TechTarget’s And DiscoverOrg’s Joint Customers Can Now Identify, Prioritize And Accelerate New Pipeline Opportunities More Efficiently Than Ever Before
TechTarget, a leader in intent-driven purchase technology, and DiscoverOrg, the leading sales and marketing intelligence provider, announced the integration of DiscoverOrg’s trusted contact data and buying intent into the TechTarget Priority Engine platform.
In a unified feed, the solution combines TechTarget’s insights into account purchase intent and named active prospect activity with DiscoverOrg’s deep reach into accounts’ contact databases, planned projects and organization structures.
TechTarget delivers direct, real-time access to the most active accounts and named prospects conducting purchase research across hundreds of market segments within key geographies, and ranks those accounts based on likelihood to engage.
The addition of DiscoverOrg’s highly accurate and comprehensive contact and buying intent creates a world-class ABM solution that combines breadth of reach, purchase power insights, and ability to pinpoint and influence key prospects in one place.
Mike Cotoia
Mike Cotoia, CEO, TechTarget, said, “Our goal is to help B2B tech providers discover and influence the Total Buying Unit (TBU) at accounts in their market segment. Our partnership with DiscoverOrg means that our joint sales and marketing customers have the ability to create, prioritize, influence and convert new pipeline opportunities faster and more cost-efficiently than ever before.”
Jointly, TechTarget and DiscoverOrg customers now have unlimited access to DiscoverOrg’s contacts at the accounts that the Priority Engine identifies as being in market. TechTarget-only customers will be able to access a limited number of DiscoverOrg contacts from within the Priority Engine.
Henry L. Schuck
Henry Schuck, CEO, DiscoverOrg, said, “Sales and marketing teams need to be able to execute ABM at scale without jumping between a dozen different platforms to get a comprehensive view of their target accounts. We are committed to accelerating our customers’ pipeline and revenue growth by providing easy access to DiscoverOrg data in whatever sales or marketing system they are working in, and our partnership with TechTarget only strengthens that commitment.”
In a recent blog, TechTarget had explained how classical B2B targeting methods rely on the size and seniority titles. For effective ABM strategies, B2B marketers must operationalize micro-messaging to create a clear picture on the roles/titles that are critical to the initial phase of targeting. The TechTarget-DiscoverOrg partnership would enable customers to generate more revenue with near-perfect B2B marketing and sales intelligence that helps close deals faster by targeting, connecting, selling and engaging to the targeted buyer with the most relevant messaging.
Recent Successes Combine with New Technology Investment to Boost Innovation
Infor, a leading provider of business applications specialized by industry and built for the cloud, announced at ShopTalk Europe in Copenhagen, significant momentum for its European retail business. Infor’s retail applications for human capital management, converged commerce, merchandizing, demand management, enterprise asset management, supply chain management, deep analytics and risk and compliance, have contributed to 15 new or expanded relationships in 2017 throughout Europe.
Infor Retail is a suite of applications designed to support core operations, management teams, on-the-go district managers, and employees in a revolutionary new way that takes advantage of the latest consumer and business technologies: mobile, social, and cloud.
New European wins include Chausport (part of JD Sports Fashion Plc), New Look, MVideo and Direct Wines. Direct Wines, the world’s largest direct-to-home wine merchants, has implemented Infor Retail Demand Management to help it to better understand customer segments and drive more accurate forecasts and higher sales and margins.
“We have been using Infor Retail Demand Management for a while and upgraded to the latest release. We can see additional benefits coming from our partnership with Infor Retail as we look to bring our businesses onto a single platform for campaign, offer and assortment planning. The three-year commitment we’ve just made will enable us to continue to grow as a business and exploit the platform to its full potential,” said David Ives, Group CIO of Direct Wines.
Also in Europe, Chausport has chosen Infor CloudSuite Fashion to integrate the functions of the distributor’s information system: from purchases to inventory management and logistics to the management of its stores’ supplies. The solution will also cover the delivery of products bought by the customers through Ecommerce.
Dominique Dambre
Dominique Dambre, Project Sponsor at Chausport, said, “We aim to move from being a multi-channel player to an omni-channel distributor, which requires us to opt for a single management platform with a centralized database. Among the solutions we evaluated, Infor was able to demonstrate to us that the Infor CloudSuite Fashion solution is able to cover all the essential functions from back and front office, and to integrate them while taking into account our company’s specialities.”
With Infor, retailers are able to exploit the opportunities of huge recent investment in retail technology. This means customers can quickly scale operations through science and predictive tools that help get ahead of consumer demands, and allow users to stay agile and fight digital disruption.
Jason Berry
“We have made consistent and aggressive investments in retail and it is clearly reaping rewards. From the acquisitions of the likes of Starmount and Predictix to partnerships with Whole Foods and DSW, we have turned our industry focus full force onto retail. The net result has been disruptive and immediate across Europe. But we are not resting on these laurels. We are now already turning our attention to demand management and addressing the inventory issues that plague the industry, combining machine learning and artificial intelligence with a wider network perspective that will separate Infor and deliver truly next generation capabilities to today’s progressive retailer,” said Jason Berry, European vice-president, Infor Retail.
New Artificial Intelligence, Data Lake And Data Integration Capabilities Accelerate Business Insights, Enabling Customers To Drive Better Business Outcomes From Data
Oracle announced three major enhancements to Oracle Big Data Platform Cloud. The new services deliver critical capabilities essential to Big Data projects, and enable customers to simplify and accelerate data-driven business outcomes while making it easier for them to leverage adaptive intelligence in their own applications and services.
Big Data projects are critical to innovation, but can be challenging to execute due to complexity and the gap in skills required to coordinate all the necessary pieces. To help customers address these issues and more easily manage the entire Big Data lifecycle, Oracle is announcing integrated Big Data services in Oracle Cloud Platform.
“Big Data initiatives are an important part of growing an organization, but the process is still complex and challenging for everyone involved,” said Greg Pavlik, senior vice president and CTO, Oracle Cloud Platform. “By delivering an end-to-end, unified platform that simplifies and accelerates Big Data analytics projects in the cloud, we are minimizing challenges and helping customers increase their rate of success. Our vision is to empower our customers to analyze any type of data from any source for everyone.”
Deltek To Pay $9.00 Per Share. Transaction Valued At Approximately $70 Million
Onvia the leading provider of sales intelligence and acceleration technologies for businesses selling to the public sector, announced that it has entered into an Agreement and Plan of Merger (the “Merger Agreement”) with Project Diamond Intermediate Holdings Corp, the parent entity of Deltek, and Deltek, the leading global provider of enterprise software and information solutions for government contractors, professional services firms and other project-based businesses. Under the terms of the Merger Agreement, Project Diamond Intermediate Holdings Corp will acquire all of the outstanding shares of Onvia common stock for $9.00 per share in an all-cash tender offer. The purchase price represents a 100% premium to Onvia’s last closing stock price of $4.50. The value of the transaction, which was unanimously approved by Onvia’s Board of Directors, is approximately $70 million.
“We are extremely pleased with this transaction, which we believe is a winning proposition for all of our stakeholders,” said Van Skilling, Chairman of Onvia, and Russ Mann, CEO of Onvia. “The transaction represents a substantial cash premium to our stockholders and follows a robust process and comprehensive review of strategic alternatives undertaken by our Board of Directors earlier this year.”
Russ Mann
“Further,” said Mann, “Deltek is a large and highly regarded firm in the enterprise software and solution space for project-based businesses, with complementary product and services offerings to Onvia’s. As part of Deltek, we intend to focus on innovating and expanding our data and product offerings, which will benefit our customers, employees and partners.”
Oracle NetSuite, one of the world’s leading providers of cloud-based financials / ERP, HR, Professional Services Automation (PSA) and omnichannel commerce software suites, announced that Shiftgig, the mobile technology platform that connects businesses with high-quality, vetted hourly workers on demand, has streamlined its business with NetSuite OneWorld. Since going live on NetSuite OneWorld in 2015, Shiftgig has been able to manage its mission-critical business processes including financials with advanced billing support, reporting, and multi-subsidiary management for its three subsidiaries in the US.
Founded in Chicago in 2012 as a job board for workers in the service industry, Shiftgig recognized a greater opportunity in serving the market for hourly workers that, as a whole, has a labor pool of 70 million in the US alone. The company saw rapid growth when it shifted its focus to offer a mobile app for people seeking flexible work opportunities with the businesses that needed help. It now provides over 30,000 on-demand workers access to available shifts with over 2,300 client companies in 14 US markets and handles approximately 100,000 transactions a month in NetSuite.
Changing the Way Work Gets Done in the Cloud
Shiftgig was intent on finding a software platform that could reliably handle its two biggest transactions — billing and payroll. NetSuite’s cloud-based system was able to immediately meet those needs without significant upfront investments in hardware or IT staffing.
In addition, NetSuite’s flexible platform enabled Shiftgig to meet its sophisticated client reporting requirements, broken out by event, shift and venue, as well as across schedules, reducing the time to compile reports from three hours to just 30 minutes. Shiftgig can now send out automated notifications for past-due accounts across its 2,300 clients, which previously had to be done manually.
The company has also realized efficiencies in financial consolidation. With NetSuite OneWorld, what once took hours consolidating financials across its three subsidiaries can now be done in minutes and the company can easily add subsidiaries as it expands. With support for 190 currencies, 20 languages, automated tax calculation and reporting in more than 100 countries, and customer transactions in more than 200 countries and territories NetSuite OneWorld provides a platform for Shiftgig to continue to grow.
Jack Murphy
“NetSuite OneWorld helps ensure we have more efficient processes around client billing and consolidation for our subsidiaries,” said Jack Murphy, Vice President of Finance at Shiftgig.
Bigtincan Extends Market Leadership by Unifying AI-based Sales, Marketing and Learning in New Sales Enablement Automation Platform Release
Bigtincan, the leader in mobile AI-powered sales enablement, has announced a major release of Bigtincan Hub, its Sales Enablement Automation Platform, empowering sales, marketing and service teams to work smarter and faster. With new AI-driven features, and automation that supports each phase of the sales and marketing lifecycle, Bigtincan Hub delivers a better customer experience, empowering sales and marketing teams to drive improved business results.
Anthony Turco, CTO, Bigtincan stated, “Bigtincan Hub leverages AI and machine learning to make reliable content recommendations, provide social learning opportunities, and clearly and quickly assess individual differences and similarities.”
The new release includes an expanded roster of Sales Enablement Automation capabilities that leverage Bigtincan’s market-leading AI and machine learning technologies (Sales AI). Bigtincan Hub’s feature set has been enhanced with more than 50 new features, including adaptive learning and onboarding, smart customer engagement analytics, social learning and collaboration, account-based marketing, and an open, developer-friendly environment called Bigtincan Add-ons that lets third-party developers create extensions and new functionality.
David Keane, CEO and co-founder, Bigtincan, said, “Bigtincan’s mission is to help its customers to work more efficiently by unifying sales, marketing and service teams, and using automation to guide them to more wins. We designed this new release to support the sales and marketing lifecycle from front to back. Sales Enablement Automation technology makes it easy for sales, marketing, and service teams to make the most of every interaction they have with customers and prospects. By doing so, Bigtincan Hub drives more pipeline impact, business wins, and ROI.”
The value of sales enablement within enterprises continues to grow. According to a recent SiriusDecisions survey of 250 B2B companies, 62 percent of sales enablement functions are centralized, while 74 percent of firms reported annual increases in sales enablement funding – the highest proportion ever seen. Additionally, their number-one priority is deploying and training on new sales technology.
“Technology provides optimal value to a sales organization when it addresses the broad range of capabilities needed to make a seller both more effective and efficient. These capabilities include the needs associated with role-based onboarding, continuous personalized learning, internal communications, collaboration, and content recommendations–often augmented by machine learning. Ultimately, technology can facilitate targeted learning, better customer interactions and more meaningful coaching sessions because there is clarity and transparency on both customer and rep behavior,” said Heather Cole, Service Director, Sales Enablement Strategies, SiriusDecisions..
Bigtincan Hub Infuses Automation Through the Sales Life Cycle
The new Bigtincan Sales Enablement Automation Platform adds more than 50 new features and upgrades to help sales people work smarter and faster. The platform was built specifically to empower sales and marketing teams at each step of the process, including:
Sales Content Management for all devices/OS’s including iOS 11:Bigtincan Hub’s new intuitive design leverages the latest advancements in mobile technology, including support for Apple’s new iOS11, ensuring that sales content is readily accessible from any device. Expanded Outlook and Gmail support, along with Salesforce AppExchange improvements, and overall performance improvements deliver productivity gains on any device.
Adaptive Onboarding, Coaching and Learning: The Bigtincan AI-powered engine makes onboarding faster and more efficient. It delivers formal adaptive learning content that adjusts to specific users’ personas, roles, skill levels, locations and more. The new “My Learning” channel provides custom content and structured learning materials. Its new video capabilities facilitate interactive coaching, peer and manager reviews, and sharing with customers.
Social Learning and Gamification: New social features – including easy-to-create discussion groups and “Deal Rooms” – enable teams to discuss sales strategies and follow the progress of specific opportunities. Teams can link content to specific discussions, and compare skills, actions, and outcomes to improve overall team performance. Bigtincan’s SalesAI machine learning system also recommends peers to follow and collaborate with.
Deeper Sales and Marketing Alignment:The new Platform features more complete integration with marketing automation and CRM systems. This optimizes account-based marketing (ABM) programs by automatically associating sales content with marketing campaigns, and enabling automated creation of leads and contacts based on ABM campaign rules.
Smart Customer Engagement: A new Smart Share system measures how customers engage with content, including forwards, replies, comments and more. With support for Virtual Reality (VR) content, sales reps can now learn and engage with customers in new ways that transform the selling process.
Dynamic Reporting and BI: State-of-the-art dashboards and custom reporting tools help sales and marketing users visualize, understand and communicate the status of activities occurring across their sales organization. Reporting is also enabled within Salesforce, allowing sales managers to get direct knowledge of their team’s performance.
Bigtincan Add-Ons: The new release provides a programmable, extensible environment that lets customers, third-party developers and content specialists create extensions and new functionalities on the Bigtincan Hub based on customer-specific sales needs or workflow requirements.
Turco added, “Our new release helps to optimize sales team performance by increasing speed, while at the same time reducing complexity. Bigtincan Hub does all this at scale so that busy sales executives remain productive through targeted ongoing learning, communication, collaboration and sharing.”
Currently, the new Bigtincan Hub Sales Enablement Automation release will be available within the next 30 days on iOS and Web, inside CRM and email with other platforms released as they are available.
Sales Enablement Leader to Also Give Attendees a Sneak-Peek Demo of Upcoming AI Innovations for Its Video Coaching Solution
Brainshark, Inc., delivering SaaS-based sales enablement and readiness solutions, today announced that its Chief Readiness Officer, Jim Ninivaggi, will be a featured speaker at the CEB Sales and Marketing Summit, occurring Oct. 17-19, at The Cosmopolitan of Las Vegas. The event – designed to help companies better adapt to critical changes facing B2B sales teams today – will draw more than 1,200 senior sales and marketing executives. Brainshark will also demonstrate its award-winning sales training and coaching solutions, along with upcoming artificial intelligence (AI)-powered sales innovations, at booth #25.
Details about Ninivaggi’s session include:
Title: “Perpetual Sales Readiness: The New World of ‘Always-On’ Learning for Sales”
When: Tuesday, Oct. 17, from 2:30-3:30 p.m. PT
Highlights: As sales leaders seek to improve their teams’ knowledge, skills and results, it’s important to foster an always-on learning environment. This session will provide ideas to help sellers prepare for more effective buyer interactions through video coaching as part of a perpetual learning model, with formal and informal elements to drive mastery. In addition to exploring the history and evolution of sales coaching, Ninivaggi will also share a glimpse into the not-so-distant future – where video, AI and machine learning will converge to augment and guide coaching efforts, and create competitive advantages.
During the event, Brainshark will also demonstrate its acclaimed solutions for sales training, coaching and content authoring – while giving attendees a preview of its cognitive analysis engine for coaching. This AI-driven solution complements Brainshark’s current coaching technology – capturing what reps say in their video-based “challenge” responses, determining how it was said (emotions and expressions conveyed, speaking rate, language complexity, etc.), and then quickly delivering unbiased analysis. With this technology, managers can zero in faster on reps’ areas for improvement, and better direct and scale their coaching efforts.
“The unfortunate reality today is that many reps – facing ultra-competitive selling environments, increasingly informed and empowered buyers, and rapidly evolving landscapes – simply aren’t delivering value in meetings with prospects,” Ninivaggi said. “The importance of effective preparation can’t be overstated. Today, that means combining people, process and technology to ensure reps are ready and continuously coached to mastery. Tomorrow, AI will also play an important and complementary role – aiding manual coaching from managers. Brainshark is at the forefront of these developments, committed to ensuring sales readiness and enabling teams to close more and bigger deals.”
Demandbase’s Latest Release is an Easy-to-Use Platform which is the First to Unify ABM Across the Entire Funnel
Demandbase, the leader in Account-Based Marketing (ABM), has announced the launch of its next-generation ABM Platform, the only comprehensive, end-to-end solution for B2B marketers. This new technology makes it simpler to set up and manage account-based campaigns across the entire funnel by combining Targeting, Engagement and Conversion solutions in one fully integrated platform.
Enhancements include an Artificial Intelligence (AI) layer to enable a 100% improvement in account identification rates, the ability to create B2B audiences based on buyer intent signals from thousands of websites, real-time personalization of website experiences based on interests and account identity, and the ability to improve close rates by providing sales teams with account and individual-based insights. The new platform also offers users a straightforward self-service interface that makes it easy to select target accounts, manage audiences across campaigns, integrate account information from a CRM system, and measure the performance of ABM programs based on pipeline and revenue.
AI at Core of ABM DNA
Christopher Golec, CEO, Demandbase
At the time of this announcement, we spoke to Demandbase CEO, Chris Golec, to find out what Demandbase’s customers could expect from this release.
In recent months, Demandbase has significantly improved their ABM platform by leveraging AI/ML technologies and semantic understanding for predictive lead scoring and segmentation. Chris said, “Demandbase has the most extensive AI technology in B2B, which grows by billions of B2B interactions every month. We currently have 25 employees on our data science team dedicated to pairing AI and machine learning algorithms with our B2B data to provide ABM solutions that can identify every B2B company in the world, map relationships between companies, generate useful insights, and deliver the right content to the right companies.”
End The Struggle Of Lead-to-Account Matching
Chris agreed that B2B marketers still get entangled with “Lead-to-Account” matching. With AI a part of its DNA, Demandbase’s next-gen ABM tool would help B2B marketers sail through the “big wave” of lead-to-account matching. Chris said, “At Demandbase, we have the largest B2B data asset along with sophisticated matching techniques that connect leads and accounts across advertising and martech ecosystems to your CRM, so that ROI can be measured across the funnel.”
Caption: Account List Default (Image courtesy: Demandbase ABM)
Caption: Audience List Expanded (Image courtesy: Demandbase ABM)
Chris added, “There are too many risks and technical barriers to overcome in trying to stitch together an ABM strategy using disparate technologies that don’t use a common data model to follow and measure a business audience throughout the entire funnel and lifecycle. What’s been missing from ABM technology is an integrated platform that makes it easier to implement, execute and grow your ABM efforts seamlessly. I’m confident the new AI-based platform introduced today with fully integrated targeting, engagement and sales conversion solutions will set us apart for many years to come.”
The Demandbase ABM Platform makes it easy to build target accounts from CRM data, by uploading a pre-existing account list, or by leveraging buyer intent signals generated by the only AI-powered ABM platform that learns from 50 billion B2B interactions every month.
Marketers can further segment and manage these audiences by a number of firmographic variables such as industry, size, location and others.
Website Optimization and Display Advertising Make ABM Automation More Efficient
Demandbase’s new platform is a fully integrated set of solutions which includes:
The Targeting solution triggers account-based advertising and retargeting campaigns, and consists of account selection and display advertising.
The Engagement solution optimizes the website experience for accounts and segments, and includes website optimization, forms, live chat and account-based marketing automation.
The Conversion solution delivers sales and SDR teams with stakeholder contacts’ information and insights from key accounts.
The ABM Platform also integrates with more than 50 of the most popular third-party analytics tools for program measurement, analysis and optimization. This integration maximizes the effectiveness of existing marketing tech stacks without data loss and gives sales and marketing teams access to high-level dashboards to quickly measure how well their company is doing attracting, engaging and converting target accounts from first touch to close.
As a result, the ABM Platform creates a better understanding of how well a particular audience is performing at each stage of the funnel and how well programs for that audience are performing.
Brandee Sanders, Director, Digital Marketing & Analytics,Blackline, said, “Account-Based Marketing is focused on alignment and joined targeting efforts, so when you have multiple point solutions that don’t integrate intelligently, it can create unneeded complexity or holes in our Sales and Marketing strategy. Demandbase’s ABM Platform gives us an easy-to-use, integrated view into who we’re reaching, why we’re reaching them and how we’re engaging them, allowing us to quantitatively measure results and answer to core KPIs.”
Balancing Act For Effective CRM Ops
B2B marketers would benefit from the fully aligned marketing-sales integration delivered through the new ABM platform which provides sales and marketing with visibility into what’s working and what’s not, and which accounts are the highest priorities.
Chris explained how the ABM Platform offers an easy-to-use interface that builds target accounts directly from CRM data, making the process of building an account list and having an effective CRM operation even easier. He added, “Marketers can upload a preexisting account list from their CRM solution, or they can leverage buyer intent signals generated from our AI-powered platform, which learns from 50 billion B2B interactions every month. With these capabilities, marketers can further segment and manage audiences by a number of firmographic variables such as industry, size, location and others.”
The next-gen AI-enabled ABM platform from Demandbase is positioned ahead of the market trend as it offers the flexibility to roll up those results up by territory, audience and campaign.
Sole Female Ownership of Patented Marketing Tech Benefits All Clients
Marketsmith Inc., the nation’s fastest-growing, women-owned, data-driven integrated marketing agency, has repurchased all the remaining i.Predictus stock from its original investment team, bringing its ownership of the marketing software company to 100 percent.
Monica C. Smith
“For a woman-owned software company to buy the majority of its stock back from investors in under three years is virtually unheard of,” notes MSI CEO Monica C. Smith. “Not only did we repay their initial stake, our backers received a return on their investment.”
Full ownership represents the culmination of incorporating the i.Predictus data service platform into Marketsmith’s unique I.P.Q. Approach, an acronym for Intelligent Predictive Quantifiable, for each of its clients.
Jill Draper
“I.P.Q. is a never-ending loop of data ingestion and insights that combines the best of data science with human ingenuity,” notes Jill Draper, president, MSI. “It is where science meets soul.”
I.P.Q., powered by the embedded i.Predictus tech stack, can predict future sales with 93 percent accuracy and has successfully run through more than $1Bn of MSI’s client media spend.
Draper notes that Marketsmith’s proprietary tools and technology stack give the agency the data and analytics to inform every decision, from strategy to media to creative.
“Smart marketing no longer exists without the right technology. That’s why our I.P.Q. Approach will be part of every client’s omnichannel strategy,” Draper says. “We believe it provides our clients with an edge they can’t get at a traditional media or creative shop.
I.P.Q. allows Marketsmith to have a competitive advantage no other media marketing agency has. The quality of data analysis, combined with predictive outcomes is available to every client the day they sign with the agency.
“Marketsmith is the front-runner for all emerging brands that want to challenge and win in their respective markets,” emphasizes Draper. “We are fast becoming the market leader in real-time data visualizations, attribution and transformative media buying.“
New Oracle PartnerNetwork Program and Enablement Resources Provide Easier Access to Oracle’s State-Of-The-Art Cloud Platform
Oracle PartnerNetwork (OPN), announced that the company continues to see strong cloud leadership and momentum across its 25,000-member strong partner program. Companies are increasingly looking to the cloud to stay competitive and enable business transformation. Since its launch in February 2016, more than 2,600 unique partners have joined the Oracle PartnerNetwork Cloud Program. Additionally, cloud resell revenue from partners increased 105 percent year over year.
Further helping customers and partners succeed in the cloud, OPN also announced the Oracle Cloud Excellence Implementer Program.
“Oracle continues to deliver the programs and enablement resources that help our partners to grow and thrive in the cloud,” said Dave Donatelli, executive vice president, Cloud Business Group, Oracle. “Through Oracle PartnerNetwork, we work in tandem with partners to provide customers with the solutions and services needed to take advantage of Oracle’s state-of-the-art cloud platform.”
With Oracle’s complete and integrated cloud, customers can choose their own personalized path for how they want to move to cloud and partners are a critical part of that journey. Nearly half of all partners in the OPN program today implement, develop and sell in the cloud with Oracle.
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