Can I Have Some B2B Sales Remedy?

What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! What’s the remedy for this past kind of week? I think we’re all burnt out. So for a breather, let’s just listen to this cool song by The Black Crowes and hope [...]

2021-05-22T10:40:12-04:00November 9th, 2020|Categories: Blog|Tags: , , , , |

HubSpot Data and Holiday Blues

What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! As we slide into the second half of Q4 2020, are you churning and burning with activity? Can your team go the distance? Give this awesome song by Cake a listen as [...]

2021-05-25T15:30:34-04:00November 2nd, 2020|Categories: Blog|Tags: , , , , |

The Changing SDR Role

What Do B2B Marketers Do Now? is an ongoing email. Join the mailing list to be the first to receive these weekly insights! It's me against the world. At least that's how I feel sometimes when I'm staring down Q4! Can you relate? This week I've got some ideas to help in planning a better [...]

2021-05-22T10:43:16-04:00October 26th, 2020|Categories: Blog|Tags: , , , , |

Where is the Money Tree?

"Money don't grow on trees," says the song lyric. That means there is plenty of work for us marketing and sales types! It's Q4 so we can't slow down. Have a listen to this as we push forward. Here is what the experts are saying, and some takeaways from the past week: HubSpot Data - [...]

2021-04-28T08:59:05-04:00October 19th, 2020|Categories: Blog|Tags: , , , |

B2B Innovations

Do you remember the scene in Back to the Future where Marty McFly travels back in time and visits his father (as a teenager), waking him up in the middle of the night? He's dressed as a space traveler, and puts headphones on him and plays the Walkman – blaring Eddie Van Halen guitar solos. [...]

2020-11-09T10:19:19-05:00October 13th, 2020|Categories: Blog|Tags: , , , , |

The B2B Search for Meaning

Have you ever watched squirrels this time of year? They gather nuts, frantically running around trying to find places to bury them, then start over. I can relate. As B2B marketers we constantly gather data, then spend our time trying to find the important pieces, and search for the meaning to help us. Have you [...]

2021-05-22T10:45:29-04:00October 5th, 2020|Categories: Blog|Tags: , , , |

Increase Your Customer Experience

I can still remember the first time I heard Eddie Van Halen. As a guitar player, I had no idea what I was listening to! But hearing that opening of "Runnin' With the Devil"... I was floored! It seems like this September is busier than ever in the B2B space! "Livin' life at a pace [...]

2021-05-22T10:47:19-04:00September 21st, 2020|Categories: Blog|Tags: , , , |

Wake Up! Summer is Over

It’s the middle of September and summer has come and passed. Are you back into the frantic chaos as Q4 approaches? I’m feeling a bit nostalgic for the warm sunshine, and just want to close my eyes, relax, and wake up when September ends! Wishful thinking, right? Join me and give this a listen as you read [...]

2021-05-22T10:48:20-04:00September 11th, 2020|Categories: Blog|Tags: , , , , |

What is Account-Based Marketing? Everyone’s Doing It

Introducing the upside down funnel! It seems that lead-based marketing is a fish out of water and it’s just flopping around waiting to die. Okay, well... maybe it’s still good for some uses. With 89.5% of B2B sales still completed by a person, Account-Based Marketing is quickly becoming the norm. More than 90% of marketers [...]

2020-09-10T15:09:56-04:00September 10th, 2020|Categories: Blog|

Unlock B2B Purchase Decisions for Increased Sales

It’s Labor Day and I hope you are enjoying some leisure time before getting back into the fray. Some people welcome September and change, while others dread it. Which camp are you in? It’s tough to know if we are coming or going sometimes, so while you’re reading, enjoy this classic from the Clash! Here [...]

2021-05-22T10:49:25-04:00September 3rd, 2020|Categories: Blog|Tags: , , , |

Getting B2B Sales Off Hold

We are dangerously close to Labor Day! With schools re-opening, the economy rebounding – are you feeling optimistic? I sometimes wish the summer would last forever – but the renewed energy and focus associated with September can be invigorating. Need an energy boost? Listen to this while you read through today – perhaps it’s just [...]

2021-05-25T17:48:34-04:00August 29th, 2020|Categories: Blog|Tags: , , |

Sales Emails vs Sales Calls

Can you believe August is almost over? I hope you’ve had a chance to get away (even if you couldn’t fly away) and enjoy this summer – I doubt it’s one any of us will ever forget. Are you planning that final Labor Day getaway? Here’s one of my favorite Lenny Kravitz songs as you [...]

2021-05-22T10:51:27-04:00August 24th, 2020|Categories: Blog|Tags: , , , |

Times Like These Need Leads!

With the social distancing, and (at times) forced solitude, have you learned something new or rekindled a previous interest? I have a guitar hanging in my office and there are times when a little ‘noodling’ helps calm and reset me. Give the Foo Fighter’s Times Like These a listen as you read through for some [...]

2021-05-25T16:28:05-04:00August 13th, 2020|Categories: Blog|Tags: , , , |

Avoid the B2B Summer Burn

Who doesn’t love a good summer vacation? Do you measure it by the warm weather, time spent outdoors, or reading that novel? As marketers we sometimes feel that tension of trying to keep things moving through the summer - how do we keep things rolling so we don’t see a dip in our activity during [...]

2021-05-25T16:29:52-04:00August 10th, 2020|Categories: Blog|Tags: , , , , |

In the Eye of a Hurricane

Ever felt like you’re in the eye of a hurricane? With the conflicting opinions swirling around reopening, the pressure for companies to recover, and the stock market seemingly spinning in circles, it feels like the storm is all around you. But we’re going to get through this together. So as you read through, listen to [...]

2021-05-25T16:32:19-04:00August 3rd, 2020|Categories: Blog|Tags: , , , |

Avoid Demand Generation Summer Vacations

Don’t let your demand generation take a summer vacation! One of my clients made an interesting request the other day – they asked if we could increase our marketing and demand generation efforts for them during the months of July and August. And not just a small increase in activity, but something pretty substantial. Now, [...]

2021-08-09T09:37:47-04:00July 30th, 2020|Categories: Blog|Tags: , , , , , |

B2B Macro Shifts Underway

What’s your current theme song? Soundgarden’s "Outshined", and the line “I've kept the movie rolling” has been a kind of motto for me through these crazy times. Makes me think back to the first Lollapalooza concert tour – summer of 1991… 29 years ago! Sadly, that was Jane’s Addiction's farewell tour. Since I’ve recently shared [...]

2021-05-25T16:33:23-04:00July 27th, 2020|Categories: Blog|Tags: , , , |

B2B Strategic Framework for Revenue Growth

What’s your getaway pleasure? In the summer heat, I want to be on the lake - it makes me feel insulated, safe, and at peace. As we see economic re-openings progressing (and regressing) across the continent, it feels like waves rolling in and out on a windy day. So while you read on, listen to [...]

2021-05-25T16:35:15-04:00July 20th, 2020|Categories: Blog|Tags: , , , |

Scanning the B2B Landscape

The temperature soared last week. But as a Canadian, I use up all my ‘weather complaining tokens’ during the winter. So grab a caffeinated drink and listen to this summer classic from Don Henley as you read on. Or if you want the espresso version, try this cover. Here is what the experts are saying, [...]

2021-05-25T16:41:24-04:00July 13th, 2020|Categories: Blog|Tags: , , , , |

Where is Your B2B Thinking Place?

There’s something about water that I find relaxing, refreshing, and contemplative. When I need to think, sometimes I just take the boat out and stare at the water. I’ve been doing a lot of thinking lately about what comes next, and how our clients move strongly into the marketplace. Here is what the experts are [...]

2021-05-25T16:47:43-04:00June 29th, 2020|Categories: Blog|Tags: , , , , |

Rethink the B2B Marketing Restart?

I hope you were able to take part in #MakeMusicDay on the weekend – a great cause, and we all could use a little more music in our lives right now! Is your B2B drumbeat still getting louder? How are you and your teams coping with your own sales and marketing ramp up? Here is [...]

2021-05-25T16:49:48-04:00June 23rd, 2020|Categories: Blog|Tags: , , , , |

Is The B2B Marketing Drumbeat Getting Louder?

What’s new in the B2B space this week? How are you and your teams coping with your own B2B sales and marketing ramp-up? It feels like the drumbeat is finally starting to get a bit louder in the marketplace. With the economy opening further, many of my clients are eager to continue ramping up their [...]

2021-05-25T16:50:05-04:00June 15th, 2020|Categories: Blog|Tags: , , , , , |

Finding Positive B2B Marketing and Sales Signals

Its been such a busy week! I admit that I didn’t make it to the drive-in – maybe the next staff meeting? There's lots to discuss, so grab your popcorn or coffee, and let’s get right to it! Venture Funding During the Pandemic As someone that works with many tech companies, I find it encouraging [...]

2021-05-25T17:09:47-04:00June 8th, 2020|Categories: Blog|Tags: , , , , |

The Rebirth of the Drive-in and the Pursuit of Closed Deals

Can you believe it's June already? As yet another sign of the strange times we’re living in, last week I happened to see a story from Entertainment Weekly about how a low-budget horror movie had become America's No. 1 film. How? Drive-ins! With typical movie theaters closed and the postponement of major blockbusters, it’s led [...]

2021-05-26T10:11:27-04:00June 1st, 2020|Categories: Blog|Tags: , , , , |

B2B Pushing for Recovery

Maybe I’m an eternal optimist, but I really am seeing the B2B market pushing for recovery. Prior to March, B2B sales and marketing activity was at an all-time high. And luckily, it seems that businesses are looking to get back to those levels. What are you seeing? Here is what the experts are saying, and [...]

2021-05-26T10:12:45-04:00May 25th, 2020|Categories: Blog|Tags: , , , , |

Finding Promise in 2020 B2B Marketing and Sales

I've been waking up early a lot lately. And this week I saw the sun rise over the water and couldn't help but think about it symbolically - the promise of a new day. As the economy starts to open up globally, similarly, I’m sure we’re all hoping for the promise of better times! I’m [...]

2021-05-26T10:14:39-04:00May 18th, 2020|Categories: Blog|Tags: , , , , |

What Do B2B Marketers Do Now? (Webinar)

REGISTER NOW! Critical Success Factors for Business Recovery and Growth After the downturn, now what? Businesses are looking for insight into strategies they can implement to help them recover and ultimately grow – from concrete demand generation ideas and tactics to high-level growth strategies. On May 27 at 2:00pm, we’re bringing together two experts who [...]

2020-05-18T13:38:39-04:00May 11th, 2020|Categories: Blog|Tags: , , , |

Snow in May and the Current Realities of B2B Sales & Marketing in 2020

It's snowing here this morning. Yup. Snow. And not just a little. Sure, it will only last for the day, but it feels like a HUGE setback. We're all looking forward to warmer weather, sunshine, and better times...but the snow just seems like a huge kick in the...ahem. You know what I mean. But on [...]

2021-05-26T10:15:32-04:00May 11th, 2020|Categories: Blog|Tags: , , , , |

Call Me After COVID

“Call Me After COVID” Sound familiar? It’s what our sales teams have been hearing for a while now….but it seems like we’re getting less of this. The economy is getting ready to kick back up – and we may be seeing signs of recovery. What are your teams seeing? Here is what the experts are [...]

2021-05-26T10:16:25-04:00May 4th, 2020|Categories: Blog|Tags: , , , , |

Deal Volume and Sales Response Rates are Down

Here is the latest update for you – if it's valuable, please forward it to your colleagues. And please share your findings back – I’d love to hear from you! Here are some takeaways from the past week: 1. Deal Volume and Sales Response Rates are Down - HubSpot has been providing some great real-time [...]

Generating Sales Pipeline and Preserving Revenues in B2B Markets

I’ve recently witnessed some marketplace changes that I want to share with you. This past week our client teams have noticed that response rates and live conversations with B2B prospects have picked up considerably. Of course, I am hoping this trend continues. Are your sales teams finding the same? Here are some takeaways from the [...]

2021-05-26T10:19:14-04:00April 20th, 2020|Categories: Blog|Tags: , , , , , |

Processing Change Inside Sales Organizations and Contact Data Depth

As I process everything going on these days, I find myself reflecting on past experiences as I push forward. What is the role of change now? Here are some takeaways from the past week: 1. Your Brand New 100% Inside Sales Organization! When I started Virtual Causeway in 2001, it was mainly due to a [...]

2021-05-26T10:19:30-04:00April 13th, 2020|Categories: Blog|Tags: , , , , , |

COVID-19 Strategic Sales and Marketing Actions

I usually don’t listen to webinars ‘live’ but this one was different. As someone who helps to manage and implement webinar strategies for our clients, I rarely attend them live. I typically wait for the replay or recording. Today I watched a timely and thought-provoking webinar hosted by Gartner and TOPO: COVID-19 – Strategic Sales [...]

2020-04-03T16:11:24-04:00April 3rd, 2020|Categories: Blog|Tags: , , , , |

Webinars that Boost Sales for SAP Partners

This webinar is designed for SAP Partners. Join Rick Endrulat and Marlene Keay for ‘Webinars that Boost Sales: Virtual Causeway's Webinar Program for SAP Partners'. In this brief 12-minute webinar, learn how you can leverage webinars to generate demand for your SAP solutions and how SAP contributes to support your effort. You'll learn Why use [...]

2020-03-23T17:47:51-04:00March 23rd, 2020|Categories: Blog|

What do B2B marketers do now?

What a week it’s been! I wanted to remind you that you’re not alone. As I’ve been talking to clients, partners, and vendors this week, I realized that I need to share more. I can add value to the business community by sharing what I am seeing in the market – so I wanted to [...]

2020-11-09T11:03:59-05:00March 19th, 2020|Categories: Blog|Tags: , , , , , |

The B2B Lead Machine Webinar

Lead machine webinar coming in hot! Join Rick Endrulat for ‘5 Simple Steps to Building an Integrated Lead Engine to Grow Sales’. In this 20-minute webinar, learn how to build your own complete targeted content marketing process that effectively generates qualified B2B sales leads. You'll learn A complete lead producing process The role of content [...]

2019-10-21T16:22:27-04:00October 21st, 2019|Categories: Blog|Tags: , , , |

4 Common B2B Marketing Misconceptions – Debunked!

When it comes to digital B2B marketing, most people immediately think of B2C and the flashy tactics used to grab the attention of prospects. Businesses have been selling to businesses for a very long time. It's only until recently that B2B has been taken to a whole new level with advancements in digital marketing and [...]

2019-10-21T16:28:53-04:00September 11th, 2019|Categories: Blog|Tags: , , , , , , |

How Do You Define a Lead?

A lead is a potential contact, individual, or organization that expresses an interest in your goods or services. Typically, the marketing department is responsible for generating these leads to pass onto the sales department to pursue and convert. Leads are important for any organization; they are what will eventually (hopefully) turn into a sale. Having [...]

How to Succeed in a Startup in 11 Steps

@c_blazquez posted this great infographic (by Anna Vital) about startups on twitter based on Paul Graham's essay: Startups in 13 Sentences. https://twitter.com/c_blazquez/status/892327223285493761 We thought we would provide our own take on Paul’s 13 Sentences on Start-ups. Pick good co-founders There are so many challenges that come along with starting a business. Many entrepreneurs find that [...]

2017-08-23T17:53:00-04:00August 9th, 2017|Categories: Blog|Tags: , , , , |

LinkedIn Has Started Offering Video and You Should Be Very Excited!

Long after all the other social media giants have adopted video sharing features, LinkedIn has finally jumped on the bandwagon. The business-centric social media network will now let users take and upload videos with the updated in-app camera or upload clips from their phone’s camera roll. Currently, LinkedIn says the native video feature is currently [...]

2017-07-25T19:59:37-04:00July 25th, 2017|Categories: Blog|Tags: , , , , , , |

A B2C Social strategy isn’t going to cut it for your B2B audience

Social media started out at as a tool to communicate and stay in touch with friends, family, and colleagues. Eventually, it became popular among business-to-consumer companies to help find and communicate with their customers. Today it has become an integral part of any businesses marketing strategy and B2B is no exception. When reading about social [...]

2017-07-04T20:07:08-04:00July 4th, 2017|Categories: Blog|Tags: , , , , |

7 Tips to Earn Higher Quality Leads.

Sales leads are what drive your business. You probably have a bunch of them pouring in already, but are they good, quality leads? Traditional sales and marketing strategies tend to focus on casting a wide net and capturing as many leads as possible instead of focusing on the good ones. If you’re not getting the [...]

2017-06-22T16:54:01-04:00June 22nd, 2017|Categories: Blog|Tags: , , , , |

How to Be the King of CASL

We have all encountered spam at some point or another while scrolling through the web or sifting through your email inbox. Some people - and even software - are really great at identifying it and dealing with it, but some are not. While nobody likes receiving spam, the fact is many businesses are actively sending [...]

6 Tips to Become a More Effective Salesperson

Sales calls are something that many people tend to avoid. Customers can now learn everything they need to know about a product through friends, industry peers and online research. Having to listen to sales pitches from overly preppy salespeople can sometimes become irritating. While trying to reach quotas and encourage a sale, salespeople often forget [...]

2017-04-18T14:24:57-04:00April 18th, 2017|Categories: Blog|Tags: , , , , , |

Why You Don’t Need a CRM*

What would you say your most crucial selling tool is in your day-to-day business? Chances are you don’t consider Customer Relationship Management (CRM) software to be such a big deal. The reality is, along with 75% of other companies, you’re a fool to think so and you’re missing out. *Here’s the actual title of this [...]

2017-04-11T17:36:19-04:00April 11th, 2017|Categories: Blog|Tags: , , , , |

Do You Even Snap?

Snapchat started trading on the New York Stock Exchange on March 2nd, 2017, offering 200 million shares at $17 each. By 12:00pm ET, their price had risen to $25.38 per share. That all sounds really great for Snapchat, but it doesn’t really help you at all.  So, instead of continuing to bore you with financial [...]

Make Your Content Contagious With These 6 STEPPS

And hope that everyone catches it like the Flu. The Internet is bursting at the seams with content and information. It is important to stand out so you are getting the most out of your B2B marketing strategies. I recently read a book called Contagious by Jonah Berger, Professor of Marketing at The University of [...]

2017-02-23T23:09:52-05:00February 23rd, 2017|Categories: Blog|Tags: , , , , , |

Graphic Design Tips For The Everyday Marketer

For those who have little-to-no graphic design skills. You’re in good hands because I am a pro... Not really but they tell me I’m pretty good. There has probably been a time where you had wished you knew how to whip up a quick graphic for your marketing campaign. Whether it’s an advertisement, a graphic [...]

2017-05-18T20:46:01-04:00February 14th, 2017|Categories: Blog, Guides, Resource|Tags: , , , , |

Video Will Dominate The Marketing Landscape This Year

Hop on the bandwagon, you're missing out! Last year we saw the importance of visual content, such as video, emphasized by the changes that took place across almost every major social network such as Facebook, Instagram, Snapchat, and Twitter. Most notable were the launch of Facebook and Instagram’s live feature, Facebook’s pre-roll video ads, and [...]

2017-02-09T14:41:47-05:00February 9th, 2017|Categories: Blog|Tags: , , , , , , , , |

How complacency is killing the Marketer

Overcome complacency. Achieve Marketing stardom. The biggest killer for any marketing department, marketing campaign, or marketing professional can best be described using one word — complacency. I’m guilty of it. If you’re honest with yourself, so are you. There is just so much going on in our day-to-day lives, not to mention the non-stop meetings, [...]

2017-01-18T16:52:53-05:00April 27th, 2016|Categories: Blog|Tags: , , , |

I’m hearing whispers they’re not happy with Marketing

Top 5 things you can do to stop the whispers. Any Marketer who has been on the job for more than a few months will have experienced this. Of course, most sales professionals can claim the same thing. Isn’t it interesting how you never really hear that about Development or Finance or even Human Resources? [...]

2017-01-18T16:52:54-05:00February 4th, 2016|Categories: Blog|

Top 5 reasons it’s not me…it’s you…said the Marketer

I’ve written about it before, and I’ll write about it again. It’s a popular discussion among us Marketers, not to mention a source of frustration. Every time I reach out to my network of respected marketers, looking for inspiration on what to write about, it’s almost the first thing they mention. It’s so bad I [...]

2017-01-18T16:52:54-05:00January 27th, 2016|Categories: Blog|

Stop over-thinking it. Marketing is marketing.

One of the things I enjoy best about being a veteran marketer (that’s “marketing” for saying I’m old) is that I’ve had the chance to mentor and develop a lot of young marketers. It’s something I think I’m good at. It’s definitely something I take a lot of pride in. I consider it one of [...]

2017-01-18T16:52:54-05:00January 19th, 2016|Categories: Blog|

What is a lead?

One of the biggest challenges I’ve ever had, as a veteran Vice President of Marketing, was getting consensus on how a lead is defined. This challenge occurred in almost every single organization I’ve ever been engaged with. Even more interesting, when you interview the key stakeholders in an organization and ask how a lead is [...]

2017-01-18T16:52:54-05:00January 11th, 2016|Categories: Blog|

LIVE FROM DREAMFORCE: 3 Ways the right data improves customer engagement

The biggest challenge any revenue-generating professional will face is connecting with a customer — via email, phone, social media, or in person — and actually getting them to listen. It has become a ‘skimming’ society with too many priorities competing with too little time. The customer has issues and they’re looking for solutions. The window [...]

2017-01-30T16:06:54-05:00October 1st, 2015|Categories: Blog, Resource, Showcase Videos, Videos|

What you need to know about Display Campaigns

Everyday, each of us sees them, yet very few of us know much about them. I am talking about display ads (formerly called banner ads), Unlike search ads that rely on someone typing a keyword into a search engine, those running display advertising platforms learned how to show ads to people based on the context [...]

2017-01-18T16:52:54-05:00September 24th, 2015|Categories: Blog|

Why start blogging now?

I think of myself as someone usually on the front-end of the technology adoption curve. When I first studied Geoffrey Moore’s “Crossing the Chasm[i]” in business school, I remember completely identifying with those technology Innovators. Or, at the worst, I thought I might be an Early Adopter. Well – here it is – and I [...]

2017-01-18T16:52:55-05:00September 10th, 2015|Categories: Blog|

Marketing Automation – Do I outsource or invest in my staff

As the market for marketing automation grows - platforms such as Pardot, Marketo and Eloqua help large businesses drive revenue by converting leads into customers. The marketing automation industry realized there was a market for small companies and thus gained popularity Act-On, Infusionsoft, and Nurture. What does this mean for you as a business leader? [...]

2016-01-27T16:05:31-05:00August 7th, 2015|Categories: Blog|Tags: , , , |

How Little Can you Spend on a Campaign – and still get results?

Popularity and Effectiveness of Digital Marketing   One of the most important aspects in marketing is content marketing. In order to have a great content marketing strategy, we have to write – and write LOTS! As marketers, we have a natural tendency to want to grow our business fast and write in every outlet possible. [...]

2017-01-18T16:52:55-05:00June 21st, 2015|Categories: Blog|Tags: , , , , , |

5 Lessons to Manage your Marketing Team

I’ve been a marketer for a long time, much of that spent as a senior executive. I’ve had large teams, small teams, and no teams. I’ve made many mistakes. I’ve even had employees come into my office to stage pseudo-intervention, asking me to trust them to do their job rather than micro-manage them. What I’ve [...]

2017-01-18T16:52:55-05:00May 1st, 2015|Categories: Blog|Tags: , , , , , |

My experience with gatekeepers

Working in sales, you are familiar with the gatekeeper. In my experience, I have learned the gatekeeper can be your best friend or your worst enemy. They will let you through to your target contact or bluntly tell you the target contact is not interested. Today, most gatekeepers have absolute power over the phone, e-mail [...]

2017-01-18T16:52:55-05:00April 24th, 2015|Categories: Blog|Tags: , |

A B2B Marketer’s Word Jumble….Leads vs Deals

A B2B Marketer’s Word Jumble....Leads vs Deals What do leads and deals have in common? Well....same letters, different order? The image of a word jumble comes to mind - remember the word jumble? You would see it in the newspaper? I’m sure you can play it online somewhere....(Note to self – look for an online [...]

2017-01-18T16:52:55-05:00February 11th, 2015|Categories: Blog|Tags: , , , |

What should I blog about and does anybody care anymore

Earlier on, Rick wrote a post about WHY we are blogging - the end result - content. Blogs are everywhere! There are literally (figuratively) dogs writing blogs. Not kidding - check it out (Alfies Blog). With the saturation of the blog market - ever get stuck thinking about WHAT to blog about? Here are some [...]

2017-01-18T16:52:55-05:00January 19th, 2015|Categories: Blog|Tags: , , , , , |
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