge Services for Partners is a program that helps:
to help drive EMC and partner-related marketing campaigns and initiatives
• Provide prepackaged marketing planning and execution services to best fit the partner’s business needs
• All vendors are trained quarterly on upcoming campaigns, MDF changes, and ROI closed loop reporting
11 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Features & Benefits Key Features:
• Pre-vetted, authorized EMC agencies
• Marketing planning and execution package options
• Programs that encompass 28 marketing areas including email, social media, telemarketing, event management and more
Partners Can:
• Gain access to pre-vetted, EMC select agencies with deep industry experience
• Predefined bundles of marketing execution options
• Leverage our agency’s knowledge and exclusive access to EMC campaigns, promotions and processes
• Benefit from end-to-end reporting and complete ROI tracking
• One consistent platform regardless of agency
12 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
EMC Concierge Vendors
13 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
We’ve Got Partners Covered • Account Profiling
• Advertising
• Appointment Setting
• Brand/Awareness
• Collateral
• Communities
• Content/Writing
• Creative & Graphic Design
• Data Analytics
• Database Services
• Demand/Lead Gen
• Direct Mailers
• Email Campaigns
• Lead Nurturing
• Live & Virtual Events
• Media
• Mobile Applications
• Newsletters
• PowerPoint Development
• Research
• Sales Enablement
• Social Media
• Sponsorships
• Strategy Development & Implementation
• Surveys
• Thought Leadership
• Video
• Web Development
14 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
How to Get Started
15 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Where to Find Concierge Services From the Partner Portal, click on Marketing Center:
Click on Customize Campaigns
16 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Launching the Platform Scroll to the bottom of the page
Click the link Americas under the EMC Marketing Concierge Services section.
Select your catalog based on your region; English (US & Canada); Portuguese (LATAM), Spanish (LATAM)
17 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Register to View Catalogs
18 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Home Page
• Always brings you back to HOME
• Left NAV
• Package Categories A-Z
19 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Catalog Quick View
20 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Learn More
21 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Search By Vendor
22 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Package Categories A-Z (Social Media Example)
23 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Purchasing a Package
24 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Check Out
Payment Option will be Invoice/PO
25 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Who to contact at EMC AMS Concierge Services Email:
emc.ams.concierge.services@emc.com
Americas Concierge Program Manager: Stacie Rodriguez
– Email: stacie.rodriguez@emc.com
– Mobile: 508-414-5665
LAT Program Manager (Alicia Huerta): Daniel Valencia - Lead
– Email: Daniel.Valencia@emc.com
– Mobile: 52 1 55 26907950
Director of Partner Marketing Enablement: Maureen Gaumer
– Email: maureen.gaumer@emc.com
– Mobile: 916-521-6232
26 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Brendan Sysun & Johanna Avila
27 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Access Campaigns Partner Portal
Link Campaign Library
Direct Link
28 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
EMC Partner Campaign Library
• Campaign Roadmap
• Personas • Asset Descriptions • Measurement (KPIs)
29 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
EMC Partner Campaign Library Campaign Library Tab – (Ex.) Redefine Flash
30 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
RESOURCES VISIBILITY
DIGITAL ACTIVATION KIT
Fla
sh
Xtr
em
IO
DIGITAL ACTIVATION GUIDE
FLASH AD BANNERS (AUG.)
XREMIO AD BANNERS
SALES ENABLEMENT KIT
VIDEO: EMC’S FLASH STORY
ANALYST: ESG–EMC’S FLASH STRATEGY
VIDEO: WHY ALL FLASH ARRAYS NOW?
CUSTOMER: SK TELECOM
CUSTOMER: GEORGIA TECH
CUSTOMER: KEOLIS
CUSTOMER: BOSTON SCIENTIFIC
SALES PLAYBOOK
New Asset
Priority Asset
DIGITAL ACTIVATION GUIDE
EMAIL COPY BLOCKS
HANDOUT EFFICIENCY EDGE
GUARANTEE
VIDEO: XTREMSF DATA CRUNCHERS
(EMC XTREM)
VIDEO: OPTIMIZE VDI WITH EMC
FULL-LENGTH TEASER
TOP REASONS - ORACLE
VIDEO: FLASH IN A FLASH
INFOGRAPHIC: OPTIMIZE VDI WITH
EMC FLASH
GFS OFFER BROCHURE:
XTREMIO
TOP REASONS: VSPEX W/ XTREMIO
SOLUTION OVERVIEW: VSPEX
W/ XTREMIO
GFS OFFER BROCHURE:
FLASH
FLASH MESSAGING GUIDE
GARTNER MAGIC QUADRANT FOR SOLID-STATE
ARRAYS
ANALYST COMPETITIVE
REPORT
XTREMIO FAQ(OCT.)
Q4
XTREMIO VIDEO DEMO
XTREMIO 20 QUESTIONS
Redefine Flash
*Taken from Campaign Planning Guide PPTX
31 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
ENGAGEMENT CONVERSION
DIGITAL ACTIVATION KIT
Fla
sh
Xtr
em
IO
FLASH ASSESSMENT TOOL
(NOV.)
FLASH ASSESSMENT TOOL (NOV.)
REDEFINE FLASH INFOGRAPHIC
EMC.COM: REDEFINE FLASH WEB PAGE
VDI GUIDED INTERACTIVE EXPERIENCE
EVENT-IN-A-BOX: XTREMIO
EVENT-IN-A-BOX: FLASH
New Asset
Priority Asset
Q4
Q4
15 MINUTE GUIDE
XTREMIO DECISION TREE
LEADER IN TECHNOLOGY
MITREND ASSESSMENT
GFS KIT
FLASH 1ST CALCULATOR
HYBRID FLASH INFOGRAPHIC
SERVER FLASH INFOGRAPHIC
XTREMIO VS. PURE STORAGE SCORE
CARD
XTREMIO VS. HP SCORE CARD
XTREMIO VS. IBM SCORE CARD
XTREMIO VS. HITACHI SCORE
CARD
Redefine Flash (Continued)
*Taken from Campaign Planning Guide PPTX
32 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
RESOURCES VISIBILITY
New Asset Priority Asset
HYBRID CLOUD WEB EXPERIENCE
VIDEO: POWER OF HYBRID CLOUD (GOULDEN/GELSINGER)
ARTICLE: WHAT CIOS NEED TO KNOW (GOULDEN)
INFOGRAPHIC: CLOUD SKILLS GAP
INFOGRAPHIC: BLENDED FUTURE
ANALYST REPORT: BLENDED FUTURE
VIDEO: SELF-SERVICE AUTOMATION
DIGITAL ACTIVATION GUIDE
SALES PLAYBOOK
MESSAGING
Teaser
VIDEO: ORACLE AND CLOUD
Teaser
VIDEO: BUILD HYBRID CLOUD
INFOGRAPHIC: ONE CLOUD> ENDLESS POSSIBILITIES
INTERACTIVE INFOGRAPHIC: REDEFINE YOUR IT
VIDEO: CUSTOMER MONTAGE
INFOGRAPHIC: CUSTOMER MONTAGE
VIDEO: POWER OF ONE
ANALYST REPORT: ESG
ANALYST VIDEO: ESG
INFOBRIEF: IDC
VISION VIDEO: EMC HYBRID CLOUD BURTON / MARTIN
VIRAL VIDEO KIT
Q4 Availability in English
@EMCCLOUD
Redefine Hybrid Cloud
*Taken from Campaign Planning Guide PPTX
33 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
ACTIVATION GUIDES CALLS TO ACTION
VSPEX Branding
VIDEO: VSPEX CUSTOMER VOICE DIGITAL ACTIVATION GUIDE
REPORT: INTEGRATED COMPUTING PLATFORMS
REPORT: SMBS LEVERAGE EMC
VSPEX FOR RAPID ROI
VIDEO: SOCIAL ANIMATION
VIDEO: LEAD WITH EMC VSPEX
INFOGRAPHIC: GO TO THE
CLOUD
VIDEO: FLEXIBILITY OF VSPEX
VIDEO: GO TO THE CLOUD
GARTNER VSPEX #1 EXECUTIVE
SUMMARY
TEASER FULL-LENGTH
TOP REASONS: VSPEX W/ XTREMIO
SOLUTION OVERVIEW: VSPEX
W/ XTREMIO
CUSTOMER PRESENTATION:
VSPEX W/ XTREMIO
BATTLE CARD: VSPEX W/ XTREMIO
PITCH SHEET: VSPEX W/ XTREMIO
New Asset
VSPEX SELF ASSESSMENT
*Taken from Campaign Planning Guide PPTX
34 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
REFEINE HYBRID CLOUD WHAT WE LAUNCHED
FEDERATION SDDC EDITION AVAILABLE NOW
MICROSOFT EDITION AVAILABLE 2015
OPENSTACK EDITION AVAILABLE 2015
INTEGRATION WITH LEADING PUBLIC CLOUD PROVIDERS
EMC CLOUD SERVICE PROVIDERS
CUSTOMER VALIDATION
ACQUISITIONS TO EXPAND STORAGE & BACKUP TO
THE CLOUD
35 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
2H EFFICIENCY EDGE COMPETITIVE PROGRAM
OVERVIEW • Competitive displacement program targeting enterprise & mid market accounts with storage platforms from NetApp, HP, IBM, Hitachi and Dell. • Program is tied to the hybrid efficiency edge guarantee sales promotion (VNX, VMAX, Isilon). • This program includes conquesting, account targeting banners, paid tweets, email, direct mail, telemarketing and Inside Sales follow-up.
SUCCESS METRICS • Visibility: 0.1-0.3% CTR for conquesting and targeted banners • Engagement: 0.8 % CTR for paid tweets 8-10% open rate for email
o 205 unique visitors, 268 visits, 2 cart additions • Conversion: 60 appointment requests, 25% pass to Sales, 30-50% opportunity rate
o 49 appointment requests: 18 occurred, 11 future/working, 20 no shows o 8 pass to sales: 1 opportunity, 8 sales engaged
CTA: Workload assessment, eStore
Appointment show rate: 50% (average 80%) Include email and direct mail Pay for appointment occurred & request a min. average survey rating
CTA: Appointment request, self-assessment, eStore Improve show rate by identifying “compelling event” and shortening window for apptm. Use that money on account intelligence Continue with this best practice
ORIGINAL PROGRAM ENHANCEMENTS/FUTURE PROGRAM
36 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Direct Marketing Program
• Overview: Develop a multi-touch demand generation campaign around XtremIO X-Brick
• Vehicles: Email, live X-Brick demo session, telemarketing and social media
• Success metrics: • Engagement:
− 13% Email Open Rate, 2% CTR − 50 registrant. for demo session, 15-20
attendees • Conversion:
− 70 apptmts for 2 Partners in specific states − 35% of appointments are qualified leads with
next steps − 50% will require further nurturing
• Incentive: Chance to win a two-hour NASCAR driving experience
− Register for demo, or make appointment to be entered
2H FLASH PARTNER PROGRAMS
Account Based Marketing • Overview: Calling campaign leading with flash
focus on a University • Vehicles: Email, telemarketing (targeted list -60
contacts), F2F event • How did EMC help? Copy for emails and with
concierge telemarketing vendor • Success metrics:
− Engagement: 13% Email Open Rate, 2% CTR
− Conversion: 10 apptmts across different Colleges
− Average survey rating: 3+ − 2-3 apptmts with next steps
37 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Overview VMUGs are technical, full-day conferences targeting potential VMware customers and prospects.
Target audience 50% SMB, 21% Commercial and 29% Enterprise
Objective Engagement: 60 session attendees, booth traffic Conversion: 9% lead to apptmt rate & 37.5% apptm to oppty rate
Where - Virtual VMUG: 4,100 live attendees & 1,700 viewed on demand sessions. Scheduled for Feb 17th, 10-5 pm CST - F2F VMUGs: 34 available cities; attendance ranges from 350 to 700+
Sponsorship Levels (MDF Eligible)
Platinum: $9,000 (45 minute speaking engagement, 6 passes) Gold: $7,000 (45 minute speaking engagement, 4 passes) Silver: $3,500* (Table top exhibit space, 2 passes)
Topic Virtual Desktop Infrastructure
Program Requirements
• Content/Branding: Must include EMC messaging in branding, collateral and presentations. • Engagement to secure sponsorship will be done directly between Partner and VMUG organization. Partner will lead event execution.
VMUG Contact Dave Burnell, VMUG Director of Sales dburnell@vmug.com or 312-673-4809
www.vmug.com
View 2014 VMUG Sponsorship
Prospectus
2015 VMWARE USER GROUP PARTNER SPONSORSHIPS
*EMC has secured a $500 discount for the silver level package. Only applicable to Non-Super Conference Cities
38 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Nomble Coleman @nomblemari &
Kate Stamatakos @kmatakos
39 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Partners’ Social Media Pain Points
39
EMC has tools to help Partners address each pain point!
Content
Education
Resources
40 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Understanding Social Marketing Part 1 & Part 2 • Business value; social policy;
social lifecycle; intro to platforms: Twitter; LinkedIn, Facebook; Blogs; Google/Bing/Google +
Getting Started with Social Marketing • Social brand; content; voice;
social for lead gen; examples and how-to’s
Mastering Social Media for the Buyer’s Journey • Social and the customer
journey; customer engagement strategies
Digital Marketing Strategies • SEM/SEO; email; paid media;
mobile
EMC Marketing Academy: Social Media Courses
F o u n d a t i o n a l A d v a n c e d
On-Demand eLearning Modules
Each course will be an eLearning module of 30-45 minutes, with a self-test. Course credit will be given when the user achieves a passing score of 80% for the self-test. Partners can bypass the course content by ‘testing out’. The Marketing Academy will be on the Education portal, alongside the sales/technical training tracks. Any individual within a partner organization can take any course.
Education
•Available where: Business Partner Academy https://education.emc.com/part/accreditation/
41 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Resources
Social Syndication on EMC Showcase
Intended Use: Connect to the tool and publish social content from your branded Twitter & LinkedIn accounts
Intended Benefit: Free access to pre-created messaging from EMC, ability to edit posts, choose frequency or autopost
Available where: Partner Portal
http://emc.sharedvue.net/infocenter/en/
42 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Partner Post Blog
Intended Use: Video and written blogs from EMC leadership on program and product news, industry analysis and thought leadership
Intended Benefit: Quick access to easy to consume updates on Partner related news
Available where: EMC Community Network
https://community.emc.com/ community/partner/blog
Content
43 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Social Media: A Team Sport Kate Stamatakos Senior Social Engagement Manager, EMC
@kmatakos
44 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
#EMCMAC
45 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
High Fives All Around
#EMCMAC
46 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
What if we could…
Reach even more people,
more authentically,
to create lasting relationships with our customers,
AND find ways to benefit all areas of the business…
#SocialAtScale
47 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Your social media strategy will struggle to remain competitive unless you enable and activate
your employees as brand advocates.
48 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
What in your opinion is the best performance configuration, 4 x RAID 5
(4+1) with one Hot Spare or 2 x RAID 10 (4+4) and 1 x Raid 10 (2+2) with 1 Hot
Spare?
@GioTheCustomer
49 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
50 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
What in your opinion is the best performance configuration, 4 x
RAID 5 (4+1) with one Hot Spare or 2 x RAID 10 (4+4) and 1 x
Raid 10 (2+2) with 1 Hot Spare?
@GioTheCustomer
I would recommend 4 x RAID 5 (4+1) with one Hot spare. This should enable
better system performance, I’d be happy to chat about your environment
further.
@EngineerBob
#EMCMAC
51 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved. 51
52 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved. 52
53 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
A great untapped opportunity is sitting at every desk in
your office.
#EMCMAC
54 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
EMC SOCIAL MEDIA
UNIVERSITY
55 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
#EMCMAC
EMC Partner Marketing Academy
56 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
THANK YOU
57 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
Questions and Answers
Or type a question via WebEx, click on the Q&A tab Please select “Ask: All Panelists”
to ensure your questions reach us. Thank you!
@AnnaDorcey #EMCPartnerMarketing
58 © Copyright 2014 EMC Corporation. All rights reserved. © Copyright 2014 EMC Corporation. All rights reserved.
CALL TO ACTION • Achieve Marketing Academy accreditation for BPP tier and/or
MDF eligibility
– Deadline: November 30
• Important BPP Communications forthcoming
• 1H 2015 Planning
• Register for the Q4 Town Hall on Nov. 18
• “Quarterly EMC Marketing Update”- FY15
• CCI Rollout Deadline Reminders: – November 5th is the LAST DAY to enter PAs in order to get them approved before
Novitex becomes Read Only on November 7th
– Training for CCI will begin Mid November
– CCI Goes Live December 8th
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