Market Overview

Smartsheet Inc. Announces Second Quarter Fiscal Year 2019 Results

Share:
  • Second quarter total revenue grew 59% year-over-year to $42.4
    million
  • Second quarter GAAP operating loss was $13.0 million, non-GAAP
    operating loss was $8.7 million
  • Net operating cash flow was negative $1.1 million, net free cash
    flow was negative $4.2 million

Smartsheet Inc. (NYSE:SMAR), a leading cloud-based platform for work
execution, today announced financial results for its second fiscal
quarter ended July 31, 2018.

"Q2 was a strong quarter with revenue growing 59% year-over-year and net
dollar retention rate reaching a record 131%," said Mark Mader, CEO of
Smartsheet. "We continue to drive better business outcomes for our
customers by empowering everyone to improve the way they work, connect,
innovate, and execute."

Second Quarter Fiscal 2019 Financial Highlights

  • Revenue: Total revenue was $42.4 million, an increase of 59%
    year-over-year. Subscription revenue was $37.5 million, an increase of
    57% year-over-year. Professional services revenue was $4.9 million, an
    increase of 71% year-over-year.
  • Operating Loss: GAAP operating loss was $13.0 million, or 31%
    of total revenue, compared to GAAP operating loss of $22.7 million, or
    85% of total revenue, in the second quarter of fiscal 2018. Non-GAAP
    operating loss was $8.7 million, or 21% of total revenue, compared to
    non-GAAP operating loss of $6.7 million, or 25% of total revenue, in
    the second quarter of fiscal 2018.(1)
  • Net Loss: GAAP net loss attributable to common shareholders was
    $12.3 million, compared to $27.4 million in the second quarter of
    fiscal 2018. GAAP net loss per share was $0.12, compared to GAAP net
    loss per share of $1.52 in the second quarter of fiscal 2018. Non-GAAP
    net loss was $8.1 million, compared to non-GAAP net loss of $6.6
    million in the second quarter of fiscal 2018. Non-GAAP net loss per
    share was $0.08, compared to non-GAAP net loss per share of $0.08 in
    the second quarter of fiscal 2018.(1)
  • Cash Flow: Net operating cash flow was negative $1.1
    million, compared to net operating cash flow of positive $0.7 million
    in the second quarter of fiscal 2018. Net free cash flow was negative
    $4.2 million, compared to negative $2.4 million in the second quarter
    of fiscal 2018.

The section titled "Use of non-GAAP Financial Measures" below contains a
description of the non-GAAP financial measures with a reconciliation
between GAAP and non-GAAP information. The section titled "Definitions
of Business Metrics" contains definitions of certain non-financial
metrics provided within this earnings release.

(1)    

Our GAAP operating loss and GAAP net loss attributable to common
shareholders in the second quarter of fiscal 2018 were impacted by
the 2017 Tender Offer as defined in the prospectus filed with the
SEC pursuant to Rule 424(b) under the Securities Act of 1933, on
April 27, 2018.

 

Second Quarter Fiscal 2019 Business Highlights

  • Ended the quarter with 76,693 domain-based customers
  • The number of all customers with annualized contract values (ACV) of
    $50,000 or more grew to 298, an increase of 146% year-over-year
  • Average ACV per domain-based customer increased to $2,002, a 49%
    growth year-over-year
  • Dollar-based net retention rate was 131%

Financial Outlook

For the third quarter of fiscal 2019, the Company currently expects:

  • Total revenue of $43.5 million to $44.5 million representing
    year-over-year growth of 48% to 51%
  • Non-GAAP operating loss of $17 million to $16 million
  • Non-GAAP net loss per share of $0.16 to $0.15, assuming basic and
    diluted weighted average shares outstanding of approximately 102.8
    million

For the full fiscal year 2019, the Company currently expects:

  • Total revenue of $167 million to $169 million representing
    year-over-year growth of 50% to 52%
  • Non-GAAP operating loss of $57 million to $53 million
  • Non-GAAP net loss per share of $0.56 to $0.52, assuming basic and
    diluted weighted average shares outstanding of approximately 99.2
    million
  • Billings of $201 million to $204 million representing year-over-year
    growth of 48% to 50%
  • Net free cash flow of up to negative $24 million

These statements are forward-looking and actual results may differ
materially. Refer to the "Forward-Looking Statements" section below for
information on the factors that could cause our actual results to differ
materially from these forward-looking statements.

We have not reconciled net free cash flow guidance to net cash from
operating activities for the full fiscal year 2019 because we do not
provide guidance on the reconciling items between net cash from
operating activities and net free cash flow, due to the uncertainty
regarding, and the potential variability of, these items. The actual
amount of such reconciling items will have a significant impact on our
net free cash flow and, accordingly, a reconciliation of net cash from
operating activities to net free cash flow for the full fiscal year 2019
is not available without unreasonable effort. We do not provide
reconciliation of calculated billings guidance as its components are
solely revenues and deferred revenues, and guidance for revenues is
already provided.

Conference Call Information

Smartsheet will host a conference call and live webcast for analysts and
investors at 1:30 p.m. Pacific Time on September 4, 2018. A live webcast
and accompanying presentation can be accessed on the Investor Relations
section of the Company website at: https://investors.smartsheet.com.
The conference call can also be accessed by dialing (877) 274-9243, or
+1 (647) 689-5417 (outside of the US). The conference ID is 4757427. A
replay of the call via webcast will be available at https://investors.smartsheet.com
or by dialing (800) 585-8367 or +1 (416) 621-4642 (outside of the US).
The dial-in replay will be available until the end of day on September
11, 2018. The webcast replay will be available for one year.

Forward-Looking Statements

This press release contains "forward-looking" statements that are based
on our management's beliefs and assumptions and on information currently
available to management. Forward-looking statements include, but are not
limited to, statements about Smartsheet's outlook for the fiscal quarter
ending October 31, 2018 and the full fiscal year ending January 31,
2019, and Smartsheet's expectations regarding possible or assumed
business strategies, potential growth and innovation opportunities, new
products, and potential market opportunities.

Forward-looking statements generally relate to future events or our
future financial or operating performance. Forward-looking statements
include all statements that are not historical facts and can be
identified by terms such as "believe," "continue," "could," "potential,"
"remain," "will," "would" or similar expressions and the negatives of
those terms. Forward-looking statements involve known and unknown risks,
uncertainties and other factors that may cause our actual results,
performance or achievements to be materially different from any future
results, performance or achievements expressed or implied by the
forward-looking statements. These risks include, but are not limited to,
risks and uncertainties related to: our ability to achieve future growth
and sustain our growth rate, our ability to attract and retain customers
and increase sales to our customers, our ability to develop and release
new products and services and to scale our platform, our ability to
increase adoption of our platform through our self-service model, our
ability to maintain and grow our relationships with strategic partners,
the highly competitive and rapidly evolving market in which we
participate, our ability to identify targets for, execute on, or realize
the benefits of, potential acquisitions, and our international expansion
strategies. Further information on risks that could cause actual results
to differ materially from forecasted results is included in our filings
with the SEC, including our Quarterly Report on Form 10-Q for the period
ended July 31, 2018 to be filed with the SEC by September 14, 2018. Any
forward-looking statements contained in this press release are based on
assumptions that we believe to be reasonable as of this date. Except as
required by law, we assume no obligation to update these forward-looking
statements, or to update the reasons if actual results differ materially
from those anticipated in the forward-looking statements.

Use of Non-GAAP Financial Measures

To supplement our consolidated financial statements, which are prepared
and presented in accordance with GAAP, we use certain non-GAAP financial
measures, as described below, to understand and evaluate our core
operating performance. These non-GAAP financial measures, which may be
different than similarly titled measures used by other companies, are
presented to enhance investors' overall understanding of our financial
performance and should not be considered a substitute for, or superior
to, the financial information prepared and presented in accordance with
GAAP. Investors are encouraged to review the reconciliation of these
non-GAAP measures to their most directly comparable GAAP financial
measures. A reconciliation of the non-GAAP financial measures to such
GAAP measures can be found in the accompanying financial statements
included with this press release.

We believe that these non-GAAP financial measures provide useful
information about our financial performance, enhance the overall
understanding of our past performance and future prospects, and allow
for greater transparency with respect to important metrics used by our
management for financial and operational decision-making. We are
presenting these non-GAAP financial metrics to assist investors in
seeing our financial performance through the eyes of management, and
because we believe that these measures provide an additional tool for
investors to use in comparing our core financial performance over
multiple periods with other companies in our industry.

We define non-GAAP operating loss as GAAP loss from operations excluding
share-based compensation expense, amortization of acquisition-related
intangible assets, and one-time costs associated with mergers and
acquisitions. Non-GAAP net loss, which is used in calculating non-GAAP
net loss per share, also excludes expense associated with revaluation of
convertible preferred stock warrant liability. There are a number of
limitations related to the use of these non-GAAP measures as compared to
GAAP operating loss and net loss, including that the non-GAAP measures
exclude share-based compensation expense, which has been, and will
continue to be for the foreseeable future, a significant recurring
expense in our business and an important part of our compensation
strategy.

We use the non-GAAP financial measure of net free cash flow, which is
defined as GAAP net cash flows from operating activities, reduced by
cash used for purchases of property and equipment (inclusive of spend on
internal-use software) and principal payments on capital lease
obligations. We believe net free cash flow is an important liquidity
measure of the cash that is available, after capital expenditures and
operational expenses, for investment in our business and to make
acquisitions. Net free cash flow is useful to investors as a liquidity
measure because it measures our ability to generate or use cash. Once
our business needs and obligations are met, cash can be used to maintain
a strong balance sheet and invest in future growth. There are a number
of limitations related to the use of net free cash flow as compared to
net cash from operating activities, including that net free cash flow
includes capital expenditures, the benefits of which are realized in
periods subsequent to those when expenditures are made.

Definitions of Business Metrics

Number of domain-based customers

We define domain-based customers as organizations with a unique email
domain name such as @cisco and @paypal. All other customers, which we
designate as ISP customers, are typically small teams or individuals who
register for our services with an email address hosted on a widely used
domain such as @gmail, @outlook, or @yahoo.

Average ACV per domain-based customer

We define average ACV per domain-based customer as total outstanding ACV
for domain-based subscriptions as of the end of the reporting period
divided by the number of domain-based customers as of the same date.

Dollar-based net retention rate

We calculate dollar-based net retention rate as of a period end by
starting with the ACV from the cohort of all customers as of the 12
months prior to such period end, or Prior Period ACV. We then calculate
the ACV from these same customers as of the current period end, or
Current Period ACV. Current Period ACV includes any upsells and is net
of contraction or attrition over the trailing 12 months, but excludes
subscription revenue from new customers in the current period. We then
divide the total Current Period ACV by the total Prior Period ACV to
arrive at the dollar-based net retention rate.

About Smartsheet

Smartsheet is a leading cloud-based platform for work execution,
enabling teams and organizations to plan, capture, manage, automate, and
report on work at scale, resulting in more efficient processes and
better business outcomes. Today over 93,000 customers, including more
than 75,000 domain-based customers, rely on Smartsheet to implement,
manage, and automate processes across a broad array of departments and
use cases.

Disclosure of Material Information

Smartsheet announces material information to its investors using SEC
filings, press releases, public conference calls, and on its investor
relations page of the company's website at https://investors.smartsheet.com.

 
SMARTSHEET INC.
 
Condensed Consolidated Statements of Operations
(in thousands, except per share data)
(unaudited)
 
    Three Months Ended July 31,     Six Months Ended July 31,
2018     2017 2018     2017
Revenue
Subscription $ 37,470 $ 23,796 $ 69,528 $ 44,171
Professional services 4,914   2,871   9,175   4,732  
Total revenue 42,384   26,667   78,703   48,903  
Cost of revenue
Subscription 4,588 3,433 8,824 6,422
Professional services 3,567   1,944   6,654   3,452  
Total cost of revenue 8,155   5,377   15,478   9,874  
Gross profit 34,229   21,290   63,225   39,029  
Operating expenses
Research and development 14,412 12,588 27,257 19,096
Sales and marketing 24,255 17,367 46,639 32,116
General and administrative 8,524   14,046   15,322   17,725  
Total operating expenses 47,191   44,001   89,218   68,937  
Loss from operations (12,962 ) (22,711 ) (25,993 ) (29,908 )
Interest income (expense) and other, net 749   (139 ) (550 ) (126 )
Net loss before provision (benefit) for income taxes $ (12,213 ) $ (22,850 ) $ (26,543 ) $ (30,034 )
Provision (benefit) for income taxes $ 88   $   $ 88   $  
Net loss $ (12,301 ) $ (22,850 ) $ (26,631 ) $ (30,034 )
Deemed dividend $   $ (4,558 )   $ (4,558 )
Net loss attributable to common shareholders $ (12,301 ) $ (27,408 ) $ (26,631 ) $ (34,592 )
Net loss per share attributable to common shareholders, basic and
diluted
$ (0.12 ) $ (1.52 ) $ (0.43 ) $ (2.00 )
Weighted-average shares outstanding used to compute net loss per
share attributable to common shareholders, basic and diluted
102,569   18,013   62,464   17,258  
 
 

Share-based compensation expense included in the condensed
consolidated statements of operations was as follows (in
thousands):

 
    Three Months Ended July 31,     Six Months Ended July 31,
2018     2017 2018     2017
Cost of subscription revenue $ 84 $ 62 $ 118 $ 71
Cost of professional services revenue 150 20 197 32
Research and development 1,378 5,259 2,043 5,407
Sales and marketing 1,370 772 1,884 970
General and administrative 1,116   9,878   1,698   10,056
Total share-based compensation $ 4,098   $ 15,991   $ 5,940   $ 16,536
 
 

SMARTSHEET INC.

 

Condensed Consolidated Balance Sheets

(in thousands, except share data)
 
   

July 31, 2018

    January 31, 2018
(unaudited)
Assets
Current assets
Cash and cash equivalents $ 211,111 $ 58,158
Accounts receivable, net of allowances of $687 and $457 at July 31,
2018 and January 31, 2018, respectively
23,597 14,870
Prepaid expenses and other current assets   5,879     4,628  
Total current assets 240,587 77,656
Long-term assets
Restricted cash 2,297 2,901
Deferred commissions 20,722 15,291
Property and equipment, net 19,750 17,237
Intangible assets, net 1,292 1,547
Goodwill 532 445
Other long-term assets   21     1,527  
Total assets $ 285,201   $ 116,604  
Liabilities, convertible preferred stock, and shareholders'
deficit
Current liabilities
Accounts payable $ 2,721 $ 2,641
Accrued compensation and related benefits 16,442 13,253
Other accrued liabilities 5,125 3,061
Capital lease payable 3,711 2,833
Deferred revenue   76,024     57,102  
Total current liabilities 104,023 78,890
Capital lease payable, non-current 3,890 3,713
Deferred revenue, non-current 133 179
Convertible preferred stock warrant liability 1,272
Other long-term liabilities   728     604  
Total liabilities   108,774     84,658  

 

Convertible preferred stock

Convertible preferred stock, no par value; no shares authorized,
issued and outstanding as of July 31, 2018; 67,756,647 shares
authorized, 67,619,377 shares issued and outstanding with
aggregate liquidation preference of $113,217 as of January 31,
2018 2018

112,687
Shareholders' equity (deficit):

Preferred stock, no par value; 10,000,000 shares authorized, no
shares issued and outstanding as of July 31, 2018; no shares
authorized, issued and outstanding as of January 31, 2018

Class A common stock, no par value; 500,000,000 shares authorized,
13,379,008 shares issued and outstanding as of July 31, 2018; no
shares authorized, no shares issued and outstanding as of January
31, 2018

Class B common stock, no par value; 500,000,000 shares authorized,
89,273,987 shares issued and outstanding as of July 31, 2018; no
shares authorized, no shares issued and outstanding as of January
31, 2018
Additional paid-in capital 309,690 25,892
Accumulated deficit  

(133,263

)

  (106,633 )
Total shareholders' equity (deficit)   176,427     (80,741 )

Total liabilities, convertible preferred stock and shareholders'
equity (deficit)

$

285,201

  $ 116,604  
 
 
SMARTSHEET INC.
 
Condensed Consolidated Statements of Cash Flows
(in thousands)
(unaudited)
 
    Six Months Ended July 31,
2018     2017
Cash flows from operating activities
Net loss $ (26,631 ) $ (30,034 )
Adjustments to reconcile net loss to net cash used in operating
activities:
Share-based compensation expense 5,940 16,536
Remeasurement of convertible preferred stock warrant liability 1,326 211
Depreciation of property and equipment 3,173 1,623
Amortization of deferred commission costs 4,452 1,925
Unrealized foreign currency (gain) loss 66
Gain/loss on disposal of assets 2
Amortization of intangible assets 255 6

Amortization of premiums, accretion of discounts, and gain on
investments

26
Changes in operating assets and liabilities:
Accounts receivable (8,747 ) (7,042 )
Prepaid expenses and other current assets (1,767 ) (918 )
Other long-term assets 50 (16 )
Accounts payable 597 614
Other accrued liabilities 1,825 1,725
Accrued compensation and related benefits 1,070 1,498
Deferred commissions (9,882 ) (6,073 )
Other long-term liabilities 124 268
Deferred revenue 18,876   15,050  
Net cash used in operating activities (9,273 ) (4,599 )
Cash flows from investing activities
Purchases of property and equipment (2,214 ) (3,099 )
Capitalized internal-use software development costs (849 ) (1,477 )
Proceeds from sales of investments 900
Proceeds from maturity of investments 9,222
Proceeds from sale of computer equipment   1  
Net cash provided by (used in) investing activities (3,063 ) 5,547  
Cash flows from financing activities
Proceeds from initial public offering, net of underwriters'
discounts and commissions
163,844
Payments on principal of capital lease (1,584 ) (976 )
Payments of deferred offering costs (2,263 )
Proceeds from issuance of convertible preferred stock 51,927
Proceeds from exercise of stock options 2,614 1,575
Proceeds from Employee Stock Purchase Plan 2,118    
Net cash provided by financing activities 164,729   52,526  
Effect of foreign exchange on cash, cash equivalents, and restricted
cash
(44 )  
Net increase in cash, cash equivalents, and restricted cash 152,349   53,474  
Cash, cash equivalents, and restricted cash
Beginning of period 61,059   24,013  
End of period $ 213,408   $ 77,488  
 
Supplemental disclosures
Cash paid for interest $ 161 $ 150

Purchases of fixed assets under capital lease

2,639 789
Accrued purchases of property and equipment 362 257
Deemed dividends on convertible preferred stock (4,558 )
Deferred offering costs, accrued but not yet paid 340
 
 
SMARTSHEET INC.
 
Reconciliation from GAAP to Non-GAAP Financial Measures
(unaudited)
 
Reconciliation from GAAP to non-GAAP gross profit and gross margin
       
Three Months Ended July 31, Six Months Ended July 31,
2018     2017 2018     2017
(dollars in thousands)
Gross profit $ 34,229 $ 21,290 $ 63,225 $ 39,029
Add:
Share-based compensation expense 234 82 315 103
Amortization of acquisition-related intangible assets 114     228    
Non-GAAP gross profit $ 34,577   $ 21,372   $ 63,768   $ 39,132  
 
Gross margin 81 % 80 % 80 % 80 %
Non-GAAP gross margin 82 % 80 % 81 % 80 %
 
 
Reconciliation from GAAP to non-GAAP operating loss and operating
margin
 
    Three Months Ended July 31,     Six Months Ended July 31,
2018     2017 2018     2017
(dollars in thousands)
Loss from operations $ (12,962 ) $ (22,711 ) $ (25,993 ) $ (29,908 )
Add:
Share-based compensation expense 4,098 15,991 5,940 16,536
Amortization of acquisition-related intangible assets 120 240
One-time costs of acquisition 10     57    
Non-GAAP operating loss $ (8,734 ) $ (6,720 ) $ (19,756 ) $ (13,372 )
 
Operating margin (31 )% (85 )% (33 )% (61 )%
Non-GAAP operating margin (21 )% (25 )% (25 )% (27 )%
 
 
Reconciliation from GAAP to non-GAAP net loss
       
Three Months Ended July 31, Six Months Ended July 31,
2018     2017 2018     2017
(in thousands)
Net loss $ (12,301 ) $ (22,850 ) $ (26,631 ) $ (30,034 )
Add:
Share-based compensation expense 4,098 15,991 5,940 16,536
Amortization of acquisition-related intangible assets 120 240
One-time costs of acquisition 10 57
Remeasurement of convertible preferred stock warrant liability   211   1,326   211  
Non-GAAP net loss $ (8,073 ) $ (6,648 ) $ (19,068 ) $ (13,287 )
 
 
SMARTSHEET INC.
 
Reconciliation from GAAP to Non-GAAP Financial Measures
(unaudited)
 
Reconciliation from GAAP to non-GAAP weighted average shares
outstanding (basic and diluted)
 
    Three Months Ended July 31,     Six Months Ended July 31,
2018     2017 2018     2017
(in thousands)
GAAP weighted-average shares outstanding used in computing net loss
per share attributable to common shareholders, basic and diluted
102,569 18,013 62,464 17,258
Add: common shares that would have resulted from conversion of
convertible preferred stock at the beginning of the period, or when
granted (if later), on a weighted average basis
67,192 33,673 64,710
Non-GAAP weighted-average shares outstanding used in computing net
loss per share attributable to common shareholders, basic and diluted
102,569 85,205 96,137 81,968
 
   

Anti-dilutive shares

 
July 31,

2018

  2017
(in thousands)
Convertible preferred shares (as converted) 68,420
Convertible preferred stock warrant 137
Shares subject to outstanding common stock awards 15,466 11,934
Shares issuable pursuant to the ESPP 166
Total potentially dilutive shares 15,632 80,491
 
 

Reconciliation from net operating cash flow to net free cash
flow

 
    Three Months Ended July 31,     Six Months Ended July 31,
2018     2017 2018     2017
(in thousands)
Net cash provided by (used in) operating activities $ (1,119 ) $ 652 $ (9,273 ) $ (4,599 )
Less:
Purchases of property and equipment(1) (2,253 ) (2,562 ) (3,063 ) (4,576 )
Payments on capital lease obligations (825 ) (491 ) (1,584 ) (976 )
Free cash flow $ (4,197 ) $ (2,401 ) $ (13,920 ) $ (10,151 )
 
(1)     Includes amounts related to capitalized internal-use software
development costs.
 
 
SMARTSHEET INC.
 
Reconciliation from GAAP to Non-GAAP Financial Measures
(unaudited)
 
Reconciliation from revenue to calculated billings
 
    Three Months Ended July 31,     Six Months Ended July 31,
2018     2017 2018     2017
(in thousands)
Total revenue $ 42,384 $ 26,667 $ 78,703 $ 48,903
Add:
Deferred revenue (end of period) 76,157 47,762 76,157 47,762
Less:
Deferred revenue (beginning of period) 66,341 40,812 57,281 32,712
Calculated billings $ 52,200 $ 33,617 $ 97,579 $ 63,953
 
 

Reconciliation from GAAP to non-GAAP operating loss guidance

           
Q3'19 FY 2019
Low     High Low     High
(in millions)
Loss from operations $ (21.6 )     $ (20.6 ) $ (72.6 )     $ (68.6 )
Add:
Share-based compensation expense 4.5 4.5 15.0 15.0
Amortization of acquisition-related intangible assets 0.1 0.1 0.5 0.5
One-time costs of acquisition         0.1       0.1  
Non-GAAP operating loss $ (17.0 )     $ (16.0 ) $ (57.0 )     $ (53.0 )
 
 

Reconciliation from GAAP to non-GAAP net loss guidance

           
Q3'19 FY 2019
Low     High Low     High
(in millions)
Net loss $ (21.1 )     $ (20.1 ) $ (72.4 )     $ (68.4 )
Add:
Share-based compensation expense 4.5 4.5 15.0 15.0
Amortization of acquisition-related intangible assets 0.1 0.1 0.5 0.5
One-time costs of acquisition 0.1 0.1
Remeasurement of convertible preferred stock warrant liability         1.3       1.3  
Non-GAAP net loss $ (16.5 )     $ (15.5 ) $ (55.5 )     $ (51.5 )
 
 
SMARTSHEET INC.
 
Reconciliation from GAAP to Non-GAAP Financial Measures
(unaudited)
 
Reconciliation from GAAP to non-GAAP weighted average shares
outstanding (basic and diluted) guidance
           
Q3'19 FY 2019
Low     High Low     High
(in millions)
GAAP weighted-average shares outstanding used in computing net loss
per share attributable to common shareholders, basic and diluted
102.8     102.8 82.5     82.5
Add: common shares that would have resulted from conversion of
convertible preferred stock at the beginning of the period, or when
granted (if later), on a weighted average basis
    16.7     16.7
Non-GAAP weighted-average shares outstanding used in computing net
loss per share attributable to common shareholders, basic and diluted
102.8     102.8 99.2     99.2

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