In Depth

First Round
In Depth

Welcome to In Depth, a new podcast from First Round Review that’s dedicated to surfacing the tactical advice founders and startup leaders need to grow their teams, their companies and themselves. Hosted by Brett Berson, a partner at First Round, In Depth will cover a lot of ground and a wide range of topics, from hiring executives and becoming a better manager, to the importance of storytelling inside of your organization. But every interview will hit the level of tactical depth where the very best advice is found. We hope you’ll join us. Subscribe to “In Depth” now and learn more at firstround.com

  1. Inside Braze’s blitz to $500M in CARR | Building broad, going global, and outfoxing the competition | Bill Magnuson (Co-founder & CEO) and Kevin Wang (CPO)

    FEB 6

    Inside Braze’s blitz to $500M in CARR | Building broad, going global, and outfoxing the competition | Bill Magnuson (Co-founder & CEO) and Kevin Wang (CPO)

    Bill Magnuson is the co-founder and CEO at Braze, along with Kevin Wang, who joined as employee #8 and serves as the CPO. The two MIT graduates have built Braze into a publicly listed customer engagement platform with a $4.4B market cap. In 2023, Braze surpassed $500M in CARR, and serves over 2,200 customers worldwide. Before Braze, Bill spent time at Bridgewater Associates. Kevin’s academic background is in brain & cognitive sciences, and prior to joining Braze he worked at Accenture and Brewgene. – In today’s episode, we discuss: The Braze founders’ early insights into the mobile revolution How a TechCrunch Hackathon sparked Braze's creation The journey from 1,000 beta signups to 2,200+ paying customers Breaking traditional lean startup rules Navigating early fundraising challenges Finding product market fit by “fishing in every pond” Approaching competition strategically like a boxer Much more – Referenced: Accenture: https://www.accenture.com/ Appboy: https://www.braze.com/resources/articles/appboy-social-network-for-mobile-apps Bipul Sinha: https://www.linkedin.com/in/bipulsinha/ Braze: https://www.braze.com/ Bridgewater Associates: https://www.bridgewater.com/ Jon Hyman: https://www.linkedin.com/in/jon-hyman/ Mark Ghermezian: https://x.com/markgher MIT: https://www.mit.edu/ Rubrik: https://www.rubrik.com/ WeWork: https://www.wework.com/ – Where to find Bill: LinkedIn: https://www.linkedin.com/in/billmagnuson/ Twitter/X: https://x.com/billmag – Where to find Kevin: LinkedIn: https://www.linkedin.com/in/kevin-wang-96131916/ – Where to find Brett: LinkedIn: https://www.linkedin.com/in/brett-berson-9986094/ Twitter/X: https://twitter.com/brettberson – Where to find First Round Capital: Website: https://firstround.com/ First Round Review: https://review.firstround.com/ Twitter/X: https://twitter.com/firstround YouTube: https://www.youtube.com/@FirstRoundCapital This podcast on all platforms: https://review.firstround.com/podcast – Timestamps: (00:00) Teaser: Finding “terminal value” product market fit (00:24) Introduction (02:34) Bill's insights into the mobile revolution (04:43) Lessons from Bridgewater Associates (09:12) First principles thinking in action at Braze (14:14) Meeting co-founders at an NYC Hackathon (24:35) Braze’s scrappy scaling (33:37) Early product development (39:37) From 1,000 beta signups to 2,200+ paying customers (43:51) Braze’s fundraising struggles (47:01) Breaking the rules of a lean startup (53:02) Riding the mobile wave to success (60:02) Building a global customer base (64:04) The never-ending quest for PMF (70:29) 3 things every founder needs to know (73:56) Navigating competition like a boxer (79:03) When scale helps or hurts (80:32) 1 thing they’ve learned from each other

    1h 23m
  2. Inside Clay's unconventional path to $1.25B: Rethinking GTM, pricing, and enterprise sales | Varun Anand (Co-founder and Head of Operations)

    JAN 23

    Inside Clay's unconventional path to $1.25B: Rethinking GTM, pricing, and enterprise sales | Varun Anand (Co-founder and Head of Operations)

    Varun Anand is the co-founder and Head of Operations at Clay, a GTM development environment that combines data and AI to help over 5000 companies power everything from CRM enrichment to highly targeted outreach campaigns. Clay recently announced their Series B expansion, raising $40M at a $1.25B valuation. Before Clay, Varun was the Director of Operations at Newfront and the Head of Expansion at Candid. Varun also spent four years working on Hillary Clinton’s presidential campaign. – In today’s episode, we discuss: Clay’s unconventional GTM machine 3 changes that unlocked Clay's upmarket motion Layering enterprise customers on top of PLG Scrappy sales tactics: WhatsApp groups, Reddit threads, and reverse demos Thinking long-term about brand and content Building an elite team of people who are “technical enough” Clay’s contrarian take on compensation Much more – Referenced: Anthropic: https://www.anthropic.com/ Clay: https://www.clay.com/ Clay’s Series B expansion: https://www.clay.com/blog/series-b-expansion Eric Nowoslawski: https://www.linkedin.com/in/outboundphd/ Figma: https://www.figma.com/ Jesse Ouellette: https://www.linkedin.com/in/jesseoue/ Kareem Amin: https://www.linkedin.com/in/kareemamin/ Nick Merrill: https://www.linkedin.com/in/nick-merrill-64562310/ Notion: https://www.notion.com/ Oyster: https://www.oysterhr.com/ Pave: https://www.pave.com/ Rippling: https://www.rippling.com/ Snowflake: https://www.snowflake.com/ Verkada: https://www.verkada.com/ Webflow: https://webflow.com/ Yash Tekriwal: https://www.linkedin.com/in/yashtekriwal/ – Where to find Varun: LinkedIn: https://www.linkedin.com/in/vaanand/ Twitter/X: https://x.com/vxanand – Where to find Brett: LinkedIn: https://www.linkedin.com/in/brett-berson-9986094/ Twitter/X: https://twitter.com/brettberson – Where to find First Round Capital: Website: https://firstround.com/ First Round Review: https://review.firstround.com/ Twitter/X: https://twitter.com/firstround YouTube: https://www.youtube.com/@FirstRoundCapital This podcast on all platforms: https://review.firstround.com/podcast – Timestamps: (00:00) Teaser + Introduction (03:13) Turning traditional GTM on its head (05:37) How Clay hustled for its first customers: Reddit threads & WhatsApp groups (08:53) Unpacking Clay's credit-based pricing (14:29) Building Clay's self-serve engine (16:54) Why Clay rejected the usage-based model (19:04) Clay’s big bet on content (23:59) How "reverse demos" win enterprise deals (27:49) 3 changes that unlocked Clay's upmarket motion (36:59) How to build trust with enterprise buyers (38:49) Applying the land and expand model (40:40) Hiring people who are “technical enough” (46:33) Inside Clay’s hands-on interviewing process (48:15) Why Clay invested in brand from day-one (50:21) Clay’s contrarian take on compensation (58:35) The person who shaped Varun’s career

    1h 3m
  3. Building a 4 billion dollar data platform: Inside dbt Labs’ unconventional path | Tristan Handy (Founder and CEO, ex-RJMetrics, Squarespace)

    12/19/2024

    Building a 4 billion dollar data platform: Inside dbt Labs’ unconventional path | Tristan Handy (Founder and CEO, ex-RJMetrics, Squarespace)

    Tristan Handy is the Founder and CEO at dbt Labs, a cloud-based data management platform that has raised over $400M to date, and was last valued at $4.2B in 2022. Dbt Labs has grown from just three companies using its free tool in 2016 to an ecosystem of 30,000+ enterprise users. Before founding dbt Labs, Tristan was the VP of Marketing at RJMetrics and the Director of Operations at Squarespace. – In today’s episode, we discuss: Dbt’s explosive growth The strategic pivot from consulting to a software company Unexpected strategies for building a tech category from scratch The critical moment: Why and when dbt Labs sought venture funding How to drive commercial adoption after open-sourcing Two things every founder CEO should do Much more – Referenced: Amazon Redshift: https://aws.amazon.com/redshift/ Bob Moore: https://www.linkedin.com/in/robertjmoore/ Crossbeam: https://www.crossbeam.com/ dbt Labs: https://www.getdbt.com/ Drew Banin: https://www.linkedin.com/in/drewbanin/ Jerry Colonna: https://www.reboot.io/team/jerry-colonna/ RJMetrics: https://en.wikipedia.org/wiki/RJMetrics SeatGeek: https://seatgeek.com/ Steve Ritter: https://www.linkedin.com/in/steve-ritter-69495210/ Squarespace: https://www.squarespace.com/ – Where to find Tristan: LinkedIn: https://www.linkedin.com/in/tristanhandy/ Twitter/X: https://x.com/jthandy – Where to find Brett: LinkedIn: https://www.linkedin.com/in/brett-berson-9986094/ Twitter/X: https://twitter.com/brettberson – Where to find First Round Capital: Website: https://firstround.com/ First Round Review: https://review.firstround.com/ Twitter/X: https://twitter.com/firstround YouTube: https://www.youtube.com/@FirstRoundCapital This podcast on all platforms: https://review.firstround.com/podcast – Timestamps: (00:00) Introduction (02:56) The critical oversight in data analysis (05:41) Becoming an “accidental founder” (07:04) Inside the unique decision to start a consultancy (08:17) The game-changing principle behind dbt Labs’ rapid growth (11:20) Finding dbt Labs’ first customers (15:52) Consulting's hidden scalability (17:25) How dbt Labs created a new category (21:03) The anti-demo strategy (23:59) Community hacking: the Slack group that changed everything (26:00) The open source philosophy (27:39) When growth went exponential (28:49) How consulting engagements shaped the roadmap (30:02) Fundraising only when “things started to break” (32:40) Consultancy superpowers: the hidden advantages (34:04) Pivoting from consulting to software (40:00) Key monetization strategies (48:56) Why “begrudging” CEOs can be successful (51:02) Advice for finding PMF: “It’s not a playbook” (51:59) Lowering your standards is a hack (53:30) Navigating emotional overwhelm (54:25) Every CEO needs a coach

    55 min
  4. How Figma taps into taste, simplicity, and storytelling | Yuhki Yamashita (CPO at Figma, ex-Uber, Google, Microsoft)

    12/05/2024

    How Figma taps into taste, simplicity, and storytelling | Yuhki Yamashita (CPO at Figma, ex-Uber, Google, Microsoft)

    Yuhki Yamashita is the Chief Product Officer at Figma, leading the product and design teams. Previously, he was a product and design leader at Uber, where he orchestrated the redesign of the rider and driver apps. Yuhki was also a product manager at Google (YouTube iOS app) and Microsoft (Hotmail). Additionally, he has taught introductory computer science at Harvard University. In today’s episode, we discuss: How Figma approaches new products, prioritization, and storytelling Product culture at Uber, Microsoft, Google The difference between “good” and “extraordinary” PMs Tactical advice for storytelling The “un-learning” required in new jobs and industries – Referenced: Figjam: https://www.figma.com/figjam/ Figma: https://www.figma.com/ Figma Dev Mode: https://www.figma.com/dev-mode/ Figma Slides: https://www.figma.com/slides/ – Where to find Yuhki: LinkedIn: https://www.linkedin.com/in/yuhki/ Twitter/X: https://x.com/yuhkiyam – Where to find Brett: LinkedIn: https://www.linkedin.com/in/brett-berson-9986094/ Twitter/X: https://twitter.com/brettberson – Where to find First Round Capital: Website: https://firstround.com/ First Round Review: https://review.firstround.com/ Twitter/X: https://twitter.com/firstround YouTube: https://www.youtube.com/@FirstRoundCapital This podcast on all platforms: https://review.firstround.com/podcast – (00:00) Introduction (02:50) Figma's early days (09:11) Product culture across companies (13:42) Knowing when to change things (17:40) How business goals impact product expansion (21:00) Advice for going multi-product (24:30) The skills of a “0 to 1” PM (27:36) Identifying entrepreneurial talent (29:06) Why aren't there more designer founders? (35:22) How Figma launches new products (41:19) “0 to 1” versus “1 to 10” talent (46:01) The role of storytelling at Figma (49:22) How Figma prioritizes product (55:11) Advice for product storytelling (59:02) “Good” vs “extraordinary” product managers (61:21) Why product simplicity matters (63:52) The importance of taste in product and design (67:56) The biggest influence on Yuhki’s product thinking

    1h 10m
  5. How to find customers in the Dept of Defense: From prototype to the Pentagon | Steve Blank (Hacking for Defense)

    11/14/2024

    How to find customers in the Dept of Defense: From prototype to the Pentagon | Steve Blank (Hacking for Defense)

    Steve Blank is an Adjunct Professor at Stanford University, where he co-created the "Hacking for Defense" curriculum for the Department of Defense. As a consultant to top defense and intelligence organizations, Steve brings cutting-edge strategies to the national security sector. Before entering academia, Steve built eight different startups. He helped launch the Lean Startup movement with his May 2013 Harvard Business Review cover story. Steve also authored the acclaimed business books "The Four Steps to the Epiphany" and "The Startup Owner's Manual.” This episode’s is guest host is Meka Asonye, a Partner at First Round Capital. Before joining First Round as an investor, Meka led go-to-market teams at both Stripe and Mixpanel. – In today’s episode we discuss: Commercial versus military market strategies Finding mission solution fit The hidden challenges most startups miss Building relationships in National Security The new generation of “defense founders” Much more – Referenced: Alexander Osterwalder: https://www.linkedin.com/in/osterwalder/ Department of Defense: https://www.defense.gov/ Eric Ries: https://www.linkedin.com/in/eries/ Hacking for Defense: https://hackingfordefense-prod.stanford.edu/ How Saboteurs Threaten Innovation: https://steveblank.com/2024/07/30/why-large-organizations-struggle-with-disruption-and-what-to-do-about-it/ How to find your customer in the Dept of Defense: https://steveblank.com/2024/09/17/the-directory-of-dod-program-executive-offices-and-officers-peos/ Mission Model Canvas: https://steveblank.com/2019/09/ Pete Newell: https://www.linkedin.com/in/petenewell/ Special Operations Command: https://www.socom.mil/ The Frozen Middle: https://steveblank.com/2024/07/30/why-large-organizations-struggle-with-disruption-and-what-to-do-about-it/ The Hacking for Defense Manual: https://stanfordh4d.substack.com/p/the-hacking-for-defense-manual-a The Hacking for Defense Course: https://www.h4d.us/ The lean launchpad at Stanford: https://steveblank.com/2011/05/10/the-lean-launchpad-at-stanford-–-the-final-presentations/ The Secret History of Silicon Valley: https://steveblank.com/secret-history/ – Where to find Steve: LinkedIn: https://www.linkedin.com/in/steveblank/ Twitter/X: https://twitter.com/sgblank Website: https://steveblank.com/ – Where to find Meka: LinkedIn: https://www.linkedin.com/in/mekaasonye/ Twitter/X: https://x.com/bigmekastyle – Where to find First Round Capital: Website: https://firstround.com/ First Round Review: https://review.firstround.com/ Twitter/X: https://twitter.com/firstround YouTube: https://www.youtube.com/@FirstRoundCapital This podcast on all platforms: https://review.firstround.com/podcast – Timestamps: (00:00) Introduction (02:27) Validating ideas for defense products (03:57) Guide to military sales and procurement (07:15) Rethinking GTM strategies (10:13) Building a network in national security (15:07) The dual-use debate (18:35) Behind the rising number of “defense founders” (22:30) “Mission solution fit” (24:35) Breaking new ground in military tech (26:09) Essential resources for any defense founder (28:59) What’s missing from Silicon Valley

    34 min
  6. Shifting Career Altitudes: Insights from a CPO’s Journey Leading in Nearly Every Function | Anneka Gupta (Rubrik, ex-LiveRamp)

    10/10/2024

    Shifting Career Altitudes: Insights from a CPO’s Journey Leading in Nearly Every Function | Anneka Gupta (Rubrik, ex-LiveRamp)

    Anneka Gupta is the Chief Product Officer at Rubrik, a cloud management and data security company with a US$6B market cap. Before Rubrik, Anneka spent 11 years leading various teams at LiveRamp, including product, go-to-market, and operations. In today’s episode, we discuss: How LiveRamp went from $30M to $200M ARR in 3 years Anneka’s jack-of-all-trades career Why specialist hires can backfire When leaders should get in the weeds One area every PM can improve in Rubrik’s approach to building product Much more – Referenced: Acxiom: https://www.acxiom.com/ Acxiom’s acquisition of LiveRamp: https://tinyurl.com/2shm83de Amazon: https://www.amazon.com/ Auren Hoffman: https://www.linkedin.com/in/auren/ Dentsu: https://www.dentsu.com/ Dentsu’s acquisition of Merkle: https://tinyurl.com/yvxe6fws James Arra: https://www.linkedin.com/in/james-arra-a43a06/ LiveRamp: https://liveramp.com/ Merkle: https://www.merkle.com/ Rubrik: https://www.rubrik.com/ Slack: https://www.slack.com/ Travis May: https://www.linkedin.com/in/stmay/ – Where to find Anneka Gupta: LinkedIn: https://www.linkedin.com/in/annekagupta/ Twitter/X: https://x.com/annekagupta – Where to find Brett Berson: LinkedIn: https://www.linkedin.com/in/brett-berson-9986094/ Twitter/X: https://twitter.com/brettberson – Where to find First Round Capital: Website: https://firstround.com/ First Round Review: https://review.firstround.com/ Twitter/X: https://twitter.com/firstround YouTube: https://www.youtube.com/@FirstRoundCapital This podcast on all platforms: https://review.firstround.com/podcast – Timestamps: (00:00) Introduction (02:11) Inside LiveRamp’s unique growth journey (12:18) Anneka’s first PM role (14:20) Leading LiveRamp’s marketing function (16:17) Why the best product doesn’t win (21:06) Crafting products for different personas (24:53) Transitioning Acxiom’s customers to LiveRamp (33:54) Why Acxiom chose to buy not build (36:40) Anneka's leap to GM and product leader (38:22) How 17 diverse roles shaped Anneka’s CPO approach (40:54) The hidden career growth hack (43:15) Where domain experience is overrated (50:33) Mastering the art of altitude shifting (53:54) PMs should undergo the same training as sales reps (59:37) Strategies for selling to new personas (62:40) Lessons from Anneka’s mistake at LiveRamp (67:56) Who had an outsized impact on Anneka

    1h 10m
  7. How to find and pull startup growth levers | Matt Lerner (Founder and CEO at SYSTM, Author of Growth Levers)

    09/26/2024

    How to find and pull startup growth levers | Matt Lerner (Founder and CEO at SYSTM, Author of Growth Levers)

    Matt Lerner is the Founder and CEO at SYSTM, a startup coaching consultancy that helps high-potential companies grow their business. Matt also authored the book “Growth Levers”, which shares his framework that's helped over 200 seed-stage startups grow as much as 100x. Previously, Matt was on the early growth team at PayPal, a partner at 500 Startups, and a guest lecturer at Stanford Business School. - In today’s episode, we discuss: Understanding the key drivers of startup success Applying the Growth Lever framework Several case studies Customer-centric growth tactics Adapting growth levers for different business models - Referenced: Airbnb: https://www.airbnb.com/ Bold Commerce: https://boldcommerce.com/ Calm: https://www.calm.com/ Caribou: https://www.usecaribou.com/ eBay: https://www.ebay.com/ FATMAP: https://fatmap.com/ Growth Levers and How to Find Them: https://www.systm.co/growth-levers-matt-lerner-book PayPal: https://www.paypal.com/ Peter Karpas: https://www.linkedin.com/in/peterkarpas/ Popsa: https://popsa.com/ Shopify: https://www.shopify.com/ Sonic Jobs: https://www.sonicjobs.com/ SYSTM: https://www.systm.co/ - Where to find Matt Lerner: LinkedIn: https://www.linkedin.com/in/matthewlerner/ Twitter/X: https://x.com/matthlerner - Where to find Brett Berson: LinkedIn: https://www.linkedin.com/in/brett-berson-9986094/ Twitter/X: https://twitter.com/brettberson - Where to find First Round Capital: Website: https://firstround.com/ First Round Review: https://review.firstround.com/ Twitter/X: https://twitter.com/firstround YouTube: https://www.youtube.com/@FirstRoundCapital This podcast on all platforms: https://review.firstround.com/podcast - Timestamps: (00:00) Intro (03:11) The hidden truth about startup success (05:10) Popsa's journey: A case study in growth (07:31) Breaking down the growth lever framework (11:30) Understanding the customer's journey (14:14) The art of customer interviews (18:07) Unlocking growth through customer insights (24:23) The triple threat: Founder failure modes (27:32) The power of founder-led growth strategies (32:42) Unlocking growth bottlenecks (36:40) Timing and implementation of growth strategies (39:43) Founder red flags (41:32) Crafting effective growth experiments (43:14) Why customer mindset is the ultimate growth driver (46:19) The power law of business (48:59) Why startups don’t need paid marketing (50:47) Growth levers for sales-driven companies (53:43) Matt's own application of growth principles (55:39) Growth levers in B2B sales (57:05) Finding customer "locksmith moments" (64:08) The mentor who shaped Matt's thinking

    1h 6m
  8. How to find — and keep — product-market fit | Bob Moore (Co-founder and CEO at Crossbeam, ex-RJMetrics and Stitch Data)

    09/19/2024

    How to find — and keep — product-market fit | Bob Moore (Co-founder and CEO at Crossbeam, ex-RJMetrics and Stitch Data)

    Bob Moore is the co-founder and CEO at Crossbeam, a “LinkedIn for data” platform that helps companies find overlapping opportunities with their partners. Crossbeam has raised US$117M to date and recently acquired Reveal in 2024. Bob previously cofounded RJMetrics (now part of Adobe Commerce Cloud) and Stitch Data (acquired by Talend). He is also the author of Ecosystem-Led Growth. In today’s episode, we discuss: The unique way he evaluated and validated startup ideas Lessons learned from falling in and out of product-market fit How to recognize and act on market shifts that impact your business Specific tactics for distribution and building with conviction vs. consensus Creating scalable and durable startups Unlocking network effects in software Getting mergers right – Referenced: Adobe’s acquisition of Magento: https://techcrunch.com/2018/05/21/adobe-to-acquire-magento-for-1-6-b/ Amazon Redshift: https://aws.amazon.com/redshift/ Chris Merrick: https://www.linkedin.com/in/merrickchristopher/ Crossbeam: https://www.crossbeam.com/ Crossbeam/Reveal merger: https://www.crossbeam.com/crossbeam-and-reveal-merger-announcement/ Ecosystem-Led Growth: https://www.robertjmoore.com/book Jake Stein: https://www.linkedin.com/in/jakestein/ Nick Mehta: https://www.linkedin.com/in/nickmehta/ Reveal: https://reveal.co/ Rick Nucci: https://www.linkedin.com/in/ricknucci/ RJMetrics: https://en.wikipedia.org/wiki/RJMetrics Simon Bouchez: https://www.linkedin.com/in/simonbouchez/ Stitch Data: https://www.stitchdata.com/ Talend’s acquisition of Stitch Data: https://www.businessinsider.com/talend-acquires-stitch-2018-11 The 4 Levels of PMF: https://pmf.firstround.com/levels – Where to find Bob Moore: LinkedIn: https://www.linkedin.com/in/robertjmoore/ Twitter/X: https://x.com/robertjmoore – Where to find Brett Berson: LinkedIn: https://www.linkedin.com/in/brett-berson-9986094/ Twitter/X: https://twitter.com/brettberson – Where to find First Round Capital: Website: https://firstround.com/ First Round Review: https://review.firstround.com/ Twitter/X: https://twitter.com/firstround YouTube: https://www.youtube.com/@FirstRoundCapital This podcast on all platforms: https://review.firstround.com/podcast – Timestamps: (00:00) Intro (02:44) Tactics for finding founder-market fit (06:17) Speaking to founders about startup ideas (11:16) Why founders loved Crossbeam (19:34) How RJMetrics found market fit then lost it (29:46) Lessons from RJMetrics’ exit (38:06) The importance of intellectual honesty (39:33) Building with conviction versus consensus (42:41) Lessons from a three-time founder (50:26) Building and distributing Crossbeam (57:58) The “joint jam” sales tactic (60:35) Unlocking network effects in a software business (63:27) Why Crossbeam merged with its competitor (72:51) Who had an outsized impact on Bob

    1h 19m
4.8
out of 5
56 Ratings

About

Welcome to In Depth, a new podcast from First Round Review that’s dedicated to surfacing the tactical advice founders and startup leaders need to grow their teams, their companies and themselves. Hosted by Brett Berson, a partner at First Round, In Depth will cover a lot of ground and a wide range of topics, from hiring executives and becoming a better manager, to the importance of storytelling inside of your organization. But every interview will hit the level of tactical depth where the very best advice is found. We hope you’ll join us. Subscribe to “In Depth” now and learn more at firstround.com

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