Editor’s note: Leyla Seka is the SVP and GM of Salesforce Desk.
Over the past few months there’s been a lot of discussion about whether women are positioned for success in Silicon Valley. The debate on empowering women in tech ranges from pay equality to increasing the number of women in the boardroom. Still, it’s encouraging to see many women who are driving their own success and supporting each other. There are a lot of positive things that we can start doing now to help ourselves, our children and each other.
Change your thinking
The chasm between men and women starts in childhood, with the messages that are given to girls. A lot of girls don’t think it’s cool to be smart, and especially not to be good at math. Most teenagers are desperate to fit in. Why else would I have curled my hair and opted for neon tops with Guess jeans? When I got to college and had to make the choice between learning to code and taking an econ class, I practically ran to econ. Coding was for guys.
I didn’t know any women who were learning to code and nobody was pushing me to do it. Although it’s true that you don’t need to be an engineer to be successful in Silicon Valley, it can be a great stepping stone to success if you are starting out. I see a lot of women who are afraid to get out of their comfort zone and learn new technologies and skills.
Many women continue that mindset of hanging back when they get into the workplace. Too often they sit silently at the back of the room while men run the meetings. When I offer a new employee a salary, many women say “thank you” — while the men almost always ask for more. I’m guilty of this myself. After I had been running Salesforce’s AppExchange for five years I was itching for a new challenge, but I was insecure. I wanted to run a business unit but I was afraid to ask. Surely there were many others in the company who were better qualified.
Wouldn’t they be in line ahead of me? I went so far as to find another job outside the company. At that point I was forced to talk to my manager about it, and to my surprise he was full of encouragement. He promoted me and asked me to run Desk.com, because he knew I was ready for the challenge. I wasn’t an imposter after all. We all need to realize that we work hard and deserve our success. We deserve to be heard. To be paid well. And to move up the organization.
Build your brand
Even if they have the confidence, a lot of women could still do more to position themselves for success. They need to be out networking every week so they can build an army of champions that have their back. They also need to participate in conversations about timely issues and trends, through their company blog or posting on LinkedIn.
Before I interview someone for a position at Desk.com, I always Google them to see if they have an online presence with a point of view. (That’s why I advise people on my team not to use their cat for their profile photo or post anything potentially embarrassing on social media.)
I also encourage everyone at Desk.com to publish their own insights and expertise on our blog and to share it with the rest of the world. We encourage employees to participate by giving out prizes each month to the one whose post generates the most page views on our blog.
Prioritize and be Grateful
No matter how well you promote yourself, you’re still going to need to make some tough choices. No matter what people say, you can’t do it all. You need to do the things that matter and outsource or delegate the rest. This applies to both your professional and your personal lives. You need to prioritize projects that innovate, not iterate.
Let’s face it, nothing is going to change for women overnight. We need to challenge ourselves, work together, stand up for ourselves, and build a culture that will enable all of us — our peers, our daughters, and generations of women to come — to succeed together.
Article source: http://feedproxy.google.com/~r/Techcrunch/~3/yHfMGRv2cDY/
Editor’s note: Len Shneyder is the director of Industry Relations at Message Systems; he has more than a decade of experience in the email marketing, deliverability and digital marketing space.
Funding events over the last five quarters have shown investors to be bullish on companies engaged in email. From analytics to infrastructure, advertising to services, and everything in between, the email ecosphere has been infused with $364.5 million in funding. The recent growth of these freshly funded companies underscores how important solid, reliable and measurable email is to startups and enterprises.
Starting from the top and working our way down, we can see that from the successful exits of stalwarts such asResponsys and Exact Target, to giant rounds of funding for Campaign Monitor, email is a priority that comes with a rather large price tag.
Marketing Clouds Overhead
From the Salesforce Marketing Cloud (Exact Target) to the Oracle Marketing Cloud (Responsys, Eloqua) to Adobe’s Marketing Cloud (Adobe, NeoLane) to IBM’s Experience One [also a marketing cloud] (Coremetrics, Unica, DemandTec,Xtify, Silverpop) the desire for enterprise grade, digital messaging technology is evident. These acquisitions represent billions of dollars of investment, so it shouldn’t come as a surprise then that investors are contemplating another round of acquisitions to grow these marketing frameworks sometime in the near future.
Your Mobile Apps and Social Networks Rely on Email
Based on measurements of app popularity in 2014 from Statista and comScore, email (embodied by the Gmail app), is among the top 10 most popular apps on mobile devices. The only other point-to-point communication app making the top 10 is Facebook, the 12,000-pound gorilla, coming in at No. 1, effectively positioning email as No. 2. As an aside, Facebook relies heavily on transactional email to keep users informed and coming back to the site, and is likely the single-biggest source of legitimate email traffic on the Internet.
Another example is LinkedIn, which leverages email in every part of their business to ensure return visits. They’ve really pioneered the use of email to help engage and popularize the user-generated content on their site.
Triggered email tethers LinkedIn’s 364-plus million users to the site by connecting with them via titillating communication – if someone looks at their profile, if job opportunities matching their current role materialize, or any number of automated and triggered criteria that result in an email.
Email Service Providers Still Matter
A large portion of the aforementioned $364.5 million in funding went to Campaign Monitor ($250 million), Autopilot ($10 million) and Iterable ($1.2 million) — different flavors of email service providers and marketing automation startups that provide assistance to companies through campaign management and email deployment.
Since email’s ROI is estimated to be between $40 and $45 for every $1 of investment, companies are willing to spend money for highly specialized email services. The range of services provided by these and other ESPs varies wildly.
From professional and strategic marketing, to attribution modeling, to multi-channel campaign tools, as well as more self-serve front ends that allow organizations to easily automate nurture drips and campaign workflows, email delivery and the ability to connect it to other parts of the business remains a specialization that numerous companies are more than happy to outsource.
The Shift to the Cloud
By definition email is a cloud technology—the reality is that somewhere on the ground someone is running an SMTP-based server with unruly and often times unmanageable queues. Open source solutions attempting to solve the problem of sending massive, galactic scale volumes of emails, have always existed.
However, the nuances of email-at-scale deployments demand highly specialized knowledge of the varying types of receiving domains and their unique requirements. Companies such as Message Systems ($27 million) and Sendgrid ($20 million) have built email infrastructure in the cloud with API front ends for the DIY generation of companies looking to take advantage of economies of scale and are actively involved in leveraging and expanding cloud technologies.
Analytics and the Wide Range of Email Services Matters
Email is a cross-platform, cross-device and ultimately cross-channel medium. Half of all email opens are happening on mobile devices, according to Litmus. This illustrates the fact that email isn’t just about email; it’s about the device and lifespan of multiple opens and content opportunities.
Companies such as Return Path ($35 million) provide senders with powerful tracking and measurement tools to help avert problems and determine campaign efficacy suggesting that email delivery, measurement and actionable data analytics are a necessary trifecta of capabilities that are driving investment.
Email Copilot ($1.3 million) has focused on the deliverability problem — with nearly 1 in 5 emails never reaching their intended recipients — by analyzing the totality of email across opens, bounces and other metrics to help avoid problems downstream and providing real-time intelligence to senders. LiveIntent ($20 million) has a platform for in-email advertising, creating more dynamic experiences in the inbox and allowing content within emails to be refreshed similarly to in-app mobile experiences.
Venture capital investment in email is only one part of the story: the market for email is considerably bigger. If you add up the exit events for companies that are now part of massive marketing clouds with the totality of ancillary, professional and consulting services, you begin to comprehend the massive scale of the MarCom/Martech world.
What we can deduce from these large transactions is that email, analytics, enhanced inbox performance, improved user experience, the growing potential of an ad exchange within email and a shift to cloud based email PaaS/IaaS is on the minds of investors of all stripes. The fact of the matter is that email is not dead; it is not the only means of communication for businesses.
However, it’s part of a rich and dynamic mix of media and conversation modalities with one striking difference. Email’s ROI has been measured and unmatched for a number of years and will maintain its importance as a leading communication tool with continued investments, growth, expansion and evolution. Don’t count email out – it’s here to stay.
Article source: http://feedproxy.google.com/~r/Techcrunch/~3/IGNlYgpC4uw/
Europeans love little better than a nice cup of tea. Which means an awful lot of water is being boiled daily — only a portion of which is actually necessary, given most people aren’t fastidious enough to boil only the quantity of liquid they actually need to fill their cup or teapot.
Part of this wastage boils down to (inevitable) human laziness. But it can also be viewed as a byproduct of design. The volume of the kettle as a container has a suggestive effect, encouraging the user to fill it up before they hit the on switch.
And even though most kettles have a measuring scale to offer guidelines on how much water to boil based on how many cups you need, cup sizes vary and the minimum measure is still often more than is needed if you’re just making the one cuppa.
European designer duo, Nils Chudy and Jasmina Grase, decided a different kind of kettle was required to re-think the process of heating liquids — one that puts energy efficiency at the fore. The elegant result is Miito: a prototype ‘un-kettle’ that comprises an induction heating plate base, where you place whatever vessel of liquid you want to heat. And a metal heating rod that you stand inside the cup or pot to heat the water:
The Miito works with water but can also apparently heat other liquids, such as soup or baby food. Although one wonders how much collateral splattering of your kitchen surfaces might result from doing that in an open top vessel.
(The kettle does apparently automatically turn itself off once the liquid has reached boiling point. Which sounds like a minimum safety requirement, given boiling water can leap around a lot — and open topped containers aren’t going to offer any barrier to scalding splashes. But if the device is shutting off strictly at the point of boiling that’s another way to save energy.)
Mitto is only a prototype at his point, with the Berlin-based startup behind the design in the process of raising crowdfunds on Kickstarter to get their reworked kettle to market next year, with an estimated shipping schedule of April 2016. The device started life as a student project during their time at design school in the Netherlands.
At the time of writing the team has more than doubled its original crowdfunding target of €150,000 — pulling in pledges from close to 3,000 backers — still with almost three weeks left on the clock. So they are flush with more than enough funds (and tea lovers) to deliver a shipping product.
Early backers were offered Miito starting at €75 ($80). It’s since stepped up to €90 ($100). So it’s definitely a premium-priced (un)kettle. Albeit you should (in theory) be able to see some small electricity savings — provided you don’t start heating extra cups of tea just to get involved with such a cool design. That would be ironic.
Article source: http://feedproxy.google.com/~r/Techcrunch/~3/rM68K73PTiA/
Editor’s note: Ryan Caldbeck is CEO and co-founder of CircleUp.
Is there a “Food Bubble”? Robyn Metcalfe believes so. In her recent TechCrunch article she pointed to recent fundraises by Instacart and Delivroo — reportedly demanding valuations of $2 billion and $100 million on revenues of ~$100 million and $1 million, respectively — as evidence that the irrational exuberance often found in tech is seeping over into food investments.
I’ve been investing in high-growth consumer businesses my entire career. When I see revenue multiples reaching 100x, I bat an eye, too. But this isn’t evidence of a “food bubble.” And that’s because Instacart is not a food company. Nor is Deliveroo.
Each are decidedly tech. Using these two companies companies as evidence of a food bubble is akin to saying Airbnb’s valuation is evidence of a hotel bubble — or Uber’s valuation is evidence that the valuations of Detroit’s big three are due for a correction.
There isn’t a bubble in food. In fact, there are not bubbles in consumer/retail. Period. Rather than look at specific companies, let’s look at the data. Across public and private companies in the consumer space, food and beverage constitute about 40 percent of CPG, so this is a good proxy for the industry overall.
Cambridge Associates tracks the performance of private-equity investments across industries. In the past 15 years, through two recessions, there hasn’t been a single negative vintage year in consumer/retail. For investors, this means there is far less vintage risk when investing in consumer compared to tech.
Why is this? A couple of reasons. First, only 5 percent of venture capital goes to consumer investments. There isn’t as much competition, and, therefore, prices aren’t being unsustainably driven up.
Second, investors in consumer invest in fundamentals. Not just blind hope. And it’s these fundamentals — real revenues, margins, predictable growth engines — that shield investors from the valuation exercises (often based on unproven, flavor-of-the-day metrics) that you see in tech. You can’t fake your way to building a new factory or increasing sell-through 5x.
Here’s an example of what investing in fundamentals, not hype, looks like. Over the past three years 23 food companies have raised capital on CircleUp. Here’s the profile of the average company at the time of raising:
- $1M+ in TTM revenues
- $3.5M valuation (3.5x revenue multiple)
- 125% YOY revenue growth
This is hardly representative of irrational exuberance. Rather, investors are exercising discipline. You may wonder if this rationality negatively affects their return prospects. In early stage investing, is irrationality the name of the game? Do investors need to suck it up and accept spectacular valuations to do well? Absolutely not. The Kauffman Foundation found that the average returns for angel investors in consumer products were 3.6x cash on cash over 4.4 years (PDF). Higher than software.
I agree with Robyn that valuations in food tech are reaching dizzying heights. But strip out the “tech,” and the associated mania around it, and you’ll find scant evidence of a bubble.
Rather, you’ll find reasoned investments being made in exceptional companies at unexceptional valuations.
Article source: http://feedproxy.google.com/~r/Techcrunch/~3/rK5tRwxoF3E/
The two largest venture-backed players tackling Brazil’s multibillion dollar eyewear industry have merged in an effort to take a piece from traditional retailers.
The late April merger of, Lema21, an innovative private label startup, and eÓtica, an ecommerce site for prescription eyewear and contacts, is proof that Brazil’s investors are taking a long view toward startup development and not just interested in stamping out their competition.
Lema21 made news last year when they raised a $1.6mm seed round to build the “Warby Parker” of Brazil. Started by co-founders Naomi Arruda, an LVMH veteran, and Jonathan Assayag, a former management consultant and product developer, with their own capital — Lema21 has been selling private label, direct-to-consumer frames to Brazilians since 2013, and has raised $4.2mm to date from VCs, angels and advisors.
While Lema21 frames competes with designer brands, and are produced in the same Chinese factories as some of their pricier counterparts, they sell at a cheaper price point (about $100).
Like Warby, an innovative purchase experience, with a virtual try-on tool and a home trial that ships you four different frames to try on at home, has made them a brand darling from aspiring Brazilian hipsters to the catwalks of São Paulo. And their Buy One Give One policy, where Lema21 donates the cost of a simple pair of prescription glasses to local NGOs for every one they sell, hasn’t hurt either.
Meanwhile, eÓtica’s busines, selling prescription glasses, sunglasses and contacts from big brands like Ray-Ban, Oakley, and Carreira, on a basic website, is decidedly less sexy.
Founded by Eduardo Baek and Bruno Ballardie in 2011, eÓtica was the first player to sell prescription glasses online in Brazil, and had to navigate regulatory hurdles dating back to 1940 to do so legally. They’ve taken an undisclosed amount of funding over two rounds from Latin American powerhouse investors Kaszek Ventures and eBricks, and have been growing at a clip of 103% per year.
“We had a strategy of just bringing the existing assortment from fashion brands online, but we also knew that in the mid-to-long-term, it would be crucial for us to have very strong private labels,” eÓtica chief executive Ballardie explained on a Skype call from São Paulo. “Competition would start to come from all sides, everyone would start selling Ray-Bans online, and we saw it would be a tough fight.”
The company had begun developing a private label brand within eÓtica, which was “kind of working”, according to Ballardie, but had also been in talks with Lema21 over the past two years.
“We’ve always had admiration for what eÓtica was doing,” said Lema21’s Assayag. “As we started seeing the success of each company individually, the deal kind of came around.”
Two other factors also played a role in the merger negotiations between the two companies.
“First, the Brazilian economy has been going through a rough time. Individually, we both felt that it was very important to be extremely efficient with our capital,” Assayag said. “We looked across our different businesses and capital and saw significant synergies: the operations and technology pieces take similar resources. And as we looked to the future and our growth, we felt that eÓtica had built a very strong channel online, and saw a huge opportunity for us to leverage that channel to show off our value proposition across Brazil.”
eÓtica’s Ballardie now serves as CEO of the merged entity, and sits on the board with co-founder Eduardo Baek, Hernan Kazah from Kaszek Ventures and Pedro Sirotsky Melzer from eBricks. Baek is running operations and finance; Assayag is heading strategy; and Arruda is in charge of branding and product development, including the development of two private label brands for eÓtica.
Both companies will retain their brands and respective websites, but will benefit from back office and operational streamlining (neither company is profitable individually). The merged eÓtica/Lema21 entity expects to grow revenue by 40% in 2015 and cross 110,000 items sold.
eÓtica will integrate the home try-on program and buying process features Lema21 has developed, and will benefit from adding a strong private label to the fold. “We are kind of complementing each other with skills we didn’t have,” Ballardie said.
Case in point? Advertising. By partnering with Brazilian designer brands to create pop-up stores and popping up at fashion shows, Lema21 has found success in the social and PR realms, says Arruda. “We’re more about inbound interest, compared to Lema21, which is generating desire for a new brand,” says Ballardie.
With an estimated 26,000 optical shops across the country, dominated by three major brick and mortar chains with franchise models, eyewear is a $26 billion business in Latin America’s largest economy. And Ballardie estimates only 0.5% of the eyewear market is online.
However, as Brazilians rapid smartphone adoption shows, there’s an opportunity to increase that number, and Ballardie sees the franchised model of the big offline players as a barrier for them to move online.
Moreover, existing e-commerce platforms like Netshoes are already selling sunglasses in their product mix, but can’t offer the custom buying experience Lema21 and eÓtica offer as dedicated eyewear players — nor can they sell prescription products.
In fact, Netshoes is the company that’s helped eÓtica the most, since they’ve been pushing people to buy online for the last decade, Ballardie said.
“If they start to advertise that you can buy eyewear online, that it’s a good way to buy eyewear, that it’s easier and faster than going to the mall, and it works and it’s a good value proposition, we think that’s positive for us too,” he said.
Moving forward Ballardie has his eye on mobile. With smartphone sales exploding in Brazil, and a population that is significantly more tethered to their devices than their counterparts in the US or the rest of the BRIC countries, Ballardie is anticipating an entire demographic will come online via mobile, and skip the desktop experience altogether.
“30% of our traffic at eÓtica is mobile, and maybe 15-20% of our revenue, but I think that’s going to change dramatically in the next few years,” he says.
Article source: http://feedproxy.google.com/~r/Techcrunch/~3/tjyhkn_mnGE/
Bitcoin: it’s at a crucially important crossroads; it’s approaching a crisis that threatens its very existence; it has never been more likely to erupt into enormous global importance. Which? Don’t be ridiculous. It is all those things at once, of course, as usual. I only wish I was joking.
If you’re dumb enough to judge Bitcoin purely by its exchange rate, you might be fooled into thinking it has entered a period of remarkable stability, hovering around US$225 through all of 2015. But actually quite a lot has happened in the last few months. Let’s itemize a few of those things:
A controversial change to the Bitcoin protocol is under discussion, and some in the field are prophesying utter disaster in the not-too-distant future if it does not happen.
I mean the mooted increase in Bitcoin’s block size. A brief recap: Bitcoin is built upon a decentralized data structure known as the blockchain. A “block” is a group of hundreds of verified transactions; each block points to its predecessor, hence “blockchain.” At present, the block size is capped at 1 megabyte, which effectively limits Bitcoin to (roughly) 7 transactions per second, worldwide. If the network hits its maximum rate, it is argued that the cryptocurrency equivalent of a nuclear meltdown could well ensue.
And yet, increasing the blocksize is a contentious issue in the Bitcoin community — because many of the “miners,” the entities who verify Bitcoin transactions (and are paid in Bitcoin for doing so) may well suffer from this change. This in turn has raised the larger issue of Bitcoin governance, and/or the lack thereof. See this post in Michael Casey’s excellent Wall Street Journal cryptocurrency column BitBeat for further details.
Previously mysterious (and extremely well-funded) Bitcoin startup 21 unveiled its plans for world domination.
I expected Andreessen Horowitz partner Balaji Srinivasan to do something audacious with his $116 million startup, and I wasn’t disappointed. His objective: to put “a bitcoin miner in every hand.” 21 is developing custom Bitcoin mining chips, with the expectation that they’ll be included in next-generation devices from servers to phones. “We believe that embedded mining will ultimately establish bitcoin as a fundamental system resource on par with CPU, bandwidth, hard drive space, and RAM,” he writes. That’s nothing if not audacious. Hats off.
…But this audacity has been met with a considerable amount of skepticism:
The economics of 21 chip adoption. The diseconomy of scale centralization seem huge issues. https://t.co/SoUEcRWd7Y
— Startup L. Jackson (@StartupLJackson) May 19, 2015
and not without reason. Bitcoin mining is power-intensive, which makes it a dubious feature for mobile devices. Srinivasan writes: “Embedded mining means that any device can authenticate itself to the network by sending one Satoshi to a specified address,” but a quirk of the standard Bitcoin protocol implementation means that, at least at the moment, such transactions will probably not be processed. And it’s worth noting that this model is apparently a pivot from 21.co’s original business model, after “the company ended up running up against the difficulty of making money in the cut-throat business of Bitcoin mining.”
Still, there’s a lot to celebrate here. Bitcoin believers talk excitedly, if vaguely, about the limitless, because ill-defined, possibilities of “machine-to-machine micro-transactions.” (I’m not being dismissive: I’m vaguely excited about those possibilities too.) But until 21’s announcement it was always unclear how we actually got to a world in which millions of devices actually had Bitcoin at their disposal for … whatever they might transact.
(You might be thinking: couldn’t you just mine at a central hub with cheap electricity, and distribute cryptocurrency to your devices using software wallets instead of hardware mining chips? Well, yes. But mining is a far more resilient and decentralized means of distributing a regular trickle of currency to an arbitrary number of devices — especially if you could construct autonomous mining pools that don’t require any central hub.)
Someone finally launched the first Bitcoin app with universal appeal.
For years people have been waiting for a Bitcoin app whose use is apparent even to nonbelievers. One has finally arisen, and, of course, it is absurdly simple — that sound you hear is that of a thousand Bitcoin developers smacking themselves on the forehead while chanting “Why didn’t I think of that?”
In the wake of Meerkat and Periscope, I give you Streamium: “Stream Live Video And Get Paid.” Just provide the address of any Bitcoin wallet, and voila, you can charge anyone in the world to watch, without having to deal with PayPal or a bank or credit-card verification or, well, any middlemen at all.
Will most people ever do this? Of course not. But most people will understand the appeal of this, and be able to envision a hypothetical situation where it might be handy, eg remote tutoring, or suddenly finding oneself on-scene at a major breaking news event. No esoteric technical knowledge required.
Wall Street is dipping its toes into Bitcoin’s waters.
The New York Stock Exchange has launched a Bitcoin Index. The NASDAQ has announced plans to “leverage blockchain technology.” Goldman Sachs joined a $50 million funding round for Bitcoin startup Circle. Votes of confidence, all. But at the same time…
Bitcoin mining remains Bitcoin’s chief anchor and primary headache.
I am no cryptocurrency Pollyanna. Bitcoin faces an uncertain future, and several potential disasters; and what these have in common is Bitcoin mining.
@rezendi Nor I. For bitcoin fans, the whole point is not to have to rely on incentives. Otherwise it’s just a lesser known CitiBank.
— Jonathan Zittrain (@zittrain) May 20, 2015
Mining is quite surreal, if you think about it. To some extent, like Wikipedia, “it doesn’t work in theory, it only works in practice.” Scattered datacenters around the world are packed full of racks of custom-built chips, working furiously to perform quadrillions of Hashcash calculations every second, to maintain the Bitcoin network — in exchange for regular payouts of newly minted cryptocurrency.
As a result, Bitcoin is continuing to navigate between the Scylla of overly centralized mining and the Charybdis of miners blocking important protocol evolution. This makes mining sound like Bitcoin’s Achilles heel, but (pardon the now extremely mixed classical metaphor) it’s actually Bitcoin’s Achilles; its hero with a fatal flaw. Mining is Bitcoin’s fundamental engine. It what makes the network so computationally powerful. Mining incentives are what caused the Bitcoin network to grow from a deeply weird software experiment running on a single computer to a massive global network of cryptocurrency whose values is measured billions of dollars.
(Also — and this is what interests me most about Bitcoin and its ilk — a network that serves as an example of a powerful and viable fully decentralized system; a notion which is by no means limited to electronic money, but which, alas, has few other successes to cite to date.)
Satoshi’s Law: All centralized systems eventually become corrupted and are replaced with decentralized systems. e.g.: http://t.co/aU63w1Da01
— Ryan X. Charles (@ryanxcharles) May 21, 2015
But, at the same time, “Mining does keep me up at night,” admitted Bitcoin core developer Gregory Maxwell at a conference I attended last year. To some degree, at least, he and his fellow core developers are trying to keep innovating to treat Bitcoin’s growing pains, but Bitcoin miners have become anchors holding them back. Let’s hope they don’t drag down the whole network. Interesting times indeed.
Article source: http://feedproxy.google.com/~r/Techcrunch/~3/EVXbGWooJTw/
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