Latest trends in digital marketing & should you jump on the bandwagon?

Digital Marketing is a revolution in the technological era we are witnessing. As technology is taking over a lot of aspects of our lives, marketers took the opportunity of reaching out to people through their favorite technological devices, engage with them and be on the same level of the world’s technological development. Digital marketing is a relatively new field, but it’s growing really fast and it’s taking over all the traditional media and marketing channels. It is a revolution and a trend that everyone including marketers want to be a part of. Moreover, in order for Digital Marketing to keep this hype and success it has to cope and adjust its systems with the technological improvements and inventions. If we look at digital marketing 10 years ago, it is so much different than what it is in the present days, and who knows how it’s going to change and develop in the future?

Many marketing experts anticipate the future of digital marketing and have kind of similar views – maybe slightly different – about how the future of digital marketing will look. I gathered all the information about the future trends of digital marketing, and this week I will dedicate my post to introduce you to those trends and see if they are worth jumping on the bandwagon for!

So, Are you READY to take a look into the future through the eyes of Digital Marketing?

According to Bill Gates : “the future advertising is the internet.” As he saw the debate between online and offline advertising as obsolete, because soon all media channels will be powered by the Internet. What Bill Gates is stating is very serious and true, as the online world is taking over the offline and traditional world, it became essential for all countries, organizations, companies, brands and even people to exist online. This became the way of communicating and exchanging information, not only locally but internationally - whether if its digital marketing, public relations or simply socializing. However, until the Internet dominates the whole world, offline and traditional trends must exist to support the online world.

Dave Pryde, answers a very important question in his article “So What is the Future of Digital Marketing?” . He says that through his experiences and the conferences that he attended, there’s no single or clear answer to this question, the vision of the future of Digital Marketing is kind of a blur as its developing too fast leaving people with a question mark on their heads. However, he said: “The innovation that represents the future of digital marketing is primarily in how each channel is represented, managed and utilized – focusing more on value to the end user and striving to maximize their experience beyond anything else.”

Now, since there are no expectations of how much digital marketing will grow, since its growth depends on the advancement of technology, Dave Chaffey came up with a list of his predictions on 2011 digital marketing trends. Chaffey focuses on digital marketing developments of 2010 and he gives some ideas on how to best respond to these in 2011.

Here is Chaffey’s 2011 trends list:

Trend 1 Content / engagement strategy

We all know that “Content is King”, so develop and refine your content strategy to compete effectively in your category. Remember, It’s not just text content, it’s video content, pod casts, and apps.

Trend 2 Digital Marketing Optimization

In the beginning there was search engine optimization, then conversion rate optimization and social media optimization. The analytical tools available to digital marketers enable analysis and optimization of performance as provided by many agencies in these fields. Harness the free and paid tools to support analysis and automation.

Trend 3 Right Touching

Our prospects and customers increasingly use multiple channels when selecting products and services switching between digital media and traditional media. So it’s important to understand their preferences. Therefore, Refine and automate your contact strategies to support right touching requires investment in integrated contact strategies project upfront which is why many haven’t implemented yet.

Trend 4 Social media marketing

You may have heard of this… People don’t go online to “surf the web” today, they “Facebook”. Every company needs a Facebook strategy and the right resources to manage it unless their brand is so badly perceived it will do more harm than good. That’s why it’s important to decide on the priorities for your different social presences, for example using the digital marketing radar and again resource and review to make effective

Trend 5 The resurgence of display advertising

Resurgence may be overstating it but many companies have found the newer remarketing and retargeting options available through established ad networks and Google’s new Adwords Remarketing feature effective. Using weighted attribution studies can also help establish the value of the display advertising halo effect.

Trend 6 Mobile Strategy

The growth in use of Apple App store has been phenomenal, increasing by several billions of downloads in 2010. Meanwhile other handset manufacturers are achieving success with apps, although Apple still has over two thirds of the market by download. See the about mobile app strategy which summarizes the growth and the options of app strategy.

Trend 7 Googlization

In many countries, including the UK Google still drives the majority of traffic or it should if you get your SEO and PPC right. It’s increasingly important for generating awareness and display through the new Googled Display network too which in 2010 saw remarketing added. Google is so important for most pureplays that you could say you need a specific “Google Strategy”. A Google strategy requires an intimate understanding of your online marketplace or ecosystem. Oftentimes partnering, PR and contextual advertising can help you by thinking beyond your own SERPs position.

Trend 8 Online channel integration

With growth of importance of social media channels it has been suggested that email marketing is dead or less relevant. My belief is the two work best in an integrated way. To get ideas on the best strategies to achieve this I recommend signing up to Social Email Marketing.

Trend 9 Touchpoint attribution

Since online conversion to sale may occur over several site visits, it’s important to analyze and attribute sale to all of the channels that contributed, not just the last click. Online marketers have been grappling with this for a long time, but in 2010 these cases show that more companies got on top of this.

Trend 10 Privacy wars

Many of the keys to success online have a dirty secret – they rely on cookies. From Google Analytics to Remarketing to on-site personalization, persistent cookies are needed to track and target behavior. But the media are intent on scaring consumers about threats to their privacy so unless marketers take action we’re going to lose some of the greatest benefits of online medias which will negatively effect marketers.

Trend 11 Digital marketing = Marketing?

We can no longer call digital media new now. With an increasing amount of media consumption and media spend migrating online, some are suggesting we don’t need a separate discipline of digital marketing, we don’t need separate digital strategies, but integration is the name of the game.

What do you think?

This is a summarized version of Chaffey’s article, Click here to read more and enjoy the slideshow.

Exciting trends! Not new as we are familiar with them but we haven’t made the best and absolute use out of them. There’s still a lot that we can benefit from those trends!

Now, if you’re going to ask me. Does the future trends of digital marketing seem worth jumping on the bandwagon?

I would say YES! It’s absolutely worth it. It is definitely worth investing into building a presence and existence online because this where the world is moving now. Establish your name online and ensure a place on the digital marketing world, because sooner or later this market will be HUGE – bigger than what it is now – which will make it harder to compete. Therefore, it’s important to start now because the future of digital marketing looks Bright!

Hope this helps you and encourages you to take the next step on developing your brands and companies. Wish you all the best in your digital marketing journeys, they will be full of pleasant surprises and results.

Treat!

I found a video about the future trends of digitalization and digital marketing by Dean Donaldson, Director of Digital Experience at Eyeblaster. He’s very knowledgeable and has good views on the future of digitalization and technological developments. Click Here to watch it.

Innas A.

Winning pitches. The art and the science.

In about a week from today, I will have to pitch a Digital Marketing idea to a real life client – HOW EXCITING!

As much as I’m excited about it, I’m also nervous as I really want my pitch to be Perfect!

So this week I’m going to write about how to win pitches? & The Art and Science behind it…

Pitching is not just about having an idea and presenting it to the clients, you need to make it SHINE for them so they can buy it. Therefore, science and art contribute in creating perfect pitches.

Science: Being precise, accurate and simple is essential; you don’t want to mix a lot of chemicals and elements in wrong portions, because you will have an explosion. – The same concept applies to pitching an idea, as you don’t want to focus too much on one part of the idea, like the costs of it and talk briefly about the creative idea because it wouldn’t make sense for the clients, and you’ll end up failing. Also, you don’t want overwhelm the clients with too many ideas because this will lead to their confusion (explosion is science terms).

Art: Use the right colors and brushes. Be creative and don’t try and be too perfect as art is all about being genuine, spontaneous and speaking your mind. – This applies to pitching too, as its like an art you need to be strategic with choosing the ideas and you need to make them as creative as possible. At the same time you have to be yourself and really speak about your ideas with passion.

Moreover, last week in my Public Relations class, the lecturer mentioned the “KISS” concept, which I thought was really cute and definitely applies to pitching!

KISS = KEEP IT SHORT & SIMPLE.

Basically, this concept stresses the importance of being brief and straight to the point. I know it’s really hard and it’s usually much easier to talk and explain your ideas in details because you “Think” that you’ll get your ideas across easier and better. BUT, that’s not true! Clients get bored if you talk for so long and in details! So you want to get you points across in a short time, with simple explanation and you have to be smart about the way and style you deliver your ideas because it can either boost you ideas or fail them.

I did my research about the art and science of pitching, and how to deliver pitches. & I found loads of tips and ideas which will help us in creating the perfect pitches and improving them.

Here are my findings:

According to FreeLanceSwitch :”Many screw up their pitch in a number of common ways, from talking too much about yourself and what you want, from not knowing what the client wants, to rambling on, to not saying who you are and why you’re perfect.”

So the website provide steps to help make the pitches PERFECT! :

1. Know the client. If you know the client well, you’re in a great position to make a great pitch. If not, you need to do some research.

2. Know their goals. You want to know what the client hopes to achieve. What message are they trying to sell to the public? Who are they reaching out to?

3. How will you help them meet those goals? To make the perfect pitch, show how you will help them meet those goals. What service will you provide that they don’t already have & and how will you be valuable to them?

4. Keep it short. Get to the point.

5. Be professional, but enthusiastic. Don’t be casual. However, being too conservative is also a mistake. You want to be enthusiastic about working for them, and that enthusiasm will catch on.

6. Don’t talk price, length, or details. You will get in the way of your main message!

7. Say who you are, but don’t brag. You need to show that you’ve done this successfully before, but you don’t want to sound like you’re overselling yourself.

8. Provide a link to your work. The best way to do this is to make a brief mention of one or two past successes, and provide a link for them to read more.

9. Follow-up. Send a polite follow-up email. They will respect your following up.

10. Make multiple pitches. The perfect pitch is one that is part of a series of pitches to multiple prospective clients.

This is a summary of the tips they mention, for details, Click here.

“Your pitch is your greeting card, your foot in the door, and, hopefully, your meal ticket.” – Hidn Ellis Foster.

FreeLanceSwitch, published another article about pitching but this one is about “4 Steps to Create a Great Pitch and Sell Your Writing”. However, I thought those tips can totally be relevant to Digital Marketing pitches!

STEP 1: Start Out Strong: Hook your audience by stating the main thrust of your article in one or two irresistible sentences

STEP 2: Tell A Story: What inspired you to get your ideas, maybe a personal story? – But Remember “Be Brief.”

STEP 3: The 3 why’s:

- Why here?

- Why now?

- Why you?

STEP 4: Back it Up: provide explanation, facts and statistics to support your ideas.

A few more tips:

1. Passion: Presenting with passion will demonstrate how much you believe in what you are bringing to the market and also has the positive side effect of grabbing and maintaining the attention of the audience.

2. Pictures are worth a thousand words: With pictures, people can easily and quickly relate to the problem and how you plan to solve it. They tend to remember the details well after the pitch is made. With Google images and micro-stock sites, you can find pictures for everything that you want to convey.

3. Keep text in a slide to no more than three lines: With more lines of text, the audience is reading ahead of what is on the slide and not listening to the story you are telling. You want the audience to pay attention to you so that they can get how passionate you are about the business.

4. Talk about the outcomes and future of you ideas: show your audience / clients how you ideas will help them and enhance their company or brand. Show them how much awareness, publicity and revenue they will get. It’s all about assumptions. But be realistic!

5. Compare favorably: Research shows quite clearly that your audience does want to know how you compare with your competitors but naming them directly is rarely (if ever) perceived positively. If you can compare yourself favorably without making the identity of the competitor in question obvious, then you’ve a good chance of triumphing.

References to those tips:

“Making a great business plan pitch”

“Win a pitch; beat competitors”

Extra information!

I found this really interesting article called “The Art of Pitching Ideas” By Matthew E. May – The author of: “The Shibumi Strategy: A Powerful Way to Create Meaningful Change”

In this article he talks about two formats or ways of how to pitch, deliver ideas and put them to Action. They are the following:

1. PECHA-KUCHA

Pecha-kucha was invented in 2003 by two architects, Mark Dytham and Astrid Klein, working in Tokyo. They owned a small event venue called Super Deluxe that wasn't doing very well. They wanted to revive the place so they invited designers and architects and artists to present their work and ideas. But there were some rules:

- Exactly 20 images (slides)

- Each slide displayed for exactly 20 seconds (total of six minutes and 40 seconds)

The format made for an effective, efficient, entertaining, and rather elegant presentation.

2. 10/20/30: "The 10/20/30 Rule of PowerPoint."

According to the guy who invented this concept: “As a venture capitalist, I have to listen to hundreds of entrepreneurs pitch their companies. Most of these pitches are crap...I am evangelizing the 10/20/30 Rule of PowerPoint. It’s quite simple: a PowerPoint presentation should have 10 slides, last no more than 20 minutes, and contain no font smaller than 30 points.”

He also mentioned that a normal human being simply can’t comprehend more than 10 concepts in a single meeting. As for the content of the slides, is the following:

1. Problem

2. Your solution

3. Business model

4. Underlying magic/technology

5. Marketing and sales

6. Competition

7. Team

8. Projections and milestones

9. Status and timeline

10. Summary and call to action

Hope this was useful, and will help you if you have to make a pitch! I personally feel a lot better and confident after learning all this! Wish Me LUCK! :)

Innas A.

Its All About Taking The Right Measurements!

Okay, so this week I thought since we learned so much about establishing Digital Marketing brands, campaigns, presence and much more, we should think about financing all those. You’ll probably think of charts, calculations and just drowning in NUMBERS! Not the best part of Digital Marketing, but it is what keeps it alive, I remember one of my maths teachers in high school telling us: “Maths and Numbers is and will be essential in your daily lives.” & Now I actually believe that.

Lets not think about it in a mathematical way, lets think about it in the context of measurement, and just making them the right way. This is how I like to put it, imagine wanting to get a suit tailored specifically for you – for a special event, the tailor will have to take your body measurements and meanwhile you’ll have to maintain the same body weight. You don’t want to lose or gain weight and make this suit not so fit on you. So it’s a process of maintenance! Even when the suit is ready!

Now, remember its not about tailoring this suit, its about your digital marketing campaign and presence! – Lets think about the measurements we need to take in order to improve and maintain your performance and effectiveness.

Here are three questions that I’m using this week to help you with measuring your success and maintaining it.

1- How to measure the effectiveness of web/digital marketing?

2- What are the process/ programs used to maintain and improve websites, social media presence?

3- How much resources should be put into improving and maintaining digital marketing? – COSTS!

I did my research to answer these questions and to make it easier for you I’m going to take you step by step to understand how to “take the right measurements”.

Here are my findings:

Firstly, I’ll talk to u about ‘How to measure the effectiveness of web/digital marketing?’

Watch this 3 minutes video by Brett Relander to get an understanding of the importance of measuring the results of your digital marketing strategies and campaigns. He also provides quick tips on how to do it, which I’m going to go in depth into them. Click here to watch the video.

It’s important to keep your attention to everything that’s happening to your business or company at all times. You need to know what’s working and what’s not in order to work on improving them, updating them and maybe eliminate things that are not working. It’s all about keeping your content, strategies and presence up to date.

According to a blog by ‘akabugeyes’ in a post called “Starting and Maintaining a website”, those are the most crucial points in the process of producing a website and maintaining it. Before I mention the points I just want to say that most digital marketing campaign and presence are based in a website and then companies expand to use email marketing, social media marketing and so on. But the main focus and the one that a lot of effort should be put into is producing a website that represents the company/business/brand.

Now here are the points:

- Establishing a Base: Drawing out and delivering on an effective concept.

- Providing Content: Communicating ideas by producing media to entertain and inform.

- Time and Commitment: Showing dedication and being responsible.

- Marketing: Spreading the word and staying true to yourself.

- Creating a Community: Bringing the concept behind a community to the World Wide Web.

- Ability to Adapt: Making adjustments in times of rapidly changing preferences.

- Analytics and The Hard Facts: Maintaining a website is not an easy task.

- Staying Secure: The Three U's: Update! Update! Update!

To learn about those points in detail, click here.

Moreover, Ben’s blog has a very nice way of explaining the importance of maintaining websites, in his post “The Process Involved in Developing and Maintaining a Website”

This is how he explains it:

Maintenance Stage

A website is built and maintained similarly to the way that a car is built and then needs to be maintained. Once your new website is live on the net, for the world to see, it needs to be maintained. If you never changed the oil, filters and tyres of your new car it would quickly come to a standstill. Website’s are dynamic entities that need to be changed, updated and improved over time. You need to add pages to them with new and exciting information to keep new and existing customers interested and coming back. You need to give people a reason to return to your website. A maintenance plan needs to be put in place for your new site.

You must also be willing to advertise your website. For example, include your website’s address (URL) on your business cards and company stationary, in print, radio and television advertisements. This will serve to direct people to your website and provides access to you or your business from within their businesses and homes. Simply having a website is no longer enough to ensure visitors and achievement of the goals of having the website. Remember that the day your site went live an additional 100,000 new sites also went live adding to the billions already live on the World Wide Web.

Furthermore, ROI is an important term in measuring the effectiveness of digital marketing.

What is ROI?

It’s simply, performance measure used to evaluate the efficiency of an investment or to compare the efficiency of a number of different investments. To read more, Click here.

Now, why is ROI important?

Well, here’s the answer:

According to PotentInteractive, in an article called ‘How To Measure Internet Marketing ROI: The Four Basic Questions’: The success of an online marketing campaign is easily measured, even formulaic, if you just follow four easy steps:

QUESTION 1: WHAT IS THE GOAL OF YOUR SITE, AND WHAT PAGES MARK THAT GOAL?

Your web site has some value-generating goal -- something that helps grow your organization. These goals are usually in line with larger organizational goals, and may include:

o Generate leads.

o Generate interest in a product or service

o Get donations

o Inform/persuade the public

o Get votes

QUESTION 2: WHAT'S THAT GOAL WORTH?

Now the hard part -- what's it worth to your organization each time you achieve that goal?

We may not know, literally, the value of each campaign. But we know their relative effectiveness. The point here is you should always consider what your web site's goal is worth. Accuracy is important, but consistency is crucial -- as long as you can measure relative effectiveness, you can evaluate advertising effectiveness.

Regardless of your goals, make sure you understand their relative value.

PS: The calculations formulas are available on the original article web page – so if you’re interested pay it a visit! Click here.

QUESTION 3: HOW MANY TIMES DID YOU ACHIEVE THAT GOAL, AND WHY?

You know what your conversion goal is, from question 1. Now you need to know how often you achieve that goal. To do that, you need at least three out of the four basic metrics:

- Landings on a specific page or file.

- Where your site visitors come from.

- Conversions.

- Source of each conversion.

Measure any three out of the four metrics, and you can determine return on investment.

QUESTION 4: WHAT DID IT COST TO ACHIEVE YOUR GOAL?

Now you bring it all together. What did you spend to achieve your goal? If you're collecting all three conversion metrics, you're set. This could be not so perfect, but you can at least determine which Internet advertising assets are not providing value.

It's better to know for sure, on a conversion-by-conversion basis, what's generating value. But even if you don't know that much, you can at least do a gut check and know which ads are ineffective. Armed with that knowledge, you can make changes and see whether those changes improve results.

Now we know how and the importance of measuring the effectiveness of Digital Marketing. Lets move to the second question: ‘What are the process/ programs used to maintain and improve websites, social media presence?’

Its time to introduce ACRE! Or as the article I found calls it RACE. It’s a practical framework to improve you digital marketing.

What is RACE? – SmartInsights answers this question in article called: ‘Introducing RACE = A practical framework to improve your digital marketing’ By Dave Chaffey.

Here’s their answer:

RACE consists of four steps or online marketing activities designed to help brands engage their customers throughout the customer lifecycle.

Step 1: Reach. Reach means building awareness of a brand, its products and services on other websites and in offline media in order to build traffic by driving visits to different web presences like your main site, micro-sites or social media sites.

Step 2: Act. Act is about persuading site visitors or prospects take the next step on their journey when they initially reach your site or social network presence. It may mean finding out more about a company or it’s products, searching to find a product or reading a blog post. It’s about engaging the audience through relevant, compelling content and clear navigation pathways so that they don’t hit the back button. The bounce rates on many sites is greater than 50%, so getting the audience to act or participate is a major challenge which is why we have identified it separately.

Step 3: Convert. Conversion is where the visitor commits to form a relationship which will generate commercial value for the business. It’s where marketing goals such as leads or sales on web presences and offline.

Step 4: Engage. – Build customer relationships through time to achieve retention goals.

You may ask - Why RACE?

According to this article, RACE is a practical framework to help manage and improve results from your digital marketing. Ultimately it’s about using best practice web analytics techniques to get more commercial value from investments in digital marketing. We hope it will help simplify your approach to reviewing the performance of your online marketing and taking actions to improve it’s effectiveness.

HubSpotBlog mentions other ways of measuring the success of digital marketing through digital marketing.

Here they are:

1- Facebook Fans & Page Views

2- YouTube Video Views and Subscribers

3- Del.icio.us bookmarks of your website

4- Rank in Search Engines - Both branded and generic terms

5- Number of Articles on Digg and Number of Votes

To read more visit the original article. Click here.

Finally we reached the hardest and most important part of evaluating digital marketing and knowing how to maintain it. Its time for MONEY talk! $$$$$

Reminder: The question I’m about to answer is: ‘How much resources should be put into improving and maintaining digital marketing? – COSTS!’

I talked in one of my previous blog posts about how much it costs to develop, launch and maintain a website: ‘How To Deliver a Digital Marketing Project on Brief, Time & Budget?’

I’m going to talk about it briefly again, but for extra information click on the previous link to my previous blog post or visit SoloSignal.

For an interactive website with custom design and quality coding, I would expect to pay somewhere in the range of $2,000 to $15,000. If you are paying less, you are probably getting an off-the-shelf CMS with a generic design template. For more complex sites or online applications, expect to pay $20,000+.

What do you pay this money for?

· Details. Professional designers and firms pay particular attention to the details that will make or break your site.

· Time. Most people who end up using a professional designer or firm understand that their time is worth something, and that spending your time on your core business is one of the best places you can invest your time. Working with web professionals allows you to tap into our experience and knowledge and save hundreds of hours.

· Experience. A professional designer or design firm isn’t just selling you hours on a project; we’re selling you years of experience in the sometimes-overwhelming world of the Internet.

· Knowledge. When you hire a professional designer or firm, you are also getting access to a wealth of information that we’ve gathered and are happy to share.

I found another article on 720-Media, called: ‘Web Design and Website Maintenance Average Cost?’

Those are the costs of designing and maintaining websites:

Website Maintenance Rates

Small websites = $25 – $150 per month

Medium websites = $150 – $350 per month

Large websites = $350+ per month

Website Design Average Price

Average cost to design and develop a high quality website is $990 – $1,500 for small sites and under $2,500 for medium-sized websites. Price for larger websites is typically $3,500 and up. Our website packages include a phone training showing you how to manage the content and optimize your site for search engine optimization (SEO).

This website can also do the job for you so pay a visit and look at the packages they have, they’re Good!

Other than the websites, most companies should have Social Media Coordinators. I found some information about job vacancies and information for the US embassy at Haiti, on NewJobsCorner – A bit random but gives us an idea of the job!

Work Hours: Part-time; 20-30 hours/week


Salary: *Ordinarily Resident: 971,436 HTG p.a. (Starting salary) *Not-Ordinarily Resident (NOR): $50,043 USD p.a. (Starting salary)

Basic Function Of Position: Incumbent manages and maintains the embassy Website and all embassy social media outreach in accordance with State Department guidelines and regulations; monitors and evaluates the embassy’s on-line presence; and advises the Public Affairs Officer (PAO) and other embassy officers on effective use of social media for promoting US Government goals and objectives in Haiti.

Qualifications Required:

1. University degree in one of the following fields: Political science, International Affairs, Economics, Communication, Journalism, Business Administration or other related field.


2. At least four years experience working overseas with an international governmental or non-governmental organization with increasing levels of management responsibility.


3. Level IV (Fluent) proficiency in spoken and written English, French and Creole required.


4. Familiarity with USG procedures, rules, regulations and policy priorities.


5. Knowledge of and experience with word processing, spreadsheet programs, the Internet, electronic mail and social media.


6. Experience in development and management of websites and other social media tools, such as Facebook, SMS messaging, YouTube, Twitter, Flickr, MySpace, Hi5, pod-casting and blogging.

Here are some extra websites/information about the 3 questions I answered:

- ‘How to Maintain your Website Successfully’ this article talks about maintaining websites in details (weekly, monthly and annuals tasks), it also talks about The Power of Analytics. Worth a visit!

- ‘Measuring Marketing Campaign Performance’ this article stresses the importance of Tracking and measuring the performance of integrated marketing campaigns. Also, it takes/shows you how to do it. Very useful.

- ‘The Web Marketing Checklist: 37 Ways to Promote Your Web’ I love checklists, and this is a very good one as you can see if you’re on the right track and measure you successfulness.

- ‘The REAL Cost of Getting & Maintaining a Website’ I think the title speaks for itself, this article talks about the costs in details. Has some REAL money talk! J

Hope this was useful.

Good Luck with Your Measurements!

Innas A.