Microsoft 365 Business Licensing Deck

Microsoft 365 Business training

Charlie Harris – Territory Channel Manager Modern workplace for SMB James McCarthy – Product Marketing Manager – Microsoft 365 for SMB Edd Dale – Partner Consultant – The Readiness Company Charles Eales – Territory Channel Manager Modern workplace for SMB Welcome Welcome Housekeeping Agenda

9.30am-10am – Registration and Coffee

10am-10.30am – Introduction to the Microsoft 365 Business opportunity

10.30am-12pm – Microsoft 365 Business product training

12pm-1pm – Lunch

1pm-2pm – Microsoft 365 Business resources

2pm-2.30pm – Q&A and close TLA Guide

Modern Workplace (MW) – Microsoft 365, Office 365, EMS and Windows 10 (and Surface!)

NSA – Net Seat Adds

NCA – Net Customer Adds

Indirect Provider – Your CSP provider

SMB – Customers not managed directly by Microsoft

Usage and Consumption – Driving customer adoption of our services, driving successful CLM and customer retention Microsoft 365 Partner Growth momentum Microsoft 365 Partner Growth momentum

Partners prioritising Partners Microsoft Modern Microsoft 365 are transacting on Workplace CSP growing on Microsoft 365 revenue is growing average by 200% typically attach 2-3 at a consistent rate YoY revenue and more services to of 4% MoM and NSA are growing those transacting 80%+ YoY on CSP 130% MoM on Office 365 Microsoft 365 Partner Growth momentum

In October over Only 300 partners 95% of these 5k partners transacted on partners work with transacted on Microsoft 365 and the Indirect Office 365 that is increasing providers who through our by average 10% invited you here Indirect channel each month Three core opportunities

Why Cloud? Teamwork Security Managed 10% services revenue

Microsoft Gold partner ProServeIT helps SMBs reduce cost with managed security Managed services 12% services margins Expected managed Microsoft 365 10% services attach rate Increases profitability across the board Anticipated managed 8% services revenue

Anticipated deployment 20% and advisory services revenue

Source: A Forrester Total Economic ImpactTM Study, "The Partner Opportunity For “Business Cloud Suite".” June 2017 Profitability of project services and managed services

Managed services Typical margins ……………. 40-50% Total revenue ……………….. $125-175/ user

$25 - $50 IP Development and Process Automation user/month

Premium

Device as a Service $75 user/month

Profitability $15 - $25 Security as a Service Project services user/month Typical margins ……………. 30-40% Advanced Total revenue ……………….. $90-$150/ user

Backup as a Service $10 user/month Premium Security Assessment $35 - $70/ user

Advanced Tech Audit $20 - $30/ user $10 - $15 Basic Support and Learning user/month; Basic Migration $35 - $50/ user Modern Workplace Priorities

Grow Create Transform

Grow Microsoft 365 Subscribers H2 Hot Topics / Focus H2 Hot Topics / Focus

Security and Collaboration Windows and Compliance • Transitioning Office EOS customers from Skype • Shift to Windows 10 • GDPR and Compliance to Teams and Microsoft 365 • Intune, ATP and MFA • Driving Teams • Office 2010 EOS for SMB customers adoption • Modern Desktop • Secure Score • Windows Autopilot What is resonating with customers? What is resonating with customers?

• Security – specifically MFA, conditional access, secure score

• Simplified management – a single pane of glass

• Intune – although customers requesting partners manage this solution for them

• Business continuity – removal of single points of failure Securely run and grow your business with Microsoft 365 Business

Edd Dale

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about

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to uploading work files to to files work uploading to account personal a of senior managers admit admit managers senior of

more freely… freely… more and it’s being shared shared being it’s and Employees using personal mobile devices What does today look PCs refreshed IT purchasing when dead decisions like for your customers? made “on the spot” No technology strategy New PCs bought adhoc

“Good enough” platforms

Fragmented end-point Legacy solutions back office

Local Logins /MSA Cybercriminals target businesses of all sizes

One in four SMBs targeted (1)

24% customer’s privacy violated 20% trade secrets leaked

Average loss (2) 33% $79,841 (1)

(1) Source: Small Business Cyber Security Study, Microsoft & YouGov, April 2018 (2) Source: Better Business Bureau “2017 State of Cybersecurity Among Small Businesses in North America. https://www.bbb.org/globalassets/shared/media/state-of- cybersecurity/updates/cybersecurity_final-lowres.pdf What does today look like for you?

Increased security Cross-platform exposure device management requirements

Increasingly Race to the bottom Custom solutions pricing impacts Need to source required for complex deal profitability best of breed interoperability solutions customer demands Difficulty Greater effort differentiating to maintain brand customer base

Increased implementation Multiple tech Tougher and products competitive management complexity Multiple technology environment vendors servicing single client Digital transformation

Technology challenges faced by small and midsized businesses today

Keeping Mobile, Protecting Cyber threats & technology distributed sensitive data phishing schemes up-to-date workforce Title here Theplease! End is Nigh • Content here! • Content here! Windows 10

The mainstream support for Windows 7 (Service Pack 1) ended on January 13, 2015, and the extended support ends on January 14, 2020. The mainstream support for Windows 8.1 ended on January 9, 2018, and its extended support will end on January 10, 2023. White Light Gray Gray Mid Gray Dark Gray Rich Black R255 G255 B255 R230 G230 B230 R210 G210 B210 R115 G115 B115 R80 G80 B80 R0 G0 B0

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Dark Red Dark Magenta Dark Purple Dark Blue Dark Teal Dark Green R168 G0 B0 R92 G0 B92 R50 G20 B90 R0 G32 B80 R0 G75 B80 R0 G75 B28 E3 EMS Identity&Access Management Azure Active Directory Premium P1 ManagedMobile Productivity Microsoft Intune InformationProtection Azure Information Protection Premium P1 IdentityDrivenSecurity Microsoft Advanced Threat Analytics E3 Windows Windows 10 Microsoft 356 E3 356 Microsoft Powerful,Moderndevices Innovative designs,, new in class devices AdvancedEndpointSecurity Credential Guard, Device Guard DesignedModernForIT Azure Join, AD Dynamic Management MoreProductive Windows at Ink, Work Cortana E3 Office 365 365 Office centricworkspace ProPlus - creating contentcreating - Security&Compliance LossData Prevention Analytics Delve Sites&Content management SharePoint OneDrive and Office Office Skype for Business Skype for Co Outlook VideoVoice,&Meetings Teams Email&Calendar Chat White Light Gray Gray Mid Gray Dark Gray Rich Black R255 G255 B255 R230 G230 B230 R210 G210 B210 R115 G115 B115 R80 G80 B80 R0 G0 B0

Dark Red Dark Magenta Dark Purple Dark Blue Dark Teal Dark Green R168 G0 B0 R92 G0 B92 R50 G20 B90 R0 G32 B80 R0 G75 B80 R0 G75 B28 E5 EMS Identity&Access Management Azure Active Directory Premium P2 InformationProtection Azure Information Protection Premium P2 IdentityDrivenSecurity Microsoft Cloud Security App E5 Windows Windows 10 Microsoft 365 E5 365 Microsoft Advanced EndpointSecurityAdvanced Windows Advanced Defender ProtectionThreat E5 Office 365 365 Office ATP, ATP, TI, ASM, Advanced eDiscovery & more Security& Compliance Analytics Power BI Delve Pro, Analytics PSTN Conferencing, PSTN Conferencing, Cloud PBX Voice INTRODUCING Microsoft 365 Business

Get more Work better Build your Safeguard your Simplified done together business data for you

Get more done

Be more productive with AI-powered Office tools and services Get more done

Create your best work with intelligent tools built in to the Office you love and are familiar with

Get work done on the go with enterprise grade email and calendaring features

Stay on top of all your work with access to all your files with online file storage

Work efficiently with integration to other apps and solutions you use daily Work better together

Collaborate with tools that let your team work from anywhere Work better together

Bring together teams and resources, all in one place

Connect with customers, coworkers, and suppliers

Work anywhere from any device

Host online meetings to get work done in real-time

What’s new?

Background Blur

Inline message translation

Cloud Recording

Mobile sharing in meetings Build your business

Get more customers and run your business more efficiently Build your business

Build stronger customer relationships with CRM built right into Outlook

Schedule & manage appointments with your customers with Bookings

Optimize your business processes with Planner Safeguard your data

Protect your company against external threats and data leaks

Protection Protection Control from threats from data leaks data access Safeguard your data: Protection from threats

Links are checked in real time to warn you if the destination is a malicious site

AI-powered attachment scanning detects malware previously not seen

Windows devices are monitored for suspicious processes like ransomware Safeguard your data: Protection from data leaks

Apply data loss prevention policies to help keep sensitive information from falling into the wrong hands*

Enforce BitLocker device encryption to protect data if a computer is lost or stolen

Manage all your devices—PCs, Mac, iOS, and Android—with full-featured Intune management Safeguard your data: Control data access

Require PIN or fingerprint to access business documents and data

Remotely wipe business data without affecting personal information

Apply encryption and restrictions like do not forward to emails and documents Simplified for you

Easy to set up and manage, giving you time back Simplified for you

Get up and running quickly with a step-by-step guided experience

Use a simplified admin center to manage your services, users, and devices

Standardize your security with easy toggles and pre-configured policies https://aka.ms/geto365adminapp

Outlook Customer Manager

• Track and grow your customer relationships right within Outlook. • Keep customer information in one place. • Manage appointments and contacts • Keep detailed notes • iOS App (Android coming soon)

StaffHub

• Manage Employee Schedules • Time clock for tracking hours • Quick export to payroll provider • Mobile App for iOS and Android • Requires at least one Business Premium Invoices

• Get Paid fast with great-looking invoices and online payments • Create professional-looking invoices with ease • Integrates with PayPal and MS Pay • QuickBooks integration • Mobile App for iOS and Android Microsoft Bookings

• Simplify how customer schedule and manage appointments. • Integrates with employee appointment calendar. • Automated reminders and reschedule • Mobile App for iOS and Android • Integrates with Facebook Business • Requires at least one Business Premium Microsoft Teams

• The hub for teamwork in Office 365 • Office chat and meeting solution • Collaborate with internal and external partners. • Use your favorite Office Apps from within teams • Mobile App for iOS and Android MileIQ

• Accurate mileage reporting in the palm of your hand • Automatically detects and tracks driving • Integrates with TurboTax • Free with Business Premium • Mobile App for iOS and Android How do the new Office 365 business apps help your customers run and grow their small business? LitWare sends the customer an estimate, LitWare is a they then approve it. The landscaping company LitWare drives to project is complete and that along side its the customers house the final invoice is website also uses MICROSOFT tracking mileage emailed to the customer. social media for TEAMS to/from to report They are even able to pay advertising its for reimbursement. OUTLOOK with his credit card products and services. CUSTOMER online. The customer schedules a 30 minute MILE IQ MANAGER consult with LitWare via MICROSOFT the Book Now button INVOICING on Facebook. LitWare can use MICROSOFT Teams to communicate with BOOKINGS employees, more LitWare follows up importantly they with the customer can use Teams to over email via communicate with Outlook to share the customer their proposal & before / during / pricing. after the project.

OFFICE 365 BUSINESS On the backend, LitWare is managing their business apps through the Business Center. CENTER Microsoft 365 Business | Simplifying SMB technology investment

Archiving Office 365 Business Premium

Device Management Windows 10 Business

Cloud identity management Intune Chat-based teamwork Office 365 Advanced Threat Protection Microsoft 365 Business Email Filtering A single, integrated solution Azure Information Protection P1 with support for hybrid identity Device Anti Virus Data Loss Prevention Online Meetings

File Storage Exchange Online Archiving

Productivity Software AAD Features

3rd party solutions >£100 Microsoft offerings £15.10

Cloud PBX Cloud PBX provides a phone system in the cloud, modern and tightly integrated with Office 365.

In the past, PBX were typically on-premises, “On Kelly’s HQ campus, we have three legacy PBX requiring significant hardware investments. systems, which are near end-of-life. We are looking With Cloud PBX, you can increase agility and to replace them all with the Skype for Business Cloud consolidate management compared to PBX, which has the potential to eventually become traditional phone hardware. Kelly’s global PBX solution as our current technology requires refresh.” — Timothy Kroeger, Manager, Global Messaging and Collaboration Services Kelly Services

MODERNIZE SIMPLIFY GAIN VOICE IT ADMINISTRATION FLEXIBILITY Reduce reliance on costly PBX Increase agility and consolidate Make, receive, and transfer business systems and on-premises hardware management with rapid provisioning, calls in the office, at home, or on the with a complete voice solution in the reporting, and diagnostics of voice road from almost any device cloud services in Office 365 PSTN Conferencing PSTN Conferencing provides a dial-in conference number to meeting participants, so they can easily connect by phone from anywhere they do not have Internet access.

PSTN Conferencing simplifies the meeting “When I look at Office 365, I see some areas of process by ensuring that even participants innovation that resonate very well. Skype for without a stable Internet connection can access Business with PSTN and Cloud PBX will help us a Skype for Business meeting through dial-in or connect with even more people and get even faster dial-out conferencing. decision making from wherever they are.” — Leandro Balbinot, North American CIO The Kraft Heinz Co

DIAL IN OR DIAL OUT SIMPLIFY DECREASE TO MEETINGS MANAGEMENT COSTS Use a local dial-in number to join Consolidate all communications Take advantage of unlimited audio Skype Meetings or dial out to bring under a single solution, vendor, conferencing to eliminate per-minute participants into a meeting using a invoice, and support channel costs that third-party audio phone number conferencing providers charge (Azure) Rights Management Includes:

Information Rights Management(IRM)

Office 365 Message

Encryption Azure Rights Management is the backbone of these features meaning organisations can leverage leading Information Protection and Encryption using the cloud instead of on premise solutions.

More Information: Rights Management (Azure) Rights Management Includes:

Information Rights Management(IRM)

Office 365 Message Encryption Insights for Everyone

Transform your company’s data into rich visuals and analytics for better decision making

Be more effective, make better decisions, and save hours every week with time and relationship insights for individuals and teams

Leader Focus on what matters to you, so you can make In Gartner’s Magic Quadrant for better business strategy decisions as well as Business Intelligence and Analytics Platforms BETTER personal and team productivity decisions. DECISIONS for the ninth consecutive year “Office 365 has made Henkel faster and more agile.” and placed furthest in vision -Joachim Jaeckle, Senior CVP, Henkel *Gartner’s Magic Quadrant for Business Intelligence and Analytics Platforms, February 2016 Power BI Pro • Gain fast, easy access to the data you need with a simple intuitive experience • Access a live, 360º view of your business through a single dashboard • Discover new insights by exploring your data with rich visualizations

My Analytics Power BI Pro • Leverage personal analytics to improve individual effectiveness • Use the Outlook add-in to understand email reach and impact • Identify top collaborators and understand collaboration trends

My Analytics Advanced Enterprise Protection

Help protect your organization against unknown malware and viruses (Protect)

Gain enhanced visibility and control into Office 365 usage and security incidents (Detect)

Maintain explicit control over your data in the cloud (Respond)

Maintain compliance while streamlining the eDiscovery process to save time and money

“Safe Attachments in Exchange Online Advanced Threat Protection is going to reduce zero-day REDUCED threats from malware and viruses. This will help 660 Million RISK prevent malicious attachments from impacting our New pieces of malware created in past year* environment.” - Brian Ivie, Chief Security Officer, SunGard *Symantec “Internet Security Threat Report”, 2017 Advanced Threat Protection • Help protect against unknown malware and viruses Advanced Threat Protection • Provide real-time, time-of-click protection against malicious URLs • Deliver rich reporting and URL trace capabilities with Click Tracing

Advanced Security Management • Identify high-risk and abnormal usage, security incidents, and threats • Gain enhanced visibility and context into Office 365 usage and shadow IT • Reduce the possibility of attacks with granular controls that monitor access Advanced Security Management

Customer Lockbox • Control all access to data; Microsoft must be granted permission • Grant just-in-time access to limit data access Customer Lockbox • Maximize data security and privacy by logging access control activities

Advanced eDiscovery • Focus on what is unique and relevant by training the system to identify emails and documents through predictive coding • Reduce document volume with Near Duplicates and Email Threading

Advanced eDiscovery

Remember when….. The mobility trend…

Remember 2007 when? How safe is your password? IDENTITY – DRIVEN SECURITY

1. Protect at the front door Safeguard your resources at the front door with innovative and advanced risk-based conditional accesses

2. Protect your data against user mistakes Gain deep visibility into user, device, and data activity on- premises and in the cloud.

3. Detect attacks before they cause damage Uncover suspicious activity and pinpoint threats with deep visibility and ongoing behavioral analytics. IDENTITY – DRIVEN SECURITY

Conditions Actions Allow access Location Or Device state User Enforce MFA User/Application per user/per app Risk

Block access

MFA MANAGED MOBILE PRODUCTIVITY

Multi-identity policy Managed apps Managed Corporate ManagedEmail apps data appsattachment

Personal Paste data Copy Save

Paste to Save to personal personal storage app

PersonalPersonal apps Personal apps apps MANAGED MOBILE PRODUCTIVITY

IT admin sets policies, templates, and rules

STRICTLY CONFIDENTIAL

CONFIDENTIAL FINANCE

INTERNAL CONFIDENTIAL NOT RESTRICTED

Classify data according to policies – automatically or by user Add persistent labels defining sensitivity to files Enterprise Mobility + Security

Extend enterprise-grade security to your cloud and SaaS apps

Microsoft Cloud App Security

Microsoft Intune Azure Active Directory Premium

Manage identity with hybrid integration to protect application access from identity attacks Azure Information Protect your data, Protection everywhere Protect your users, devices, and apps

Detect threats early with visibility and Microsoft threat analytics Advanced Threat Analytics Have you asked the question?

• How often do staff / IT have to reset their passwords • If someone left your company, how much corp data would they have access to? • Are you using any SAAS apps? • How many devices do each of your users have? • Do you employ a BYOD policy? • How do you manage the data on devices in your org? • Has anyone ever sent out a document or email they shouldn’t of? • What would be the impact of a data breach in your company? • Can your company AFFORD to lose its data? ONE SECURITY MODEL | ONE MANAGEMENT MODE L | ONE DEVELOPER PLATFORM www.thereadinesscompany.co.uk Empower every person and every organization on the planet to achieve more

Microsoft Confidential, Shared under NDA 86 87 NEW CHALLENGES REQUIRE A NEW PLATFORM

WINDOWS 7 WINDOWS 10

Windows Trusted Boot

Windows Hello

Credential Guard

Device Guard

Enterprise Data Protection

Windows Defender ATP Windows Analytics

• Use data-driven insights to reduce the cost of deploying, servicing, and supporting Windows 10

• Make Windows as a Service easier with Windows Analytics Upgrade Readiness.

• Ensure your devices are secure and up-to-date.

• Get powerful business intelligence (BI) reporting.

• Share data with other tools. “Windows Analytics provides data-driven insights that reduce the cost of deploying, servicing, and supporting Windows 10.”

Windows AutoPilot

• Quick setup for enterprise-ready machines.

• Simplified, user-driven configuration.

• Easy activation using the cloud.

“Windows AutoPilot is used to set up and pre-configure new devices, getting them ready for productive use. In addition, you can use Windows AutoPilot to reset, repurpose and recover devices.”

(Office sold separately, availability may vary).

• *Separate subscriptions may be required. Thank you Lunch Microsoft 365 Resources Partner upskill journey Partner upskill journey

Our Indirect Providers Partner journey for Microsoft 365

Learn Market Pitch Deploy

• Sales Readiness • Campaigns in a • Customer pitch • Technical • Licensing box • Sales content Readiness information • Day-in-the-life • Security pitch • Deployment • Practice • Partner Copy • Learn to demo guide development blocks video • Documentation • Email portal templates

Microsoft 365 for Partners Microsoft 365 Partner Launchpad

Discover Solutions Build Customised Sell with • Review Cloud service Offers Confidence benefits • Combine Cloud services • Seller readiness • Understand buyer and hardware to create • Pitch decks and profiles offers Datasheets • Perform customer • Estimate revenue and • Go-to-market assessment profitability campaigns • Export offers to excel

Microsoft 365 Partner Launchpad Announcement Blog Partner Execution Partner execution for Modern Workplace in SMB

Show value Drive deployment SMB security assessments Deployment Guide Guided product tour (demo) Microsoft 365 Certification exams Value Discovery Modern Workplace community calls

1 2 1 Show value | SMB security assessment

A simple assessment to identify gaps in a current SMB’s security strategy and help you generate leads for your security practice

Available @ aka.ms/smbsecurity 1 Show value | Guided Product Tour

Create tenants for Microsoft 365 Enterprise and Business Active tenants Click through scenario decks Walkthrough guides

Available @ Demos.Microsoft.com 1 Show value | Value Discovery

Available @ Transform.Microsoft.com 2 Drive deployment | Microsoft 365 Business deployment

A guide to help you through end-to- end deployment of Microsoft 365 Business across different environments

Available @ aka.ms/m365bpartners 2 Drive deployment | Microsoft 365 Certifications

New Microsoft 365 certification exams to build technical capacity

Available @ Microsoft Learning 2 Drive deployment | Modern Workplace MPC

Partner Community for Modern Workplace replacing Yammer groups

Monthly update calls from the Microsoft team

Available @ aka.ms/ukmodernworkplace Resources

Microsoft 365 Enterprise Microsoft 365 Partner Guided Experience Business Value Tools FastTrack Partner Opportunity

Identify a solution Microsoft 365 aka.ms/m365bpartners Microsoft 365 Launchpad Business Program page

Microsoft 365 Partner Site Creating your Modern Workplace practice Microsoft 365 Business customer targeting best practice

1 Target Medium SMBs 2 Conversation starter 3 Use market moments Focus on 25-300 seat low to Office 365 Business Premium Security is top of mind for many SMBs and is medium risk SMB customers customers are ripe to move becoming a business issue vs. technology issue

Most success in legal, consulting, Customers on legacy Office and GDPR and similar regulations across the world healthcare and manufacturing Windows should have a roadmap to are forcing SMB customers to think carefully get to Microsoft 365 Business about compliance

SMB customers currently using EMS End of Support for Office 2010 and Windows 7 and/ or competitive security solutions is a large moment for SMB with 50% of can converge their technology customers using one of these technologies investment into one solution Cloud Ascent What is it?

Cloud Ascent is an data driven, easy-to-use customer targeting model that was created to deliver intelligent leads and deep customer insights to help you capitalize on the opportunity in your install base How Cloud Ascent can help grow your business

What you get How it works A single dashboard with a downloadable file that… Aggregates data from hundreds of FIT INTENT internal/external sources and signals Internal Data Browsing Patterns • Lists all of your customers ready (MS Sales & MSX) for renewal Applies predictive modelling to determine Deep Technology Content customer fit and intent Install Data Consumption • Prioritizes customers based on the • Fit – How frequently is a given product sold Firmographic Social relevance of a given workload to their Information Engagement current environment and their likelihood within similar customer environments? to buy at this time • Intent – Is there a set of activities that indicates a customer is looking to buy a Intent Signals • Provides insights into cross-sell and upsell given product? High Medium Low Very Low opportunities Propensity High High Determines customers propensity to buy a Medium Medium • Identifies specific recommended actions given product by mapping fit against intent based on a specific customers rating Low Low

Very Low

Customer Signals Fit Very Low • Calculates the likelihood of customer renewal Your Cloud Ascent dashboard on MPN

1 Customizable Filters Breakdown your target customer list based on product, area, and industry

2 Simple customer clusters Categorized target customers in order of their propensity to buy

3 Clear opportunity indicators Quantify your target customer list based on customer count, and expiring revenue

4 Downloadable Workbook Navigate to the complete customer opportunities workbook for more information Profitability and Incentives CSP Indirect Reseller Incentive

Seats sold from January 2019 75 seats of Office 365 Business Premium £11.30 £847 month revenue £458 incentives over 6 months (estimated)

Seats sold from January 2019 75 seats of Microsoft 365 Business £15.10 £1132 per month £612 paid in incentives over 6 months (estimated) Microsoft 365 incentives and profitability

Seats sold between Jul-Dec 2018 • 75 seats of Microsoft 365 Business £15.10 • $375 bounty paid

Join the January Incentives Webinar https://www.microsoft.com/microsoft-365/partners/business/scholarship steps Q&A and a quick roundtable What is resonating with customers about Microsoft 365? Do you feel like we have the right mix of features in Microsoft 365 Business? What can our Indirect providers and Microsoft do to help you sell Microsoft 365? Feedback

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