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1 Training Guide Contents Introduction... 6 Backup and Disaster Recovery Market Drivers Today... 6 What Does This Mean for Customers?... 7 Acronis Word Search... 8 Training Agenda... 9 Training Objectives... 9 Module 1: Acronis Overview Module Objectives Who Is Acronis? Who Does Acronis Sell To? Where is Acronis Going? Module 2: Basic Acronis and GroupLogic Technologies Module Objectives Basic Technologies Backup Deduplication Why Should You Care About Backup and Deduplication? Recovery Bare-Metal Recovery Why Should You Care About Recovery and Bare-Metal Recovery? Recovery Point Objective and Recovery Time Objective Cloud Storage Why Should You Care About Cloud Storage? Centralized Management Physical to Virtual Migration Why Should You Care About Physical to Virtual? Deployment Disk Management Enterprise File Sharing Why Should You Care About Enterprise File Sharing? Apple Integration Why Should You Care About Apple Integration? Module 2 Knowledge Check Introduction

2 Module 3: Acronis and GroupLogic Product Line Module Objectives Product Line: Acronis Backup and Recovery Acronis Backup & Recovery Value Proposition Additional Acronis Backup & Recovery 11.5 Features Acronis Backup & Recovery 11.5 Licensing Product Line: Acronis vmprotect Acronis vmprotect Value Proposition Additional Acronis vmprotect 8 Features Acronis vmprotect 8 Licensing Which is Right for Customers: Acronis vmprotect or Acronis Backup & Recovery? Which is Right for Customers: Scenario Which is Right for Customers: Scenario Product Line: Acronis Snap Deploy Acronis Snap Deploy Value Proposition Acronis Snap Deploy 4 Licensing Product Line: Acronis Disk Director Acronis Disk Director Value Proposition and Licensing Product Line: GroupLogic activecho, mobilecho and ExtremeZ-IP GroupLogic Products Value Proposition Additional GroupLogic Products Features GroupLogic Licensing Acronis & GroupLogic Core Value Proposition Module 3 Knowledge Check Module 4: Support and Renewals Module Objectives Support Options How to Contact Support? Maintenance Renewals Module 5: Acronis Partner Program Module Objectives Why Partner with Acronis? Acronis Partner Levels Partner Portal Opportunity Registration Program Introduction

3 Module 6: Wrap Up Module Objectives Top 10 Reasons to Sell Acronis Buzz Words Module 4-6 Knowledge Check Conclusion Additional Information Acronyms Glossary Definitions Glossary Trial Versions of Acronis and GroupLogic products Acronis License Program Qualifying a Call Prospecting Call Script Solutions Solution to Word Search Solution to Module 2 Knowledge Check Solution to Module 3 Knowledge Check Solution to Module 4-6 Knowledge Check Introduction

4 Acronis Sales Professional Training & Certification Introduction As an Acronis Sales Partner, you share with Acronis the goal of providing Customers with solutions to their data protection and recovery challenges. To guide Customers to the solution most appropriate for them, you must know two things: their needs and the solutions available to them. This training will help you bridge the two. Backup and Disaster Recovery Market Drivers Today There are four dynamic forces affecting the traditional backup and disaster recovery market today: 1. Big data: The volume, speed of data creation and capacity computing drive storage costs to go up 2. Virtualization: The introduction and adoption of new virtualized systems and environments into organizations has left many with a patchwork of technologies and expertise protecting their critical data 3. Cloud: The storage costs reductions and flexible computing options offered by cloud in combination with the disparate location of data make the backup, recovery and storage operations more complex 4. Bring your own device (BYOD): The rise of the mobility and Apple in the Enterprise shows no sign of slowing down. 6 Introduction

5 What Does This Mean for Customers? Organizations are realizing that their traditional approaches to data protection, storage and recovery need to be as dynamic as their networks. Management and cost of ownership is becoming a real headache. Backup & Recovery is changing: The backup window is extinct. There are no low usage times for critical files and apps any longer. Speed of backup and ease of use become as critical as speed and ease of recovery Vital data is no longer just in the data center, it is on the laptops, smartphones, desktops, tablets scattered across geographies Balance between good-enough and price becomes a priority for midsize businesses More recovery points are being demanded: virtual storage, cloud and tape, which is still viewed as low-cost and simple solution against the growing tide of data. Explosion of data creation is forcing new strategies: Big data is not simply about big volume, it is the variety, velocity and complexity of that data as well. It is being created in heterogeneous environments, on diverse platforms, geographically scattered and is only valuable if it can be intelligently managed Many organizations are hoarding data, as they might need it one day. For many the first step is an increase in storage capacity and therefore storage optimization becomes a priority Big data may be too big to protect through conventional backup methods, storage snapshots or replication. Tiered disk and tape systems are being considered Big data is a dynamic and evolving space. Very few best practices or answers exist right now. New and fast-maturing technologies are adding to complexity: New virtual platforms, cloud deployment models and other form factors are rapidly emerging and growing in popularity: Cloud promises more efficient storage, and higher levels of accessibility and availability, but with more sophisticated security and protection requirements Most companies are adopting a hybrid cloud and on-premise strategy Companies introduce data in motion policies, e.g. to and from public clouds, which are more difficult than protecting static data 100% virtual environments are currently just a theory, so organizations are managing hybrid environments. The IT Organization is in danger of losing control as users find their own productivity tools: In today s increasingly social and collaborative environment, it is not just Consumers who are demanding individualized interactions to instantly meet their needs. Employees are Consumers too - Consumers of Enterprise content. As Employees become increasingly accustomed to doing work the way they want and on platforms they want, IT has to address those needs. Within the Enterprise, ipad and iphone have opened up a number of opportunities for businesses to leverage their capabilities. Many companies are still figuring out the best use case to maximize their return on investment. Biggest issues to IT are the management and protection of the data created and sent from these devices. Managing them into a comprehensive data protection and data availability policy can be an enormous task and many are struggling with it. 7 Introduction

6 Acronis Word Search Throughout this training we will cover a number of terms relevant to data protection and disaster recovery. Being able to recognize these buzz words in conversations with Customers will be useful in assessing and meeting their data protection and disaster recovery needs. How many words related to data protection and disaster recovery (shown in the word cloud below) can you spot in the Word Search? 8 Introduction

7 Agenda Acronis Overview Basic Acronis and GroupLogic Technologies Acronis and GroupLogic Product Line Support and Renewals Acronis Partner Program Wrap Up Appendix Acronis Sales Professional Training & Certification 2 Training Agenda This training program consists of the following modules: 01. Acronis Overview 02. Basic Acronis and GroupLogic Technologies 03. Acronis and GroupLogic Product Line 04. Support and Renewals 05. Acronis Partner Program 06. Wrap Up Training Objectives After completing this training program, you will be able to: Recognize opportunities to sell Acronis products Identify the key features of the Acronis product line Match Customer needs to the most appropriate solution List Acronis core value propositions Calculate product licensing Locate resources on the product portal website 9 Introduction

8 Module 1 01 Acronis Overview 02 Basic Acronis and GroupLogic Technologies 03 Acronis and GroupLogic Product Line 04 Support and Renewals 05 Acronis Partner Program 06 Wrap Up Appendix Acronis Sales Professional Training & Certification 3 Module 1: Acronis Overview Module Objectives After completing this module, you will be able to: Define who Acronis is Identify Acronis Target Markets and Customers Point Acronis Mission and Vision statements 10 Module 01: Acronis Overview

9 Who Is Acronis? Acronis is a leading provider of next generation data protection and disaster recovery solutions for physical, virtual and cloud environments. Acronis technology enables anytime, anywhere secure data access, reduces the risk of valuable data loss and controls storage costs for organizations of all sizes. In 2012, Acronis has acquired secure enterprise file access, sharing and syncing software company GroupLogic. Acronis Sales Professional Training & Certification 4 Who Is Acronis? Acronis is a leading provider of next generation data protection and disaster recovery solutions for physical, virtual and cloud environments. With Acronis' easy to use unified platform approach to backup, disaster recovery, data protection and migration software, IT professionals can very efficiently protect and maintain the availability of critical servers, applications and data to achieve desired recovery point (RPO) and time objectives (RTO), while substantially reducing total cost of ownership. Acronis technology enables anytime, anywhere secure data access, reduces the risk of valuable data loss and controls storage costs for organizations of all sizes. With over a decade of research and development investment to deliver innovative products to organizations of all sizes, Acronis software is sold in more than 90 countries and is available in up to 14 languages. Selling Point Acronis has been a pioneer in providing disaster recovery solutions for over a decade. 11 Module 01: Acronis Overview

10 Acronis Awards Over the past decade, Acronis technology has won multiple awards for superior performance, ease of use and flexibility. In 2012, Acronis has acquired secure Enterprise file access, sharing and syncing software company GroupLogic. Acronis Snapshot Focus Data Protection and Storage Optimization for Physical, Virtual and Cloud Environments Founded 2002 Head Office Woburn, Massachusetts, USA, with 18 offices worldwide President & CEO Alex Pinchev Revenue Over $100 million annual revenue, profitable since commencing operations Employees Approx. 750 GTM Customers Two-tier distribution model with a Partner network reaching 90 countries More than 175,000 businesses across a broad range of industries and over 2.5 million users of Consumer products 12 Module 01: Acronis Overview

11 Who Does Acronis Sell To? Acronis sells solutions to organizations of all sizes around the world via channel Partners, retail stores, online sales and OEM Partners. National Business employees Large Enterprise employees Small to Medium Business (SMB) employees Small Office/Home Office (SOHO) 1-10 Employees More than 175,000 business Customers across all industries More than 2.5 million licenses sold in 90 countries in 14 languages Acronis Sales Professional Training & Certification 5 Who Does Acronis Sell To? Acronis Target Markets Small Office/Home Office (SOHO) businesses with 1-10 Employees and limited or no IT Support Small to Medium (SMB) businesses with Employees, small IT teams and basic disaster recovery requirements National businesses with Employees, full IT teams + consultants and strict disaster recovery strategy and requirements Large Enterprise with Employees, geographically dispersed sites, extended IT teams and strictest disaster recovery strategy Acronis sells solutions to organizations of all sizes around the world via channel Partners, retail stores, online sales and OEM Partners: More than 175,000 business Customers across all industries More than 25,000 Partners More than 2.5 million licenses sold in 90 countries in 14 languages Protected over 200,000 virtual machines worldwide to date Helped businesses move over 1,000,000 servers between physical, virtual and cloud environments 13 Module 01: Acronis Overview

12 Acronis Target Customers Acronis has solutions for Customers of all sizes: 14 Module 01: Acronis Overview

13 Where Is Acronis Going? Our Mission: To build and deliver the most innovative software technology which enables customers to protect and optimize their data and storage in a virtual environment as well as the cloud in the most reliable and cost efficient way Our Vision: To become the fastest growing software company, market leader and most trusted brand for data protection and storage optimization in a virtual environment and in the cloud Acronis Sales Professional Training & Certification 6 Where is Acronis Going? Acronis Mission To build and deliver the most innovative software technology which enables our Customers to protect and optimize their data and storage in a virtual environment as well as in the cloud in the most reliable and cost efficient way. Acronis Vision To become the fastest growing software company, market leader and the most trusted brand for data protection and storage optimization in a virtual environment and in the cloud. 15 Module 01: Acronis Overview

14 Module 2 01 Acronis Overview 02 Basic Acronis and GroupLogic Technologies 03 Acronis and GroupLogic Product Line 04 Support and Renewals 05 Acronis Partner Program 06 Wrap Up Appendix Acronis Sales Professional Training & Certification 7 Module 2: Basic Acronis and GroupLogic Technologies Module Objectives After completing this module, you will be able to: Point backup and recovery technologies Define Recovery Point Objective and Recovery Time Objective Explain cloud storage importance Define physical to virtual migration technology Explain deployment and disk management technologies Point Enterprise file sharing and Apple integration technologies List key drivers creating market opportunities. 16 Module 02: Basic Acronis and GroupLogic Technologies

15 Basic Technologies Do you find any of the below technologies familiar? Centralized Management Cloud Storage Backup Deployment Apple Integration Bare-Metal Recovery Deduplication Physical to Virtual Migration Disk Management File Sharing Acronis Sales Professional Training & Certification 8 Basic Technologies Before introducing Acronis and GroupLogic product line, we would like to familiarize you with basic technologies that our solutions offer. Do you find any of the below technologies familiar? Could you take a guess and explain any of them? 1. Backup 2. Deduplication 3. Recovery 4. Bare-Metal Recovery 5. Cloud Storage 6. Centralized Management 7. Physical to Virtual Migration 8. Deployment 9. Disk Management 10. File Sharing 11. Apple Integration. 17 Module 02: Basic Acronis and GroupLogic Technologies

16 Backup A backup is a copy of a file, directory or volume on a storage device created for the purpose of recovery in case the original data is accidentally erased, damaged, or destroyed. What Can Be Backed Up by Acronis? Physical / Virtual Machines System Files & Folders Backup is a basic technology of Acronis Backup & Recovery, Acronis vmprotect and Acronis True Image product families. Acronis Backup has.tib extension. Acronis Sales Professional Training & Certification 9 Backup A backup is a copy of a file, directory or volume on a storage device created for the purpose of recovery in case the original data is accidentally erased, damaged, or destroyed. Backup is the process of copying data from a computer system to a separate storage device. The backup serves as a secondary/redundant copy of data which can be used in case of data loss, file corruption, virus attack or hardware crash. What Can Be Backed Up? Most people are familiar with backing up a single file or folder, perhaps to a USB drive or a CD. There are also software applications, user settings, databases, operating systems, entire virtual and physical machines all of which also need protection. How Can Be Backed Up? There are two ways to back up data: File level Disk Image Make copies of selected files or folders Create an image of the entire disk, the operating system (OS), files, folders, applications, settings, and data. Everything on the disk is included. 18 Module 02: Basic Acronis and GroupLogic Technologies

17 Acronis solutions are based on its patented disk imaging technology. A disk image is an exact copy of a computer or server hard disk. The snapshot contains everything the server or computer needs to run, such as the operating system, applications, configuration files, user settings, and data. Disk imaging technology creates faster backups and restoration and improves return on investment when compared to traditional backup. Selling Point Acronis pioneered disk imaging technology. Where Can Be Backed Up? Backups can be stored in a number of local and networked storage locations, including CD/DVD, hard drives, tape drives, cloud, FTP, SAN/NAS, etc. All storage devices can be divided into: Local Network Offsite Same machine, easy to implement Intended for data corruption or software failure recovery Different device on same network Protects against single machine failure, data corruption, software failure Most popular Stored in different location Protects against major disasters May be more difficult to implement and/or more costly Note: Backup is a basic technology of Acronis Backup & Recovery, Acronis vmprotect and Acronis True Image product families. Acronis Backup has.tib extension. 19 Module 02: Basic Acronis and GroupLogic Technologies

18 Deduplication Deduplication is a method of eliminating data repetition by storing identical data in backup archives only once. Acronis applies deduplication technology to avoid backup of redundant data and thus lower storage space requirements. Server File Server 1 A B C A D E C D File Server 2 A C D E Deduplication is a basic technology of Acronis Backup & Recovery and Acronis vmprotect product families. Deduplication Storage A B C D E Acronis Sales Professional Training & Certification 10 Deduplication Deduplication is a method of eliminating data repetition by storing identical data in backup archives only once. Repeated data is removed, leaving only one copy of the data to be stored along with references to this single copy of data. Acronis applies deduplication technology to avoid backup of redundant data and thus lower storage space requirements. Deduplication cuts data storage volume by as much as 90%, greatly reducing storage costs and network bandwidth usage. Selling Point Acronis Deduplication: Reduces Storage Cost Reduces Network Traffic Note: Deduplication is a basic technology of Acronis Backup & Recovery and Acronis vmprotect product families. 20 Module 02: Basic Acronis and GroupLogic Technologies

19 Why Backup and Dedupe? Data is growing at an enormous pace, which is driving businesses to spend more on storage each year. With all this data, there also comes the need for Backup solution and Deduplication. Enormous data growth = Opportunity. HOW MUCH NEW DATA DO BUSINESSES BACK UP EACH DAY? Acronis Sales Professional Training & Certification 11 Why Should You Care About Backup and Deduplication? Backup and deduplication represent a tremendous opportunity for you as a Sales Partner. Data is growing at an enormous pace. Acronis Disaster Recovery Index 2012 says 1 : According to the survey findings, a typical mid-size business today manages more than 100 servers, desktops and laptops and produces almost 40TB of fresh data each year. As a part of commitment to Customers, Acronis conducts an annual survey of worldwide confidence in backup and disaster recovery provision. Acronis DRI has thrown up the following findings: 14% of mid-size companies create on average from 1 to 10 Gigabytes per day 17% - from 10 to 20 Gigabytes 24% - from 20 to 50 Gigabytes 20% from 50 to 100 Gigabytes 11% - from 100 to 250 Gigabytes 8% - from 250 to 500 Gigabytes 7% - more than 500 Gigabytes. 1 Acronis Disaster Recovery Index 2012, 2 Ibid. 21 Module 02: Basic Acronis and GroupLogic Technologies

20 This is driving businesses to spend more on storage each year. With all this data, there comes the need for backup and deduplication to make sure business is running by keeping important data safe and to minimize storage requirements by removing data duplicates in the backup archives. Backup and Disaster Recovery Tools Consolidation In Acronis DRI survey, we also asked IT managers what was the major challenge in Backup and Disaster Recovery space they had been facing and got the following results: Companies are clearly still buying separate tools from pure players for each of their environments, instead of buying one solution that fits all. Businesses are still failing to consolidate their Backup and Disaster Recovery tools making the backup management and migration of data across different environments unnecessarily more complicated and time-consuming. Having just one solution for all environments would make things easier and Acronis products address this pure play dilemma. Selling Point Acronis is the first software vendor to offer one unified Disaster Recovery, Data Protection & Migration solution across Physical, Virtual and Cloud. 3 Acronis Disaster Recovery Index 2012, 22 Module 02: Basic Acronis and GroupLogic Technologies

21 Recovery Recovery (Restore) is the process of returning the data from a backup to the original or any other location. What Can Be Restored by Acronis? Physical / Virtual Machines System Files & Folders Exchange Items Restore is a basic technology of Acronis Backup & Recovery, Acronis vmprotect and Acronis True Image product families. Acronis Sales Professional Training & Certification 12 Recovery Recovery (Restore) is the process of returning the data from a backup to the original or any other location. Backing up is not done just for the purpose of archiving. The value is in maintaining business continuity with a smooth recovery and safeguarding your machine with full disk imaging. Disaster Recovery Disaster Recovery is the system-centric process of restoring data from a backup set to resume normal operations following loss or corruption of data. Depending on the nature of the loss, you may need to restore individual files, or the whole infrastructure. Business continuity is highly dependent on effective disaster recovery. Data Protection Data Protection is the data-centric approach of restoring data, which allows IT managers to search for individual pieces of data within a system and recover them. Selling Point Most of the software vendors offer separate Disaster Recovery and Data Protection solutions. Acronis offers both in one. Note: Restore is a basic technology of Acronis Backup & Recovery, Acronis vmprotect and Acronis True Image product families. 23 Module 02: Basic Acronis and GroupLogic Technologies

22 Bare-Metal Recovery Bare-Metal Recovery is a restore process that has no additional requirements such as previously installed software or operating system. Acronis allows to restore backups to computers with no operating system and to dissimilar hardware. Computer SYSTEM BACKUP Storage Backup RESTORE Same or Different Hardware Computer Bare-Metal Recovery is a basic technology of Acronis Backup & Recovery and Acronis vmprotect product families. * Restore to dissimilar hardware is also known as Acronis Universal Restore unique technology. Acronis Sales Professional Training & Certification 13 Bare-Metal Recovery Bare-Metal Recovery (BMR) is a restore process that has no additional requirements such as previously installed software or operating system. Operating system, installed applications, and data files can be restored in one step. Acronis allows restoring backups to the computers with no operating system and dissimilar hardware. Restore to dissimilar hardware is also known as Acronis Universal Restore. Selling Point Acronis allows to restore backups even on the computers with no operating system. Note: Bare-Metal Recovery is a basic technology of Acronis Backup & Recovery, Acronis vmprotect and Acronis True Image product families. 24 Module 02: Basic Acronis and GroupLogic Technologies

23 Why Recovery and BMR? Downtime is a period of time when a system is not available for use. How quickly an organization recovers from system downtime has a tremendous impact on business continuity. HOW MUCH DOES SYSTEM DOWNTIME COST COMPANIES PER YEAR? Acronis Sales Professional Training & Certification 14 Why Should You Care About Recovery and Bare-Metal Recovery? Downtime is a period of time when a system is not available for use. Downtime can be caused by hardware failure, power outages, unexpected patches, software corruption, computer viruses, malware, theft, natural disaster and, of course, human errors. How quickly an organization recovers from system downtime has a tremendous impact on business continuity. Acronis Disaster Recovery Index 2012 says 4 : The vast majority of organizations surveyed (86%) had experienced one or more instances of system downtime during the past 12 months that had, on average, lasted 2.2 days. Businesses calculated that the lost productivity due directly to this downtime costs them each approximately USD $366,363 per year. We asked respondents of Acronis DRI survey how much system downtime costs their companies during a calendar year including productivity downtime costs, direct revenue costs, financial performance, reputation damage, and got the following answers: 9% of companies lost up to $10,000 14% - from $10,001 to $100,000 22% - from $100,001 to $250,000 4 Acronis Disaster Recovery Index 2012, 5 Ibid. 25 Module 02: Basic Acronis and GroupLogic Technologies

24 23% from $250,001 to $500,000 13% - from $500,001 to $1,000,000 11% - more than $1,000,000. One of the problems is that 44% respondents are still carrying out file-only backups instead of system and file backups. Taking a backup image of the full system, including the operating system, applications and system preferences, allows organizations to recover an entire server or workstation quickly. This approach avoids the need to carry out the painstaking task of manually loading and configuring software that is, more often than not, the longest part of the recovery procedure. If a company does not have the ability to quickly and easily recover more than just data files (for example the OS, applications, settings, files, and data) in minutes, not hours or days, business continuity is at risk. With Acronis products, the operating system, applications and all data can be recovered in minutes to hours, instead of hours or days. Systems and data can even be restored to dissimilar hardware, including virtual machines, maximizing flexibility and reducing downtime, therefore saving time and money. Selling Point Downtime is costly. Acronis reduces downtime, removes business continuity risks and helps to eliminate unnecessary costs. The impact of downtime is measured in terms of Recovery Point Objective (RPO) and Recovery Time Objective (RTO). 26 Module 02: Basic Acronis and GroupLogic Technologies

25 RPO and RTO The impact of downtime is measured in terms of Recovery Point Objective (RPO) and Recovery Time Objective (RTO): Recovery Point Objective (RPO) is the point in time to which work should be restored following a disruption. Recovery Time Objective (RTO) is the duration of time within which a business process must be restored after a disaster or disruption. RPO Mon Tue Wed RTO Acronis Sales Professional Training & Certification Recovery Point Objective and Recovery Time Objective Recovery Point Objective The Recovery Point Objective (RPO) is the point in time to which work should be restored following a disruption. It answers the question: How far back in time do you need to go? Does it need to be restored exactly to the point it was when the disruption occurred? For example, if you take overnight backups, the RPO might be the end of the previous day s activity. Recovery Time Objective The Recovery Time Objective (RTO), also known as Recovery Window, is the duration of time and a service level within which a business process must be restored after a disaster or disruption in order to avoid unacceptable consequences associated with a break in business continuity. It answers the question: How quickly do you need to get your data back? The RTO must be defined to determine the best backup and recovery solution. Selling Point Acronis helps businesses in meeting their Recovery Point Objective and Recovery Time Objective targets along with reducing Total Cost of Ownership. 27 Module 02: Basic Acronis and GroupLogic Technologies

26 Cloud Storage Acronis Online Backup (Cloud Storage) subscription allows Customer to save images and file backups to a secure remote location and recover them when the need arises. Acronis offers Cloud Storage subscriptions for Acronis Backup & Recovery, Acronis vmprotect and Acronis True Image product families. Acronis Sales Professional Training & Certification 16 Cloud Storage Cloud storage is an offsite storage system, which can then be accessed via the internet. Acronis Online Backup (Cloud Storage) subscription allows Customer to save images and file backups to a secure remote location and recover them when the need arises. Backups are transferred and stored in cloud through the internet with fully secured via governmentgrade encryption. For big data transfers Initial Seeding and Large Scale options are available, when the image can be transferred to the data center on the hard drive with over-night courier. Selling Point Cloud is a lucrative trend. Acronis helps to harness key technology trends. Note: Acronis offers Cloud Storage subscriptions for Acronis Backup & Recovery, Acronis vmprotect and Acronis True Image product families. 28 Module 02: Basic Acronis and GroupLogic Technologies

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