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Envelope-to: suzana@digitalaesthetics.org
Delivery-date: Wed, 27 Nov 2024 12:17:35 -0500
From: Donna Weber via LinkedIn <newsletters-noreply@linkedin.com>
Message-ID: <1059780203.33486750.1732727839013@lor1-app48214.prod.linkedin.com>
Subject: Customers don't want a Hole in the Wall
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 <suzana@digitalaesthetics.org>
Date: Wed, 27 Nov 2024 17:17:19 +0000 (UTC)
Require-Recipient-Valid-Since: suzana@digitalaesthetics.org; Wed, 15 Nov 2023 19:35:50 +0000

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Donna's Onboarding Insights

By Donna Weber

=20
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    Read this article on LinkedIn to join the conversation
Read on LinkedIn
https://www.linkedin.com/comm/pulse/customers-dont-want-hole-wall-donna-web=
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TgwNmM2YWMyNywxLDE%3D
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Join the conversation
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.md\:w-2\/5 {
    width: 40%;
  }

.md\:w-3\/5 {
    width: 60%;
  }

.md\:w-4 {
    width: 32px;
  }

.md\:w-\[280px\] {
    width: 280px;
  }

.md\:w-\[392px\] {
    width: 392px;
  }

.md\:w-\[452px\] {
    width: 452px;
  }

.md\:w-\[500px\] {
    width: 500px;
  }

.md\:w-\[calc\(100\%\+44px\)\] {
    width: calc(100% + 44px);
  }

.md\:w-\[calc\(37\%-40px\)\] {
    width: calc(37% - 40px);
  }

.md\:w-\[calc\(50\%-40px\)\] {
    width: calc(50% - 40px);
  }

.md\:max-w-\[392px\] {
    max-width: 392px;
  }

.md\:max-w-\[576px\] {
    max-width: 576px;
  }

.md\:flex-1 {
    flex: 1 1 0%;
  }

.md\:flex-row {
    flex-direction: row;
  }

.md\:items-center {
    align-items: center;
  }

.md\:justify-start {
    justify-content: flex-start;
  }

.md\:justify-end {
    justify-content: flex-end;
  }

.md\:justify-center {
    justify-content: center;
  }

.md\:justify-between {
    justify-content: space-between;
  }

.md\:overflow-x-hidden {
    overflow-x: hidden;
  }

.md\:whitespace-nowrap {
    white-space: nowrap;
  }

.md\:px-1 {
    padding-left: 8px;
    padding-right: 8px;
  }

.md\:px-3 {
    padding-left: 24px;
    padding-right: 24px;
  }

.md\:py-1\.5 {
    padding-top: 12px;
    padding-bottom: 12px;
  }

.md\:py-4 {
    padding-top: 32px;
    padding-bottom: 32px;
  }

.md\:py-6 {
    padding-top: 48px;
    padding-bottom: 48px;
  }

.md\:pb-2 {
    padding-bottom: 16px;
  }

.md\:pb-6 {
    padding-bottom: 48px;
  }

.md\:pb-\[200px\] {
    padding-bottom: 200px;
  }

.md\:pl-1 {
    padding-left: 8px;
  }

.md\:pl-4 {
    padding-left: 32px;
  }

.md\:pl-\[32px\] {
    padding-left: 32px;
  }

.md\:pl-\[41px\] {
    padding-left: 41px;
  }

.md\:pl-\[56px\] {
    padding-left: 56px;
  }

.md\:pr-1 {
    padding-right: 8px;
  }

.md\:pr-\[320px\] {
    padding-right: 320px;
  }

.md\:pr-\[88px\] {
    padding-right: 88px;
  }

.md\:pt-0 {
    padding-top: 0px;
  }

.md\:pt-1 {
    padding-top: 8px;
  }

.md\:pt-6 {
    padding-top: 48px;
  }

.md\:text-\[40px\] {
    font-size: 40px;
  }

.md\:text-md {
    font-size: 16px;
  }
}
@media (min-width: 1200px) {
  .lg\:\!absolute {
    position: absolute !important;
  }

.lg\:left-\[-48px\] {
    left: -48px;
  }

.lg\:left-\[-56px\] {
    left: -56px;
  }

.lg\:left-\[-58px\] {
    left: -58px;
  }

.lg\:right-\[8px\] {
    right: 8px;
  }

.lg\:my-6 {
    margin-top: 48px;
    margin-bottom: 48px;
  }

.lg\:ml-0 {
    margin-left: 0px;
  }

.lg\:ml-1 {
    margin-left: 8px;
  }

.lg\:ml-12 {
    margin-left: 96px;
  }

.lg\:ml-3 {
    margin-left: 24px;
  }

.lg\:ml-\[-33px\] {
    margin-left: -33px;
  }

.lg\:ml-\[10px\] {
    margin-left: 10px;
  }

.lg\:block {
    display: block;
  }

.lg\:flex {
    display: flex;
  }

.lg\:inline-flex {
    display: inline-flex;
  }

.lg\:hidden {
    display: none;
  }

.lg\:h-4 {
    height: 32px;
  }

.lg\:h-6 {
    height: 48px;
  }

.lg\:h-\[20px\] {
    height: 20px;
  }

.lg\:w-4 {
    width: 32px;
  }

.lg\:w-6 {
    width: 48px;
  }

.lg\:w-\[20px\] {
    width: 20px;
  }

.lg\:w-\[calc\(100\%\+56px\)\] {
    width: calc(100% + 56px);
  }

.lg\:w-\[calc\(37\%-32px\)\] {
    width: calc(37% - 32px);
  }

.lg\:w-\[calc\(50\%-32px\)\] {
    width: calc(50% - 32px);
  }

.lg\:max-w-x-article-width {
    max-width: 816px;
  }

.lg\:flex-col {
    flex-direction: column;
  }

.lg\:items-center {
    align-items: center;
  }

.lg\:pl-4 {
    padding-left: 32px;
  }

.lg\:pl-\[33px\] {
    padding-left: 33px;
  }

.lg\:pl-\[40px\] {
    padding-left: 40px;
  }

.lg\:pl-\[41px\] {
    padding-left: 41px;
  }

.lg\:pl-\[88px\] {
    padding-left: 88px;
  }

.lg\:pr-1 {
    padding-right: 8px;
  }

.lg\:pr-4 {
    padding-right: 32px;
  }

.lg\:text-\[40px\] {
    font-size: 40px;
  }

.lg\:text-display-lg {
    font-size: 48px;
  }

.lg\:text-lg {
    font-size: 20px;
  }

.lg\:text-md {
    font-size: 16px;
  }

.lg\:text-sm {
    font-size: 14px;
  }
}
@media (min-width: 1440px) {
  .xl\:ml-6 {
    margin-left: 48px;
  }

.xl\:w-6 {
    width: 48px;
  }

.xl\:w-\[50px\] {
    width: 50px;
  }

.xl\:pl-8 {
    padding-left: 64px;
  }

.xl\:pl-\[120px\] {
    padding-left: 120px;
  }

.xl\:pr-8 {
    padding-right: 64px;
  }
}
@media (max-width: 767px) {
  .babybear\:\!-top-0\.5 {
    top: -4px !important;
  }

.babybear\:-top-1 {
    top: -8px;
  }

.babybear\:bottom-0 {
    bottom: 0px;
  }

.babybear\:bottom-\[120\%\] {
    bottom: 120%;
  }

.babybear\:left-3 {
    left: 24px;
  }

.babybear\:right-4 {
    right: 32px;
  }

.babybear\:top-0\.5 {
    top: 4px;
  }

.babybear\:z-0 {
    z-index: 0;
  }

.babybear\:order-last {
    order: 9999;
  }

.babybear\:m-0 {
    margin: 0px;
  }

.babybear\:mx-0 {
    margin-left: 0px;
    margin-right: 0px;
  }

.babybear\:mx-1\.5 {
    margin-left: 12px;
    margin-right: 12px;
  }

.babybear\:my-2 {
    margin-top: 16px;
    margin-bottom: 16px;
  }

.babybear\:-mt-0\.5 {
    margin-top: -4px;
  }

.babybear\:mb-0 {
    margin-bottom: 0px;
  }

.babybear\:mb-0\.5 {
    margin-bottom: 4px;
  }

.babybear\:mb-1 {
    margin-bottom: 8px;
  }

.babybear\:mb-2 {
    margin-bottom: 16px;
  }

.babybear\:ml-0 {
    margin-left: 0px;
  }

.babybear\:ml-1 {
    margin-left: 8px;
  }

.babybear\:mr-0 {
    margin-right: 0px;
  }

.babybear\:mt-0 {
    margin-top: 0px;
  }

.babybear\:mt-0\.5 {
    margin-top: 4px;
  }

.babybear\:mt-\[6px\] {
    margin-top: 6px;
  }

.babybear\:hidden {
    display: none;
  }

.babybear\:h-4 {
    height: 32px;
  }

.babybear\:h-6 {
    height: 48px;
  }

.babybear\:h-\[180px\] {
    height: 180px;
  }

.babybear\:h-\[26px\] {
    height: 26px;
  }

.babybear\:h-\[360px\] {
    height: 360px;
  }

.babybear\:h-\[59px\] {
    height: 59px;
  }

.babybear\:h-\[64px\] {
    height: 64px;
  }

.babybear\:h-\[72px\] {
    height: 72px;
  }

.babybear\:h-auto {
    height: auto;
  }

.babybear\:max-h-4 {
    max-height: 32px;
  }

.babybear\:max-h-\[225px\] {
    max-height: 225px;
  }

.babybear\:max-h-\[250px\] {
    max-height: 250px;
  }

.babybear\:max-h-\[400px\] {
    max-height: 400px;
  }

.babybear\:min-h-\[134px\] {
    min-height: 134px;
  }

.babybear\:w-1 {
    width: 8px;
  }

.babybear\:w-11\/12 {
    width: 91.666667%;
  }

.babybear\:w-6 {
    width: 48px;
  }

.babybear\:w-\[105px\] {
    width: 105px;
  }

.babybear\:w-\[199px\] {
    width: 199px;
  }

.babybear\:w-\[26px\] {
    width: 26px;
  }

.babybear\:w-\[360px\] {
    width: 360px;
  }

.babybear\:w-\[64px\] {
    width: 64px;
  }

.babybear\:w-\[calc\(100\%-68px\)\] {
    width: calc(100% - 68px);
  }

.babybear\:w-fit {
    width: fit-content;
  }

.babybear\:w-full {
    width: 100%;
  }

.babybear\:min-w-full {
    min-width: 100%;
  }

.babybear\:max-w-\[300px\] {
    max-width: 300px;
  }

.babybear\:max-w-\[32px\] {
    max-width: 32px;
  }

.babybear\:max-w-\[790px\] {
    max-width: 790px;
  }

.babybear\:max-w-md {
    max-width: 28rem;
  }

.babybear\:flex-auto {
    flex: 1 1 auto;
  }

.babybear\:flex-none {
    flex: none;
  }

.babybear\:basis-0 {
    flex-basis: 0px;
  }

.babybear\:-translate-x-50\% {
    transform: translate(0, 0) rotate(0) skewX(0) skewY(0) scaleX(1) scaleY=
(1);
  }

@media (max-width: 767px) {
    .babybear\:-translate-x-50\% {
      transform: translate(-50%, 0) rotate(90deg) skewX(0) skewY(0) scaleX(=
1) scaleY(1);
    }

@media (max-width: 767px) {
      .babybear\:-translate-x-50\% {
        transform: translate(-50%, 0) rotate(90deg) skewX(0) skewY(0) scale=
X(1) scaleY(1);
      }

@media (max-width: 767px) {
        .babybear\:-translate-x-50\% {
          transform: translate(-50%, 0) rotate(90deg) skewX(0) skewY(0) sca=
leX(1) scaleY(1);
        }

@media (max-width: 767px) {
          .babybear\:-translate-x-50\% {
            transform: translate(-50%, 0) rotate(90deg) skewX(0) skewY(0) s=
caleX(1) scaleY(1);
          }

@media (max-width: 767px) {
            .babybear\:-translate-x-50\% {
              transform: translate(-50%, 0) rotate(90deg) skewX(0) skewY(0)=
 scaleX(1) scaleY(1);
            }

@media (max-width: 767px) {
              .babybear\:-translate-x-50\% {
                transform: translate(-50%, 0) rotate(90deg) skewX(0) skewY(=
0) scaleX(1) scaleY(1);
              }

@media (max-width: 767px) {
                .babybear\:-translate-x-50\% {
                  transform: translate(-50%, 0) rotate(90deg) skewX(0) skew=
Y(0) scaleX(1) scaleY(1);
                }

@media (max-width: 767px) {
                  .babybear\:-translate-x-50\% {
                    transform: translate(-50%, 0) rotate(90deg) skewX(0) sk=
ewY(0) scaleX(1) scaleY(1);
                  }

@media (max-width: 767px) {
                    .babybear\:-translate-x-50\% {
                      transform: translate(-50%, 0) rotate(90deg) skewX(0) =
skewY(0) scaleX(1) scaleY(1);
                    }

@media (max-width: 767px) {
                      .babybear\:-translate-x-50\% {
                        transform: translate(-50%, 0) rotate(90deg) skewX(0=
) skewY(0) scaleX(1) scaleY(1);
                      }

@media (max-width: 767px) {
                        .babybear\:-translate-x-50\% {
                          transform: translate(-50%, 0) rotate(90deg) skewX=
(0) skewY(0) scaleX(1) scaleY(1);
                        }

@media (max-width: 767px) {
                          .babybear\:-translate-x-50\% {
                            transform: translate(-50%, 0) rotate(90deg) ske=
wX(0) skewY(0) scaleX(1) scaleY(1);
                          }

@media (max-width: 767px) {
                            .babybear\:-translate-x-50\% {
                              transform: translate(-50%, 0) rotate(90deg) s=
kewX(0) skewY(0) scaleX(1) scaleY(1);
                            }

@media (max-width: 767px) {
                              .babybear\:-translate-x-50\% {
                                transform: translate(-50%, 0) rotate(90deg)=
 skewX(0) skewY(0) scaleX(1) scaleY(1);
                              }

@media transform: translate(0, 0) rotate(0) s=
kewX(0) skewY(0) scaleX(1) scaleY(1);
     (max-width: 767px) {
                                .babybear\:rotate-90 {
                                  transform: translate(-50%, 0) rotate(90de=
g) skewX(0) skewY(0) scaleX(1) scaleY(1);
                                }

@media (max-width: 767px) {
                                  .babybear\:rotate-90 {
                                    transform: translate(-50%, 0) rotate(90=
deg) skewX(0) skewY(0) scaleX(1) scaleY(1);
                                  }

@media (max-width: 767px) {
                                    .babybear\:rotate-90 {
                                      transform: translate(-50%, 0) rotate(=
90deg) skewX(0) skewY(0) scaleX(1) scaleY(1);
                                    }

@media (max-width: 767px) {
                                      .babybear\:rotate-90 {
                                        transform: translate(-50%, 0) rotat=
e(90deg) skewX(0) skewY(0) scaleX(1) scaleY(1);
                                      }

@media (max-width: 767px) {
                                        .babybear\:rotate-90 {
                                          transform: translate(-50%, 0) rot=
ate(90deg) skewX(0) skewY(0) scaleX(1) scaleY(1);
                                        }

@media (max-width: 767px) {
                                          .babybear\:rotate-90 {
                                            transform: translate(-50%, 0) r=
otate(90deg) skewX(0) skewY(0) scaleX(1) scaleY(1);
                                          }

@media (max-width: 767px) {
                                            .babybear\:rotate-90 {
                                              transform: translate(-50%, 0)=
 rotate(90deg) skewX(0) skewY(0) scaleX(1) scaleY(1);
                                            }

@media (max-width: 767px) {
                                              .babybear\:rotate-90 {
                                                transform: translate(-50%, =
0) rotate(90deg) skewX(0) skewY(0) scaleX(1) scaleY(1);
                                              }

@media (max-width: 767px) {
                                                .babybear\:rotate-90 {
                                                  transform: translate(-50%=
, 0) rotate(90deg) skewX(0) skewY(0) scaleX(1) scaleY(1);
                                                }

@media (max-width: 767px) {
                                                  .babybear\:rotate-90 {
                                                    transform: translate(-5=
0%, 0) rotate(90deg) skewX(0) skewY(0) scaleX(1) scaleY(1);
                                                  }

@media (max-width: 767px)=
 {
                                                    .babybear\:rotate-90 {
                                                      transform: translate(=
-50%, 0) rotate(90deg) skewX(0) skewY(0) scaleX(1) scaleY(1);
                                                    }

@media (max-width: 767p=
x) {
                                                      .babybear\:rotate-90 =
{
                                                        transform: translat=
e(-50%, 0) rotate(90deg) skewX(0) skewY(0) scaleX(1) scaleY(1);
                                                      }

@media (max-width: 76=
7px) {
                                                        .babybear\:rotate-9=
0 {
                                                          transform: transl=
ate(-50%, 0) rotate(90deg) skewX(0) skewY(0) scaleX(1) scaleY(1);
                                                        }

@media (max-width: =
767px) {
                                                          .babybear\:rotate=
-90 {
                                                            transform: tran=
slate(-50%, 0) rotate(90deg) skewX(0) skewY(0) scaleX(1) scaleY(1);
                                                          }

flex-direction: r=
ow;
    .babybear\:flex-col {
                                                            flex-direction:=
 column;
                                                          }

.babybear\:flex-w=
rap {
                                                            flex-wrap: wrap=
;
                                                          }

.babybear\:items-=
start {
                                                            align-items: fl=
ex-start;
                                                          }

.babybear\:items-=
center {
                                                            align-items: ce=
nter;
                                                          }

.babybear\:justif=
y-start {
                                                            justify-content=
: flex-start;
                                                          }

.babybear\:justif=
y-end {
                                                            justify-content=
: flex-end;
                                                          }

.babybear\:justif=
y-center {
                                                            justify-content=
: center;
                                                          }

.babybear\:justif=
y-between {
                                                            justify-content=
: space-between;
                                                          }

.babybear\:justif=
y-around {
                                                            justify-content=
: space-around;
                                                          }

.babybear\:self-s=
tart {
                                                            align-self: fle=
x-start;
                                                          }

.babybear\:self-c=
enter {
                                                            align-self: cen=
ter;
                                                          }

.babybear\:overfl=
ow-y-auto {
                                                            overflow-y: aut=
o;
                                                          }

.babybear\:rounde=
d-\[0px\] {
                                                            border-radius: =
0px;
                                                          }

.babybear\:border=
-b-1 {
                                                            border-bottom-w=
idth: 1px;
                                                          }

.babybear\:border=
-r-0 {
                                                            border-right-wi=
dth: 0;
                                                          }

.babybear\:border=
-solid {
                                                            border-style: s=
olid;
                                                          }

.babybear\:border=
-color-border-low-emphasis {
                                                            border-color: r=
gba(0, 0, 0, 0.3);
                                                          }

.babybear\:bg-col=
or-brand {
                                                            background-colo=
r: #0a66c2;
                                                          }

.babybear\:p-2 {
                                                            padding: 16px;
                                                          }

.babybear\:px-0 {
                                                            padding-left: 0=
px;
                                                            padding-right: =
0px;
                                                          }

.babybear\:px-2 {
                                                            padding-left: 1=
6px;
                                                            padding-right: =
16px;
                                                          }

.babybear\:px-mob=
ile-container-padding {
                                                            padding-left: 1=
6px;
                                                            padding-right: =
16px;
                                                          }

.babybear\:py-1 {
                                                            padding-top: 8p=
x;
                                                            padding-bottom:=
 8px;
                                                          }

.babybear\:py-3 {
                                                            padding-top: 24=
px;
                                                            padding-bottom:=
 24px;
                                                          }

.babybear\:pb-0 {
                                                            padding-bottom:=
 0px;
                                                          }

.babybear\:pb-2 {
                                                            padding-bottom:=
 16px;
                                                          }

.babybear\:pl-0\.=
5 {
                                                            padding-left: 4=
px;
                                                          }

.babybear\:pr-0 {
                                                            padding-right: =
0px;
                                                          }

.babybear\:pr-0\.=
5 {
                                                            padding-right: =
4px;
                                                          }

.babybear\:pt-0 {
                                                            padding-top: 0p=
x;
                                                          }

.babybear\:pt-0\.=
5 {
                                                            padding-top: 4p=
x;
                                                          }

.babybear\:pt-1 {
                                                            padding-top: 8p=
x;
                                                          }

.babybear\:pt-4 {
                                                            padding-top: 32=
px;
                                                          }

.babybear\:text-\=
[10px\] {
                                                            font-size: 10px=
;
                                                          }

.babybear\:text-l=
g {
                                                            font-size: 20px=
;
                                                          }

.babybear\:text-m=
d {
                                                            font-size: 16px=
;
                                                          }

.babybear\:text-s=
m {
                                                            font-size: 14px=
;
                                                          }

.babybear\:text-x=
l {
                                                            font-size: 24px=
;
                                                          }

.babybear\:text-x=
s {
                                                            font-size: 12px=
;
                                                          }

.babybear\:font-b=
old {
                                                            font-weight: 60=
0;
                                                          }

.babybear\:leadin=
g-\[150px\] {
                                                            line-height: 15=
0px;
                                                          }

.babybear\:last\:=
border-b-0:last-child {
                                                            border-bottom-w=
idth: 0;
                                                          }

}

}
}
@media (max-width: 991px) {
  .babymamabear\:invisible {
    visibility: hidden;
  }

.babymamabear\:static {
    position: static;
  }

.babymamabear\:mx-0 {
    margin-left: 0px;
    margin-right: 0px;
  }

.babymamabear\:mx-mobile-container-padding {
    margin-left: 16px;
    margin-right: 16px;
  }

.babymamabear\:mb-1\.5 {
    margin-bottom: 12px;
  }

.babymamabear\:ml-\[-9999px\] {
    margin-left: -9999px;
  }

.babymamabear\:mr-3 {
    margin-right: 24px;
  }

.babymamabear\:flex {
    display: flex;
  }

.babymamabear\:hidden {
    display: none;
  }

.babymamabear\:h-\[1px\] {
    height: 1px;
  }

.babymamabear\:h-\[48px\] {
    height: 48px;
  }

.babymamabear\:w-\[100vw\] {
    width: 100vw;
  }

.babymamabear\:w-\[1px\] {
    width: 1px;
  }

.babymamabear\:w-full {
    width: 100%;
  }

.babymamabear\:min-w-\[50px\] {
    min-width: 50px;
  }

.babymamabear\:basis-1\/2 {
    flex-basis: 50%;
  }

.babymamabear\:flex-col {
    flex-direction: column;
  }

.babymamabear\:flex-wrap {
    flex-wrap: wrap;
  }

.babymamabear\:bg-color-transparent {
    background-color: rgba(0, 0, 0, 0);
  }

.babymamabear\:p-0 {
    padding: 0px;
  }

.babymamabear\:px-mobile-container-padding {
    padding-left: 16px;
    padding-right: 16px;
  }

.babymamabear\:py-1\.5 {
    padding-top: 12px;
    padding-bottom: 12px;
  }
}
@media (min-width: 768px) and (max-width: 991px) {
  .mamabear\:absolute {
    position: absolute;
  }

.mamabear\:-top-0\.5 {
    top: -4px;
  }

.mamabear\:-top-1 {
    top: -8px;
  }

.mamabear\:right-4 {
    right: 32px;
  }

.mamabear\:top-\[58px\] {
    top: 58px;
  }

.mamabear\:mr-3 {
    margin-right: 24px;
  }

.mamabear\:mt-\[68px\] {
    margin-top: 68px;
  }

.mamabear\:hidden {
    display: none;
  }

.mamabear\:\!h-4 {
    height: 32px !important;
  }

.mamabear\:h-\[100\%\] {
    height: 100%;
  }

.mamabear\:\!min-h-\[32px\] {
    min-height: 32px !important;
  }

.mamabear\:w-2\/3 {
    width: 66.666667%;
  }

.mamabear\:w-48 {
    width: 384px;
  }

.mamabear\:w-\[744px\] {
    width: 744px;
  }

.mamabear\:w-\[calc\(100\%-97px\)\] {
    width: calc(100% - 97px);
  }

.mamabear\:w-full {
    width: 100%;
  }

.mamabear\:min-w-0 {
    min-width: 0px;
  }

.mamabear\:min-w-full {
    min-width: 100%;
  }

.mamabear\:max-w-\[790px\] {
    max-width: 790px;
  }

.mamabear\:flex-shrink-0 {
    flex-shrink: 0;
  }

.mamabear\:flex-row {
    flex-direction: row;
  }

.mamabear\:items-start {
    align-items: flex-start;
  }

.mamabear\:items-center {
    align-items: center;
  }

.mamabear\:self-center {
    align-self: center;
  }

.mamabear\:rounded-tr-none {
    border-top-right-radius: 0px;
  }

.mamabear\:px-2 {
    padding-left: 16px;
    padding-right: 16px;
  }

.mamabear\:px-3 {
    padding-left: 24px;
    padding-right: 24px;
  }

.mamabear\:px-mobile-container-padding {
    padding-left: 16px;
    padding-right: 16px;
  }

.mamabear\:py-3 {
    padding-top: 24px;
    padding-bottom: 24px;
  }

.mamabear\:pt-desktop-content-top-margin {
    padding-top: 16px;
  }

.mamabear\:text-center {
    text-align: center;
  }
}
@media (min-width: 768px) {
  .papamamabear\:pt-desktop-content-top-margin {
    padding-top: 16px;
  }

.after\:papamamabear\:\!h-\[37px\]::after {
    content: undefined;
    height: 37px !important;
  }

@media (min-width: 768px) {
    .after\:papamamabear\:\!h-\[37px\]::after {
      content: "";
    }

content: "".after\:papamamabear\:\!h-\[37px\]::after:content-\[\'\'\]::=
after {
      content: "";
    }

.after\:papamamabear\:\!h-\[37px\]::after:content-\[\"\"\]::after {
      content: "";
    }

.after\:papamamabear\:up-down-divider::after {
      display: flex;
      height: 100%;
      width: 1px;
      align-items: center;
      background-color: rgba(0, 0, 0, 0.3);
      text-align: center;
      content: undefined;
    }

@media (min-width: 768px) {
      .after\:papamamabear\:up-down-divider::after {
        content: "";
      }

content: "".after\:papamamabear\:up-down-divider::after:content-\[\'\=
'\]::after {
        content: "";
      }

.after\:papamamabear\:up-down-divider::after:content-\[\"\"\]::after =
{
        content: "";
      }

}

}
}
@media (min-width: 992px) {
  .papabear\:absolute {
    position: absolute;
  }

.papabear\:-top-1 {
    top: -8px;
  }

.papabear\:top-\[58px\] {
    top: 58px;
  }

.papabear\:\!mx-2 {
    margin-left: 16px !important;
    margin-right: 16px !important;
  }

.papabear\:mx-auto {
    margin-left: auto;
    margin-right: auto;
  }

.papabear\:mb-\[18px\] {
    margin-bottom: 18px;
  }

.papabear\:ml-column-gutter {
    margin-left: 24px;
  }

.papabear\:mr-2 {
    margin-right: 16px;
  }

.papabear\:mr-3 {
    margin-right: 24px;
  }

.papabear\:mt-0 {
    margin-top: 0px;
  }

.papabear\:mt-0\.5 {
    margin-top: 4px;
  }

.papabear\:mt-\[-100px\] {
    margin-top: -100px;
  }

.papabear\:mt-\[68px\] {
    margin-top: 68px;
  }

.papabear\:inline-block {
    display: inline-block;
  }

.papabear\:flex {
    display: flex;
  }

.papabear\:hidden {
    display: none;
  }

.papabear\:\!h-4 {
    height: 32px !important;
  }

.papabear\:h-6 {
    height: 48px;
  }

.papabear\:h-\[100\%\] {
    height: 100%;
  }

.papabear\:\!min-h-\[32px\] {
    min-height: 32px !important;
  }

.papabear\:min-h-\[96px\] {
    min-height: 96px;
  }

.papabear\:w-48 {
    width: 384px;
  }

.papabear\:w-\[1128px\] {
    width: 1128px;
  }

.papabear\:w-\[219px\] {
    width: 219px;
  }

.papabear\:w-\[400px\] {
    width: 400px;
  }

.papabear\:w-\[calc\(100\%-97px\)\] {
    width: calc(100% - 97px);
  }

.papabear\:w-auto {
    width: auto;
  }

.papabear\:w-content-max-w {
    width: 1128px;
  }

.papabear\:w-core-rail-width {
    width: 784px;
  }

.papabear\:w-right-rail-width {
    width: calc(1128px - 24px - 784px);
  }

.papabear\:min-w-0 {
    min-width: 0px;
  }

.papabear\:max-w-\[550px\] {
    max-width: 550px;
  }

.papabear\:flex-shrink-0 {
    flex-shrink: 0;
  }

.papabear\:flex-col {
    flex-direction: column;
  }

.papabear\:flex-nowrap {
    flex-wrap: nowrap;
  }

.papabear\:items-start {
    align-items: flex-start;
  }

.papabear\:justify-start {
    justify-content: flex-start;
  }

.papabear\:justify-center {
    justify-content: center;
  }

.papabear\:self-start {
    align-self: flex-start;
  }

.papabear\:rounded-tr-none {
    border-top-right-radius: 0px;
  }

.papabear\:border-4 {
    border-width: 4px;
  }

.papabear\:p-0 {
    padding: 0px;
  }

.papabear\:p-details-container-padding {
    padding: 24px;
  }

.papabear\:py-2 {
    padding-top: 16px;
    padding-bottom: 16px;
  }

.papabear\:pt-desktop-content-top-margin {
    padding-top: 16px;
  }

.papabear\:text-xl {
    font-size: 24px;
  }
}
@media (max-width: 768px) {
  .-md\:ml-2 {
    margin-left: 16px;
  }

.-md\:mt-1 {
    margin-top: 8px;
  }

.-md\:flex-wrap {
    flex-wrap: wrap;
  }
}
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I Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, =
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=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=
=A0 =CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=
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=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=
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=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0=CD=8F=C2=A0 =CD=8F=C2=A0=CD=8F=
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=A0=CD=8F=C2=A0=CD=8F=C2=A0 </div> <table role=3D"presentation" valign=3D"t=
op" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"512" align=3D=
"center" class=3D"mercado-container w-[512px] max-w-[512px] mx-auto my-0 p-=
0 bg-color-background-container" style=3D"-webkit-text-size-adjust: 100%; -=
ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; ma=
rgin-left: auto; margin-right: auto; margin-top: 0px; margin-bottom: 0px; w=
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tbody> <tr> <td class=3D"text-center p-3" style=3D"-webkit-text-size-adjust=
: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace=
: 0pt; padding: 24px; text-align: center;"> <table role=3D"presentation" va=
lign=3D"top" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"100%=
" class=3D"min-w-full" style=3D"-webkit-text-size-adjust: 100%; -ms-text-si=
ze-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; min-width: 1=
00%;"> <tbody> <tr> <td align=3D"left" valign=3D"middle" style=3D"-webkit-t=
ext-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; m=
so-table-rspace: 0pt;"> <a href=3D"https://www.linkedin.com/comm/feed/?lipi=
=3Durn%3Ali%3Apage%3Aemail_email_series_follow_newsletter_01%3B%2FygtwNIhQm=
C%2Bi6wBThPv2A%3D%3D&amp;midToken=3DAQGsVZCYJO6vnQ&amp;midSig=3D0iAOlc7iDdF=
Xw1&amp;trk=3Deml-email_series_follow_newsletter_01-header-0-home_glimmer_d=
ynamic_badging_high_dpi&amp;trkEmail=3Deml-email_series_follow_newsletter_0=
1-header-0-home_glimmer_dynamic_badging_high_dpi-null-du31ng~m404k97v~9o-nu=
ll-null&amp;eid=3Ddu31ng-m404k97v-9o&amp;otpToken=3DMWEwNjE4ZTUxYjJlYzFjM2I=
yMjQwNGVkNDUxY2UwYjY4OGM2ZDM0OTlhYWM4YTYxNzljNTA1NmQ0OTViNWVmNmYyZDBkZmJjNG=
RjM2ZjZTQ3YWZjY2FkNDYzZDhmMWM3NTU1ODIzZmYwN2RmMTgwNmM2YWMyNywxLDE%3D" targe=
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isplay: inline-block; text-decoration: none; -webkit-text-size-adjust: 100%=
; -ms-text-size-adjust: 100%; width: 84px;"> <img class=3D"h-[37px] w-[101p=
x]" alt=3D"LinkedIn" src=3D"https://www.linkedin.com/comm/dms/logo/v2?badge=
Theme=3Dmercado&amp;lipi=3Durn%3Ali%3Apage%3Aemail_email_series_follow_news=
letter_01%3B%2FygtwNIhQmC%2Bi6wBThPv2A%3D%3D&amp;midSig=3D0iAOlc7iDdFXw1&am=
p;midToken=3DAQGsVZCYJO6vnQ&amp;trkEmail=3Deml-email_series_follow_newslett=
er_01-null-0-comms%7Ebadging%7Edynamic%7Eglimmer%7Ev2-null-du31ng%7Em404k97=
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ms%7Ebadging%7Edynamic%7Eglimmer%7Ev2&amp;_sig=3D1DFLltKJzdFXw1" data-test-=
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yle=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-tabl=
e-lspace: 0pt; mso-table-rspace: 0pt;"> <table role=3D"presentation" valign=
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r> <td align=3D"right" valign=3D"middle" class=3D"w-[32px]" style=3D"-webki=
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il_series_follow_newsletter_01-header-0-profile_glimmer&amp;trkEmail=3Deml-=
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%3D" target=3D"_blank" style=3D"color: #0a66c2; cursor: pointer; display: i=
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t-size-adjust: 100%;"> <img alt=3D"=D0=A1=D1=83=D0=B7=D0=B0=D0=BD=D0=B0 =D0=
=92=D1=80=D1=85=D0=BE=D0=B2=D0=B0=D1=86" src=3D"https://media.licdn.com/dms=
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om/comm/newsletters/6972987102741368832?lipi=3Durn%3Ali%3Apage%3Aemail_emai=
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en=3DAQGsVZCYJO6vnQ&amp;midSig=3D0iAOlc7iDdFXw1&amp;trk=3Deml-email_series_=
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rkEmail=3Deml-email_series_follow_newsletter_01-newsletter_entity_lockup-0-=
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M0OTlhYWM4YTYxNzljNTA1NmQ0OTViNWVmNmYyZDBkZmJjNGRjM2ZjZTQ3YWZjY2FkNDYzZDhmM=
WM3NTU1ODIzZmYwN2RmMTgwNmM2YWMyNywxLDE%3D" target=3D"_blank" style=3D"color=
: #0a66c2; cursor: pointer; display: inline-block; text-decoration: none; -=
webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%;"> <img class=3D"=
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src=3D"https://media.licdn.com/dms/image/v2/D5612AQEKiOcJgeDrFQ/series-logo=
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2147483647&amp;v=3Dbeta&amp;t=3Dp1kPmg3cmlP_ry0hLPuUSHiCd5DVTxDhZmMDOzH_42I=
" alt=3D"Open Donna&amp;#39;s Onboarding Insights" style=3D"outline: none; =
text-decoration: none; -ms-interpolation-mode: bicubic; position: relative;=
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0%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;"> <tbody> <tr> <td style=
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space: 0pt; mso-table-rspace: 0pt;"> <a href=3D"https://www.linkedin.com/co=
mm/newsletters/6972987102741368832?lipi=3Durn%3Ali%3Apage%3Aemail_email_ser=
ies_follow_newsletter_01%3B%2FygtwNIhQmC%2Bi6wBThPv2A%3D%3D&amp;midToken=3D=
AQGsVZCYJO6vnQ&amp;midSig=3D0iAOlc7iDdFXw1&amp;trk=3Deml-email_series_follo=
w_newsletter_01-newsletter_entity_lockup-0-newsletter_entity_cta&amp;trkEma=
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hYWM4YTYxNzljNTA1NmQ0OTViNWVmNmYyZDBkZmJjNGRjM2ZjZTQ3YWZjY2FkNDYzZDhmMWM3NT=
U1ODIzZmYwN2RmMTgwNmM2YWMyNywxLDE%3D" target=3D"_blank" class=3D"no-underli=
ne" style=3D"color: #0a66c2; cursor: pointer; display: inline-block; text-d=
ecoration: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%=
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ding-regular" style=3D"overflow-wrap: break-word; font-size: 16px; font-wei=
ght: 600; line-height: 1.25; color: rgba(0, 0, 0, 0.9);"> Donna's Onboardin=
g Insights </span> </div> </a> </td> </tr> <tr> <td style=3D"-webkit-text-s=
ize-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-ta=
ble-rspace: 0pt;"> <a href=3D"https://www.linkedin.com/comm/newsletters/697=
2987102741368832?lipi=3Durn%3Ali%3Apage%3Aemail_email_series_follow_newslet=
ter_01%3B%2FygtwNIhQmC%2Bi6wBThPv2A%3D%3D&amp;midToken=3DAQGsVZCYJO6vnQ&amp=
;midSig=3D0iAOlc7iDdFXw1&amp;trk=3Deml-email_series_follow_newsletter_01-ne=
wsletter_entity_lockup-0-newsletter_entity_cta&amp;trkEmail=3Deml-email_ser=
ies_follow_newsletter_01-newsletter_entity_lockup-0-newsletter_entity_cta-n=
ull-du31ng~m404k97v~9o-null-null&amp;eid=3Ddu31ng-m404k97v-9o&amp;otpToken=
=3DMWEwNjE4ZTUxYjJlYzFjM2IyMjQwNGVkNDUxY2UwYjY4OGM2ZDM0OTlhYWM4YTYxNzljNTA1=
NmQ0OTViNWVmNmYyZDBkZmJjNGRjM2ZjZTQ3YWZjY2FkNDYzZDhmMWM3NTU1ODIzZmYwN2RmMTg=
wNmM2YWMyNywxLDE%3D" target=3D"_blank" class=3D"no-underline" style=3D"colo=
r: #0a66c2; cursor: pointer; display: inline-block; text-decoration: none; =
-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; text-decoration=
-line: none;"> <span class=3D"text-xs text-color-text-low-emphasis leading-=
regular" style=3D"font-size: 12px; line-height: 1.25; color: rgba(0, 0, 0, =
0.6);"> Customer Onboarding insights to transform new &amp; existing custom=
ers into loyal champions. </span> </a> </td> </tr> </tbody> </table> </td> =
</tr> </tbody> </table> </td> </tr> <tr data-test-id=3D"newsletter-content-=
preview"> <td class=3D"px-3 pt-2" style=3D"-webkit-text-size-adjust: 100%; =
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a href=3D"https://www.linkedin.com/comm/pulse/customers-dont-want-hole-wall=
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mp;midSig=3D0iAOlc7iDdFXw1&amp;trk=3Deml-email_series_follow_newsletter_01-=
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YzFjM2IyMjQwNGVkNDUxY2UwYjY4OGM2ZDM0OTlhYWM4YTYxNzljNTA1NmQ0OTViNWVmNmYyZDB=
kZmJjNGRjM2ZjZTQ3YWZjY2FkNDYzZDhmMWM3NTU1ODIzZmYwN2RmMTgwNmM2YWMyNywxLDE%3D=
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647&amp;v=3Dbeta&amp;t=3DWv23JtoHrdfGpmCX1FkhNKfpMg8-iUS_0LZr584eVgQ" style=
=3D"outline: none; text-decoration: none; -ms-interpolation-mode: bicubic; =
display: block; aspect-ratio: 744/400; width: 100%; overflow: hidden; objec=
t-fit: cover;"> </a> </td> </tr> <tr> <td class=3D"py-2" style=3D"-webkit-t=
ext-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; m=
so-table-rspace: 0pt; padding-top: 16px; padding-bottom: 16px;"> <table rol=
e=3D"presentation" valign=3D"top" border=3D"0" cellspacing=3D"0" cellpaddin=
g=3D"0" width=3D"100%" style=3D"-webkit-text-size-adjust: 100%; -ms-text-si=
ze-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;"> <tbody> <t=
r> <td style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%;=
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kedin.com/comm/pulse/customers-dont-want-hole-wall-donna-weber-9r2rc?lipi=
=3Durn%3Ali%3Apage%3Aemail_email_series_follow_newsletter_01%3B%2FygtwNIhQm=
C%2Bi6wBThPv2A%3D%3D&amp;midToken=3DAQGsVZCYJO6vnQ&amp;midSig=3D0iAOlc7iDdF=
Xw1&amp;trk=3Deml-email_series_follow_newsletter_01-newsletter_content_prev=
iew-0-title_&amp;trkEmail=3Deml-email_series_follow_newsletter_01-newslette=
r_content_preview-0-title_-null-du31ng~m404k97v~9o-null-null&amp;eid=3Ddu31=
ng-m404k97v-9o&amp;otpToken=3DMWEwNjE4ZTUxYjJlYzFjM2IyMjQwNGVkNDUxY2UwYjY4O=
GM2ZDM0OTlhYWM4YTYxNzljNTA1NmQ0OTViNWVmNmYyZDBkZmJjNGRjM2ZjZTQ3YWZjY2FkNDYz=
ZDhmMWM3NTU1ODIzZmYwN2RmMTgwNmM2YWMyNywxLDE%3D" target=3D"_blank" class=3D"=
no-underline font-medium text-sm m-0 text-system-gray-90" style=3D"cursor: =
pointer; display: inline-block; text-decoration: none; -webkit-text-size-ad=
just: 100%; -ms-text-size-adjust: 100%; margin: 0px; font-size: 14px; font-=
weight: 500; color: #282828; text-decoration-line: none;"> <h2 class=3D"m-0=
 text-display-sm leading-regular text-color-text font-bold font-sans" style=
=3D"margin: 0px; font-family: -apple-system, system-ui, BlinkMacSystemFont,=
 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen=
 Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Se=
goe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, Arial, sans-s=
erif; font-size: 24px; font-weight: 600; line-height: 1.25; color: rgba(0, =
0, 0, 0.9);"> Customers don't want a Hole in the Wall </h2> </a> </td> </tr=
> <tr> <td style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 1=
00%; mso-table-lspace: 0pt; mso-table-rspace: 0pt;"> <table role=3D"present=
ation" valign=3D"top" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" widt=
h=3D"100%" data-test-id=3D"newsletter-author-lockup-redesign" class=3D"mt-1=
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top: 8px;"> <tbody> <tr> <td valign=3D"middle" align=3D"left" class=3D"w-3"=
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able-lspace: 0pt; mso-table-rspace: 0pt; width: 24px;" width=3D"24"> <a hre=
f=3D"https://www.linkedin.com/comm/in/donnaweb?lipi=3Durn%3Ali%3Apage%3Aema=
il_email_series_follow_newsletter_01%3B%2FygtwNIhQmC%2Bi6wBThPv2A%3D%3D&amp=
;midToken=3DAQGsVZCYJO6vnQ&amp;midSig=3D0iAOlc7iDdFXw1&amp;trk=3Deml-email_=
series_follow_newsletter_01-newsletter_content_preview-0-author_&amp;trkEma=
il=3Deml-email_series_follow_newsletter_01-newsletter_content_preview-0-aut=
hor_-null-du31ng~m404k97v~9o-null-null&amp;eid=3Ddu31ng-m404k97v-9o&amp;otp=
Token=3DMWEwNjE4ZTUxYjJlYzFjM2IyMjQwNGVkNDUxY2UwYjY4OGM2ZDM0OTlhYWM4YTYxNzl=
jNTA1NmQ0OTViNWVmNmYyZDBkZmJjNGRjM2ZjZTQ3YWZjY2FkNDYzZDhmMWM3NTU1ODIzZmYwN2=
RmMTgwNmM2YWMyNywxLDE%3D" target=3D"_blank" style=3D"color: #0a66c2; cursor=
: pointer; display: inline-block; text-decoration: none; -webkit-text-size-=
adjust: 100%; -ms-text-size-adjust: 100%;"> <img class=3D"inline-block rela=
tive bg-color-entity-ghost-background clip-path-circle-50 rounded-full w-4 =
h-4 align-middle" src=3D"https://media.licdn.com/dms/image/v2/C4E03AQHj48yt=
1_Uelw/profile-displayphoto-shrink_400_400/profile-displayphoto-shrink_400_=
400/0/1579135727193?e=3D2147483647&amp;v=3Dbeta&amp;t=3DcsGC8ULpy3xYA5AIDdU=
KkOf8f-gTiP3_bgbGSQyykd4" alt=3D"Author image" style=3D"outline: none; text=
-decoration: none; -ms-interpolation-mode: bicubic; position: relative; dis=
play: inline-block; height: 32px; width: 32px; border-radius: 9999px; backg=
round-color: #eae6df; vertical-align: middle; clip-path: circle(50%);" widt=
h=3D"32" height=3D"32"> </a> </td> <td style=3D"-webkit-text-size-adjust: 1=
00%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0=
pt;"> <a href=3D"https://www.linkedin.com/comm/in/donnaweb?lipi=3Durn%3Ali%=
3Apage%3Aemail_email_series_follow_newsletter_01%3B%2FygtwNIhQmC%2Bi6wBThPv=
2A%3D%3D&amp;midToken=3DAQGsVZCYJO6vnQ&amp;midSig=3D0iAOlc7iDdFXw1&amp;trk=
=3Deml-email_series_follow_newsletter_01-newsletter_content_preview-0-autho=
r_&amp;trkEmail=3Deml-email_series_follow_newsletter_01-newsletter_content_=
preview-0-author_-null-du31ng~m404k97v~9o-null-null&amp;eid=3Ddu31ng-m404k9=
7v-9o&amp;otpToken=3DMWEwNjE4ZTUxYjJlYzFjM2IyMjQwNGVkNDUxY2UwYjY4OGM2ZDM0OT=
lhYWM4YTYxNzljNTA1NmQ0OTViNWVmNmYyZDBkZmJjNGRjM2ZjZTQ3YWZjY2FkNDYzZDhmMWM3N=
TU1ODIzZmYwN2RmMTgwNmM2YWMyNywxLDE%3D" target=3D"_blank" class=3D"no-underl=
ine ml-1" style=3D"color: #0a66c2; cursor: pointer; display: inline-block; =
text-decoration: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust=
: 100%; margin-left: 8px; text-decoration-line: none;"> <span class=3D"font=
-sans font-bold text-sm mb-3 text-color-text-low-emphasis leading-regular" =
style=3D"margin-bottom: 24px; font-family: -apple-system, system-ui, BlinkM=
acSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', 'Fira Sans', Ubuntu, Ox=
ygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple Color Emoji', 'Segoe U=
I Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Lucida Grande', Helvetica, =
Arial, sans-serif; font-size: 14px; font-weight: 600; line-height: 1.25; co=
lor: rgba(0, 0, 0, 0.6);"> Donna Weber </span> </a> </td> </tr> </tbody> </=
table> </td> </tr> <tr> <td class=3D"pb-1" style=3D"-webkit-text-size-adjus=
t: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspac=
e: 0pt; padding-bottom: 8px;"> <div class=3D"p-3 bg-color-surface-tint roun=
ded-md font-sans" data-test-id=3D"newsletter-cta-banner" style=3D"border-ra=
dius: 8px; background-color: #f5f7f9; padding: 24px; font-family: -apple-sy=
stem, system-ui, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helvetica Neue', =
'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid Sans', 'Apple=
 Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI Symbol', 'Luci=
da Grande', Helvetica, Arial, sans-serif;"> <div class=3D"mb-1.5" style=3D"=
margin-bottom: 12px;"> <span class=3D"text-md leading-regular font-bold tex=
t-color-text" style=3D"font-size: 16px; font-weight: 600; line-height: 1.25=
; color: rgba(0, 0, 0, 0.9);"> Read this article on LinkedIn to join the co=
nversation </span> </div> <table role=3D"presentation" valign=3D"top" borde=
r=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"100%" class=3D"email-b=
utton " data-test-id=3D"email-button" style=3D"-webkit-text-size-adjust: 10=
0%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0p=
t;"> <tbody> <tr> <td valign=3D"middle" align=3D"left" style=3D"-webkit-tex=
t-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso=
-table-rspace: 0pt;"> <a href=3D"https://www.linkedin.com/comm/pulse/custom=
ers-dont-want-hole-wall-donna-weber-9r2rc?lipi=3Durn%3Ali%3Apage%3Aemail_em=
ail_series_follow_newsletter_01%3B%2FygtwNIhQmC%2Bi6wBThPv2A%3D%3D&amp;midT=
oken=3DAQGsVZCYJO6vnQ&amp;midSig=3D0iAOlc7iDdFXw1&amp;trk=3Deml-email_serie=
s_follow_newsletter_01-newsletter_content_preview-0-read_more_banner_cta_&a=
mp;trkEmail=3Deml-email_series_follow_newsletter_01-newsletter_content_prev=
iew-0-read_more_banner_cta_-null-du31ng~m404k97v~9o-null-null&amp;eid=3Ddu3=
1ng-m404k97v-9o&amp;otpToken=3DMWEwNjE4ZTUxYjJlYzFjM2IyMjQwNGVkNDUxY2UwYjY4=
OGM2ZDM0OTlhYWM4YTYxNzljNTA1NmQ0OTViNWVmNmYyZDBkZmJjNGRjM2ZjZTQ3YWZjY2FkNDY=
zZDhmMWM3NTU1ODIzZmYwN2RmMTgwNmM2YWMyNywxLDE%3D" target=3D"_blank" aria-lab=
el=3D"Open this article on LinkedIn" class=3D"align-top no-underline " styl=
e=3D"color: #0a66c2; cursor: pointer; display: inline-block; text-decoratio=
n: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; vertic=
al-align: top; text-decoration-line: none;"> <table role=3D"presentation" v=
align=3D"top" border=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"aut=
o" class=3D"border-separate " style=3D"-webkit-text-size-adjust: 100%; -ms-=
text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; borde=
r-collapse: separate;"> <tbody> <tr> <td class=3D"btn-sm btn-primary border=
-color-brand button-link leading-regular !min-h-[auto] !shadow-none border-=
1 border-solid" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adju=
st: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; height: min-content=
; border-radius: 24px; padding-top: 7px; padding-bottom: 7px; padding-left:=
 16px; padding-right: 16px; text-align: center; font-size: 14px; font-weigh=
t: 600; cursor: pointer; text-decoration-line: none; background-color: #0a6=
6c2; color: #ffffff; border-width: 1px; border-style: solid; border-color: =
#0a66c2; line-height: 1.25; min-height: auto !important; box-shadow: 0 0 #0=
000, 0 0 #0000, 0 0 #0000 !important;"> <a href=3D"https://www.linkedin.com=
/comm/pulse/customers-dont-want-hole-wall-donna-weber-9r2rc?lipi=3Durn%3Ali=
%3Apage%3Aemail_email_series_follow_newsletter_01%3B%2FygtwNIhQmC%2Bi6wBThP=
v2A%3D%3D&amp;midToken=3DAQGsVZCYJO6vnQ&amp;midSig=3D0iAOlc7iDdFXw1&amp;trk=
=3Deml-email_series_follow_newsletter_01-newsletter_content_preview-0-read_=
more_banner_cta_&amp;trkEmail=3Deml-email_series_follow_newsletter_01-newsl=
etter_content_preview-0-read_more_banner_cta_-null-du31ng~m404k97v~9o-null-=
null&amp;eid=3Ddu31ng-m404k97v-9o&amp;otpToken=3DMWEwNjE4ZTUxYjJlYzFjM2IyMj=
QwNGVkNDUxY2UwYjY4OGM2ZDM0OTlhYWM4YTYxNzljNTA1NmQ0OTViNWVmNmYyZDBkZmJjNGRjM=
2ZjZTQ3YWZjY2FkNDYzZDhmMWM3NTU1ODIzZmYwN2RmMTgwNmM2YWMyNywxLDE%3D" target=
=3D"_blank" tabindex=3D"-1" aria-hidden=3D"true" class=3D"no-underline" sty=
le=3D"color: #0a66c2; cursor: pointer; display: inline-block; text-decorati=
on: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; text-=
decoration-line: none;"> <span class=3D"no-underline text-white" style=3D"c=
olor: #ffffff; text-decoration-line: none;"> Read on LinkedIn </span> </a> =
</td> </tr> </tbody> </table> </a> </td> </tr> </tbody> </table> </div> </t=
d> </tr> <tr data-test-id=3D"newsletter-content-preview--content"> <td clas=
s=3D"series-article-body" style=3D"-webkit-text-size-adjust: 100%; -ms-text=
-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; font-fami=
ly: -apple-system, system-ui, BlinkMacSystemFont, 'Segoe UI', Roboto, 'Helv=
etica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Droid =
Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe UI S=
ymbol', 'Lucida Grande', Helvetica, Arial, sans-serif; font-size: 16px; lin=
e-height: 1.5; color: rgba(0, 0, 0, 0.9);"> <p style=3D"margin: 0; font-wei=
ght: 400; margin-top: 0.8em; font-size: 1em; line-height: 1.5;">There's a f=
amous saying in marketing that people don't want to buy a quarter-inch dril=
l, they want a quarter-inch hole. </p><p style=3D"margin: 0; font-weight: 4=
00; margin-top: 0.8em; font-size: 1em; line-height: 1.5;">I disagree. </p><=
p style=3D"margin: 0; font-weight: 400; margin-top: 0.8em; font-size: 1em; =
line-height: 1.5;"><strong>Why it Matters</strong></p><p style=3D"margin: 0=
; font-weight: 400; margin-top: 0.8em; font-size: 1em; line-height: 1.5;">W=
hile buyers don=E2=80=99t purchase drills for the high-performance motor, t=
wo-speed gearbox, keyless chuck, LED light, or spare lithium battery, they =
also don=E2=80=99t want a quarter-inch hole. What they want is meaningful v=
alue, which includes hanging mementos of a recent family vacation, securing=
 a bookshelf to keep it from collapsing during earthquakes (here in Califor=
nia) or falling on an active toddler. </p><p style=3D"margin: 0; font-weigh=
t: 400; margin-top: 0.8em; font-size: 1em; line-height: 1.5;">The value is =
what people hire the drill to do. Value is what your customers hire your so=
lution for. Just like with the drill, the meaningful value is not necessari=
ly related to your product features and benefits. </p><div><table class=3D"=
email-iframe-wrapper" style=3D"-webkit-text-size-adjust: 100%; -ms-text-siz=
e-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; margin-top: 1=
em; width: 100%; background-color: #f5f7f9; text-align: center;" width=3D"1=
00%"><tbody><tr><td class=3D"email-iframe-td-padding-top" style=3D"-webkit-=
text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; =
mso-table-rspace: 0pt; padding-top: 64px;"></td></tr><tr><td style=3D"-webk=
it-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0p=
t; mso-table-rspace: 0pt;"><img src=3D"https://media.licdn.com/media/AAYQAg=
QJAAgAAQAAAAAAAEI_gKaSVYsWRCWh_qg9aKt9IQ.png" class=3D"email-iframe-image" =
style=3D"outline: none; text-decoration: none; -ms-interpolation-mode: bicu=
bic; margin-top: 1em; display: block; max-width: 100%; margin: auto; height=
: 64px; width: 64px;" width=3D"64" height=3D"64"></td></tr><tr><td class=3D=
"email-iframe-td-padding-middle" style=3D"-webkit-text-size-adjust: 100%; -=
ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; pa=
dding-top: 16px;"><a href=3D"https://www.linkedin.com/pulse/customers-dont-=
want-hole-wall-donna-weber-9r2rc" target=3D"_blank" class=3D"email-iframe-b=
utton" style=3D"text-decoration: none; -webkit-text-size-adjust: 100%; -ms-=
text-size-adjust: 100%; cursor: pointer; display: inline-block; border-radi=
us: 34px; border-width: 1px; border-style: solid; border-color: #0a66c2; pa=
dding-top: 0.4em; padding-bottom: 0.4em; padding-left: 1em; padding-right: =
1em; text-align: center; font-size: 1em; font-weight: 600; line-height: 1.2=
5; color: #0a66c2; text-decoration-line: none;">View media</a></td></tr><tr=
><td class=3D"email-iframe-td-padding-bottom" style=3D"-webkit-text-size-ad=
just: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rs=
pace: 0pt; padding-bottom: 64px;"></td></tr></tbody></table></div><p style=
=3D"margin: 0; font-weight: 400; margin-top: 0.8em; font-size: 1em; line-he=
ight: 1.5;"><strong>Dive deeper</strong></p><p style=3D"margin: 0; font-wei=
ght: 400; margin-top: 0.8em; font-size: 1em; line-height: 1.5;">Learn about=
 the job McDonald's milkshakes perform in this video from Clay Christensen.=
</p><p style=3D"margin: 0; font-weight: 400; margin-top: 0.8em; font-size: =
1em; line-height: 1.5;"><a href=3D"https://youtu.be/Stc0beAxavY?si=3DVLM7GK=
fq-BKh03FQ" target=3D"_blank" rel=3D"nofollow noopener" style=3D"text-decor=
ation: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; di=
splay: inline; cursor: pointer; font-weight: 600; color: #0a66c2; text-deco=
ration-line: none;">https://youtu.be/Stc0beAxavY?si=3DVLM7GKfq-BKh03FQ</a><=
/p> </td> </tr> <tr> <td class=3D"pt-2 no-underline" style=3D"-webkit-text-=
size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-t=
able-rspace: 0pt; padding-top: 16px; text-decoration-line: none;"> <table r=
ole=3D"presentation" valign=3D"top" border=3D"0" cellspacing=3D"0" cellpadd=
ing=3D"0" width=3D"100%" class=3D"email-button series-content-preview__bott=
om-cta" data-test-id=3D"email-button" style=3D"-webkit-text-size-adjust: 10=
0%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0p=
t;"> <tbody> <tr> <td valign=3D"middle" align=3D"left" style=3D"-webkit-tex=
t-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso=
-table-rspace: 0pt;"> <a href=3D"https://www.linkedin.com/comm/pulse/custom=
ers-dont-want-hole-wall-donna-weber-9r2rc?lipi=3Durn%3Ali%3Apage%3Aemail_em=
ail_series_follow_newsletter_01%3B%2FygtwNIhQmC%2Bi6wBThPv2A%3D%3D&amp;midT=
oken=3DAQGsVZCYJO6vnQ&amp;midSig=3D0iAOlc7iDdFXw1&amp;trk=3Deml-email_serie=
s_follow_newsletter_01-newsletter_content_preview-0-readmore_button_&amp;tr=
kEmail=3Deml-email_series_follow_newsletter_01-newsletter_content_preview-0=
-readmore_button_-null-du31ng~m404k97v~9o-null-null&amp;eid=3Ddu31ng-m404k9=
7v-9o&amp;otpToken=3DMWEwNjE4ZTUxYjJlYzFjM2IyMjQwNGVkNDUxY2UwYjY4OGM2ZDM0OT=
lhYWM4YTYxNzljNTA1NmQ0OTViNWVmNmYyZDBkZmJjNGRjM2ZjZTQ3YWZjY2FkNDYzZDhmMWM3N=
TU1ODIzZmYwN2RmMTgwNmM2YWMyNywxLDE%3D" target=3D"_blank" aria-label=3D"Open=
 Donna&amp;#39;s Onboarding Insights on LinkedIn" class=3D"align-top no-und=
erline " style=3D"color: #0a66c2; cursor: pointer; display: inline-block; t=
ext-decoration: none; -webkit-text-size-adjust: 100%; -ms-text-size-adjust:=
 100%; vertical-align: top; text-decoration-line: none; width: 100%;"> <tab=
le role=3D"presentation" valign=3D"top" border=3D"0" cellspacing=3D"0" cell=
padding=3D"0" width=3D"100%" class=3D"border-separate " style=3D"-webkit-te=
xt-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; ms=
o-table-rspace: 0pt; border-collapse: separate; width: 100%;"> <tbody> <tr>=
 <td class=3D"btn-md btn-secondary-emphasis border-color-brand button-link =
leading-regular !min-h-[auto] !shadow-none border-1 border-solid font-sans"=
 data-test-id=3D"newsletter-content-preview-redesign-bottom-cta" style=3D"-=
webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace=
: 0pt; mso-table-rspace: 0pt; height: min-content; border-radius: 24px; pad=
ding-top: 12px; padding-bottom: 12px; padding-left: 24px; padding-right: 24=
px; text-align: center; font-size: 16px; font-weight: 600; cursor: pointer;=
 text-decoration-line: none; background-color: rgba(0, 0, 0, 0); color: #0a=
66c2; border-width: 1px; border-style: solid; border-color: #0a66c2; font-f=
amily: -apple-system, system-ui, BlinkMacSystemFont, 'Segoe UI', Roboto, 'H=
elvetica Neue', 'Fira Sans', Ubuntu, Oxygen, 'Oxygen Sans', Cantarell, 'Dro=
id Sans', 'Apple Color Emoji', 'Segoe UI Emoji', 'Segoe UI Emoji', 'Segoe U=
I Symbol', 'Lucida Grande', Helvetica, Arial, sans-serif; line-height: 1.25=
; min-height: auto !important; box-shadow: 0 0 #0000, 0 0 #0000, 0 0 #0000 =
!important;"> <a href=3D"https://www.linkedin.com/comm/pulse/customers-dont=
-want-hole-wall-donna-weber-9r2rc?lipi=3Durn%3Ali%3Apage%3Aemail_email_seri=
es_follow_newsletter_01%3B%2FygtwNIhQmC%2Bi6wBThPv2A%3D%3D&amp;midToken=3DA=
QGsVZCYJO6vnQ&amp;midSig=3D0iAOlc7iDdFXw1&amp;trk=3Deml-email_series_follow=
_newsletter_01-newsletter_content_preview-0-readmore_button_&amp;trkEmail=
=3Deml-email_series_follow_newsletter_01-newsletter_content_preview-0-readm=
ore_button_-null-du31ng~m404k97v~9o-null-null&amp;eid=3Ddu31ng-m404k97v-9o&=
amp;otpToken=3DMWEwNjE4ZTUxYjJlYzFjM2IyMjQwNGVkNDUxY2UwYjY4OGM2ZDM0OTlhYWM4=
YTYxNzljNTA1NmQ0OTViNWVmNmYyZDBkZmJjNGRjM2ZjZTQ3YWZjY2FkNDYzZDhmMWM3NTU1ODI=
zZmYwN2RmMTgwNmM2YWMyNywxLDE%3D" target=3D"_blank" tabindex=3D"-1" aria-hid=
den=3D"true" class=3D"no-underline" style=3D"color: #0a66c2; cursor: pointe=
r; display: inline-block; text-decoration: none; -webkit-text-size-adjust: =
100%; -ms-text-size-adjust: 100%; text-decoration-line: none; width: 100%;"=
> <span class=3D"no-underline text-color-brand" style=3D"color: #0a66c2; te=
xt-decoration-line: none;"> Join the conversation </span> </a> </td> </tr> =
</tbody> </table> </a> </td> </tr> </tbody> </table> </td> </tr> </tbody> <=
/table> </td> </tr> </tbody> </table> </td> </tr> </tbody> </table> </td> <=
/tr> </tbody> </table> </div> </td> </tr> <tr> <td class=3D"bg-color-backgr=
ound-canvas p-3" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adj=
ust: 100%; mso-table-lspace: 0pt; mso-table-rspace: 0pt; background-color: =
#f3f2f0; padding: 24px;"> <table role=3D"presentation" valign=3D"top" borde=
r=3D"0" cellspacing=3D"0" cellpadding=3D"0" width=3D"100%" class=3D"text-xs=
" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-=
table-lspace: 0pt; mso-table-rspace: 0pt; font-size: 12px;"> <tbody> <tr> <=
td class=3D"pb-1 m-0" data-test-id=3D"email-footer__intended" style=3D"-web=
kit-text-size-adjust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0=
pt; mso-table-rspace: 0pt; margin: 0px; padding-bottom: 8px;"> This email w=
as intended for =D0=A1=D1=83=D0=B7=D0=B0=D0=BD=D0=B0 =D0=92=D1=80=D1=85=D0=
=BE=D0=B2=D0=B0=D1=86 (Virtual Tech Assistant | System strategist I Video e=
ditor) </td> </tr> <tr> <td class=3D"pb-1 m-0" style=3D"-webkit-text-size-a=
djust: 100%; -ms-text-size-adjust: 100%; mso-table-lspace: 0pt; mso-table-r=
space: 0pt; margin: 0px; padding-bottom: 8px;"> <a href=3D"https://www.link=
edin.com/help/linkedin/answer/4788?lang=3Den&amp;lipi=3Durn%3Ali%3Apage%3Ae=
mail_email_series_follow_newsletter_01%3B%2FygtwNIhQmC%2Bi6wBThPv2A%3D%3D&a=
mp;midToken=3DAQGsVZCYJO6vnQ&amp;midSig=3D0iAOlc7iDdFXw1&amp;trk=3Deml-emai=
l_series_follow_newsletter_01-SecurityHelp-0-footerglimmer&amp;trkEmail=3De=
ml-email_series_follow_newsletter_01-SecurityHelp-0-footerglimmer-null-du31=
ng~m404k97v~9o-null-null&amp;eid=3Ddu31ng-m404k97v-9o&amp;otpToken=3DMWEwNj=
E4ZTUxYjJlYzFjM2IyMjQwNGVkNDUxY2UwYjY4OGM2ZDM0OTlhYWM4YTYxNzljNTA1NmQ0OTViN=
WVmNmYyZDBkZmJjNGRjM2ZjZTQ3YWZjY2FkNDYzZDhmMWM3NTU1ODIzZmYwN2RmMTgwNmM2YWMy=
NywxLDE%3D" target=3D"_blank" class=3D"text-inherit underline" style=3D"cur=
sor: pointer; display: inline-block; text-decoration: none; -webkit-text-si=
ze-adjust: 100%; -ms-text-size-adjust: 100%; color: inherit; text-decoratio=
n-line: underline;">Learn why we included this.</a> </td> </tr> <tr> <td cl=
ass=3D"pb-1 m-0" style=3D"-webkit-text-size-adjust: 100%; -ms-text-size-adj=
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lspace: 0pt; mso-table-rspace: 0pt; margin: 0px; padding-bottom: 8px;"> <a =
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st: 100%; color: inherit; text-decoration-line: underline;">Help</a> </td> =
</tr> <tr> <td class=3D"pb-1" style=3D"-webkit-text-size-adjust: 100%; -ms-=
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ng-bottom: 8px;"> <a href=3D"https://www.linkedin.com/comm/feed/?lipi=3Durn=
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play: inline-block; text-decoration: none; -webkit-text-size-adjust: 100%; =
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