Author: ricarranza

Customer Experience Manager

Location: San Diego, CA

Blooma is the leading AI-powered digital underwriting SaaS platform for commercial real estate. The Customer Experience (Adoption) Manager is responsible for expediting Blooma’s customers time to value in their first 90 days, throughout the onboarding process, and drive continued engagement and value to our users.

We are looking for a candidate with experience in commercial real estate (ideally with underwriting background), with strong communication skills, a history of helping customers achieve value by driving product adoption, and a passion for technology.

This role will require you to work cross-functionally to ensure Blooma delivers a best-in-class customer experience that allows customers to achieve their objectives by leveraging our industry leading SaaS solution. Success in the role will require a self-starter who organizes themselves for success with a passion for solving complex problems and using data / insights to drive meaningful customer engagements.

Responsibilities 
  • Manage onboarding activities, including user training, across a portfolio of customer onboarding projects, ensuring a successful and timely completion achieving key milestones to ensure an accelerated time to value
  • Drive product adoption and engagement to ensure users achieve business outcomes and value
  • Use critical problem solving-skills to build workable solutions in close collaboration with customer-facing teams that include (Customer Success, Sales, Professional services, and Support) to ensure the customer remains on course
  • Utilize product adoption data and customer insights to drive meaningful engagements 
  • Effectively communicate technical details and business outcomes to a diverse group of internal and external stakeholders
  • Identify and drive efficiency in the onboarding process by developing best practices and process improvements on an ongoing basis 
  • Become a Blooma product expert
Required Experience
  • 4+ years of experience in a customer-facing adoption role in a SaaS technology company 
  • Background in at least one of the following: banking, financial services, underwriting, credit analysis, asset management, or commercial real estate
  • Bachelor’s degree or the equivalent 
  • Proven ability to effectively manage a group of users across a portfolio of accounts and/or projects
  • Self-starter with a solutions-oriented attitude
  • Excellent communicator 
  • History of leveraging product adoption data and/or customer insights to drive meaningful engagements 
  • Ability to build customer relationships
  • Adaptable and flexible

    Resume

    Cover Letter

    Director of Implementation and Onboarding

    Location: San Diego, CA

    Blooma is the leading AI-powered digital underwriting SaaS platform for commercial real estate. The Director of Implementation & Onboarding is responsible for expediting Blooma’s customers time to value in their first 90 days, throughout the onboarding process, and drive continued engagement and value to our users.

    We are looking for a candidate with experience in both SaaS B2B implementations, as well as specific subject matter expertise in either commercial lending, commercial real estate, or other Fintech, with strong communication skills, a history of helping customers achieve value by driving product adoption, and a passion for technology.

    This is a hands-on position that will eventually evolve to a leadership position, managing the onboarding team and formalizing our processes. It requires working cross-functionally, with Sales, and product, to ensure that Blooma delivers a best-in-class customer experience that allows customers to achieve their objectives by leveraging our industry leading SaaS solution. Success in the role will require a self-starter who organizes themselves for success with a passion for solving complex problems and using data / insights to drive meaningful customer engagements.

    Responsibilities 
    • Manage implementation and onboarding activities, including user training, ensuring a successful and timely completion achieving key milestones to ensure an accelerated time to value
    • Drive product adoption and engagement to ensure users achieve business outcomes and value
    • Use critical problem solving-skills to build workable solutions in close collaboration with customer-facing teams that include (Customer Success, Sales, Professional services, and Support) to ensure the customer remains on course
    • Measure effectiveness of customer onboarding utilizing product adoption data and customer insights to drive meaningful engagements 
    • Effectively communicate technical details and business outcomes to a diverse group of internal and external stakeholders
    • Identify and drive efficiency in the onboarding process by developing best practices and process improvements on an ongoing basis 
    • Inspire Customer Experience Across Company
    • Become a Blooma product expert
    Required Experience
    • 5+ years of experience in implementation, onboarding, and adoption in a SaaS technology company 
    • Experience in customer facing roles and ability to build customer relationships
    • 3+ years of leadership experience, managing a team of direct reports
    • Background in at least one of the following: banking, financial services, underwriting, credit analysis, asset management, or commercial real estate
    • Bachelor’s degree or the equivalent 
    • Proven ability to effectively manage multiple onboarding projects at the same time
    • Strong project management skills
    • Self-starter with a solutions-oriented attitude
    • Excellent communicator 
    • History of leveraging product adoption data and/or customer insights to drive meaningful engagements 
    • Adaptable and flexible

      Resume

      Cover Letter

      Senior Product Manager

      Location: San Diego, CA

      Blooma is the leading AI-powered digital underwriting SaaS platform for commercial real estate. We are looking for a Senior Product Manager to direct product development and ensure high return on investment (ROI.) You’ll translate ideas into strategy and features and follow product development from start to finish. To succeed in this role, you should be a perceptive and creative leader and a reliable problem-solver. If you’re also confident and have a knack for knowing what ideas will and won’t work, we’d like to meet you.

      This is a high-profile role working in a fast-paced environment and demands a dynamic individual with great communications skills, acumen and the ability to assimilate lots of information quickly. We are looking for a candidate with experience in both SaaS B2B implementations, as well as specific subject matter expertise in either commercial lending, commercial real estate, or other Fintech, with strong communication skills, a history of helping customers achieve value by driving product adoption, and a passion for technology.

      Responsibilities 
      • Help define product strategy and competitive positioning
      • Work with management and key stakeholders to understand objectives & key problems, and transform them into product roadmaps, business and functional requirements, as well as technical specifications
      • Have a high degree of creativity and innovation with a proven track record in working on complex and ambiguous projects
      • Take ownership of driving product and feature development through each stage of the SDLC
      • Understand and practice product management best practices of always thinking of evaluating each new product feature for usability, simplicity, maintainability, and ROI
      • Create streamlined user experiences that promotes product adoption and stickiness.
      • Serve as Scrum product owner in a development scrum team
      • Identify workflow bottlenecks and streamline processes
      • Drive the implementation of new features, as well as resolve operational issues
      • Monitor and incorporate industry and other technology innovations into the product roadmap
      Required Skills
      • Strong attention to detail and an unwavering commitment to quality
      • Communicates openly and effectively in a manner consistent with the audience
      • Excellent customer service skills – the ability to be empathetic, accurate, compassionate, responsive, resourceful, and conscientious
      • Demonstrates an adaptive style that is flexible and effective in gaining cooperation of both technical and non-technical people
      • Self-managed, proactive and entrepreneurial with the ability to thrive in a demanding, fast-paced environment
      • Technical knowledge of software and SDLC
      • Understanding of agile software development methodologies, values, and procedures, a big plus
      • Ability to run dynamic meeting, keeping schedule and agenda on point
      Required Experience
      • 7+ years of Product Management experience in the Fintech (SaaS/B2B)
      • Background in at least one of the following a strong advantage: banking, financial services, credit analysis, asset management, commercial real estate
      • Demonstrated success defining and launching excellent products
      • Experience with agile, requirements, and scrum tools (JIRA)
      • Business analysis experience, including requirements gathering, use cases, user stories, and producing clear and concise documentation
      • Bachelor’s degree or the equivalent 
      • Self-starter with a solutions-oriented attitude
      • Excellent communicator 
      • History of leveraging product adoption data and/or customer insights to drive Strong product adoption
      • Adaptable and flexible

        Resume

        Cover Letter

        .NET / Angular Full Stack Developer

        Location: Austin, TX or Remote*

        Blooma is the leading analytics and AI platform for commercial real estate lenders, brokers and investors.  Blooma’s technology automates the analysis, underwriting, and risk management for commercial real estate portfolios, and delivers critical intelligence and insights to all commercial real estate stakeholders. Blooma allows underwriters and originators to spend less time reading documents and spreading financials, and more time making strategic decisions and closing the CRE transactions that make an impact in our neighborhoods and on our world.

        Blooma is looking for a Full Stack Developer to join our growing Research & Development team. You’ll be responsible for the full software development lifecycle of a unique analytics system. Additionally, this role will provide support to internal users. As a Full Stack Developer, you should be both highly experienced in Angular and .NET back-end coding. Experience in building applications that expose both human factored front end and REST APIs. Experience in devOps is a plus. Math or statistics education is a plus.

        Responsibilities 
        • Ability to work alone on system wide features, both back and front end
        • Build front-end applications through appealing visual design
        • Develop new features and perform needed maintenance on backend micro-services and persistent layer
        • Write APIs effectively
        • Test software to ensure responsiveness and efficiency
        • Troubleshoot, debug and upgrade
        Required Experience
        • Proven experience developing Angular with a knack for visual design (at least 5 years)
        • Proven experience in back-end .NET development (at least 7 years)
        • Proven experience developing scalable SAAS solutions
        • Excellent communication and teamwork skills
        • Great attention to detail
        • Great “can-do” attitude and ability to join a “one for all , all for one” team that loves what they do.
        • Must have a US work Visa

        *Preference for developers in the Austin, TX area, but accepting all applicants. Less than 10% travel.

          Resume

          Cover Letter

          Java / Angular Full Stack Developer

          Location: Austin, TX orRemote*

          Blooma is the leading analytics and AI platform for commercial real estate lenders, brokers and investors.  Blooma’s technology automates the analysis, underwriting, and risk management for commercial real estate portfolios, and delivers critical intelligence and insights to all commercial real estate stakeholders. Blooma allows underwriters and originators to spend less time reading documents and spreading financials, and more time making strategic decisions and closing the CRE transactions that make an impact in our neighborhoods and on our world.

          Blooma is looking for a Full Stack Developer to join our growing Research & Development team. You’ll be part of our highly experienced, agile team that’s responsible for the full software development lifecycle of Blooma Products. Additionally, this role will provide 2nd line support to internal users. As a Full Stack Developer, you should be both highly experienced in Angular and Java back-end coding. Experience in FinTech is highly preferred.

          Responsibilities 
          • Work with off and on shore development teams and product managers
          • Build front-end applications through appealing visual design
          • Develop new features and perform needed maintenance on backend micro-services and persistent layer
          • Write and consume APIs effectively
          • Test software to ensure responsiveness and efficiency
          • Troubleshoot, debug and upgrade
          Required Experience
          • Proven experience developing Angular with a knack for visual design (at least 5 years)
          • Proven experience in back-end Java development (at least 7 years)
          • Proven experience developing scalable SAAS solutions
          • Excellent communication and teamwork skills
          • Great attention to detail
          • Great “can-do” attitude and ability to join a “one for all , all for one” team that loves what they do.
          • Must have a US work Visa

          *Preference for developers in the Austin, TX area, but accepting all applicants. Less than 10% travel.

            Resume

            Cover Letter

            Sales Director

            Blooma is the leading analytics and AI platform for commercial real estate lenders, brokers and investors.  Blooma’s technology automates the analysis, underwriting, and risk management for commercial real estate portfolios, and delivers critical intelligence and insights to all commercial real estate stakeholders. Blooma allows underwriters and originators to spend less time reading documents and spreading financials, and more time making strategic decisions and closing the CRE transactions that make an impact in our neighborhoods and on our world.

            Blooma is looking for a Sales Director to help drive rapid revenue growth across new and existing commercial real estate lending, brokerage and investing clients. The Sales Director will understand the key business challenges of our customers, engage with senior business and technology leaders at large enterprises, provide value-based demonstrations, and craft solutions and strategies to make clients more effective and efficient. Our Sales Directors are tightly aligned with the Marketing, Sales Engineering and Customer Experience teams and committed to superior customer service while achieving new client and revenue goals.

            Responsibilities 
            • Engage prospective Blooma clients and generate interest in Blooma’s solutions
            • Manage geographic territory or client vertical to achieve quarterly ARR targets
            • Guide complex sales processes with financial institutions
            • Present Blooma solutions to commercial real estate executives and professionals
            • Expand engagements and annual revenue within existing Blooma clients
            • Understand customer value propositions and define customer success metrics
            • Collaborate with Blooma’s implementation and customer experience teams to ensure client success
            • Communicate market and client requirements to Blooma’s product team
            Qualifications
            • 3-5+ years of sales experience for a financial technology SaaS company, or relevant commercial real estate sales, lending, and/or investing experience
            • Proven record of meeting or exceeding sales goals, or exceptional performance in relevant commercial real estate role
            • Outstanding communication and presentation skills to executive and technical audiences through demos, decks, and support documentation
            • Strong understanding of commercial real estate ecosystem and workflows
            • Ability to connect client challenges and inefficiencies to Blooma solutions
            • Passion and drive to work in a collaborative and entrepreneurial team environment
            • Demonstrated history of managing multiple complex projects simultaneously through to completion and with high attention to detail

              Resume

              Cover Letter

              Java Backend Developer

              Location: Austin, TX or Remote*

              Blooma is the leading analytics and AI platform for commercial real estate lenders, brokers and investors.  Blooma’s technology automates the analysis, underwriting, and risk management for commercial real estate portfolios, and delivers critical intelligence and insights to all commercial real estate stakeholders. Blooma allows underwriters and originators to spend less time reading documents and spreading financials, and more time making strategic decisions and closing the CRE transactions that make an impact in our neighborhoods and on our world.

              Blooma is looking for a Java Backend Developer to join our growing Research & Development team. You’ll be part of our highly experienced, agile team that’s responsible for the full software development lifecycle of Blooma Products. You should have proven experience of at least 7 years of Java back-end coding. Experience in FinTech is highly preferred.

              Responsibilities 
              • Work with off and on shore development teams and product managers
              • Develop new features and perform needed maintenance on backend micro-services and persistent layer
              • Write and consume APIs effectively
              • Test software to ensure responsiveness and efficiency
              • Troubleshoot, debug and upgrade
              Required Experience
              • Proven experience in back-end Java development (at least 7 years)
              • Proven experience developing scalable SAAS solutions
              • Excellent communication and teamwork skills
              • Great attention to detail
              • Great “can-do” attitude and ability to join a “one for all, all for one” team that loves what they do.
              • Must have a US work Visa

              *Preference for developers in the Austin, TX area, but accepting all applicants. Less than 10% travel.

                Resume

                Cover Letter

                The Power of Curated and Consolidated Information

                Answer to any question: 10 cents. Correct answer to any question: 10 dollars.

                The information revolution has brought access to data to the masses. “Knowledge is power” is not specific enough anymore – the true challenge is in making sure the information used in decision making processes is reliable.

                If you want to purchase a product, you spend time scouring the web, learning about the product’s characteristics, comparing it to its competitors, finding different suppliers and their pricing, etc. In order to make an informed decision you know that you must become a mini expert on that specific product. Businesses make this process more efficient by building information harvesting systems which automate a portion of the research, but these still require employees to invest their most valuable asset – time. Time to make sense of the information, to make sure that it is relevant to specific business needs, etc.

                First, every piece of information has a finite lifespan. When you check the weather, you know that the information you just gathered is good for today only. The value of a commercial real estate property fluctuates as market conditions change, and a year-old credit score may not reflect the current financial status of a borrower. Therefore, it is important to identify the age, rate of accuracy degradation and expected expiration of each piece of data that you harvest.

                A successful information harvesting and processing system is characterized by the user spending little to no time gathering and processing information and most of their time making decisions.

                Next, you need to identify the credibility of the source of the data. Did you get the borrower’s net worth valuation from the borrower or a third party impartial source? Try reading about the same event at two different news outlets. The same story looks totally different if you experience it through different sources. You may have to read multiple sources and find the truth yourself somewhere in between them. This is fine when objective truth is not so important, but when information needs to be consumed in a path that leads to the success of the person or business entity, truthful data is crucial.

                The situation gets even more complex when we consider the concept of infobesity. Information obesity is just what it sounds like – an epidemic that exposes humans to an overload of information, leading to a situation where we can’t see the forest for the trees. When an underwriter is onboarding a loan, they put a lot of effort into harvesting huge amounts of information, and at some point they need to make a decision based on a forest of data points. It’s like telling your doctor that you are not feeling well and explaining your symptoms, and in response he or she simply gives you a list of the hundreds of possible causes for those symptoms rather than telling you their qualified diagnosis. That’s the experience we are used to today when we use search engines, and it’s very similar to what decision makers face when they need to decide based on thousands of data points around a loan.

                So, in our era, rather than saying “knowledge is power,” it is more precise to say that “curated and consolidated information is power.” The most valuable information must be curated by an expert (human or AI) to fit the needs of the business, automatically harvested by a computer system, and continuously checked for its lifespan, credibility and accuracy. And when all of that is done, the business must take the next step of consolidating the information in a form that will still deliver the powerful insights without causing an outbreak of infobesity.

                Today, decision makers spend most of their time preparing and processing information and only a small fraction of it making business crucial decisions. A successful information harvesting and processing system is characterized by the user spending little to no time gathering and processing information and most of their time making decisions. Such users can conduct much more business in the same amount of time, which leads to a higher chance of business success and a lower “cost of doing business.” Such a system allows its users to look at information like a judge on “America’s Got Talent” might look at a contestant. They can watch just a few minutes of a performance and make an informed final judgment without further investment.

                Now that’s power.

                How to Build a Disruptive Product for a Conservative and Highly Regulated Industry

                Seven tips for success.

                I’ve been designing, building, and commercializing enterprise software products in several industries for the past 20 years. When Blooma was founded, I faced the new challenge of building a disruptive commercial lending platform for one of the most conservative and regulated industries – banks and financial institutions. Looking back at the last 18 months, it was an exciting and enlightening journey. We are getting great feedback on our product, particularly on our ability to utilize artificial intelligence to automate data collection, calculations, and valuation models, while enabling lending professionals to use their experience and talent in the art of their work.

                I have learned a lot along the way so wanted to share my 7 best practices for anyone planning to build and launch advanced technologies to conservative industries that may just be catching up on disruptive innovation.

                1. Build the product with customers for customers. We developed our product together with to-be-users, by partnering with future customers and hiring professionals from their specific industry. This is especially critical when the product team lacks experience in the industry that they are building for. The combination of views from both inside the targeted industry (for better product fit) and outside of that industry (for the “art of the possible”) typically leads to better innovations.

                2. Combine user-centered and vision-centered innovation principles. Start building your product by applying user-centered innovation methods. Strive to understand the needs of users through deep analysis of their behaviors and how they interact with existing products. Later, vision-centered innovation methods should be added. This is required in order to focus both on doing the same things better, and also on doing things differently. During our development process, I pushed the team to bring up ideas and concepts that customers did not specifically ask for or did not think were technically possible, and some of those ended up being key parts of our solution.

                I have learned a lot along the way so wanted to share my 7 best practices for anyone planning to build and launch advanced technologies to conservative industries that may just be catching up on disruptive innovation.”

                3. Build flexible workflows using multi-services architecture. Each customer has their own way of doing things and requires the technology to adapt to their own workflows. This is simple when you build a custom solution, but much harder with a SaaS platform that is used by many different customers, where typically “one size fits all.” Early on, we decided to build a flexible architecture, allowing users to configure their own scoring algorithms, workflows, and how they would like to consume the asset and borrower analysis (in our intuitive UI, a summary report, or even directly feeding their own Excel spreadsheet models).

                4. Build your human/machine interaction to be mutually beneficial. No matter the level of sophistication of the artificial intelligence and automation that you develop, it must be clear that the human users are always in control. AI can enable customers to make scientifically informed decisions, but it should not make decisions for them. Our product provides ways for users to validate AI-driven information gathering and to easily correct it where needed. For example, we use machine learning models to select the best sales and rent comparables for an accurate valuation, but users can still include or exclude comparables based on their specific experience and knowledge of the area. Not only do users end up getting better data that exactly fits their needs, but these interactions help train our AI models and make them even better.

                5. Pay attention to the unique needs of the sector you’re serving. If you’re working with AI, the type of models that you develop must fit the needs of the specific industry that you’re building for. In more conservative and highly regulated industries there will always be a need to know exactly how the machine came to the results that it did. You should avoid deep learning models which typically don’t provide reasons or explanations. Think of the machine learning-based movie recommendations in Netflix. Based on a list of movies that you’ve watched, they tell you that you’ll probably like a certain recommended movie. If Netflix recommended a movie for you without explaining why, you might be less likely to pay attention. And in a heavily regulated industry, a conclusion like that without an explanation would not be acceptable at all.

                6. Keep it simple and avoid developing complex technology where it’s not needed. Technologists many times are so focused on the art of the possible that they build features that will never be used just because they’re cutting edge or the latest trend. I say, where advanced technology doesn’t make sense, don’t use it! For example, you can spend months building complicated screens and models that are expensive to build and hard to maintain, when what users really want is a simple download to an Excel spreadsheet. When I review each proposed new feature, I always consider usability, simplicity, and maintainability in equal measures.

                7. Build the “leap” disruptive innovation in parallel. Sometimes customers (or industries) are just not ready for truly disruptive innovation. So, while adhering to the previous recommendations, I always maintain a product innovation track where we research and develop truly disruptive innovation that might not be accepted today but could be eased into in the future. For example, today users would probably not accept making loan decisions based on an AI model, but we can build this model in the background while still allowing users to analyze risk the way they are used to. Then sometime in the future when we can show them how accurate the AI model would have been in predicting a loan default, they might be ready to adopt it.

                Hopefully you’ll find something helpful in these 7 tips. Introducing something new to a sector that has been satisfied with doing things the old way for a long time can be daunting. But it can also be fun, especially when you know that you’re truly making a difference.

                The Art of Shaping the Story

                CRE service providers and the current technology revolution.

                When I bought and refinanced my home, I opted for a lender who provided an online experience, and it was pretty painless. It was clear to me during the process that the world of residential real estate has undergone a technological transformation, and I think most consumers have embraced that change or at least benefited from it whether they noticed or not (and maybe that is the best measure of an industry’s success at implementing technology).

                Commercial real estate? We have some catching up to do. Why have we not embraced technology at the same pace as our residential peers? Well, like many things in life, it’s a numbers game. To oversimplify, our residential counterparts have large numbers in the amount of transactions and we tend to have large numbers in the dollar volume of transactions. Technology can do wonders for process and efficiency, and the residential world, with its long tail of high transaction volume, had more to gain from early investments in technology. Most in CRE believe that the personal touch of an old-fashioned phone call or in person lunch (pre-2020) carries with it a sort of cache. And I tend to agree, but technology is entering our industry at a rapid pace and it’s not replacing the old ways as much as allowing everyone to elevate their game (lenders and brokers included).

                “No deal is the same, and every deal has a story. I work for a commercial mortgage brokerage, and our goal is to find the most efficient way to get a property’s (and borrower’s) story to the widest audience of lenders possible.”

                There’s no doubt that CRE loans will never be as easily standardized as residential ones. I like to say that in the world of CRE the true value of a building really comes down to 3 things: what it costs to build, what the neighboring building sold for, and what the tenants are paying in rent. No deal is the same, and every deal has a story.

                I work for a commercial mortgage brokerage, and our goal is to find the most efficient way to get a property’s (and borrower’s) story to the widest audience of lenders possible. Remember the pre-pandemic days when we all used to shop around for airfare to travel somewhere? You weren’t just looking for the cheapest price to fly. Based on departure dates/times, airlines and even airports, it’s likely that you decided on a flight based on more than just price. In our industry, there are a lot more variables than just destination and travel dates. A borrower may in fact be able to walk into a bank, advocate for their deal and get a loan quote, but a broker will give them a whole matrix of options with different features – the majority of which they wouldn’t have found on their own due to time constraints and access to capital providers.

                Therefore, a broker’s job is to look at a loan and put it into a format that best tells its individual story. As we know, much of that work is done very manually today and involves pulling reports, formatting data, and constantly updating our analysis as new information arrives. Brokers also have to do the soft marketing, with analysts using design software to format everything into official presentations and loan packages. The point is, it’s very manual, and we’re often starting every story over each time with “once upon a time…” with a pen on a blank notepad.

                But it doesn’t have to be that way. It’s a great time for the commercial side of the real estate industry to embrace the technological advancements of the last few years. Many of us have pushed PowerPoint templates, Excel macros and PDFs to their limits, after all. But I’m not just looking for an automated process for creating nice looking presentations – it’s a lot more than that. Integrations with data partners through API’s and financial spreading through document recognition truly are game changers in my mind. When the info, like comps, market narratives, and property data can be gathered and entered via machine, the analysts can focus on analyzing that data and shaping it into a compelling narrative.

                In other words, an analyst’s job can move from pulling reports, entering data and formatting documents to truly analyzing deals. When I was working as an analyst this would have been a game changer, and my productivity would have multiplied (not to mention my job satisfaction). I’m sure my team would have loved the gains in productivity, and I know our clients would have loved rapid turnaround times. When it comes to technology, I think everyone can be a winner.

                Still, technology isn’t going to revolutionize the industry overnight. Not every client wants to use their phone to get a CRE loan while in their pajamas, but that’s ok – I believe some will. In the meantime, my team is embracing the latest advancements in a lot of ways, but we still prioritize a personal phone call when it comes to getting deals done. It’s just that we can make a lot more of those phone calls and tell the individual stories of a lot more deals when technology has given us so much time back.

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