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Innovation Sprint Kickoff:Connected Communities

February 13, 2019

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Housekeeping

• Participant microphones will be muted throughout the presentation.

• Participants can submit questions throughout the presentation by using the GotoWebinar control panel.

• Presenters will address submitted questions during the Q&A session.

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Agenda

1. Introduction to REV Connect

2. Innovation Sprint Kickoff: Connected Communities

3. Tips for Submitting a High-Quality Idea

4. Utility Interests for this Innovation Sprint

5. Submit Your Idea!

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Introductions

Kevin LuteranSmart Street Lighting Program Manager

JonGordonSenior Advisor

Dan BradleyManaging Director, REV Connect lead

Kara FedorsProject Manager

Lindsay O’Neill-CaffreyEmerging Technologies, Products & Services Senior Specialist

Michelle BebrinAssociate Director, Facilitation Team lead

Keith LorenzettiDirector, Smart Grids

Laura ButlerDirector of Digital Customer Experience

James VasquezProject Specialist

Mike VoltzDirector, EE and Renewable Energy

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Introduction to REV Connect

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Webinar hosted by REV Connect

• Brings companies and New York’s electric utilities together to accelerate innovation, adopt new business models and technologies, and advance New York State’s Reforming the Energy Vision (REV) goals.

• Helps companies that offer distributed energy and smart grid solutions connect with utilities to develop high quality REV demonstrations and other innovative projects.

• Shares good practices and convenes market participants to enhance the culture of innovation and collaboration in the energy sector.

Value to Customer

Value to Utility

Value to Market Partner

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REV Connect Outcomes

Learn more about partnerships in

development in the Outcomes section of

our portal

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Since its launch in 2017, REV Connect has actively advanced to partnerships and projects by engaging thousands of companies on hundreds of ideas.

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Innovation Sprint Kickoff: Connected Communities

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Topic Overview

The Connected Communities Sprint is calling for submissions for innovative business models that can help New York meet its ambitious energy efficiency goals by connecting with community organizations, smart city technologies, and other utility programs.

Importance to NY Utilities and New Yorkers• Avoid carbon emissions and reduce consumer energy costs• Provide customers with additional value: comfort, productivity, energy management tools• Manage loads on the grid to minimize the need for infrastructure investment• Take advantage of new markets and opportunities for revenue diversification

Participant Benefits• Invitation-only workshop with NY utilities• Refinement of ideas for future opportunities and RFPs in New York and elsewhere

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Utility Opportunities for this Sprint

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Utilities have identified needs and priorities for 2019 around Connected Communities –they will speak to them during this webinar.

• Clean Communities, including • Connected buildings• Green construction • Engaging with municipalities

• Expanding EE & DSM in LMI Customers and leveraging third-party financing

• Non-Pipeline Alternatives (see RFI)• Smart cities partnership• EV Fleet with Managed Charging and V2G

• Gas demand response• EV analytics for forecasting• Customer energy management• Improved outage scenarios

• Smart cities

• EV education and outreach

New in 2019!

You must submit your idea directly to a utility need. You may submit more than once to address

multiple opportunities, but each should be tailored.

• EV school bus and V2G• Clean heating and cooling

• ASHP and Geothermal• Ductless mini-split heat pumps

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Sprint Schedule

The Connected Communities Sprint is a time-bound call for innovative business models that can be deployed in partnership with utilities in response to their needs.

Webinar held on

February 13

Submissions are due

March 14at 8 pm ET

Consultations held with top submitters

March/April

Invite-only workshop held in NYC on

April 30

Partnership opportunities

(direct or competitive)

New in 2019!

Consultations will be limited to top 40 idea submissions based on REV Connect’s assessments.

Workshop invites will be limited to no more than top 25 submitter companies.

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Tips for Submitting a High-Quality Idea

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Deliver Win-Win-Win Ideas

Market players should submit win-win-win ideas optimizing value to all.

• REV Connect seeks innovative business models delivered in partnership with utilities that help advance REV goals and share the value among customers, third parties, and utilities. Value can be created by:

• Addressing an unmet need• Offering a superior solution• Lowering existing costs• Enabling utilities and market solution providers to offer increased value to customers

• Review criteria and tips for communicating and co-developing your idea before submitting.• Viability of Business Model Create and deliver quantified value to target customers and partner utilities • Utility Partnership Structure Share risk and reward with utility beyond conventional sales relationship• Submitter Capability Leverage relevant experience and knowledge of target customers from complete delivery team• Advancement of REV Advance REV Objectives, DSP capabilities, and New York State goals• Uniqueness of Innovation Offer innovative business model, not just technology, differentiated from conventional models

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Communicate Your Value Propositions

For ____________________(target customer/segment)that need _________________(the problem we solve for customers),our ____________________(proposed solution)provides ____________________(quantified net benefit for customers)unlike _______________________(the current market alternative).

We do this by ____________________(how you will engage customers)as we have done elsewhere, including ________________(prior experience).

For ____________________(target utility)that need _________________(the problem we solve for the utility),our ____________________(proposed solution)provides ____________________(quantified net benefit for utility)unlike _______________________(the current market alternative)as demonstrated ___________________ (prior experience).

We will do this though ____________________(business model type)which will utilize __________________ (REV financial mechanism).

We are willing to contribute __________________ (capital, IP, or other contribution)In exchange for ____________________ (what you seek from utility).

Value Proposition to End-Use Customer Value Proposition to Utility

Adapted from Crossing the Chasm by Geoffrey A. Moore

Submissions should clearly articulate value to customers and utility partners.

Quantifying value is key! – You may use our value tool or one of your own

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Improve Your Submission with REV Connect Portal

https://nyrevconnect.com/

New York State utility profiles

Connected Communities Innovation Opportunity page and associated links within it

REV Connect criteria guide, outlining the requirements for an attractive idea

Qualify Consultation guide, outlining questions you should be prepared to answer

REV Briefings, particularly Track Two order, value of DER, and principles of REV demo projects summaries

Submitter primers, including “Utility Business Model” and “Communicating and Co-Developing Ideas with a Utility”

REV Connect Value Tool

Resources on the REV Connect portal can help you improve your submission.

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New York Utility Focus Areas

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Utility Panel

Kara FedorsProject Manager

Lindsay O’Neill-CaffreyEmerging Technologies, Products & Services Senior Specialist

Keith LorenzettiDirector, Smart Grids

Laura ButlerDirector of Digital Customer Experience

James VasquezProject Specialist

Mike VoltzDirector, EE and Renewable Energy

Kevin LuteranSmart Street Lighting Program Manager

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LMI & Affordable Energy Efficiency

Learn more about this utility opportunity at: https://nyrevconnect.com/low-moderate-income-initiative-con-edison

Learn more about this utility at:https://nyrevconnect.com/utility-profiles/consolidated-edison

NEED STATEMENT• Con Edison is looking for scalable methods to reach low-to-moderate income (LMI) customer segments with energy

efficiency (EE) and demand side management (DSM) programs for both electric and gas• We are looking to work with solutions providers who have experience leveraging multiple funding sources and who are

familiar with reaching residential and multi-family building customersOPPORTUNITY • The partnership would lead to assisting in Con Edison meeting the New Efficiency: New York environmental goals and

would lead to marketing, outreach and the ability to engage more customers UTILITY CONTEXT• Con Edison has an established Multi-Family Energy Efficiency Program that provides assistance to affordable housing and

is looking for creative opportunities expand its program while testing new business models

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Connected Buildings

Learn more about this utility opportunity at: https://nyrevconnect.com/clean-communities-central-hudson/

Learn more about this utility at:https://nyrevconnect.com/utility-profiles/central-hudson/

NEED STATEMENT• Existing connected home solutions for residential customers can involve significant investments of time, money and app integration.• Customers want as little effort as possible to set up and start using and access to relevant, timely and action oriented information.• Consumers need technology agnostic solutions allowing them to choose their preferred devices and integrate them seamlessly.

OPPORTUNITY • We are looking for proposals inclusive of turnkey service solutions that integrate DER, EVs, storage, and enabling technology for insights,

controls and monitoring at low out of pocket costs and with minimal effort on behalf of the end use customer to set up that works with our time based rates.

UTILITY CONTEXT• We have an aging customer demographic and a population of “weekenders” that could leverage technology for increased autonomy and

piece of mind.• We have invested in our platforms to support extension of web experiences, customer education, home automation, and use of AMI data

that can be leveraged as a part of the solution.

Utility logo

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Green Construction

Learn more about this utility opportunity at: https://nyrevconnect.com/clean-communities-central-hudson/

Learn more about this utility at:https://nyrevconnect.com/utility-profiles/central-hudson/

NEED STATEMENT• More than half of our customers heat with fuel oil or propane. The opportunity to reduce carbon emissions through fuel switching is

significant but these options and their benefits are not well understood by customers.• Traditional utility rebates are often not enough incentive for builders to modify the heating and cooling solutions they install.• The cost of land and lack of gas capacity in lower cost locations of our service territory are a deterrent to new businesses.

OPPORTUNITY • Looking for on-site and grid connected resources to make areas viable for economic development and reduce carbon emissions.• Looking for un-traditional partnerships with developers interested in collaborating on carbon neutral building solutions that do not rely on

utility incentives.

UTILITY CONTEXT• We have been investing in educational materials and online tools to help customers understand the benefits of switching off of oil and

propane and have targets to reduce carbon emissions and energy intensity across our service territory.• We actively pursue economic development opportunities and issue grants to qualifying projects.

Utility logo

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Collaboration with Municipalities

Learn more about this utility opportunity at: https://nyrevconnect.com/clean-communities-central-hudson/

Learn more about this utility at:https://nyrevconnect.com/utility-profiles/central-hudson/

NEED STATEMENT• Municipalities are looking for ways to jump start their sustainability efforts including clean transportation and green building options. • They want to engage with their constituents and promote ways to reduce energy use and their utility bills.• Municipalities are looking for more autonomy through efforts such as creating CCAs.

OPPORTUNITY • Looking for opportunities to create a new partner channel through Municipalities to drive education and customer engagement in energy

options, carbon reduction, DER integration and energy usage reduction.• Ability to scale to multiple municipalities within our service territory

UTILITY CONTEXT• Central Hudson has existing relationships with our municipal leaders and a positive connection to the communities we serve.• We are in the process of building a municipal web portal that can be leveraged as part of the solution.

Utility logo

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Electric School Bus Vehicle-to-Grid Pilot

Learn more about this utility at:www.psegliny.com

www.lipower.org

NEED STATEMENT• Our goal is to test business cases for school bus or transit bus functionality as a dual-use asset—used for transportation

during the school year (non-summer months) and as an electric grid asset during the summer.• Utility needs to be addressed could include avoided or deferred T&D capacity costs, gained EV (off-peak) charging

revenues, and improved system efficiency

OPPORTUNITY • Could lead to potential partnership opportunities for companies involved in EV charging and storage optimization• Customer (bus company) benefits could include demand charge management, lower fuel and maintenance costs, utility

compensation for grid injections or demand response participation

UTILITY CONTEXT• Long Island leads the State of New York in electric vehicle adoption.

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Air Source and Geothermal Heat Pumps

Learn more about this utility at:www.psegliny.com

www.lipower.org

NEED STATEMENT• Our goal is to test business cases for increasing the use of air source and geothermal heat pumps to replace fossil fuels,

especially fuel oil.• Utility needs to be addressed could include increasing system efficiency, and improving air quality

OPPORTUNITY • Approximately 50% of all homes on Long Island use fuel oil as a heating source• Significant reduction in greenhouse gas emissions could be achieved at a reasonable cost

UTILITY CONTEXT• LIPA currently has an electric heat rate which offers significant discounts for electric consumption between October 1 –

May 31 of each year• The climate on Long Island is one of the most moderate in New York State meaning that the ratio of heating degree days

to cooling degree days is lower than all other areas of the state, except New York City. Heat pumps are better suited in that type of climate.

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Improved controls for ductless mini-split heat pumps

Learn more about this utility at:www.psegliny.com

www.lipower.org

NEED STATEMENT• Our goal is to test business cases for increasing the use of ductless mini-split heat pumps during the winter months• Utility needs to be addressed could include increasing system efficiency, and improving air quality

OPPORTUNITY • Many owners of ductless mini-split heat pumps only use them in the summer for air conditioning, and may not be aware

that use in winter months could save them money on heating oil• Automating controls to link the ductless mini-split to the primary thermostat, coupled with remote temperature sensors,

could allow for optimal use of ductless mini-split heat pumps in winter months• Significant reduction in greenhouse gas emissions could be achieved at a reasonable cost

UTILITY CONTEXT• The climate on Long Island is one of the most moderate in New York State meaning that the ratio of heating degree days

to cooling degree days is lower than all other areas of the state, except New York City. Heat pumps are better suited in that type of climate.

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Gas Demand Response

Learn more about this utility opportunity at: https://nyrevconnect.com/gas-demand-response-national-grid/

Learn more about this utility at:https://nyrevconnect.com/utility-profiles/national-grid/

NEED STATEMENT• Solutions to address gas capacity constraints, including electrification of heating.

OPPORTUNITY • Consideration for future gas Demand Response (DR) projects coordinated by National Grid and inclusion in

a database of gas DR vendors (pending development). Possibility of co-branded marketing.UTILITY CONTEXT• National Grid is currently running a gas DR pilot in its KEDNY/KEDLI territory and it will begin to market a

gas DR project in Upstate NY later this year.

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Electric Vehicle Applications

NEED STATEMENT• Solutions to understand EV charging patterns and behavior to provide insights to long term forecasting of EV loads in

cities and impacts to the grid. OPPORTUNITY • A suitable solution will be tested on a small scale in NY. If successful there is potential to scale the solution across all 3

jurisdictions (MA, NY, RI). National Grid is looking for a partner who can deploy a solution quickly so that a small scale test can be completed in under a year.

UTILITY CONTEXT• National Grid has multiple EV efforts underway including regulatory filings recently approved or underway in all 3 states. • National Grid is interested in exploring forward-thinking, market based offerings for their customers, as well as innovative

solutions to manage the future EV load and impact on the grid, demand response applications, etc.

Learn more about this utility at:https://nyrevconnect.com/utility-profiles/national-grid/

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Customer Energy Management Platforms

NEED STATEMENT• Customer energy management platforms including IOT solutions that provide real-time insights to customers to drive

participation in programs.

OPPORTUNITY • The intention is to begin with a small pilot and scale to all residential and applicable commercial customers in the State.

UTILITY CONTEXT• National Grid is seeking to engage customers well before Smart Meters are deployed. • Successful solutions are 1) Interoperable (all IoT devices “just work”), 2) “Outeroperable” (provide some connection to

the utility or markets for future demand side management), and 3) Energy Efficient (eventual solution should be net-negative for kWh usage or provide load shifting).

Learn more about this utility at:https://nyrevconnect.com/utility-profiles/national-grid/

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Outage Customer Solutions

NEED STATEMENT• Solutions that improve outage scenarios for customers.

OPPORTUNITY • A suitable solution will be tested on a small scale in NY. If successful there is potential to scale the solution across all 3

jurisdictions (MA, NY, RI). National Grid is looking for a partner who can deploy a solution quickly so that a small scale test can be completed under a year.

UTILITY CONTEXT• Solutions can take many forms; in home kits for outages, backup power, an App that the customer can use to locate

services they need/determine when their power will come back on.• Reliability is a key focus area for our customers.

Learn more about this utility at:https://nyrevconnect.com/utility-profiles/national-grid/

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Smart City Applications

NEED STATEMENT• NYPA is looking to leverage the full functionality of add on “apps” for LED street lighting to improve city operations OPPORTUNITY • The Sprint is being used for Smart City technology fact finding to better serve NYPA and all public sector customers• NYPA may develop programs, services, or issue RFP/RFQ solicitations to ensure public sector customers have access to

market solutions UTILITY CONTEXT• Potential NYPA customers include all municipalities across New York State • Looking for Smart City technology, sensors, and software platforms that are currently deployed and operational

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Non-Pipe Alternative RFI

Learn more about this utility opportunity at:https://nyrevconnect.com/non-pipeline-alternative-rfi-nyseg/

Learn more about this utility at:https://nyrevconnect.com/utility-profiles/nyseg-and-rge/

NEED STATEMENT• NYSEG’s existing natural gas distribution system servicing the Lansing area in Tompkins County is capacity constrained

and a portion of the service area has been under a moratorium for new natural gas customers for several years.OPPORTUNITY • NYSEG is seeking innovative solutions that address its responsibility to provide reliable service to its customers and

potentially address current demand.• Solutions could include incremental demand response programs, energy efficiency, fuel substitutions, or any other

resource/approach that is able to economically address the need for safe and reliable natural gas service in this region.

UTILITY CONTEXT• NYSEG seeks to address its responsibility to provide safe and reliable service at reasonable costs and in an

environmentally-sound manner.• NYSEG will issue a formal RFI for this opportunity in late spring 2019.

Submit Ideas to Upcoming RFI

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Smart Cities Collaboration

Learn more about this utility opportunity at:https://nyrevconnect.com/smart-cities-partnership-avangrid/

Learn more about this utility at:https://nyrevconnect.com/utility-profiles/nyseg-and-rge/

NEED STATEMENT• NYSEG and RG&E recognize the potential value of robust smart cities collaboration and have joined multiple other utilities

in making a Smart Cities commitment to work with communities within our service territories to advance smart cities goals.

OPPORTUNITY • NYSEG and RG&E are seeking to develop a mutually beneficial partnership that may include energy service providers,

researchers, municipalities, and others to develop and complete a smart cities roadmap that includes agreements between the major parties. Outcomes form the roadmap may include smart street lighting, smart transportation, smart buildings, distributed energy resources, data analytics, customer engagement tools and others.

UTILITY CONTEXT• NYSEG has deployed foundational AMI and automation investments in an area of Tompkins County that make it an ideal

location for this collaboration, but, we remain open to other geographic areas within NYSEG or RG&E’s service territories.

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EV Fleet with Managed Charging & Vehicle to Grid

Learn more about this utility at:https://nyrevconnect.com/utility-profiles/nyseg-and-rge/

NEED STATEMENT• The growth of EV fleets provides a unique opportunity to manage both the load and the generation capacity of a multi-vehicle fleet as a

single resource for the benefit of the grid, cost optimization, and to maximize market revenues. • Designing a fleet charging facility as a DC service can reduce the cost of charging infrastructure and enable vehicle to grid services.

OPPORTUNITY • NYSEG and RG&E are interested in collaborating with a municipality or fleet operator and an EV service provider to develop an EV Fleet

with Managed Charging & Vehicle to Grid pilot project.

UTILITY CONTEXT• We are currently implementing three EV related projects: 1. Integrated EV & Battery Storage Demonstration Project, 2. DC Fast Charger

Pilot, 3. Smart Home Rate Demonstration Project. NYSEG and RG&E are anticipating significant EV market growth in the coming years and see managed charging and vehicle to grid as key solutions for optimizing load growth from EVs.

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NEED STATEMENT• Orange & Rockland (O&R) is looking for partners to support its electric vehicle (EV) education and outreach program. • The Company is taking multiple initiatives to support the EV market in its service territory, however it recognizes that consumers

currently have limited awareness of EVs and their benefits, and is looking to make improvements on EV education through outreach.

OPPORTUNITY • O&R is seeking scalable solutions that: a) inform consumers about EV topics such as ownership cost, environmental benefits, and

charging options, b) increase customer engagement, and c) promote the use of State and Federal Incentives.• Solutions being considered include but are not limited to collaboration with auto dealers, advertising agencies, and EVSE suppliers, as

well as support for community outreach.

UTILITY CONTEXT• There are approx. 1,300 EVs in O&R’s service territory currently; the Company is working towards a goal of 40,000 EVs by 2025.

EV Customer Adoption

Learn more about this utility opportunity at:https://nyrevconnect.com/ev-and-outreach-or

Learn more about this utility at:https://nyrevconnect.com/utility-profiles/or

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Submit Your Idea!

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Meet the people on the REV Connect facilitation team

Get started today!

Take action and submit your idea by March 14 at 8 pm ET.• What happens next? If your submission meets the facilitation criteria, you will be eligible to have a

qualification consultation with a member of the REV Connect team. We will share your idea with the New York State investor-owned utilities and New York State energy-related agencies and authorities. All submitters will receive feedback at the end of the Innovation Sprint process.*

• Can I make more than one submission? Yes! There is no limit on the number of submissions a single company or individual can make. Each idea or business model concept should be submitted separately.

• Is it possible to work with REV Connect to modify an application after its submission? For top submitters, our REV Connect team will work with you to refine your idea after it has been submitted.

• What happens if I don’t meet criteria for facilitation or no utility is interested? For any idea submitted to REV Connect, regardless of how far it proceeds in our process, we will provide feedback on how the idea can be improved.

• What if my idea is not related to this Sprint topic or I miss the deadline? REV Connect accepts submissions related to any Innovation Opportunities on a rolling basis. If you miss the deadline for a Sprint, you may still submit and get many of the benefits of REV Connect participation, but you will miss out on Sprint-specific opportunities.

Visit the REV Connect portal to review materialsSubscribe for updates from REV Connect Contact us with any questions and read up on our FAQs

• This includes the Public Service Commission/Department of Public Service, NYSERDA, the Office of the Governor, the New York Power Authority, Long Island Power Authority (LIPA), and PSEG – Long Island as a contractor to LIPA.

https://nyrevconnect.com/

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Q&A

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Thank you!