Successfully Selling Virtualization To SMBs - PowerPoint Presentation

Successfully Selling Virtualization To SMBs Jerron Evans Central Territory iPBM

AgendaMarket Overview Identifying Opportunities Customer Presentation vSphere with Operations Management End-User Computing Licensing, Packaging and Pricing Handling Objections Examples Q & A

Growing revenues and customersImproving cash flow and managing budget constraints Maintaining profitability and staying in business Reacting quickly to changing market conditions and threats Sources: Zoomerang 2011 Study: SMB Business Perspectives, Forrsights Budgets And Priorities Tracker Survey, Q4 2011 Business and Market Pressures Weigh Heavy on SMBs

VMware Evolution… “It is not the strongest of the species that survives, nor the most intelligent that survives. It is the one that is the most adaptable to change.” Charles Darwin

Primary SMB Objectives Protect the business Business continuity Security Keep IT simple SMBs need IT that just works Do more with less With limited resources, and tight budgets IT generalists are often tasked with addressing all of these challenges

SMB Customer Presentation

Significant Market Opportunity ~80% of SMBs* are potential net new VMware Customers *(VMware SMB is <1000 employees) Virtualization: Top IT initiative for SMBs - 3 out of 4 planning SMB projects Over 60% plan to implement, expand, or upgrade server virtualization 80% of Medium Business (MB 500-999) 69% of Small Business (SB 100-499) 46% of Very Small Business (VSB 1-99) Over 30% stated implementing/expanding desktop virtualization, thin client and app streaming as a critical or high priority Strong leadership foundation: 7 of 10 SMBs chose VMware *Forrester, TechTarget *Source: Forrsights Hardware Survey, Q3 2011 (NA & EMEA), Forrester Research

Which Customers are a Fit? Size of environment: 2+ physical servers Larger environments will benefit from consolidation ratios All size environments will benefit from business continuity Target Customers Any customer buying a server Any customer that has experience challenges with application availability or data recovery High-potential prospects Quickly realize that maximizing their server utilization rates will have an immediate ROI Will be interested in an affordable business continuity solution Active Directory Server Microsoft SQL Server Windows NT App Server Microsoft IIS Web Server Microsoft Exchange Server

SMB Benefits / Sales Approach Consolidation Approach - One-time event that moves existing applications onto a fewer number of servers Containment Approach - An ongoing effort to virtualize new applications and manage growth of existing ones Availability Approach – Introducing virtualization to increase application availability and data recoverability Ideal for customers looking for robust, affordable business continuity solutions New

How does Virtualization Solve My Problems? Physical World 1:1 relationship between applications and hardware Relevant cost metric = cost per server 1 :1 Traditional x86 Architecture Legacy rule : Run only one application per server because single application crashes resulting in OS or server failure Typical hardware utilization below 8% Many:1 relationship between applications and hardware Relevant cost metric = cost per application Virtual World Many :1 Virtualization: New rule : Run multiple applications per server because OS/applications are isolated from one another Typical hardware utilization 80%

Improve application availability 3 Protect business data with Data Recovery 4 Make Better use of existing or new infrastructure 1 Save time in managing infrastructure 2 Why they need it How it pays for itself Key Customer Talking Points

Make Better Use of Existing Infrastructure VMware Servers 10 Utilization 8% Annual cost per server $4,000 Total Cost $40,000 Servers 3 Utilization 80% Annual cost per server $4,000 Total Cost $12,000 Before VMware After VMware More applications per machine = less machines Over $28,000 in cost avoidance Make Better Use of Existing Infrastructure Source: IT Business Edge, “The Business Value of Server Virtualization” – cost for average a 2 X CPU server in three-year amortized hardware purchase, and annual support and maintenance contract costs 9/07 VMware VMware 1

Save Time Managing Infrastructure % of Time Spent on Maintenance 72% Before VMware After VMware 24% Source: IDC and VMware TAM program Do more work with the same number of people = operating cost savings Drivers of productivity improvements include Zero downtime maintenance Built-in high availability Dynamic patching Instant provisioning Automated disaster recovery 2

Save Time During Disaster Recovery Eliminate recovery steps No operating system re-install or bare-metal recovery No time spent reconfiguring hardware Standardize recovery process Consistent process independent of operating system and hardware Configure hardware Install OS Configure OS Install backup agent Start “Single-step automatic recovery” Restore VM Power on VM Physical Virtual 40+ hrs < 4 hrs 2

High Availability keeps SMB’s running Automatic detection and restart of failed servers Detects server failures and initiates the new virtual machine restart on a different physical server without human intervention Typical downtime per failure 4 hours Average failures per year 2 events Downtime cost per hour (e.g., sales per hour) $10,000 per hour Savings per year $80,000 Note: Assumes company with 200 employees , and ~$20M in annual sales, or $10,000 sales per hour during business periods How much does down time cost for your business? 3

Protect business data with vSphere Data Protection OS APP Agent-less, disk-based backup and recovery of your VMs VM or file level restore Incremental backups and data de-dupe to save disk space Based on EMC Avamar technology. De-duplicated Storage ESXi OS APP OS APP Agent-less snapshot technology Built in data protection saves time and money Simplifies administration Recover more or all of your data Less downtime = higher staff productivity 4

VMotion™ Description Enables the live migration of virtual machines from one host to another with continuous service availability Benefits Moves virtual machines with server resource pools to align the allocation of resources to business priorities Meets service level and performance goals Improves availability by conducting maintenance without disrupting business Much faster and more reliable than Hyper-V (Principled Technologies Oct 2011) vSphere vSphere

Seamless Storage Integration Benefits: Low cost, entry-level option for users without shared storage HA, vMotion , Data Recovery using Essentials plus and VMware VSA Recommended VMware Product: Essentials Essentials Plus with VMware VSA Benefits: Enables virtualization features such as high availability, vMotion , FT, DRS and DPM Enhanced scalability, management and performance Recommended VMware Product: Essentials Plus or any Acceleration Kit NAS, iSCSI or SAN Storage ESX OS APP OS APP OS APP ESX OS APP OS APP OS APP NFS or VMFS Virtual machine data can be stored on local disks Storage can be shared between multiple virtual machines Local Storage Shared Storage (NAS, iSCSI or SAN)

VSA delivers high availability - without shared storage hardware VMware vSphere Storage Appliance VSA runs as a virtual machine, with your application workloads VSA uses server internal disk VSA clusters storage across server nodes Shared storage hardware delivers high availability Traditional IT Environment Shared storage hardware provides centralized arrays of storage over a high-speed network Introducing VSA: Business Continuity for SMBs

vCenter Operations Management Immediate Problems Future Problems Opportunities to Optimize Proactively manage performance and improve availability for vSphere environments Understand performance trends across VMs, clusters, and farms Optimize capacity by reclaiming and rightsizing VMs Reduce false alerts through patented analytics Optimizes Infrastructure Performance; Lowers Cost

vSOM – Pain Point Resolution How can I respond to business needs faster? How can I greatly reduce firefighting? How do I solve problems before they happen? How can I plan and manage capacity more effectively? How do I optimize my Virtual Infrastructure?How do I improve the Efficiency and cost of IT operations?How do I cut costs without cutting service levels? Health Badge – Immediate Problems – Identifies problems and immediate actions needed. Self-learning Architecture leads to proactive smart alerts which streamline the alerting and problem resolution process.Risk Badge – Future Problems – Provides insight into the stress levels of your environment all while providing measurable statistics on both time and capacity remaining. Efficiency Badge – Opportunities to Optimize – Find opportunities to reclaim wasted resources that are spent on over-provisioned VMs. Gain insight into VM density while receiving information on how to optimize your environment.

Partner Incentives for vSphere with Operations Management (vSOM ) and vSphere Data Protection ( vDP)Partners have more ways to earn accelerated margins on vSOM and vDP Competency Solution Rewards Infrastructure Virtualization 5% * vSOM or vSphere Data Protection Management 10% vSOM Business Continuity 10% vSphere Data Protection New (1) vSphere Data Protection starting on May 1, 2013 Terms & Conditions apply, rewards per competency cannot be combined, see Partner Central for complete details Partner Incentive advantage+ Standard program benefits up-to Bonus program benefits up-to Accelerator benefits up-to 10% +10% New Customer Bonus +5% vSOM and vDP Accelerator (1) NEW Solution Rewards Enhancements April 1 – Sept 30, 2013

New Customer Scenario vSphere Ent . vSphere with Operations Management vSOM vSOM with Management Competency Deal List Price $ 57,500 $ 72,500 $ 72,500 Reseller Price ( approx ) $ 47,150 $ 59,450 $ 59,450 Reseller Markup 10% $ 4,715 $ 5,945 $ 5,945 Price to Customer $ 51,865 $ 65,395 $ 65,395 advantage+ opp reg (10%) $ 5,750 $ 7,250 $ 7,250 advantage + accelerator (5%) $ 3,625 $ 3,625 Solution Rewards First Time Sale Bonus (20%)     $ 14,500 Partner Margin $ 10,465 $16,820 $31,320 vSphere Enterprise Opportunity vSphere with Operations Management Management Competency Partners Get 86% More Margin with the Management Competency * Solution Reward offer valid March 14 – September 30, 2013, Advantage Plus Accelerator valid March 14 – September 15, 2013. Both valid with eligible vSphere with Operations Management products.

VMware’s End-User Computing Vision Make Mobile Workers Productive From Any Device, Anywhere. Allow IT to Maintain Security and Compliance Standards. Reduce CapEx and OpEx While Increasing Service Levels.VMware Allows for End-User Freedom and IT Control Simultaneously. VMware Decouples Apps and Data From Their Underlying OS.Apps and Data as Deliverables to End-User Devices .

Which Customers are a Fit?

Horizon View: Manage & Execute Centrally Manage centralized v irtual d esktops Users remotely access from various devices Highly efficient remote protocol

Manage a single image Business as usual for users Horizon Mirage: Manage Centrally, Execute Locally Highly efficient de-duplication & synchronization (even over WAN)

Horizon Workspace: Manage Users, Not DevicesSingle-Sign-On Portal . Manage and Secure the Apps and Data Your Users Need and Want. IT Control without End-User Constraints. Separate and Secure Personal and Corporate Data. Seamless File Sharing and Collaboration

VMware vSphere™ Packaging / Pricing

How VMware vSphere is packaged for SMBs vSphere Editions vSphere Kits For customers new to virtualization Essentials Kits for small businesses For smaller environments that want to consolidate 5~50 physical servers Virtualization for up to three physical server hosts (up to 2 processors each, 6 total ) Acceleration Kits for midsize businesses Can be scaled to any sized environment Note: Support and Subscription ( SnS ) required for at least one year; Only per-incident support available with Essentials A la carte licenses for scaling out your virtualized environment Editions vary in features and pricing Includes vSphere virtualization & centralized vCenter management Limit of one purchase per customer site

vSphere 5.5 Kits as of 9/19/13 = Changes to Kit = Existing Feature * VDPA is part of vSOM Acceleration Kits only. All prices listed above are license only, SnS is required List Pricing is for reference purposes only and is subject to change without notice.  Pricing reflected in this document is suggested retail price in USD, for sales in the US. Regional prices may vary. Legend: Essentials and Acceleration Kits (Essentials Kits: http://www.vmware.com/products/vsphere/compare.htm l , Acceleration Kits : http://www.vmware.com/products/vsphere-operations-management/compare.html ) ENTERPRISE w/OM ENTERPRISE + w/OM vMotion ™ High Availability Fault Tolerance Adv. Data Protection* App High Availability Distributed Switch DRS / DPM Storage vMotion Flash Read Cache Hot Add vSPC I/O Controls Multipathing / vAAI Host Profiles/Auto Deploy $27,995 $22,995 6 CPUs / vCenter Std 6 CPUs / vCenter Std ESSENTIALS PLUS $495 ESSENTIALS vSphere Hypervisor Thin Provisioning v Storage API Update Manager 6 CPU / 2 per Host / vCenter Ess $4,495 6 CPU / 2 per Host / vCenter Ess Storage Profiling & DRS SR-IOV vShield Endpoint vSphere Replication w/VSA (+$500) STANDARD w/OM $9,995 6 CPUs / vCenter Std vCenter Operations Management Standard Notes: vSMP / vCPU limits for all Editions have been removed with 5.5 Free Hypervisor, not listed here, no longer has a 32GB physical limit. vSphere Hypervisor Thin Provisioning v Storage API Update Manager vSphere Hypervisor Thin Provisioning v Storage APIUpdate Manager vSphere Hypervisor Thin ProvisioningvStorage API Update Manager vSphere HypervisorThin Provisioningv Storage APIUpdate Manager Reliable MemoryBig Data Extensions vMotion™ High Availability Fault ToleranceData Protection Storage vMotion Hot Add vShield EndpointvSphere Replication vCenter OperationsManagement Standard vMotion™ High AvailabilityFault Tolerance Adv. Data Protection* DRS / DPM Storage vMotionHot Add vSPCMultipathing / vAAI vShield EndpointvSphere Replication vCenter OperationsManagement StandardReliable MemoryBig Data ExtensionsvMotion™ High Availability Data Protection vShield Endpoint vSphere Replication = New Feature for vSphere 5.5

vSphere 5.5 EditionsPer CPU * VDPA is part of vSOM Acceleration Kits only. All prices listed above are license only, SnS is requiredList Pricing is for reference purposes only and is subject to change without notice.  Pricing reflected in this document is suggested retail price in USD, for sales in the US. Regional prices may vary. Legend: vSphere Editions (Per CPU) ( http://www.vmware.com/products/vsphere/compare ) STANDARD ENTERPRISE ENTERPRISE + $3,495 $2,875 $4,995 $7,495 $11,495 vCloud Networking and Security Standard vCloud Director vCloud Networking and Security Advanced vCloud Connector Advanced vCloud Director vCenter Operations Advanced Legend: vCloud Suite Editions (Per CPU) ( http://www.vmware.com/products/vcloud-suite/compare.html ) vCloud Suite 5.5 Editions vSPHERE ENTERPRISE+ is part of all vCloud Suite Editions vCloud Connector Advanced vCloud Networking and Security Advanced vCloud Connector Advanced vCloud Director vCenter Operations Enterprise Site Recovery Manager vCloud Automation Center vFabric Application Director $1,745 vCenter Operations Management Standard STD w/MANAGEMENT ENTERPRISE ENTERPRISE + vCenter Operations Management Standard vCenter Operations Management Standard $3,625 $ 4,24 5 w/Operations Management Per CPU vCenter Operations Standard vSphere Hypervisor Thin Provisioning v Storage API Update Manager vMotion ™ High Availability Fault Tolerance Data Protection Storage vMotion Hot Add vShield Endpoint vSphere Replication vSphere Hypervisor Thin ProvisioningvStorage API Update Manager vMotion™ High AvailabilityFault Tolerance Data Protection* DRS / DPMStorage vMotion Hot Add vSPCMultipathing / vAAIvShield Endpoint vSphere ReplicationReliable Memory Big Data ExtensionsvMotion ™High Availability Fault Tolerance Data Protection* App High Availability Distributed SwitchDRS / DPM Storage vMotionFlash Read CacheHot Add vSPCI/O ControlsMultipathing / vAAIHost Profiles/Auto DeployStorage Profiling & DRS SR-IOV vShield EndpointvSphere Replication vSphere HypervisorThin Provisioning vStorage APIUpdate Manager Reliable MemoryBig Data Extensions$995= Existing Feature= New Feature for vSphere 5.5= Changes to Kit = Existing Feature= New Feature = Changes to KitvCloud Net. & Sec.vCloud Net. & Sec. vCloud Net. & Sec.

End-User Computing Packaging / Pricing

VMware Horizon View 5.2 All products available in commercial, academic and federal SKUs Horizon View is previously known as View Premier Customers cannot mix Bundles and Add-ons in the same environment vShield Endpoint functionality is now included in vSphere Desktop ProductDescription SKU - 10/100 Packs $ Horizon View Bundle Renamed View Premier Bundle includes: View Premier vSphere for Desktops vCenter for Desktops Workstation (1 Admin license) ThinApp VU5-PR-STR-C VU5-PR-100-C $250/concurrent userHorizon View Add-On For customers who already have vSphere and vCenter and want Horizon ViewVU5-PR-A10-CVU5-PR-A100-C $190/concurrent user Horizon View Add-on to Bundle Upgrade For customers who have View Add-ons and want the full bundle to include vSphere & vCenter VU5-PR-STR10-UG-C VU5-PR-UG-100-C$70/concurrent user

VMware Horizon Mirage 4.2 All products available in Commercial, Academic and Federal SKUs Available in 10 and 100 packs Product Description SKU - 10/100 Packs$ Horizon Mirage Includes: Image Management and Disaster Recovery Fusion Pro Workstation (1 Admin license) ThinApp HZ-MRG-10-C HZ-MRG-100-C $150 /named user Windows Migration 6 Month Term based license focused on Windows Migration (subscription) HZ-MRG-WIN-6M-TLSS-C (Min. Quantity = 10) $80/named userWindows Migration to Bundle Upgrade For those who already have Windows Migration and want the full product HZ-MW-MRG-10-UG-CHZ-MW-MRG-100-UG-C $77/named user

VMware Horizon Workspace 1.0 All products available in commercial, academic and federal SKUs Available in 10 and 100 packs Product Description SKU - 10/100 Packs$ Horizon Workspace Includes: Data and application management through Workspace Workstation (1 Admin License) ThinApp HZ-WSP-10-C HZ-WSP-100-C$150 /named user

Partner Opportunity.. $20K VMware License Sale $300K Solution Sale for Partner = Product Category VAR’s Server Products $6.61 Professional Services $3.65 Storage Products $1.81 Business Applications $1.28 Networking Products $0.72 Security Products $0.54 Total $15.02 Every $1 in server virtualization software sales generates additional $$ in complementary products & services Source: Global Touch Data Center Survey, May 2010 $15 of incremental Revenue for every $1 of VMware Software

Handling Objections

Handling Objections Customer Objection Adding management is too costly Already have a different management solution Already use vCenter now for management Takes too long to get value from management Adding management will make things worse, not better for us Response Management Foundation lets you start at No Cost Designed for cloud and virtual environments with patented analytics and integrated capacity and configuration management vCenter Operations Management shows you more and does more78% of customers see ROI in < 3 months Frees internal IT up to be proactive, not reactive

Common Questions You seem to recommend VMware. What puts them ahead of competitors like Microsoft ? It seems risky loading up so many apps on one server. What if the server fails or one of the apps ? I’m already using the free vSphere Hypervisor, why should I buy the product ? Why should I consider VMware over the free products on the market?

What puts them ahead of competitors like Microsoft? Reliable and Scalable Foundation - VMware delivers a mature, production-proven hypervisor with unparalleled performance, scalability, and reliability. The Hypervisor is not a commodity. Complete Virtualization Platform – VMware vSphere has the industry’s most complete set of virtualization platform features. Comprehensive Virtualization Management - Only VMware provides a complete virtualization management solution for all virtual infrastructure over the full lifecycle of a VM. Support for Complete IT Infrastructure - VMware provides unsurpassed flexibility, offering the broadest application, operating system and hardware support. Proven, Trusted Solution - VMware is the proven choice 100% of the Fortune 100, 100% of Fortune Global 100, 97% of the Fortune 1000

I’m Already Using the free vSphere Hypervisor, Why Buy? Essentials Plus and up have business continuity functionality High Availability Data Protection vMotion Replication Centralized management of virtual machines Save significant administration time Update and patch all servers simultaneously

Why should I consider VMware vs. other free products? Servers Networking Storage Electricity Datacenter space Management Licenses for Virtual machines operating system Management software Management servers and other infrastructure cost Databases software and servers Licenses for virtualization software Hardware VM Guest OS Virtualization Software Management Support Subscription services and technical support An accurate metric for virtual environments Divide the Significant Acquisition Costs by the Number of Virtualized Applications = Cost per application

VMware is Lowest TCO Per VM VMware Essentials* VMware Essentials Plus* Other Solutions Plus: VMware software is more reliable, has more features and better performance than any other virtualization product on the market – even if they’re “free” VMware's TCO/ROI calculator: http://roitco.vmware.com/vmw *single server cost when purchased in 3-server bundle **per-incident support packs and management software additional 2-way server (16 GB RAM) $5,000 $5,000 $5,000 Cost: Guest Windows licenses 1 $5,998 $5,998 $5,998 Cost: Virtualization license** $187 $1,498 $0** Cost: Support** $250 $245 $250 Subtotal $11,435 $12,741 $11,248 Total VMs 2 *** 12 12 10 Cost per VM $953 $1,062 $1,125 Management Software included Included $492**** ***average VMs per physical machine ****Per Server Cost of System Center Essentials w/ SQL

Customer Example

Customer Example – Physical Environment Bank in the Northeast with 120 employees. 25 physical servers (12 Mission-Critical) iSCSI SAN iSCSI SAN (DR) 3 rd -party Replication MSCS Site A DR Site Physical Server Solution (Phase 1) Product Qty. Cost Refreshed Servers (@ $8000 each) 12 $96,000 Servers for Clustering MC Apps 12 $96,000 3rd-Party Backup Licenses (@ $1000 each) 12 $12,000 iSCSI SAN 1 $20,000 Total: $224,000 Physical Server Solution (Phase 2) Product Qty. Cost Servers for DR Site (@ $8000 each) 12 $96,000 Replication Licenses (@ $2700 each) 12 $32,400 iSCSI SAN for DR Site 1 $20,000 Total: $148,400 Customer Goals and Concerns: Phase 1 Half the servers need to be refreshed. MC Apps must be down as little as possible. Lower TCO of the environment. Phase 2 (Next Budget Cycle) Site-level disaster recovery. Concerns about additional staff needed. GRAND TOTAL: $372,400 Enabling MSCS will double all your MS licensing costs!!

DR site PHYSICAL TOTAL:   $372,400 VMware Solution (Phase 2) Product Qty Cost vSOM Standard Acceleration Kit 1 $10,000 4, 2-TB drives per server 12 $8,100 SRM 25 VM pack 1 $4,875 TOTAL:   $22,975 VMware TOTAL:   $41,075 Bank in the Northeast with 120 employees. 25 physical servers (12 Mission-Critical) * when bundled with Essentials Plus VMware Solution (Phase 1) Product Qty Cost vSOM Standard Acceleration Kit 1 $10,000 4, 2-TB drives per server 12 $8,100 TOTAL:   $18,100 vSphere Replication VMware saves the customer over $331K in hardware/licensing costs alone! Site A Customer Goals and Concerns: Phase 1 Half the servers need to be refreshed. MC Apps must be down as little as possible. Lower TCO of the environment. Phase 2 (Next Budget Cycle) Site-level disaster recovery. Concerns about additional staff needed.

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Brandt Stewart (VT, NH, MA, RI , ME) bstewart @vmware.com 801-786-5835 Rhett Burton (W. NY, CT, NJ) burtonr@vmware.com 801-786-5810 Brent Wilson (NYC, Long Island) brentwilson@vmware.com 801-786-5823 Cole Hartmann (East PA, DE, SC, NC) chartmann@vmware.com 801-786- 5811 Kim Broschinsky (FL) broschinskyk@vmware.com 801-786-5831 Jordan Watson ( VA, MD, WV, DC ) jwatson@vmware.com 801-786-5829 Dalton Musgrave ( GA, AL, MS, TN) dmusgrave@vmware.com 801-786-5785 Mitchell Stott (South CA, HI) mstott@vmware.com 801-786-5814 Tony Rogers (OR, WA, AK) trogers@vmware.com 801-786-5784 Brett Shaw (North CA) bshaw@vmware.com 801-786- 5794 Shezerae Hatton (MT , ID, UT, WY, AZ, NV) shatton@vmware.com 801-786-5813 Jeff Shumway (NM, CO) jshumway@vmware.com 801-786- 5841 Dustin Bennett (Central Canada) dbennett@vmware.com 801-786-5800 Dan Nickolaisen ( East/West Canada, dnickolaisen @vmware.com 801-786- 5832 Canada East West Jeff Shumway (NE , KS) jshumway@vmware.com 801-786-5841 Nate Conger ( TX ,OK, AR ,LA) nconger@ vmware.com 801-786-5787 Jared Johnson (IL, WI) johnsonj@vmware.com 801-786-5833 Scott Smith (ND , SD, MN, IA, MO) scotts@vmware.com 801-786-5808 Cole Abbott (MI, North OH) cabbott@vmware.com 801-786- 5834 Jerron Evans (IN, KY, WV, South OH) jerrone@ vmware.com 801-786- 5837 Central Inside Partner Business Managers OH AK DE NJ NY MA NH VT ME GA TN FL LA AL MS AR WV MI IN IL WI MT WY CO NE KS OK TX NM AZ UT ID NV S CA OR WA RI PA MD NC SC VA ND MO SD MN IA N CA CT KY

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