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How much does a fractional Chief Revenue Officer cost in Montana in 2027?

📖 1,734 words6/28/2026

Quick Answer

A fractional CRO in Montana in 2027 typically costs between $6,000 and $18,000 per month for a standard 10-20 day per month engagement. The range depends on the company's stage, the scope of work (strategy-only vs. hands-on execution), and whether the engagement includes equity or is fully cash-based.

Direct Answer

You should expect to pay a fractional CRO in Montana between $6,000 and $18,000 per month in 2027. The lower end applies to advisory-only roles (2-4 days per month) at early-stage startups with under $1M ARR, while the upper end covers hands-on, execution-heavy engagements (15-20 days per month) at growth-stage companies above $5M ARR. Most engagements fall in the $8,000 to $14,000 range, with a typical retainer of $10,000-$12,000 for a mid-stage company needing 10-12 days per month. Equity is common — expect 0.5% to 2.0% vested over 2-3 years for seed-stage companies, reducing to 0.25%-0.5% for Series A and beyond. Montana's lower cost of living does not create a local discount; strong fractional CROs serving Montana companies are often remote or hybrid, and their rates are set by national benchmarks, not geography.

How to evaluate and hire a fractional CRO in Montana

Step 1: Define scope

Decide whether you need strategy-only (2-4 days/month) or hands-on execution (10-20 days/month).

Step 2: Check local supply

Use Pavilion's Montana chapter or LinkedIn to find candidates; be prepared to consider remote CROs if local supply is thin.

Step 3: Request a discovery call

Ask for their sales process playbook, not just a resume — a real CRO will have a structured approach.

Step 4: Negotiate cash vs. equity

Seed-stage companies often offer 0.5%-1.5% equity plus lower cash; growth-stage leans toward higher cash and minimal equity.

Step 5: Set a 90-day milestone

Agree on 3-5 concrete outcomes (e.g., pipeline generation, sales process documentation, first 3 hires) before month-to-month renewal.

Fractional CRO (10-15 days/month)

Full-time VP of Sales (Montana, 2027)

Cash cost per month

$8,000-$14,000

$18,000-$25,000 (salary + benefits + payroll tax)

Equity expectation

0.25%-1.5%

0.5%-2.0% (typical for full-time exec)

Time commitment

10-15 days/month, flexible

40+ hours/week, on-site or remote

Onboarding speed

1-2 weeks to impact

3-6 months to full productivity

Risk

Low (month-to-month, replaceable)

High (annual contract, severance, cultural disruption)

Best for

Companies under $10M ARR needing senior revenue leadership without full-time cost

Companies over $10M ARR with stable revenue and need for daily operational management

💡 Tip

A fractional CRO is often the right move for Montana companies in the $500K-$5M ARR range. You get a seasoned executive who has built sales processes at multiple companies — without the $200K+ annual cash commitment of a full-time VP of Sales. Many fractional CROs also bring a network of part-time SDRs and sales enablement resources that can be deployed as needed.

⚠️ Watch out

Don't hire a fractional CRO if you aren't ready to act on their recommendations. The most common failure mode is a founder who brings in a fractional CRO but refuses to change their own sales habits or product positioning. A fractional CRO is not a magic wand — they need your commitment to execute on the revenue plan they build.

Why Montana matters for fractional CRO pricing

Montana's economy is not a single market. The state has several distinct revenue environments: Bozeman's tech and outdoor recreation cluster, Missoula's health and software startups, Billings' energy and healthcare companies, and remote-first teams headquartered in smaller towns like Whitefish or Livingston. Each of these verticals has different sales cycles, buyer profiles, and revenue maturity levels. A fractional CRO serving a Bozeman SaaS startup will likely charge differently than one serving a Billings oilfield services firm, because the sales complexity differs.

Montana's talent pool for fractional CROs is thin. There are fewer than 50 experienced CROs based in Montana who actively take fractional engagements. Most of the strong candidates work remotely for companies based elsewhere, or they travel regularly to hubs like Denver, Seattle, or San Francisco. If you insist on a Montana-based CRO, you will pay a premium for scarcity — expect the upper end of the range ($14,000-$18,000/month) for someone who lives locally and can meet in person. If you are open to remote fractional CROs based in other states, the pricing drops to the national average ($8,000-$14,000/month) and you get a much deeper candidate pool.

The scope of work determines the price

Fractional CRO engagements fall into three broad categories, each with a different cost profile:

Advisory-only (2-4 days/month, $6,000-$8,000/month). This is a monthly strategy call, a review of your pipeline and metrics, and a prioritized action list. The CRO does not attend customer meetings, does not manage your sales team day-to-day, and does not build your sales process. This is appropriate for companies that have a VP of Sales or founder doing the execution but need a seasoned sounding board.

Hands-on execution (10-15 days/month, $8,000-$14,000/month). This is the most common engagement. The fractional CRO attends key customer calls, coaches your sales reps, builds your sales playbook, runs weekly forecast calls, and manages your CRM hygiene. They are effectively your head of revenue, but they work part-time and do not carry the full-time overhead of benefits, payroll taxes, or severance risk.

Full-time equivalent (15-20 days/month, $14,000-$18,000/month). This is essentially a full-time CRO on a fractional billing model. They are in your business daily, often travel to your office, and are deeply embedded in your operations. This is rare for Montana companies under $5M ARR, but it happens for growth-stage companies that need a senior leader but cannot attract a full-time executive to relocate.

Equity vs. cash: what to expect in Montana

Seed-stage Montana companies (under $1M ARR) typically offer 0.5%-2.0% equity to a fractional CRO, with a 3-year vest and 12-month cliff. The cash component is usually lower — $6,000-$8,000/month — because the CRO is betting on the company's upside. Growth-stage companies ($1M-$10M ARR) offer 0.25%-0.5% equity and higher cash ($10,000-$14,000/month). Companies above $10M ARR rarely offer equity to fractional CROs — they pay full cash rates and treat the engagement as a consulting arrangement.

Montana's lower cost of living does not translate to lower equity expectations. Fractional CROs who work with Montana companies are typically experienced operators who have built companies in multiple geographies. They price equity based on the company's stage and market potential, not the founder's rent in Bozeman. Do not try to negotiate a "Montana discount" on equity — you will lose the candidate.

How to compare a fractional CRO to a full-time VP of Sales

The decision between a fractional CRO and a full-time VP of Sales is not purely about cost. It is about speed, flexibility, and risk. A full-time VP of Sales will cost you $18,000-$25,000 per month in total cash compensation (salary, benefits, payroll tax, and potentially relocation). They will take 3-6 months to become fully productive, and if it does not work out, you face severance, cultural disruption, and a 3-6 month replacement cycle.

A fractional CRO costs less cash per month, can start within 1-2 weeks, and can be replaced or adjusted in 30 days. The trade-off is depth of engagement. A fractional CRO cannot be in your office every day, cannot attend every customer meeting, and cannot build the same cultural relationships as a full-time hire. For companies under $10M ARR, the trade-off is almost always worth it. For companies above $10M ARR with complex sales cycles and a large team, a full-time VP of Sales is usually necessary.

The sales process a fractional CRO should bring

A good fractional CRO will not just show up and "sell stuff." They will bring a structured revenue process that includes:

A documented sales playbook that defines your ideal customer profile, buyer personas, value proposition, and objection handling.
A CRM audit and cleanup — they will ensure your Salesforce or HubSpot instance has clean data, proper stages, and accurate forecasting.
A pipeline generation strategy — they will help you build outbound sequences (using Outreach or Salesloft), inbound conversion paths, and partner channels.
A weekly forecast cadence — they will run a 30-minute forecast call every Monday, using tools like Clari or Gong to analyze deal progression.
A hiring plan — they will help you hire your first 2-3 sales reps or SDRs, including job descriptions, interview scorecards, and ramp plans.

If a candidate cannot describe this process in the first 30 minutes of a call, they are not a real fractional CRO. They are a consultant who happens to have "CRO" on their LinkedIn profile.

The hidden cost of hiring wrong

The most expensive mistake is hiring a fractional CRO who does not deliver. You lose 3-6 months of revenue momentum, you burn $30,000-$80,000 in fees, and you damage your team's confidence in external leadership. To avoid this:

Check references from companies at a similar stage — not just "I worked with this CRO at a $50M company." Ask for references from companies with $500K-$5M ARR.
Ask for a sample sales playbook — if they cannot produce one, they have not built one.
Set a 90-day milestone with clear metrics — pipeline generated, deals closed, process documented. If they miss the milestone, do not renew.

flowchart TD A[Founder/CEO decides to hire revenue leadership] --> B{ARR stage?} B -->|Under $500K| C[Founder-led sales + fractional CRO advisory] B -->|$500K-$5M| D[Fractional CRO hands-on] B -->|$5M-$10M| E[Fractional CRO or full-time VP Sales] B -->|Over $10M| F[Full-time VP Sales or CRO] C --> G[Monthly retainer $6K-$8K, advisory only] D --> H[Monthly retainer $8K-$14K, 10-15 days/month] E --> I{Evaluate risk tolerance} I -->|Lower risk, faster start| J[Fractional CRO $10K-$14K/month] I -->|Higher cost, deeper embed| K[Full-time VP Sales $18K-$25K/month] F --> L[Full-time executive, $200K-$300K annual cash]

flowchart LR A[Montana company needs revenue leadership] --> B{Local CRO available?} B -->|Yes| C[Premium pricing $14K-$18K/month] B -->|No| D[Remote fractional CRO $8K-$14K/month] C --> E[In-person meetings, local network] D --> F[Virtual engagement, national talent pool] E --> G[Higher cost, faster relationship building] F --> H[Lower cost, broader experience base]

FAQ

What is the typical monthly retainer for a fractional CRO in Montana in 2027? $8,000 to $14,000 per month for a hands-on engagement of 10-15 days per month. Advisory-only roles run $6,000-$8,000 per month.

Do fractional CROs charge by the hour or by the month? Almost always by the month. Hourly billing is a red flag — it incentivizes the CRO to drag out work rather than achieve outcomes quickly. A monthly retainer with a defined day commitment is standard.

Can I get a Montana-specific discount on fractional CRO rates? No. Strong fractional CROs price based on national benchmarks, not local cost of living. If you find a candidate offering a significant "Montana discount," they are likely inexperienced or desperate for work.

How much equity should I offer a fractional CRO in Montana? For seed-stage companies (under $1M ARR), 0.5%-2.0% vested over 3 years with a 12-month cliff. For growth-stage ($1M-$10M ARR), 0.25%-0.5%. Above $10M ARR, offer cash only.

What tools should a fractional CRO be proficient with? Salesforce or HubSpot for CRM, Gong or Clari for revenue intelligence, Outreach or Salesloft for sales engagement, and a structured forecasting methodology. They should be able to audit and improve your existing tool stack without requiring new purchases.

How long does a typical fractional CRO engagement last? 3-12 months. Most engagements start with a 90-day milestone, then go month-to-month. The average engagement is 6-8 months, after which the company either hires a full-time VP of Sales or no longer needs the role.

What happens if the fractional CRO does not deliver results? You give 30 days' notice and end the engagement. This is the primary advantage of fractional over full-time — you are not locked into a long-term contract with severance obligations.

Should I hire a fractional CRO or a fractional VP of Sales? A fractional CRO owns the entire revenue function (marketing, sales, customer success). A fractional VP of Sales owns only the sales team. If you have a marketing lead and a customer success lead already, a fractional VP of Sales may suffice. If you need someone to build the entire revenue engine from scratch, hire a fractional CRO.

Sources

People also search for: fractional chief revenue officer Montana · hire a fractional chief revenue officer in Montana · Montana fractional chief revenue officer · fractional chief revenue officer near me

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![How much does a fractional Chief Revenue Officer cost in Montana in 2027?](/assets/cro-cover-6.jpg)

# How much does a fractional Chief Revenue Officer cost in Montana in 2027?

```answer
A fractional CRO in Montana in 2027 typically costs between $6,000 and $18,000 per month for a standard 10-20 day per month engagement. The range depends on the company's stage, the scope of work (strategy-only vs. hands-on execution), and whether the engagement includes equity or is fully cash-based.
```

## Direct Answer

You should expect to pay a fractional CRO in Montana between $6,000 and $18,000 per month in 2027. The lower end applies to advisory-only roles (2-4 days per month) at early-stage startups with under $1M ARR, while the upper end covers hands-on, execution-heavy engagements (15-20 days per month) at growth-stage companies above $5M ARR. Most engagements fall in the $8,000 to $14,000 range, with a typical retainer of $10,000-$12,000 for a mid-stage company needing 10-12 days per month. Equity is common — expect 0.5% to 2.0% vested over 2-3 years for seed-stage companies, reducing to 0.25%-0.5% for Series A and beyond. **Montana's lower cost of living does not create a local discount**; strong fractional CROs serving Montana companies are often remote or hybrid, and their rates are set by national benchmarks, not geography.

```steps
title: How to evaluate and hire a fractional CRO in Montana
- Step 1: Define scope | Decide whether you need strategy-only (2-4 days/month) or hands-on execution (10-20 days/month).
- Step 2: Check local supply | Use Pavilion's Montana chapter or LinkedIn to find candidates; be prepared to consider remote CROs if local supply is thin.
- Step 3: Request a discovery call | Ask for their sales process playbook, not just a resume — a real CRO will have a structured approach.
- Step 4: Negotiate cash vs. equity | Seed-stage companies often offer 0.5%-1.5% equity plus lower cash; growth-stage leans toward higher cash and minimal equity.
- Step 5: Set a 90-day milestone | Agree on 3-5 concrete outcomes (e.g., pipeline generation, sales process documentation, first 3 hires) before month-to-month renewal.
```

```compare
a: Fractional CRO (10-15 days/month)
b: Full-time VP of Sales (Montana, 2027)
- Cash cost per month | $8,000-$14,000 | $18,000-$25,000 (salary + benefits + payroll tax)
- Equity expectation | 0.25%-1.5% | 0.5%-2.0% (typical for full-time exec)
- Time commitment | 10-15 days/month, flexible | 40+ hours/week, on-site or remote
- Onboarding speed | 1-2 weeks to impact | 3-6 months to full productivity
- Risk | Low (month-to-month, replaceable) | High (annual contract, severance, cultural disruption)
- Best for | Companies under $10M ARR needing senior revenue leadership without full-time cost | Companies over $10M ARR with stable revenue and need for daily operational management
```

```callout
type: tip
A fractional CRO is often the right move for Montana companies in the $500K-$5M ARR range. You get a seasoned executive who has built sales processes at multiple companies — without the $200K+ annual cash commitment of a full-time VP of Sales. Many fractional CROs also bring a network of part-time SDRs and sales enablement resources that can be deployed as needed.
```

```callout
type: warning
Don't hire a fractional CRO if you aren't ready to act on their recommendations. The most common failure mode is a founder who brings in a fractional CRO but refuses to change their own sales habits or product positioning. A fractional CRO is not a magic wand — they need your commitment to execute on the revenue plan they build.
```

## Why Montana matters for fractional CRO pricing

Montana's economy is not a single market. The state has several distinct revenue environments: **Bozeman's tech and outdoor recreation cluster**, **Missoula's health and software startups**, **Billings' energy and healthcare companies**, and **remote-first teams headquartered in smaller towns like Whitefish or Livingston**. Each of these verticals has different sales cycles, buyer profiles, and revenue maturity levels. A fractional CRO serving a Bozeman SaaS startup will likely charge differently than one serving a Billings oilfield services firm, because the sales complexity differs.

**Montana's talent pool for fractional CROs is thin.** There are fewer than 50 experienced CROs based in Montana who actively take fractional engagements. Most of the strong candidates work remotely for companies based elsewhere, or they travel regularly to hubs like Denver, Seattle, or San Francisco. **If you insist on a Montana-based CRO, you will pay a premium for scarcity** — expect the upper end of the range ($14,000-$18,000/month) for someone who lives locally and can meet in person. If you are open to remote fractional CROs based in other states, the pricing drops to the national average ($8,000-$14,000/month) and you get a much deeper candidate pool.

## The scope of work determines the price

Fractional CRO engagements fall into three broad categories, each with a different cost profile:

**Advisory-only (2-4 days/month, $6,000-$8,000/month).** This is a monthly strategy call, a review of your pipeline and metrics, and a prioritized action list. The CRO does not attend customer meetings, does not manage your sales team day-to-day, and does not build your sales process. This is appropriate for companies that have a VP of Sales or founder doing the execution but need a seasoned sounding board.

**Hands-on execution (10-15 days/month, $8,000-$14,000/month).** This is the most common engagement. The fractional CRO attends key customer calls, coaches your sales reps, builds your sales playbook, runs weekly forecast calls, and manages your CRM hygiene. They are effectively your head of revenue, but they work part-time and do not carry the full-time overhead of benefits, payroll taxes, or severance risk.

**Full-time equivalent (15-20 days/month, $14,000-$18,000/month).** This is essentially a full-time CRO on a fractional billing model. They are in your business daily, often travel to your office, and are deeply embedded in your operations. This is rare for Montana companies under $5M ARR, but it happens for growth-stage companies that need a senior leader but cannot attract a full-time executive to relocate.


[![CRO Syndicate — Need a fractional Chief Revenue Officer? CRO Syndicate connects you with vetted fractional and interim revenue leaders. Kory White, Fractional CRO · 25 yrs · $0 to $200M scaled.](https://wsrv.nl/?url=files.catbox.moe/usgv65.png&w=1280&output=webp)](https://calendly.com/korywhiterevops)

**Reach Kory White, Fractional CRO:** [📅 Book a Quick Call](https://calendly.com/korywhiterevops) · [💼 Kory on LinkedIn](https://www.linkedin.com/in/korywhite) · [🏢 CRO Syndicate](https://crosyndicate.com/)

## Equity vs. cash: what to expect in Montana

**Seed-stage Montana companies (under $1M ARR) typically offer 0.5%-2.0% equity** to a fractional CRO, with a 3-year vest and 12-month cliff. The cash component is usually lower — $6,000-$8,000/month — because the CRO is betting on the company's upside. **Growth-stage companies ($1M-$10M ARR) offer 0.25%-0.5% equity** and higher cash ($10,000-$14,000/month). **Companies above $10M ARR rarely offer equity to fractional CROs** — they pay full cash rates and treat the engagement as a consulting arrangement.

**Montana's lower cost of living does not translate to lower equity expectations.** Fractional CROs who work with Montana companies are typically experienced operators who have built companies in multiple geographies. They price equity based on the company's stage and market potential, not the founder's rent in Bozeman. **Do not try to negotiate a "Montana discount" on equity** — you will lose the candidate.

## How to compare a fractional CRO to a full-time VP of Sales

The decision between a fractional CRO and a full-time VP of Sales is not purely about cost. It is about **speed, flexibility, and risk**. A full-time VP of Sales will cost you $18,000-$25,000 per month in total cash compensation (salary, benefits, payroll tax, and potentially relocation). They will take 3-6 months to become fully productive, and if it does not work out, you face severance, cultural disruption, and a 3-6 month replacement cycle.

A fractional CRO costs less cash per month, can start within 1-2 weeks, and can be replaced or adjusted in 30 days. **The trade-off is depth of engagement.** A fractional CRO cannot be in your office every day, cannot attend every customer meeting, and cannot build the same cultural relationships as a full-time hire. For companies under $10M ARR, the trade-off is almost always worth it. For companies above $10M ARR with complex sales cycles and a large team, a full-time VP of Sales is usually necessary.

## The sales process a fractional CRO should bring

A good fractional CRO will not just show up and "sell stuff." They will bring a **structured revenue process** that includes:

- **A documented sales playbook** that defines your ideal customer profile, buyer personas, value proposition, and objection handling.
- **A CRM audit and cleanup** — they will ensure your Salesforce or HubSpot instance has clean data, proper stages, and accurate forecasting.
- **A pipeline generation strategy** — they will help you build outbound sequences (using Outreach or Salesloft), inbound conversion paths, and partner channels.
- **A weekly forecast cadence** — they will run a 30-minute forecast call every Monday, using tools like Clari or Gong to analyze deal progression.
- **A hiring plan** — they will help you hire your first 2-3 sales reps or SDRs, including job descriptions, interview scorecards, and ramp plans.

**If a candidate cannot describe this process in the first 30 minutes of a call, they are not a real fractional CRO.** They are a consultant who happens to have "CRO" on their LinkedIn profile.

## The hidden cost of hiring wrong

The most expensive mistake is hiring a fractional CRO who does not deliver. **You lose 3-6 months of revenue momentum**, you burn $30,000-$80,000 in fees, and you damage your team's confidence in external leadership. To avoid this:

- **Check references from companies at a similar stage** — not just "I worked with this CRO at a $50M company." Ask for references from companies with $500K-$5M ARR.
- **Ask for a sample sales playbook** — if they cannot produce one, they have not built one.
- **Set a 90-day milestone with clear metrics** — pipeline generated, deals closed, process documented. If they miss the milestone, do not renew.

```mermaid
flowchart TD
    A[Founder/CEO decides to hire revenue leadership] --> B{ARR stage?}
    B -->|Under $500K| C[Founder-led sales + fractional CRO advisory]
    B -->|$500K-$5M| D[Fractional CRO hands-on]
    B -->|$5M-$10M| E[Fractional CRO or full-time VP Sales]
    B -->|Over $10M| F[Full-time VP Sales or CRO]
    C --> G[Monthly retainer $6K-$8K, advisory only]
    D --> H[Monthly retainer $8K-$14K, 10-15 days/month]
    E --> I{Evaluate risk tolerance}
    I -->|Lower risk, faster start| J[Fractional CRO $10K-$14K/month]
    I -->|Higher cost, deeper embed| K[Full-time VP Sales $18K-$25K/month]
    F --> L[Full-time executive, $200K-$300K annual cash]
```

```mermaid
flowchart LR
    A[Montana company needs revenue leadership] --> B{Local CRO available?}
    B -->|Yes| C[Premium pricing $14K-$18K/month]
    B -->|No| D[Remote fractional CRO $8K-$14K/month]
    C --> E[In-person meetings, local network]
    D --> F[Virtual engagement, national talent pool]
    E --> G[Higher cost, faster relationship building]
    F --> H[Lower cost, broader experience base]
```

## FAQ

**What is the typical monthly retainer for a fractional CRO in Montana in 2027?**
$8,000 to $14,000 per month for a hands-on engagement of 10-15 days per month. Advisory-only roles run $6,000-$8,000 per month.

**Do fractional CROs charge by the hour or by the month?**
Almost always by the month. Hourly billing is a red flag — it incentivizes the CRO to drag out work rather than achieve outcomes quickly. A monthly retainer with a defined day commitment is standard.

**Can I get a Montana-specific discount on fractional CRO rates?**
No. Strong fractional CROs price based on national benchmarks, not local cost of living. If you find a candidate offering a significant "Montana discount," they are likely inexperienced or desperate for work.

**How much equity should I offer a fractional CRO in Montana?**
For seed-stage companies (under $1M ARR), 0.5%-2.0% vested over 3 years with a 12-month cliff. For growth-stage ($1M-$10M ARR), 0.25%-0.5%. Above $10M ARR, offer cash only.

**What tools should a fractional CRO be proficient with?**
Salesforce or HubSpot for CRM, Gong or Clari for revenue intelligence, Outreach or Salesloft for sales engagement, and a structured forecasting methodology. They should be able to audit and improve your existing tool stack without requiring new purchases.

**How long does a typical fractional CRO engagement last?**
3-12 months. Most engagements start with a 90-day milestone, then go month-to-month. The average engagement is 6-8 months, after which the company either hires a full-time VP of Sales or no longer needs the role.

**What happens if the fractional CRO does not deliver results?**
You give 30 days' notice and end the engagement. This is the primary advantage of fractional over full-time — you are not locked into a long-term contract with severance obligations.

**Should I hire a fractional CRO or a fractional VP of Sales?**
A fractional CRO owns the entire revenue function (marketing, sales, customer success). A fractional VP of Sales owns only the sales team. If you have a marketing lead and a customer success lead already, a fractional VP of Sales may suffice. If you need someone to build the entire revenue engine from scratch, hire a fractional CRO.

## Sources

- [Pavilion — Community for revenue leaders](https://joinpavilion.com)
- [RevOps Co-op — Revenue operations community](https://revopscoop.com)
- [Harvard Business Review — Sales management research](https://hbr.org)
- [First Round Review — Startup leadership insights](https://firstround.com/review)
- [SaaStr — SaaS revenue and growth content](https://saastr.com)
- [LinkedIn — Network for fractional CRO candidates](https://linkedin.com)

**People also search for:** fractional chief revenue officer Montana · hire a fractional chief revenue officer in Montana · Montana fractional chief revenue officer · fractional chief revenue officer near me

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