GovDiscovery AI Podcast with Mike Shanley

Mike Shanley

Welcome to the GovDiscovery AI Podcast with Mike Shanley, your source for insights into international markets, government funding, foreign policy and global growth strategies. As a go-to source for companies and organizations seeking to expand their global footprint and funding, our podcast guests provide expert analysis through exclusive conversations with key decision-makers shaping the government contracting, global growth and risk assessment, and foreign policy. The podcast features in-depth discussions with current and former U.S. government officials, global business leaders, and foreign policy experts. We cover critical topics such as government procurement priorities, navigating emerging and frontier markets, and foreign policy developments. Each episode is focused on getting your team actionable insight for your global strategy. Gain a competitive advantage with expert insights on funding strategies, government priorities, partnership opportunities, and market intelligence that can position your organization for success. Whether you are an established government contractor, a foreign policy, or a business looking to expand globally, the Global Strategy Podcast equips you with the knowledge and tools to thrive in an evolving global landscape. About the Host The GovDiscovery AI Podcast is hosted by Mike Shanley, CEO of GovDiscovery AI (govdiscoveryai.com) and Konektid International (www.konektid.com). Mike hosts the GovDiscovery AI Podcast and regularly presents on best practices for government partnering at conferences and events globally. He has been invited to speak on government contracting and global growth strategies at U.S. government conferences, Johns Hopkins University, University of Denver (Korbel School of International Studies), British Expertise International, and the U.S. Embassy – London. Tune in to the GovDiscovery AI Podcast to stay ahead of global trends and unlock new growth opportunities. Resources: Govdiscoveryai.com http://www.konektid.com

  1. 20 Oct

    How to Scale Defense Tech and Ditch SBIRville with Johnny Cochran

    When rapid operational requirements demand deployed capabilities, relying on PowerPoint decks and endless research grants will leave defense tech startups stranded in the valley of death. In this vital episode of GovDiscovery AI, host Mike Shanley sits down with Johnny Cochran, retired US Army Colonel, former Director of the Pentagon's Close Combat Lethality Task Force, and former Vice President of Growth at Shield AI. Cochran pulls back the curtain on the hypergrowth playbook that scaled Shield AI from a three-hundred-million-dollar startup into a multi-billion-dollar defense unicorn. This high-stakes conversation breaks down how to synchronize business development with technical product roadmaps, the reality of validating autonomous platforms in electronic-warfare environments like Ukraine, why dual-use founders must escape the SBIR trap through Phase III sole-source mechanisms, and tactical rules for engaging program decision-makers at defense conferences. Key Takeaways Sync Business Development with Product Reality: Never let sales outpace engineering. Selling capabilities that are not ready burns customer credibility, whereas delivering fifty percent of a working product now beats promising one hundred percent of a product that never arrives. Escape SBIRville with Phase Three Vehicles: Use early research grants strictly to fund core product development, but pivot rapidly toward Phase III SBIRs, which offer sole-source eligibility, no funding ceiling, and long-term procurement permanence. Turn Critical Assumptions into Facts: Disciplined defense forecasting requires separating verified data from unvalidated guesses. Prioritize your team's weekly capture activity around converting high-risk assumptions into verifiable facts to build irreversible growth momentum. Rethink the Trade Show Playbook: Avoid burning scarce startup capital on expensive exhibition floor booths. Use defense conferences for quick five-minute touchpoints with executive officers to lock in dedicated one-hour follow-up meetings at their offices when they have full focus. Resources Mentioned Connect with Johnny Cochran on LinkedIn: linkedin.com/in/johnny-cochran Connect with Mike Shanley Website: https://www.govdiscoveryai.com Newsletter: https://preview.mailerlite.io/preview/2303062/emails/189906872374920705 Early Defense Demand Signals Booking: https://calendly.com/govdiscovery-federal-growth/30-min-govdiscovery-federal-growth LinkedIn Page: https://www.linkedin.com/company/govdiscoveryai LinkedIn Profile: https://www.linkedin.com/in/gov-market-growth/ Episode Chapters 00:00 - Introduction and Johnny Cochran's Pentagon Background 01:02 - Inside Shield AI's Hypergrowth from Startup to Unicorn 03:12 - Aligning Business Development with Product Roadmaps 05:10 - Lessons from Ukraine: Validating Autonomy in Contested Airspace 07:51 - Rapid Field Feedback Loops from Warfighters to Engineers 10:18 - Investor Due Diligence: Separating Tech from Leadership 12:45 - The Formula for Turning Critical Assumptions into Facts 15:16 - Founder Discipline: Saying No to Off-Roadmap Revenue 17:09 - Educating Non-Defense Investors on Pentagon Timelines 20:09 - How to Escape SBIRville and Win Phase Three Sole-Source Contracts 23:03 - Evaluating Subcontracting with OEM Primes vs Direct Priming 26:23 - The Hidden Cost of Writing Government White Papers and RFIs 28:44 - The Culture Shock of Transitioning from Military to Industry 31:28 - Building Internal BD Processes vs Hiring Access Consultants 34:37 - Quantum Strategy and the Education Gap in Deep Tech 37:24 - Market Dynamics in Counter-UAS and Directed Energy 40:43 - Managing the 18 to 24 Month Defense Sales Cycle 44:43 - The Trade Show Playbook: Skipping the Booth to Win the Calendar 46:44 - Why Venture Capital in Defense is a National Security Imperative 49:01 - Outro and Closing Credits Join the Mission If this episode gave you a clearer roadmap on how to support the American warfighter, don't let the conversation stop here! Follow the @govdiscoveryaipodcast, like this episode, and share it with your network of defense innovators, colleagues, and industry partners. Let's build the industrial base together!

  2. 6 Oct

    Ep 88: How Defense BD and OTA Consortia are Scaling Tech with Mike Hurowitz and James Graham

    When rapid technology shifts alter the defense acquisition landscape, relying on traditional FAR-based procurement cycles can leave critical commercial dual-use solutions stuck in the valley of death. In this vital episode of GovDiscovery AI, host Mike Shanley sits down with Mike Hurowitz, Founder and CEO of Weatherstream, and James Graham, Founder and CEO of RTOR Financial Studio. Together, they break down the evolution of Other Transaction Authority (OTA) agreements, the critical role of specialized consortia, and how meteorological data feeds directly into national security decision-making. This high-stakes conversation details how dual-use startups can leverage Strategic Breakthrough awards (STRATFI), prepare for financial audit readiness, and navigate the shifting BD landscape to field tactical technology faster. Key Takeaways Leverage OTA Consortia for Early Signal Discovery: Rather than waiting for public solicitations, engage directly with domain-specific consortia to access pre-RFP topic discussions and collaborate with end-users early. Prepare Audit and Financial Readiness Upfront: Despite reduced administrative overhead under OTAs, defense buyers increasingly demand audit readiness, indirect rate structures, and cash flow planning before making awards. Bridge the Valley of Death with STRATFI: Transition from initial Phase II SBIR projects into large-scale commercialization by utilizing matching-fund programs that blend public and private capital. Resources Mentioned Weatherstream Portal: weatherstream.com  RTOR Financial Studio Portal: rtorfinancialstudio.com  Connect with James Graham on LinkedIn: https://www.linkedin.com/in/jamesgrahamcpa/ Connect with Mike Shanley Website: https://www.govdiscoveryai.com  Newsletter: https://preview.mailerlite.io/preview/2303062/emails/189906872374920705 Early Defense Demand Signals Booking: https://calendly.com/govdiscovery-federal-growth/30-min-govdiscovery-federal-growth LinkedIn Page: https://www.linkedin.com/company/govdiscoveryai LinkedIn Profile: https://www.linkedin.com/in/gov-market-growth/   Episode Chapters 00:00 - Introduction and Defense BD Overview  01:12 - Why Weather Data and Meteorology is Critical for Defense  03:18 - Lowering Friction: SBIRs, STRATFIs, and OTAs  05:30 - The History and Evolution of Other Transaction Authority  08:16 - How OTAs are Transforming Business Development Strategy 10:07 - The Role of Consortia in Distributing Defense Funds 12:52 - Military Medicine and Specialized Sourcing Environments 16:04 - First Principles: What Has Not Changed in Defense BD 18:45 - Navigating the 80+ Battle Space Environmental Parameters 21:34 - Building Relationships across Rotating Military Officers and Tech Leads 24:14 - Leveraging Sole Source Justifications and Phase II Follow-Ons  26:31 - Financial Compliance, Cash Flow Planning, and Milestone Management  30:21 - Reducing Subcontractor Flowdown Overhead on Supply Chains  32:26 - GAO Oversight and Balancing Speed with Accountability  34:06 - Key Takeaways on the Future of the Defense Space Economy  36:37 - How to Connect with Guests and Wrap-Up   Join the Mission If this episode gave you a clearer roadmap on how to support the American warfighter, don't let the conversation stop here! Follow the @govdiscoveryaipodcast, like this episode, and share it with your network of defense innovators, colleagues, and industry partners. Let's build the industrial base together!

  3. 1 Sept

    Ep 87: Re-Mapping GovCon BD for the Generational Funding Wave | Jake Frazer

    When unprecedented defense funding surges demand immediate execution, relying on legacy business development playbooks and waiting around for standard RFP cycles leaves government contractors behind. In this episode of GovDiscovery AI, host Mike Shanley sits down with Jake Frazer, Co-founder and CEO of Precision Talent Solutions. Drawing from a decade of executive search in government contracting, Frazer explains how rapid acquisition timelines and agency reshuffles are turning traditional BD models on their head. This conversation breaks down the shift away from slow Shipley frameworks toward a "new breed" of cross-functional BD talent, how to leverage recently transitioned agency experts to identify customer pain points early, and how to prepare your growth strategy for a generational 24-month funding window.   KEY TAKEAWAYS  • Adapt to the "New Breed" of BD Talent: Modern defense acquisition requires versatile growth leaders who possess operational and P&L experience, understand capture cycles, and can guide government customers to OTAs or direct awards on the spot.  • Leverage Fresh Agency Insights: Ongoing agency reshuffles make warm familiarity essential; deploying recently transitioned senior leaders (SCS and flag officers) allows firms to accurately remap decision-makers and target customer pain points.  • Capitalize on the 24-Month Funding Window: Unprecedented defense spending is hitting the market, making passive hiring obsolete—companies must aggressively recruit top-tier BD talent and adopt agile intelligence tools now before the window closes.   RESOURCES MENTIONED  • https://www.linkedin.com/company/precision-talent-solutions/ • Connect with Jake Frazer on LinkedIn: linkedin.com/in/jakefrazer   CONNECT WITH MIKE SHANLEY • Website: https://www.govdiscoveryai.com • LinkedIn Profile: https://www.linkedin.com/in/early-defense-opportunity-identification/ •GovDiscovery AI - https://www.linkedin.com/company/govdiscoveryai/    EPISODE CHAPTERS  • 00:00 - Introduction and Jake Frazer's Background at Precision Talent Solutions  • 00:20 - The Shifting GovCon Market: Is the Shipley Method Obsolete? • 01:18 - The Rise of the "New Breed" of Business Development Talent  • 06:25 - Navigating Agency Reshuffles with Precision Experts  • 09:18 - Essential Skill Sets for Modern BD and Capture Leaders  • 12:46 - Operational Backgrounds vs. Pure Play Sales in Defense BD  • 16:13 - Centralized vs. Decentralized BD Structures  • 19:39 - The 24-Month Funding Window and Generational Investment  • 22:18 - Recruiting for Space, Quantum, and Emerging Domains  • 24:31 - Optimizing Personal Branding and LinkedIn vs. Resumes  • 28:29 - The Controversy of the "Open to Work" Badge  • 29:31 - Lessons from NATO Drones, Defense Budgets, and Foreign Policy  • 32:31 - So What? How Industry Leaders Must Adapt to Win  • 33:56 - How to Connect with Precision Talent Solutions & Outro   JOIN THE MISSION  If this episode gave you a clearer roadmap on how to adapt your growth team for the upcoming funding surge, don't let the conversation stop here! Follow the @govdiscoveryaipodcast, like this episode, and share it with your network of defense innovators, colleagues, and industry partners. Let's build the industrial base together!

  4. 20 Aug

    EP 86: How the Space Force is Shifting Sourcing to the Left with Nicholas Francoeur

    When rapid technological advances require immediate orbital readiness, waiting for legacy nine-month solicitation timelines leaves small dual-use businesses behind. In this vital episode of GovDiscovery AI, host Mike Shanley sits down with Nicholas Francoeur, Senior Director of Government Business and Strategic Partnerships at Think Orbital. Drawing from his background as a Space Force officer and civil servant, Francoeur details how small defense tech firms can shift requirements gathering to the left. This high-stakes conversation breaks down operator-first business development strategies, the integration of long-distance X-ray imaging technology on orbit, and how cleared venture capital assets are evolving to fund critical space capabilities before formal requirements ever hit the desk.   Key Takeaways Adopt an Operator-First Sourcing Strategy: Do not focus exclusively on acquisition offices. Sit down directly with the combatant commands, soldiers, and guardians flying the systems to identify mission planning bottlenecks before requirements are written. Shift Requirement Pipelines to the Left: Modern space tech moves too fast for traditional RFP cycles. Small businesses must anticipate operational gaps and build trust with end-users years ahead of formal solicitations. Leverage Smart VC Sourcing Channels: The next frontier in defense business development involves cleared venture capital firms identifying demand signals and guiding portfolio investments into classified program needs early. Resources Mentioned Think Orbital Official Portal: thinkorbital.com Connect with Nicholas Francoeur on LinkedIn: https://www.linkedin.com/in/nicholas-d-francoeur/    Connect with Mike Shanley Website: https://www.govdiscoveryai.com Newsletter: https://preview.mailerlite.io/preview/2303062/emails/189906872374920705 Early Defense Demand Signals Booking: https://calendly.com/govdiscovery-federal-growth/30-min-govdiscovery-federal-growth LinkedIn Page: https://www.linkedin.com/company/govdiscoveryai LinkedIn Profile: https://www.linkedin.com/in/gov-market-growth/   Episode Chapters 00:00 - Introduction and Nicholas Francoeur's Space Force Background  01:35 - Shifting the Defense BD Paradigm to an Operator First Model  03:15 - How 26 Person Startups Can Scale Impact Like Neo Primes  05:36 - The Pharmaceutical Approval Metaphor: Flipping Decision Coins  08:29 - Establishing Trust Preceding the Demand Signal  10:22 - Connecting Combatant Commands to Acquisition Offices  14:09 - Managing Capture Time and Balancing Multi-Domain Portfolios  17:00 - Triage and Time Efficiency across East and West Coast Offices  19:26 - Moving Requirements Pipelines to the Left on the Timeline  22:28 - Civil Servant Mindsets vs PCS Officer Career Loops  25:40 - Lessons from Orbital Warfare and Space X-Ray Technology  28:28 - Transitioning from Uniform to Civil Service and Think Orbital  31:26 - What is Next for Defense BD: Smart VC Sourcing and Cleared Funds  35:00 - How to Connect with Think Orbital Portals  36:01 - Outro and Closing Credits   Join the Mission If this episode gave you a clearer roadmap on how to support the American warfighter, don't let the conversation stop here! Follow the @govdiscoveryaipodcast, like this episode, and share it with your network of defense innovators, colleagues, and industry partners. Let's build the industrial base together!

  5. 21 Jul

    Ep 85: Defense Acquisition Trends with Jay Tamsett - EY

    In modern warfare, speed is the ultimate currency—but can a defense acquisition system built for predictability keep pace with rapid battlefield evolution? In this episode, host Mike Shanley is joined in person by Jay Tamsett, Managing Director of Aerospace and Defense at EY, to explore why today's geopolitical realities demand a return to decentralized decision-making, rapid prototyping, and software-centric parallel tracks. This episode is designed for defense technology founders, aerospace executives, and growth leaders looking to transition from slow-moving RFP cycles to high-utility field deployment. Understanding this structural shift from rigid compliance to real-time execution is critical for any team hoping to bridge the gap between commercial tech and actual warfighter needs. Main Topics Covered — The Speed Imperative in Acquisition — Why time has eclipsed all other variables to become the primary driver of value and battlefield relevance in the modern era. — McNamara vs. Packard — A historical look at how centralized "management by control" created our current bureaucracy, and why we are experiencing a modern "Packard moment" of decentralized accountability. — Lessons from the Ukrainian Frontlines — How real-time adaptation and rapid feedback loops directly from combat zones are challenging traditional, slow-moving testing schedules. — A Plurality in the Defense Industrial Base — Why the legacy acquisition system isn't necessarily "broken" but needs a parallel track for software-centric systems (like drones and AI) next to traditional capital platforms. — Rethinking Systems Engineering — Why the linear planning models used since the 1960s fail to address current threats, and how "orchestration engineering" offers a more composable design alternative. — The "Sensemaker" Role in Business Development — How growth leaders must shift from chasing RFIs on SAM.gov to active market sensing and predicting geopolitical trends. — Drowning in the Knowledge Glut — How executive teams can cut through dashboard complexity to separate overwhelming data noise from actionable, qualitative insights.  — Acquisition Officials vs. Warfighters — The critical importance of building deep relationships with military end-users instead of relying solely on contracting officers bound to bureaucratic rules. Key Takeaways — Structure Dictates Culture — Simply changing leadership or introducing superficial policies won't reform defense acquisition; the underlying structural incentives and systems engineering training must change first. — Embrace Uncertainty as an Input — The most successful modern defense tech companies treat battlefield uncertainty as a design asset to iterate on, rather than an administrative risk to avoid. — Action Beats Analysis — In a world overwhelmed with data, the market increasingly rewards organizations that focus on rapid execution, continuous learning, and prototyping rather than mere compliance. — Connect with the Real End-User — Relying purely on traditional contracting offices misses the strategic mark; growth-oriented companies must learn from the frontline warfighters who actually use the technology. Connect with the Guest LinkedIn: https://www.linkedin.com/in/jay-tamsett EY Profile: https://www.ey.com/en_us/people/jay-tamsett If you found these insights valuable, don't forget to follow the GovDiscovery AI podcast, like this episode, and share it with other defense innovators in your network! Connect with the Host LinkedIn: https://www.linkedin.com/in/mikeshanley/ Website: https://www.govdiscoveryai.com/

  6. 9 Jul

    Ep 84: Inside SpaceWERX's $500M Venture Model and Space Warfighting Priorities with Arthur Grijalva

    Want to know how to break into the U.S. Space Force and scale your technology with over half a billion dollars in annual funding? In this episode, host Mike Shanley sits down with Arthur Grijalva, Director of SpaceWERX, to demystify how the Space Force's innovation arm acts as a venture capital fund to buy down technical risk and field dual-use commercial tech faster. This episode is a must-listen for defense tech CEOs, venture capitalists, and aerospace founders trying to navigate the shifting government R&D landscape. You will learn exactly how to align your commercial capabilities with urgent space warfighting priorities and leverage newly reauthorized strategic breakthrough programs to bridge the valley of death. Main Topics Covered The Venture Capital Model of SpaceWERX: How the organization leverages $500 million annually to buy down risk, accelerate bright ideas, and transition them directly into the hands of warfighters. Navigating the Defense R&D Ecosystem: Understanding the strategic differences and partnerships between SpaceWERX, AFWERX, the Defense Innovation Unit (DIU), and the Air Force Research Laboratory (AFRL). Beating the Valley of Death: A case study of K2 Space, tracing their evolution from an initial Phase I conceptual study to a massive $60 million STRATFI co-investment. The New Rules of SBIR/STTR Reauthorization: What the latest legislative changes mean for preventing "SBIR mills," increasing due diligence on foreign investments, and expanding strategic breakthrough programs across agencies like NASA and the DOE. Redefining Dual-Use Technology: How tweaking an existing commercial asset, like Muon Space's wildfire satellites, can rapidly deliver critical capabilities like space weather monitoring and missile warnings to the Space Force. Deep Space Collaboration with NASA: Inside the joint efforts on the Orbital Prime program, Starfish Space's satellite-servicing mission, and upcoming investments with the Cislunar Coordination Office. Co-Designing Solicitations through Challenges: How upcoming events like the On-Orbit Logistics Challenge bring together industry, venture capital, and operators to write contract requirements collectively. The Power of Industry Partnerships: Why small startups are joining forces with traditional defense primes and mid-tier firms to successfully compete and deliver full end-to-end capabilities. Key Takeaways Follow the Money to Find the Demand Signal: The clearest indication of what the Space Force prioritizes is where they spend money; companies should look at current challenges and funding lines to understand real mission needs. Proliferated Architectures Are the Future: Space Force leadership is shifting away from exquisite, multi-billion-dollar satellite systems that take a decade to build in favor of cheaper, mass-proliferated architectures that refresh every two to four years. Strategic Co-Investment Drives Massive Value: Leveraging programs like STRATFI to combine funding from private venture capital and programs of record has yielded a massive 9x valuation increase for participating companies. Don't Navigate the System Alone: SpaceWERX offers specialized accelerators, pitch sessions, and a new database registry designed specifically to demystify government contracting and help commercial firms get a foot in the door. Connect with the Guest LinkedIn: https://www.linkedin.com/in/arthurgrijalva Instagram: https://www.instagram.com/spacewerxdod/ Connect with the Host LinkedIn: https://www.linkedin.com/in/early-defense-opportunity-identification/ Website: https://www.govdiscoveryai.com/ If you enjoyed this episode, make sure to follow the podcast, hit the like button, and share it with your network so you never miss an episode packed with actionable market intelligence!

  7. 3 Jun

    Ep 83: General Mike Minihan (ret.)

    In this episode, retired four-star General Mike Minihan shares his experiences in military leadership, the importance of industry collaboration, and the strategic role of AI, data, and UAVs in modern warfare. Discover key lessons on decision-making, innovation, and national security from a top military leader.  key  topics Military leadership and decision-making at the four-star level The importance of industry collaboration and relationship-building The strategic role of AI, data, and quantum in modern warfare Chapters 00:00 The Weight of Command: Insights from a Four-Star General 04:52 Building Relationships with Industry: The Marco Polo Approach 10:05 Navigating Yes, No, and Maybe: The Art of Pitching 14:53 Data and AI: Challenges in the Operational Environment 28:29 Cyber Deterrence and the Current Landscape 30:36 Decision Advantage in Command 35:07 The Role of UAVs in Modern Warfare 38:34 Lessons from Ukraine and Iran 41:24 AI in Forecasting and Preparedness 45:24 Surprising Innovations and National Security Threats 51:51 The Importance of American Industry  resources Mavericks Advisors LLC - https://mavericksadvisorsllc.com

    Ep 83: General Mike Minihan (ret.)

  8. 3 Jun

    Ep 82: Iain Boyd, Director, Center for National Security Initiatives, University of Colorado-Boulder

    This interview with Ian Boyd, director at the University of Colorado Boulder, explores the strategic and technological landscape of hypersonics, missile defense, and space domain awareness. It highlights current threats, industry opportunities, and the role of academia in national security innovation. Hypersonic missile capabilities and threats from China, Russia, Iran Defense industry opportunities in hypersonic weapon scaling and defense systems Golden Dome program for global missile tracking and interception Role of space assets in missile defense and command control Academic contributions to national security and industry collaboration https://www.colorado.edu/aerospace/iain-boyd

    Ep 82: Iain Boyd, Director, Center for National Security Initiatives, University of Colorado-Boulder
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About

Welcome to the GovDiscovery AI Podcast with Mike Shanley, your source for insights into international markets, government funding, foreign policy and global growth strategies. As a go-to source for companies and organizations seeking to expand their global footprint and funding, our podcast guests provide expert analysis through exclusive conversations with key decision-makers shaping the government contracting, global growth and risk assessment, and foreign policy. The podcast features in-depth discussions with current and former U.S. government officials, global business leaders, and foreign policy experts. We cover critical topics such as government procurement priorities, navigating emerging and frontier markets, and foreign policy developments. Each episode is focused on getting your team actionable insight for your global strategy. Gain a competitive advantage with expert insights on funding strategies, government priorities, partnership opportunities, and market intelligence that can position your organization for success. Whether you are an established government contractor, a foreign policy, or a business looking to expand globally, the Global Strategy Podcast equips you with the knowledge and tools to thrive in an evolving global landscape. About the Host The GovDiscovery AI Podcast is hosted by Mike Shanley, CEO of GovDiscovery AI (govdiscoveryai.com) and Konektid International (www.konektid.com). Mike hosts the GovDiscovery AI Podcast and regularly presents on best practices for government partnering at conferences and events globally. He has been invited to speak on government contracting and global growth strategies at U.S. government conferences, Johns Hopkins University, University of Denver (Korbel School of International Studies), British Expertise International, and the U.S. Embassy – London. Tune in to the GovDiscovery AI Podcast to stay ahead of global trends and unlock new growth opportunities. Resources: Govdiscoveryai.com http://www.konektid.com

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