B2B Tech Talk with Ingram Micro
B2B Tech Talk with Ingram Micro

Episode · 1 week ago

The “As a Service” Revolution: How CISCO Can Help Your Organization Pivot

ABOUT THIS EPISODE

In this world that we live in, it’s more important than ever before to ensure that you’re protected from cyber threats.

And as the world’s workforce pivoted to a work-from-home model, and are now attempting to begin to migrate back to the office, cyber criminals are looking at a plethora of chances to steal data.

From home routers to out of date machines, the supply chain issues caused by COVID have hit us all.

But on this episode of B2B Tech Talk, we sit down with Eric Kohl, Frank Lento, & Dan DeSantis for a chat about the state of the Cyber Security industry. Some things we talked about:

- The state of the cyber security industry as a whole

- What CISCO is doing to help partners in their ecosystem

- New and emerging trends in cyber security that you may not be paying enough attention to

- How CISCO and Ingram Micro are helping companies pivoting to the “as a service” model

To join the discussion, follow us on Twitter @IngramTechSol #B2BTechTalk

Listen to this episode and more like it by subscribing to B2B Tech Talk on Spotify, Apple Podcasts, or Stitcher. Or, tune in on our website.

...you're listening to B to B tech talkwith ingram Micro, the place to learn about new technology and technologicaladvances before they become mainstream. This is the Cisco edition. Taking yourbusiness A level up. Let's get into it. Welcome back to be to be Tech talk withingram Micro. I'm your host for today's episode Logan Lyles and I've got threeamazing guests today. We've got eric cole vice president of cybersecurityand data center at ingram Micro. We've got frank lento, Managing director ofglobal security channels, partnerships and ecosystems at Cisco and dan deSantis director of C. So advisors at Cisco Gentlemen welcome to the show. Sogreat to have you today. Nice to be here. Thank you very much, awesome.Well frank, I want to kick things off with you. I'd love to hear from youabout the state of cybersecurity within the channel really. And some of the newthings that Cisco is doing to help partners right now, given the state ofthings Well, thanks Logan and I have to tell you a security channel. And ourpartners have been extremely busy working with Cisco, you know, not onlyprior to Covid, but especially during Covid and now as we enter some of thesedifferent and changing areas um as Covid continues, but we focused withour partners in our channel on growing the Cisco security business withoutjoint customers. And we've grown the number of partners. And this has beenpretty interesting that Cisco has about 12 solutions within our securityportfolio and we've been able to grow the number of partners who sell eightor more of those solutions really significantly over the past two yearsand that's key for our partners um and our channel because it provides thepartners capability to position a big and robust security architecture withwith our customers and their customers.

And it also increases the size of thesecurity opportunities and provides customers with a really strong securityposture. So this has contributed to our partners growing the Cisco securitybusiness in their own businesses by double digits over the past year. Sowe've been pretty excited about that. And from a perspective of adding valueto our hopeful value to our partners, we've also delivered simpler partnerincentives with a real true focus on growth across the security portfolio.And we've also added in the capability to achieve additional incentives andsuccess with cross architecture incentives because we see crossarchitecture becoming much more of a customer demand over the past 18 months.And then lastly we've tried to provide partners with some simple and bettertools and playbooks for solutions such as sassy. Cisco secure X zero trustthan detection and response. And these are all available for partners salesand engineering teams. And then on the largest scale basis we provide ourpartners with a secure ex partner academy from Cisco and also as CiscoAdvanced threat Solutions University and those are loaded with on demandtrainings and capabilities for partners to really keep up to speed on thelatest investments we make at Cisco with our security solutions so theycould be at their best with their customers. Yeah, absolutely. I we likeour training just like we like our netflix series right now on demandright? And I think that that carries over for everybody, you know erIC I'veheard that you know frank was talking about some double digit growth indifferent areas and speaking of growth I've heard some about some incrediblepartner growth in the last several years. Can you talk about a little bitabout the strategy that that's led to...

...some of that success and what you'veaccomplished with with that strategy here in recent years? Sure. I meanstarting at the highest level everything we do rolls up to ourcybersecurity strategy and it's it's pretty simple. It's been in place for anumber of years and it says we will help our business partners to be moreprofitable, more proactive, highly trusted security advisers and we dothat in a number of ways from you know, and and services and support throughoutthat sale cycle, whether it's pre sale services or assessments to drive demandto building comprehensive multi vendor solutions to implementation servicesand even post sale support. I think our success is driven from a combination ofmany things, engagement with our partner communities like Trust Xalliance and SMB Alliance and Cisco does a great job engaging with thosecommunities. We've got a strong tenure field sales organization, strongtechnical enablement teams and a couple years ago we created our very owncybersecurity Delta Force which is really focused on partner enablementfor key and trending technologies. They even take a vendor agnostic look tofocus on key technology areas like identity and access management or Sozziand Zero Trust, which are, I'll say the talk of the security town these daysand the result is look, we built a multibillion dollar security practicein the U. S. I'm super proud of the team and the performance and ultimatelyat the end of day frank was alluding to a lot of the great things that Ciscodoes and a lot of the assets and folks that they have to help the partnercommunity ingram micro just wraps around that were an extension of theirchannel team ultimately to help the apartment community to sell more indemand cybersecurity technologies. You talk about the Delta Force team, we'vehad members of that team here on the podcast recently and I just I love thatname every time I hear it. Um and that team is doing some really cool stuffwith a really cool name to back them up as we look forward from here dan, Iwant to turn it over to you. Are there any new or emerging trends incybersecurity that people really aren't...

...talking enough about right now. Weheard a little bit from frank earlier about some of the things that are onthe table and things are People are thinking about, what are some of thosethings that you think and you're starting to hear a little bit about.But in the next 6, 12 months we're going to be hearing more about soon.Yeah, I think I would, I would characterize what's going on right nowis really just an awakening even all the way up to the board level ofsomething many of us who have been insecurity for a while I've beentalking about And this includes things like 3rd Party risk. We learned a verypainful lesson across the planet with solar winds, no disrespect to solarwinds, but that was a wake up call that the supply chain can be profoundlydisrupted and have a big impact on the business and if you think about serveamplifying that to other players in the industry. Solar winds is relativelysmall, but the implications are rather large. So I think a lot of what we'relooking at now is is sort of this awareness at other stakeholder levelsand other board level levels about things that the organization needs tobe thinking about relative to security. I think for the first time ever, a lotof folks are seeing security as court of business and mitigating risk ascourt of the business and essential for business resiliency. This is why we'reseeing a lot of ransomware tabletops that aren't necessarily technicaltabletops, for example, here at Cisco, our intelligence team caliphs is notjust helping organizations with the sort of the technical aspects ofincident response for ransomware event. They're actually coaching executives on.Okay, what are the communications policies and plans and procedures? Howdo you orchestrate this maneuver across all the other business stakeholders? Sothat that kind of building of muscle memory's supporting reaction to thoseevents is sort of new, more mature...

...organizations, more mature verticals,for example, finance, it's kind of tried and true, but in other, lessmature organizations are less funded organizations. They want to help healthcare is a good example of that just in the conversations that my team ishaving with many chief information security officers. The other hot topicsright now are and again, this is I think just an awakening around def secops and shifting left with co development, really kind of bakingsecurity in at the forefront of application design. The more that wecan move security towards data and application of the better. And I thinknow finally, in the hybrid world that we're all revolving and especially postcovid trying to move more security controls towards end user compute Idon't control that home router that you have and it's certainly not anenterprise caliber router and all my security controls and run books aren'tapplicable anymore. So to make sure I have the visibility at the end usercompute level as well as up in the cloud wherever the data andapplications set. So this is something we're hearing a lot from customers andI know Cisco is designing to support these use cases along with much of therest of the industry and certainly working with great partners like ingramto make sure that our customers are secure is absolutely the norm therewith new things to think about with the hybrid work environment and more, morecompanies, you know, going back to the office but not going back to the officein the same way and not going 100% back to the office with 100% in the officework dan, you mentioned especially some less mature vertical markets orindustries when it comes to cybersecurity versus finance, it's moremature health care. Do you have a sense from, from your teams, in theconversations that you're in? What are some of those industries that areseeming to mature faster right now on...

...the pendulum when it comes tocybersecurity, are there are a few of those that are kind of hurrying to moveto maturity more quickly than others right now? Well, I mean, I thinkfinance, they have at least in their eyes the most at risk, right? I meantheir crown jewels are ultimately the assets, they have, a really goodframework of understanding what are critical assets, we talk about crownjewels and other organizations I think are struggling to keep up in that area,but a lot of it's also sort of the dynamics of the vertical, if you lookat manufacturing for example, and I'm based in Ohio and over the years haveknown many manufacturers and a lot of it's the model, the organizationalmodel where you have plants that have their separate PLS and their separatebudgets. And there's this sort of decentralized model of securing theorganization and in those instances, securing the OT environments and thetea is becoming a big threat factor. Right? So part of, I think what we'restarting to see, at least in organizations that are maturing, when Isay maturing, that means that they're sea levels there, Sissoko's typicallyhave found a way to curry favor at the board level. In other words, they'regaining influence and the reason that awareness that this is this is thecolonial pipeline example in the energy sector where, hey, here's what canhappen if we don't take this seriously. It's not just a matter of reputation inthe case of colonial and not to single them out. It's taking half the countrydown in terms of our ability to provide natural gas and oil and that's amassive disruption that has nation state implications. Right? So othermanufacturers, they're trying to think they get their arms around. Okay, wellwait a minute. That's a, that's a really important case study. So whatwe're starting to see is this influence of, of CSOs in various verticals,finding a way to resonate with the border and take security to a businesslevel conversation. And so while we can say in general, certain verticals areless mature even within some of those...

...verticals or some of them are rising tothe top even in health care and I won't name names here, but I mean I know ofhealthcare energies there really taking it seriously by the way some of themhave been breached and a lot of them have learned from a breach that okay,never let a good crisis go to waste and they are available in their games as aresult of that. So, but you know in general finance has traditionallyalways set the bar because they have they believe the most at risk. Yeah,absolutely. That ties to things that we see out there in the news right now incomparison with manufacturing, makes a lot of sense there, dan frank, I wantto turn it over to you. Speaking of things we've talked about on thispodcast before, we've discussed a good bit the shift to the as a service modelin almost every area of technology. I'd love to hear from you and maybe eric aswell on how Cisco and ingram are accommodating partners in this areasince it is an area of continued growth for partners as we look forward alittle good thanks. Well, you know, one of the big values of ingram as acompany is they're just so big globally and we have such a great partnershipwith them throughout the world where we have our products and solutions thatare offered to our partners for capability to sell in a managed serviceas they like or put into a security operation center three that come offthe top of the head here are our umbrella product and our do a productand an amP product. And what we do with ingram is we work to position thoseproducts for the partners so that they understand the value in the productitself and the different ways that it could be leveraged for offerings fortheir customers. And one of those offerings would be as a service. Andwhat ingram does so well for us is they promote that capability with theirpartners for us as well as we promoted...

...to a larger base and as I said before,what we get the lift out of that for our value is the scale that can beprovided by ingram. So we have these offerings out to each of these partnersfor and as a service offering to each of their customers as they like. Ericdo you have anything to add to that? I'll jump on that to frank you know,and I'll tell you it's probably one of the top initiatives that we see acrossthe vendor landscape is helping them to accelerate different business modelsultimately, so that however, that client wants to consume the technology,we have a means to be able to transact that way. So whether that's a piece ofhardware appliance, whether it's an annual subscription, how can we chunkthat up into monthly recurring payments and how can we do it automated likeumbrella, you know, in cloud marketplace solutions. And I'll justadd lastly, it's big platform vendors like Cisco are on the acquisition trail.Right? And so you know, that's the role that we play as you bring newtechnologies to bear and to market, we want to help you to protect andmaximize that investment. Will use our data to look through the partnercommunity and say, where's the opportunity for cross sell up sell. Butjust as important, hey, we've got to get this model up and running so thatpeople can consume it monthly or pay annually or as a service as we've beentalking about. Yeah, frank, I'd love to hear more from you two is kind ofbouncing back between you and eric on on both sides would have been some ofthe benefits you and your team have seen by partnering with ingramspecifically for your security portfolio awareness, kind of touchingon something you mentioned a little bit in the open. Well, that's an easyquestion to answer. So Logan, thank you because of the value that that ingrambrings to us as as partners. But ingram, one of a couple of points I'd like tomake here because they have a very robust model that we leverage and thatthey then leverage with their partners...

...but ingram hasn't always on enablementofferings which include the Cisco virtual learning portal that's anonline resource containing thousands of hours of on demand trainings andwebinars, videos, blogs and so much more. And partners can use and utilizethe Cisco virtual learning portal to not only educate themselves on thelatest Cisco secure portfolio but also on the solutions that we wrap themaround, such as sassy and hybrid work solutions and then how they canleverage those to be utilized for their end customer security opportunities. Inaddition, ingram's Voyage partner tool provides customised guidance forpartners on how they can expand and enhance their Cisco business. So thisis a great value for Cisco that ingram puts on the table like no other and itincludes their security practice utilizing our security portfolio. Sothat's a really great way for both of us to be successful together. And theningram also has what are called the business transformation centers andthese are both physical and virtual sandboxes that are supported by Ciscodedicated engineers and available to all the partners for assistance withsecurity demos, trainings and hand on exposure to Cisco products like ourCisco secure firewalls. Well frank, I love to hear all the great things youshare their, about the partnership dan, I want to turn it over to you on acommon term that's being talked about a lot lately. The zero trust securitymodel, frankly some Csos hate this term or at least I've heard. But Cisco hasplaced a lot of emphasis on this lately vulnerability management is growing,which is why Cisco has acquired kenna and integrated the secure X platform.Can you tell us a little bit more about this and why it's important? Yeah. Sozero Trust is uh, you know, obviously...

...this is something that is getting a lotof traction. Things like the executive order at the federal level level are,are really drawing our eyes to the need to not trust and so getting to yourpoint, there are a lot of systems that and I can think of a few that I've metrecently where they don't want to walk into the room with a bunch of otherexecutives this, I don't trust you. So in some instances I no one says sothey've actually branded their Zero Trust program as the name of thecompany will call it Acme, inc trust, acne in trust. But there are many otherI think I just hosted a panel this morning Logan with a number of systemshere in the Fortune 500 and a lot of them were of the mind that at leastprivilege access or d perimeter ization is a more applicable term. We're neverreally going to get to zero trust. It's in the words of one of the systems I'vemet, it's sort of this ascent topic curve where we're trying to get thereand there's lots of different things we can do their coarse grained and finegrain to ultimately get there for sure. But it is clear that every organizationthat were talking to at Cisco and of course that we're partnering with withyou on is understanding the value and I think Covid really shined a light onthis because clearly with a hybrid workforce model and less security andthe inability to really track identity and assets or not have the samecontrols any ways to do that. A lot of folks are saying, hey listen, we haveto adopt this model and push it out not only to our workforce, but as Imentioned, I think earlier in terms of some of the things on top of mine,supply chain risk, third party risk is big. And so just the notion of tryingto apply a zero Trust model to your value chain or to your supply chain isgetting a lot of attention with a lot of the executives that we're talking toon the, so zero trust is here to stay.

Others will call it what they may. Butwe're all trying to get to a point where we have a much better grasp ofwho and what are accessing critical resources and that they're supposed tobe in allowed to. And so really, I think that's part of the spirit of whatZero Trust is all about on the vulnerability management topic. I thinkkenna is a very important acquisition for Cisco because it really changes theconversation to risk? Listen, we're not going to be able to patch our entireenvironments. We can't patch everything. It's just not realistic and there'scompliance is important but there's much too much importance on that placedon checkbox and compliance versus really risk mitigation and thenoptimization and prioritization really Canada is all about that. Hey, let'sfigure out which vulnerabilities are most likely to be exploited. Where am Igoing to get the most bang for my buck? Because one of the other things that'skind of moving in this stream is there's not a lot of talent out there.Even the large organizations are stretched to get good talent so I haveto optimize the resources that I have. So can it helps really solve a problemhere around let's focus on the important vulnerabilities in ourorganization. Let's focus our team on patching those because that's thehighest likelihood of my organization being breached and it has the mostimpact on my organization but allows me to get the most out of my team then ifI marry that with intelligence, if I marry that with security orchestrationand automation, a lot of the things that we're doing with secure X forexample, then all of a sudden I've got this powerful combination oforchestration Autumn. Ization prioritization and visibility that webelieve is going to help system does really get more out of their teams andbe more effective at their jobs. Yeah, frank. Do you have anything thatyou want to touch on there, whether it's related to the Zero Trust securitymodel or um can a secure X. Yeah. Well thanks and thanks dan. I have to say,you know, I'm, you know, I'm the global...

...head of our partner security salesorganization at Cisco as we discussed and one of my responsibilities is tohelp make our offerings consumable for our customers and sellable for ourpartners. And sometimes what we do is we package that in so whether it'scalled Zero Trust or something different and yes, we call it ZeroTrust. What we do with partners is we we really work with them to ensure thatthey understand how they can position the solutions that Cisco offers as anarchitecture to their customers. So I mentioned before we want our customershave a very strong security posture because our customers are asking forthat now, they don't want a strong security point in their environment.They want the entire architecture to be very strongly protected. And when youlook at Zero Trust, it's actually comprised of different elements ofCisco solutions and offerings that when built together for a customer, you canhave duo for M. F. A an umbrella for DNS and other different solutions inthere and the value that they bring as they actually are the integrated. Sothey actually know what each one is doing if if one season issue would makesure the other one knows that there's an issue that's been seen so we can remediate and have faster detection and response. So it may be called zeroTrust, but we do it for a reason. It's very similar to what we call anotherinitiative. XDR accelerated detection and response. Right. Very similar. It'sbuilt up of components of our security solutions that build that architectureof security for our customer that gives them that strong posture that they'removing to in the environment today, Logan if if you don't mind, can I addjust something frank starts there? Because I think there are some greatgreat points that he made. You know, the great thing about working here atCisco is that I get to interact with a lot of our internal team. In fact, thismorning I helped host a panel with our...

...internal information security team. Sothese are the folks that secure Cisco And Cisco has really, really leanedheavily forward on zero trust adoption. So it's important for a partner likeyou to hear. And I think this is important for our customers to here isthat we're drinking a lot of our champagne. So much of what frank justdescribed. Hey, listen, we're practicing what we preach and you know,there was a time here at Cisco and I go back to 2000 and seven where we weren'tadopting a lot of the the technologies that we acquired and sold to ourcustomers, that's changed dramatically and we're protecting Cisco source code,we're protecting customer data, partner data with our zero Trust methodology.So this isn't just Cisco trying to assert itself as a thought leader inthe public. This is hey, we're protecting our crown jewels with thisapproach and using a lot of the same technologies that we're selling andpartnering with. So hopefully that helps and dan makes it does make a goodpoint. And by the way, dan I like the way you up to our viewpoint, we drinkour own champagne. We used to say we eat our own dog food. But as individualemployees in the company, we do an awful lot of pre work before we getthese things out to our partners into our customers. And one of the other keyfactors is with a partner like ingram they position this type of architecture,play with their partners to along with us. Right? So again we call it zerotrust. If that evolves to a different name, so be it. But the context of whatit is I believe is still the same. Yeah, I think the delineation that you guysare both echoing is an important one and I think that I appreciate theclarity that both of you have brought to that dana and frank. Well, we've gotto round it up to ask each of the three of you the question that we ask everyguest here on this show and that is where do you see technology going inthe next year? If we're on this podcast...

...again, 365 days from now, what do youthink has been the single biggest change evolution in the technologylandscape between now and then dan, Let's kick it off with you. Where doyou see technology going in the next year? Yeah, So so I think a lot, I meanthere's gonna be things like machine learning that are out there certainlythere will be more adoption of machine learning and I like that term versus AII think we'll see more of that. We're going to see more cloud adoptionobviously as a service models are going to be consumed more because folks havefigured out, hey listen, this makes a lot of sense for organization and it'sit's what sort of the key words to this, our agility and elasticity when thatwe've learned post covid is agility and elasticity resulting resiliency for theorganization and the ability for that organization ultimately to adapt. Youknow, it's funny we used to sell a pandemic license at Cisco for anyconnect and that we mothballed that license because folks are saying, oh,there's never going to be a pandemic, right? Let's call it something else.Well, we're living in a new normal now. And so I think a lot of, a lot of whatwe're going to see over the next year really has just increased adoption ofthat agility. A lot of organizations have realized that agile is good andthat's going to be a common thread, not only in terms of what we see in termsof security architecture and security operation models, but also going intoother things like def sec ops and building applications and securing datais building this sort of agile model, which some organizations we're talkingabout, the ones that were serious about that we're the ones that were mostequipped to deal with extreme events like covid and other interesting thingsthat happened along the way like the half name event and solar winds amongothers. So I don't know that we're going to see any major shift intechnology necessarily over the next year. But I think it's just more of thesame post Covid and the realization that that's a good thing and it makesus more adaptable. Absolutely anything...

...that makes us more adaptable in thesetimes I think is is a good thing. Very much needed frank. Same question to you.Where do you really see things going over the next 12 months or so? I thinkfrom uh, and and thanks dan, I think that was a good descriptor there. Ithink that one of the areas we're starting to see change in isn't so muchinto technology to dance point, but it's in the offering and the presenceof the technology, right? It has to be simpler for partners to be able totransact the security business, it has to be easier for customers to be ableto adopt it and with that we have a lot of different areas that we're focusedon with new routes to market, where security wasn't truly positioned beforefor partners to sell from and from customers to buy off of where it is now.And a great example of that is ingram's robust marketplace that they have fortheir partners where I don't know eric, I think maybe a year ago it wasprobably a third or a quarter of what it is today. Maybe I'm a little off onthat, but it's so robust now. But the whole point is the platform is sostructured that the capability to add to it now is not one that is a wholenew herculean event. It's just a process where you just add more tothese different marketplaces. And then lastly, I think we'll continue to seesome of the things I mentioned before because we're getting a lot of pressurefrom customers on really positioning what we call the security architectureor a blueprint for their entire environment and really focus on how wetune our security products into that posture right, to make sure thatfirewalls are configured appropriately for compliance and policy and takingadvantage of all that functionality. Whereas yesterday a lot of peopledidn't bother to go too deep on some of those areas now it's a focus and itneeds to be addressed and it needs to be continually monitored. So I think todance point from a technology...

...perspective, we'll see some change, butthe keys around it are how they use the technology now and then how they adoptthe additional functionalities and capabilities of the technologies toensure they really layer that security and safety value for them as a companyfor our customers. Really, really well laid out there frank. I appreciate that.Alright. ErIC, no pressure but you're bringing us home today sir, I'll do itin one word faster. So on top of what, you know, dan frank's just faster,right, faster adoption, faster implementation, faster in terms ofhelping to monetize the acquisitions that they're making and bringing thosetechnologies into the platform and getting into it as a service world,ultimately faster to detect and respond the bad guys are going to get in. Wegot to find them fast and get them out. I love that fast on on all fronts. Wewon't go fast and furious, but Logan, I just want to chime in on what ERIC justsaid there because you know, prior to Covid, I met with a lot of CEOs and alot of CSOs and I would hear them say, you know, listen, we're a cloud firstcompany and again, I think a lot of organizations got to come up and win.Covid hit and if you really were cloud first, you're leaning forward in notonly cloud adoption and being more agile as a result of that and otherthings like zero Trust positioned you to adapt quickly and fast to eric'spoint. And so the good news is that we've got great partnerships like youfolks, folks that are on board with helping support our customers there.But I guess my message to other clients out there, put your money where yourmouth is and if you're going to say your cloud first and be serious aboutit because we all know that it pays dividends, especially when big eventscome along like a pandemic. Absolutely. All right. Eric just one more questionas we round things out to make sure that every, you know, action willnugget that you frank and dan share today that people can take action ifthey want to learn more or get engaged with the right team. Where would youpoint them to, to take action based on...

...the things we talked about today? Yeah,sure. I guess I'll ask you to put these in the show notes for us but we've gotColin rowan at ingram micro dot com. We've got our Cisco c V L page out oningram micro. Imagine next and for anything and everything you want tolearn about our cybersecurity practice and services that can be found atsecurity line card dot com. Perfect. Make it nice and easy. We got threeoptions for folks right there. Thank you for that. Eric really appreciateyour time as well as yours frank and dan. Thank you so much for what youguys added to the conversation today for everyone listening. If you likedthis episode or if you have a question, you can join the discussion on twitter.Look us up at ingram tech soul. That's ingram T E C H S O L. You can also findus with the hashtag B two B tech talk as always, thank you so much for tuningin and subscribing to be to be tech talk with ingram Micro. You've beenlistening to B B tech talk with ingram Micro, Cisco edition, taking yourbusiness A level up hosted by Kerry roberts. BtB tech Talk is a jointproduction by Swedish media and ingram Micro to not miss an episode. Subscribetoday in your favorite podcast platform.

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