SSA Heads Meeting 14-15 December 2017 Haryana Telecom Circle SSA Heads Meeting 14-15 December 2017 EB Section Circle Office Ambala

Sales funnel – Stage IV HAR Total 95.00 65.77 67.06 71.21 74.96 N.A. Name of SSA Target / Ach. (in Rs Cr.) AMB FBD GRG HSR JND KRL RWR RTK SPT HAR Total Stage-IV Target of 2017-18 8.00 29.00 6.00 1.00 9.00 4.00 3.00 95.00 Pro-rata Target up to 36th week 5.54 20.08 4.15 0.69 6.23 2.77 2.08 65.77 Ach. Up to 35th week 7.02 23.51 20.81 1.97 0.27 3.06 2.49 6.31 1.65 67.06 Ach. for 36th week (Rs Cr) 4.04 0.05 0.02 0.01 0.00 Business ach. upto 36th week 11.06 23.56 20.83 1.99 0.28 6.32 71.21 % Pro-rata target achievement 199.64 117.33 103.74 47.95 40.58 49.12 89.89 152.29 79.33 108.3 Overall % Target ach. 138.2 81.24 71.83 33.17 28.00 34.00 62.25 105.3 55.00 74.96 Ranking (Stage-IV) 1 3 4 8 9 7 5 2 6 N.A. % of Pro-rata Ach w r t BSNL HQ Target is 120.61. Circle Ranking is 15 and NZ Circles Ranking is 04

Business performance Stage-IV with Annual Value of PO Name of SSA Target / Ach. (in Rs Cr.) AMB FBD GRG HSR JND KRL RWR RTK SPT HAR Total Total Business (in Rs Cr.) 11.06 23.56 20.83 1.99 0.28 3.06 2.49 6.32 1.65 71.21 Annual Value (in Rs Cr.) 10.72 11.12 20.69 1.94 0.17 1.97 1.87 3.24 1.33 53.04 Percentage 96.92 47.3 99.42 98.48 62.96 64.38 75.1 51.35 80.61 79.09 Ranking among Circles is 09 and NZ Circles is 03

Sales funnel – Stage I Name of SSA Target / Ach. (in Rs Cr.) AMB FBD GRG HSR JND KRL RWR RTK SPT HAR Total Stage-I Target of 2017-18 26.00 97.00 22.00 3.00 13.00 19.00 10.00 300.00 Pro-rata Target upto 36th week 18.00 67.15 15.23 2.08 9.00 13.15 6.92 207.69 Achievement upto 35th week 57.03 75.52 68.79 12.51 2.07 9.57 9.28 14.06 4.76 253.56 Ach. for 36th week (Rs Cr) 0.00 0.22 0.02 0.30 0.04 0.58 Business ach. upto 36th week 69.01 12.53 9.58 4.80 254.14 % Pro-rata target achievement 316.83 112.46 102.77 82.27 99.52 106.33 106.44 106.92 69.36 122.37 Overall % Target ach. 219.35 77.86 71.14 56.95 69.00 73.62 73.69 74.00 48.00 84.71 Ranking (Stage-I) 1 2 6 8 7 5 4 3 9 N.A. % of Pro-rata w r t BSNL HQ Target = 172.50%, Circle Ranking is 07 and NZ Circles is 02.

Conversion rate Name of SSA Target / Ach. (in Rs Cr.) AMB FBD GRG HSR JND KRL RWR RTK SPT HAR Total Residual (16-17) on 1.4.17 22.7 8.1 1.82 18.2 0.44 7.5 3.8 8.18 0.77 71.55 Cumulative Stage-I (17-18) 57.03 75.52 69.01 12.53 2.07 9.57 9.58 14.06 4.8 254.1 Total Leads Rs. (Cr.) 79.73 83.62 70.83 30.8 2.51 17.1 13.4 22.2 5.57 325.7 Converted to Stage-IV (17-18) 11.1 23.6 20.8 1.99 0.28 3.06 2.49 6.32 1.65 71.2 Conversion Rate (%) 13.92 28.22 29.37 6.46 11.16 17.89 18.58 28.47 29.62 21.9 Circle Ranking is 13 and NZ Circles Ranking is 03

Future scope of business Name of SSA Target / Ach. (in Rs Cr.) AMB FBD GRG HSR JND KRL RWR RTK SPT HAR Total Target Stage-IV (Cr) 8 29 6 1 9 4 3 95 Sales Funnel available 2017-18 (Cr) (I+II+III) 19.65 47.83 44.18 3.21 1.99 6.39 6.05 5.52 3.12 137.95 Stage-I Cumulative 2017 – 18 (Cr) 57.03 75.52 69.01 12.53 2.07 9.57 9.58 14.06 4.8 254.1 Future expected additional Stage-I 48.17 85.59 78.69 9.475 3.025 11.18 10.84 12.55 265 Expected additional Business Stage-IV as per current Conversion rate (Cr) 6.7 24.15 23.11 0.61 0.34 2 2.01 3.57 1.64 57.93 Balance Target (Cr) 5.4 8.2 4.01 0.72 5.94 1.51 1.35 23.79

Internet Data Center Business Name of SSA AMB FBD GRG HSR JND KRL RWR RTK SPT HAR IDC sales target Rs. Cr. 0.30 20.00 3.50 0.05 0.20 25.00 Achievement upto 35th week 0.00 15.42 0.12 15.54 %of Pro-rata w r t BSNL HQ Target is 223.91, Ranking among Circles = 03, NZ Circles Ranking = 01

Internet Data Center (IDC) Sr. No. NAME_OF_CUSTOMER SSA DETAILS_OF_PRODUCT PO_VALUE Cr. 1 Haryana State Electronics developement Corporation Limited FARIDABAD IDC Services 0.75 2 ERNET India 1.38 3 HARTRON e office 0.654 4 Nxt GEN 0.13 5 Aargus Infotech Pvt Ltd 0.0106 6 0.12996 7 NIHF Welfare 2.25 8 HARTRON ERP UHBVNL DHBVNL 8.69 9 National Hydroelectric Power Corporation Ltd(NHPC) 0.67 10 APCPL jharli jhajjar ROHTAK 0.122 11 12 All India Radio 0.09

New Gold Account Penetration Name of SSA AMB FBD GRG HSR JD KRL RWR RTK SPT HAR Target 2 4 1 15 Achievement upto 35th week 3 11 %of Pro-rata w r t BSNL HQ Target is 122.22, Ranking among Circles = 06, NZ Circles Ranking = 01

New Gold Account Penetration Sr. No. Name of Enterprise Customer Name of SSA Details of Business acquired Deal Size in Rs Crore Commitment Period (in Years) 1 Global Centre for Nuclear Energy Partnership (GCNEP) Bahadurgarh Rohtak 1) 20 Mbps ILL 2) 08 Mbps P2P, 02Mbps P2P 3 PRI@20000 p.m. 70 Ext 3) Hardware materials 1.25 5 2 Transport Commissioner, Chandigarh (RTA) Ambala Total 93 ckts of 4 mbps 4.09 3 DHFL Pramerica Life Insurance Gurgaon 18 location MPLS 0.21 4 National Institute of Animal Welfare Faridabad PRI & ILL 0.3 Saraswati Sugar Mill Wi-Fi Hotspot at villages Dhakla,Kiloi,Patoda,Badli and Bupania in Rohtak SSA. 0.3524 6 Wisdom world Public School Karnal 30 mbps and 10 mbps ILL 0.1534 7 Mann and Hummel Filters Pvt Ltd Rewari 3 location MPLS VPN 0.396 8 BSF 345 SIM 0.42 9 My inbox media Pvt Ltd Bulk SMS 2.5 10 MCI Bulk SIM 0.2 11 Andritz Hydro 20 Mbps ILL,PRI 0.24

Business acquired through Channel Partner: S.N. Name of Channel Partner Stage-I (in Cr Rs) Stage-IV (in Cr Rs) TGT ACH 1 M/s Vision Plus Security Control 8 0.214 3 0.214 (RTK-15L) (HSR- 6 L) 2 M/s SWAN Solutions and Services M/s DSM Infocom 4 M/s Coral Infratel 0.015 (PRI) 0.015 Circle Ranking is 04 and NZ Circles Ranking is 2

Vertical segment of business in percentage AMB FBD GRG HSR JND KRL RWR RTK SPT Total In % of Stage-IV CFA 1.187 15.575 0.47 0.492 0.026 0.079 0.762 0.548 0.304 19.44 27.30% CM 18.594 0.111 0.017 0.071 0.014 18.807 26.40% EB 9.88 7.985 1.771 1.381 0.243 2.962 1.635 5.762 1.339 32.958 46.29% As per BSNL HQ Data of all Circles CFA is 29%, CM is 14% and EB is 57%

Business acquired (Govt vs Private) Name of SSA Target / Ach. (in Rs Cr.) AMB FBD GRG HSR JND KRL RWR RTK SPT HAR Total Stage-IV Target of 2017-18 8.00 29.00 6.00 1.00 9.00 4.00 3.00 95.00 Business ach. upto 36th week 11.1 23.6 20.8 1.99 0.28 3.06 2.49 6.32 1.65 71.21 Government Business (%) 91.95 96.82 3.02 52.26 17.86 54.58 18.88 58.54 26.67 57.56 Private Business (%) 8.05 3.18 96.98 47.74 82.14 45.42 81.12 41.46 73.33 42.44

SSA wise business cases Total Business cases received Pending at SSA Circle HQ Total Business cases received Appd Pdg Not-Appd AB 1 4 6 FBD 3 5 GRG 16 9 38 HSR JND KNL 8 11 RWR 7 RTK SPT Total 50 17 2 87

Cases sent to BSNL HQ for approval Sr. No SSA Name of customer Details Amount Involved Case sent on dated to 1 Gurgaon Vihaan Networks Limited 15 & 10 Mbps ILL (1:1) Rs644000/- per annum + Taxes extra (for 2 year) Pending at ECT-EBU BSNL HQ from 07/12/17 2 Pragati Electrocom Pvt. Ltd. 4 Mbps ILL (1:1) Rs125000/- per annum + Taxes extra (for 1 year) 3 USHA International Ltd 4 Mbps ILL Pending at ECT-EBU BSNL HQ from 06/12/17 4 M/s Grey Orange India Pvt Ltd 100 Mbps P2P DLC Rs555750/- per annum + Taxes extra (for 1 year) Pending at ECT-EBU BSNL HQ from 30/11/17 5 PUNJAB NATIONAL BANK (Call Centre) Toll free service RsAs per annexure 1 "Column B"/- per annum + Taxes extra (for Nil year) Pending at EB-II BSNL HQ from 25/10/17 Contd

Cases sent to BSNL HQ for approval Sr. No SSA Name of customer Details Amount Involved Case sent on dated to 6 Gurgaon PUNJAB NATIONAL BANK 6 Sec pulse for 6 Paisa on Balance on Missed call Rs120000/- per month Pending at EB-II BSNL HQ from 25/10/17 7 Tata Communication Ltd P2P DLC at 1000 sites Rs5 Cr/- per annum + Taxes extra (for 1 year) Pending at BP-Ent BSNL HQ from 28/10/17 8 Tanla Solutions Ltd. Bulk Push SMS Rs357600000/- per annum + Taxes extra (for year). The case was sent for applicability of revised tariff from backdate i.e. 25/04/2017. Pending at CM-PP BSNL HQ from 25/09/17 9 Hughes Communication India Ltd MPLS over 3G Customer has promised to take 100 connections within 30 to 45 days. Considering minimum requirement of 1Gb, BSNL may expect a revenue of Rs 150*100 connection*12 months= Rs 1.8 lakhs per year Pending at CM-PP BSNL HQ from 12/05/17

Cases under process at Circle Level S N SSA Name Details Amount Status of Proposal 1 Gurgaon H T Mobiles Solutions 5 additional E-1s on existing ISDN-PRI under Plan 50000 Rs150000/- per annum + Taxes extra (for 1 year) Pending at Finance Circle Office from 11/12/17 2 PWD(B&R),O/o SDE(ELECTRICAL),GURUGRAM 20 Mbps ILL Rs500000/- per annum + Taxes extra (for 1 year) 3 Faridabad Amazon 20, 30 & 100 Mbps Rs.404422/- , Rs594344/- , Rs1137500/-/- per annum + Taxes extra (for 3 year) Pending at DGM (F) Circle Office from 07/12/17 4 Pasco Automobile 4 & 6 Mbps ILL Rs280000/- per annum + Taxes extra (for 1 year) 5 Netrika Consulting India Pvt Ltd 10 Mbps ILL Rs175000/- per annum + Taxes extra (for 1 year) Appd 6 Rs220000/- per annum + Taxes extra (for 1 year) Ambala

Cases pending at SSA Level S N SSA Name Details Amount Status of Proposal 1 Sonepat FIMS Hospital 8 Mbps ILL upgradation Rs230000/- per annum + Taxes extra (for 2 year) Recd from SSA on dated 12.12.17 2 Gurgaon RITES Ltd 2 ILL of 10 Mbps each Rs120000/- per annum + Taxes extra (for 2 year) Pending at SSA from 10/11/17 3 Ambala Fastway Transmission pvt. ltd. 2 Gbps P2P Rs.11,99,000/- Pending at SSA from 13/10/17 Ambala

System Integrator Empanelment Circle Total no. of SI empanelled SI-wise business done National Circle Silver  Haryana 0  1 21 lakh M/s Intellio systems Pvt Ltd through KRL SSA submitted its papers for empanelment of Circle Silver category of SI which has been opened by TOC and is under process M/s Presto empanelled at NCR-II as National level SI has submitted its papers for empanelment of Circle level SI. Papers of M/s Presto has been sent to NCR-II for confirmation. M/s Time Telecom through AB SSA has submitted its papers for empanelment of Circle silver category of SI.

Business Through Free PABX SSA Franchisee-wise Business done (in Rs Cr) Current FY 17-18 (up to till date) Name of PABX Franchisee No of PABX customers added No. of ports No. of PRIs Business revenue (in Cr) Ambala Nil Faridabad Arora Telecommunication Pvt. Ltd. 4 316 0.08 Gurgaon 5 156 .032 Hisar 2 602 3 0.42 Jind NIL Karnal Rewari 35 0.099 Rohtak 1 70 0.04 Sonepat Total 14 1179 15 0.639 Circle Ranking (No of Ports added) = 04

Service Delivery SSA New business Up-gradation Renewal Booked Delivered Ambala 11.05 10.69 0.01 0.00 Faridabad 19.84 19.76 0.13 3.59 Gurgaon 20.18 19.95 0.15 0.11 0.50 0.28 Hisar 1.31 1.22 0.27 0.41 Jind 0.10 0.05 0.18 Karnal 2.91 2.53 Rewari 1.18 0.88 1.01 Rohtak 5.39 4.78 0.82 Sonepat 0.98 0.94 0.17 0.49 0.46 Total 62.95 60.79 2.16 2.12 6.11 5.85

Pending Top leads of Sales funnel in EB portal: SSA Customer NAM YEAR WEEK STAGE PRODUCT QTY Amt in Cr. Remarks GURGAON TATA COMMUNICATION LTD Mahendra g 2017 43 1 LEASED LINE 1000 42.5 Under process. FARIDABAD Amazon India Dinesh Kumar 45 ILL 450 40 Case approved, Under implementation at SSA level. AMBALA Registrar General Punjab and Haryana High Court Sunil 23 3 MNS 55 5.9 Meeting held on 06/11/17 . Case is under process in view of the quantum of the OFC Charges. KARNAL HARYANA STATE AGRICUKTURE MARKETING BOARD Deepak 18 108 5 Six sites commissioned and further meeting will be held in next week. Fastway Transmission 25 4.56 Pending at SSA. Contd

Pending Top leads of Sales funnel in EB portal: SSA Customer NAM YEAR WEEK STAGE PRODUCT QTY Amt in Cr. Remarks FARIDABAD United Health Group Rajesh Kumar 2017 1 ILL 2.5 Negotiation held, response awaited. ROHTAK Sarva Haryana gramin bank Rohtak sumit 24 MPLS-VPN 381 2.1 Commissioned 164 branches (for up-gradation from P2P to MPLS VPN) in Phase-I (6 are NF on MLLN) rest 211 are pdg at Customer end. AMBALA Development and Panchayats Department Sunil 46 Wi-Fi 100 2 Under process. JIND Municipal Committee - Jind PARDEEP 27 OTHERS 1.5 National Health Mission Haryana VPNoBB 517 1.3342 Under process

Tender participation in FY 2017-18 Tender Leads Summary (A) Number of tenders details received from BSNL HQ Number of tender leads initiated by Circle itself Total numbers of tenders dealt by Circle No of tenders in which BSNL participated 4 3 Tender participation details (B) SSA Tender invited by Main service required BSNL Card Rate Rates quoted by BSNL Position of BSNL (L1, L2, L3 etc) Hierarchy wise rates of other bidders Remarks Bidder name Rates quoted FBD National Small Industries Corporation 15 Mbps ILL Rs. 4,76,094/- Exclusive Tax Rs. 2,85,656/- Exclusive Tax L3 L1-Idea L2-Airtel 1,99,774 2,95,000 Inclusive Tax  Tender lost to IDEA. NHAI MPLS Retendering. Rate quoted for 8 Mbps, 50 Mbps, 100 Mbps & 150 Mbps MPLS-VPN. KNL Hartron 15000 SIMs N.A. 70 Idea, Vodafone, BSNL 55, 69, 70 (Per SIM) 15000 SIMs Postpaid with 5 GB data p.m. Tender non-participation details (C) Tender invited by Main service required Reason for non-participation Technopark Technology Business Incubator 100 Mbps ILL Customer belongs to Kerala Circle.

Focus Areas Regional Rural Banks are migrating towards Core Banking under Control of Sponsored Banks. Co-operative Banks migrating towards Core banking under Control of Apex Bank. Participation in Tenders for acquiring business and to get business intelligence. Proactive efforts to capture the Telecom services from Enterprise customers which are not with BSNL. Tapping the Business of Private Business through matching tariff or getting the Discount approval from Competent Authority. Tab on renewal of business. Continuous Contact / Visits only key.

LEASE LINE SECTION

Leased circuits 2017-18 as on 07th Dec 2017 PHYSICAL TGT V/S ACH, PROVISIONING AND UP-GRADATION Leased circuits 2017-18 as on 07th Dec 2017 SSA Name Targets (17-18) for New Provisioning Ach Till Date % Achievement Targets (17-18) for Up gradation Ach Till Date % Ach Ambala 150 123 82 85 99 116 Faridabad 105 77 73 75 71 95 Gurgaon 250 149 60 117 111 Hissar 160 137 86 80 87 109 Jind 45 42 93 20 16 Karnal 180 161 89 115 170 148 Rewari 90 55 122 Rohtak 130 190 146 92 102 Sonepat 44 49 35 47 134 Total 1200 1000 83 650 754

Leased Circuits- Issues This year is being observed as Enterprise Business year and focus is on Enterprise Business revenue growth , specially through Leased Line commissioning. During Mission 30K5M w.e.f 01.05.2017, Haryana Circle achieved 112% of assigned targets and secured 4th Rank among all Circles.

As on date Commissioned 20K3M MISSION (01.10.17 TO 31.12.17) PERFORMANCE Up to 13.12.2017 SSA Target 20K3M As on date Commissioned As on date Pendency % of target Achieved Bal TGT to be Ach in Dec-17 Ach of Dec-17 Ambala 75 55 11 73 30 10 Faridabad 70 37 25 53 38 05 Gurgaon 80 77 44 96 08 Hissar 100 61 19 45 06 Jind 18 5 72 12 Karnal 140 120 111 86 35 15 Rewari 60 36 16 29 Rohtak 79 Sonepat 50 74 17 04 Total 700 520 286 74.28 243 63

Total Leased Circuits pending as on 13.12.2017 SSA New Provision Up gradation Total Ambala 3 8 11 Faridabad 9 16 25 Gurgaon 7 37 44 Hissar 19 Jind 4 1 5 Karnal 50 61 111 Rewari Rohtak 23 2 Sonepat 12 18 30 124 162 286

Leased Circuits New Provision Pendency reasons REASONS FOR PENDENCY OF CIRCUITS FOR PROVISIONING SSA Pending Circuits Reasons for Pendency WIP No Exchange / No Cable MLLN Equipment P-MUX Equipment V-MUX Equipment DATA / CONTROL CARD Customer Reason Router/ Modem Premises not ready ) OTHER ( Cancellation /Shifting Ambala 3 1 Faridabad 9 2 4 Gurgaon 7 Hissar 11 5 Jind Karnal 50 25 20 Rewari Rohtak 23 18 Sonepat 12 6 Total 124 63 47

Leased Circuits Upgradation Pendency reasons REASONS FOR PENDENCY OF CIRCUITS FOR UPGRADATION SSA Pending Circuits Reason for Pendency WIP No OF Cable MLLN Equipment Customer Reason Router/ Modem Commercial Reason Ambala 8 4 Faridabad 16 7 5 Gurgaon 37 27 10 Hissar 3 1 Jind Karnal 61 48 9 Rewari 11 2 Rohtak Sonepat 18 13 Total 162 113

Project Major Project Pendency's as on 13-12-2017 AB FBD GRG HSR JD KRL RWR RTK SPT Total Canara Bank LL Up gradation to 2 Mbps 3 1 4 Government Polytechnic ILL New prov. 4Mbps 2 5 Sarav Haryana Gramin Bank 256Kbps/2Mbps 12 27 Commissioner Municipal Corporation Rohtak 8/10 ESIC Up gradation (Rail-Tel) 2/4 Mbps 6 BBNL New Provisioning 8 Hartron New /Migration 2/4 Mbps/ 7 19 Corporation Bank Up-gradation 2Mbps 15 49 Union Bank of India 2Mbps 17 Indian Bank 2Mbps LIC HDFC Bank 2Mbps CBEC PNB 24

Migration report for Leased Circuits to respective EDGE Routers S.No  FROM To Pending Circuits Ach in this week Total Ach Pending to Migrate 1 AMBALA Hisar 137 4 27 110 2 Karnal 243 31 212 3 GURGAON Rohtak 68 67   Total 448 5 59 389

Leased circuits disconnected in this FY (01-04-2017 to 07-12-2017) Circle (End-A) Disconnection Ambala 61 Faridabad 56 Gurgaon 97 Hissar 62 Jind 12 Karnal 101 Rewari 42 Rohtak 108 Sonepat 17 Total 556 HARTRON Ccts migrated to MPLS=183, Sarv HR Gramin Bank migration to MPLS = 143 PNB migration and upgradation = 29 SBI = 14,Police Deptt = 10, OBC = 13, ICICI =13

MPLS VPN links Fault Rate LEASELINES FAULT ANALYSIS MPLS VPN links Fault Rate Name of SSA No. of faults during the Month Carried over fault cases from last month No of faults cleared within 12 hrs of booking No of faults cleared between 12 to 24 hrs No of faults cleared between 24 to 72 hrs No of faults cleared more than 72 hrs No of fault per hundred circuit and in the month due to Overall total no of faults per hundred circuits in the month Local Lead Long distance Ambala 12 1 8 2 2.18 0.00 Faridabad 37 19 5 8.39 Gurgaon 25 11 7 4.19 Hissar 16 9 4 3.54 Jind 3.29 Karnal 32 4.37 Rewari 10 3 3.61 Rohtak 6 3.04 Sonepat 22 8.80 Total 175 13 80 31 4.40   OCT-16, Fault rate was 9.15, OCT-17 is 4.40

MPLS VPN Circle wise MTTR MEAN TIME TO REPAIR of MPLS Ccts MPLS VPN Circle wise MTTR SSA Total No ccts working No of faults during the Month Total Down Time Average Down time Maximum Duration Hrs. Ambala 555 12 276:07:57 23 162 Faridabad 441 37 1622:4:55 43.84 217.23 Gurgaon 597 25 1205:42:14 46.37 334.10 Hissar 455 16 387:46 22.8 147.06 Jind 154 5 147:21:51 29.46 72.49 Karnal 742 32 1627:44:48 50.85 414.22 Rewari 288 10 412:33:13 41.24 96.22 Rohtak 529 694:29:34 43.39 307.26 Sonepat 287 22 797:22:39 36.23 244.50 Circle 4048 175 7169:46:58 40.9 414

Status of V-MUX installation in Haryana Telecom Circle as on 11-12-2017 S.No Name of SSA No of V-MUX Allotted No of V-MUX Installed No of V-MUX pending for Installation No of DXCs Allotted No of DXCs Installed No of DXCs pending for Installation Remarks 1 Ambala 12 10 2 Installation work is under Progress Faridabad 5 4 3 Gurgaon 24 A/T Offered to T&D Circle Hissar Software installation pending Jind Installation work is under process 6 Karnal Connectivity is under Progress 7 Rewari Installation work is under Process 8 Rohtak 14 13  0 9 Sonepat   Total 74 65

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