Million-Dollar Product Categories
Category 1: Digital Templates
The Opportunity:
Templates solve immediate problems. People pay to save time.
What Sells:
• Notion templates ($15-99)
• Figma/Sketch UI kits ($29-199)
• Resume templates ($9-29)
• Social media templates ($19-79)
• Email templates ($29-99)
• Presentation templates ($19-69)
• Contract templates ($29-199)
• Business plan templates ($29-99)
Top Seller Example:
Thomas Frank's Notion templates have generated $1M+ on Gumroad.
Category 2: Educational Content
The Opportunity:
Knowledge is infinitely duplicatable. Create once, sell forever.
What Sells:
• Comprehensive courses ($99-499)
• Mini-courses ($29-99)
• Ebooks ($9-49)
• Guides and playbooks ($19-79)
• Video tutorials ($19-99)
• Workshop recordings ($29-149)
• Cheat sheets ($9-29)
• Documentation/wikis ($19-49)
The Sweet Spot:
Courses priced at $97-197 hit the perfect balance of perceived value and impulse-buy-ability.
Category 3: Creative Assets
The Opportunity:
Other creators need assets. They pay to save creative time.
What Sells:
• Icon packs ($19-79)
• Font families ($29-99)
• Photo presets ($15-49)
• Video LUTs ($19-59)
• Sound effects ($19-79)
• Music loops ($29-99)
• 3D models ($29-199)
• Illustration packs ($29-129)
• Brush sets ($15-49)
• Texture packs ($19-69)
Category 4: Software & Tools
The Opportunity:
Tools that solve specific problems command premium prices.
What Sells:
• Browser extensions ($9-49)
• Productivity tools ($29-99)
• Automation scripts ($19-79)
• Plugins ($29-149)
• API tools ($49-199)
• Boilerplates ($49-199)
• Starter kits ($29-149)
• Admin dashboards ($79-299)
Developer Products Hit Different:
A well-built boilerplate can generate $10K+/month indefinitely.
Category 5: Memberships & Communities
The Opportunity:
Recurring revenue = financial stability.
What Sells:
• Newsletter subscriptions ($5-25/month)
• Learning communities ($29-99/month)
• Asset libraries ($15-49/month)
• Coaching groups ($99-499/month)
• Accountability groups ($29-99/month)
• Insider content ($5-15/month)
The Math:
100 members × $29/month = $2,900/month
500 members × $29/month = $14,500/month
1000 members × $29/month = $29,000/month
Finding Your Product-Market Fit
VALIDATION FRAMEWORK:
1. PROBLEM IDENTIFICATION
□ What problem am I solving?
□ How painful is this problem?
□ How often does it occur?
□ Who experiences this problem most acutely?
2. MARKET VALIDATION
□ Are people actively searching for solutions?
□ Are competitors making money in this space?
□ What do current solutions lack?
□ What would make someone choose mine?
3. FEASIBILITY CHECK
□ Can I create this with my current skills?
□ How long will creation take?
□ What's my competitive advantage?
□ Can I maintain/update this product?
4. PROFIT POTENTIAL
□ What price can this command?
□ How many potential buyers exist?
□ What are the costs involved?
□ Is this scalable?
The Product Creation Lab
The MVP Approach
Don't build for months. Launch fast, iterate based on feedback.
PRODUCT CREATION TIMELINE:
Week 1: Core Product
├── Day 1-2: Outline content
├── Day 3-4: Create main deliverable
├── Day 5-6: Create bonus materials
└── Day 7: Package and test
Week 2: Sales Infrastructure
├── Day 1-2: Write sales page
├── Day 3: Create preview images
├── Day 4: Record demo/trailer
├── Day 5: Set up automation
├── Day 6: Beta test with friends
└── Day 7: LAUNCH
Product Creation Tools by Category
For Templates:
• Notion (free) - Notion templates
• Canva Pro ($13/mo) - Design templates
• Figma (free) - UI/UX templates
• Google Docs/Sheets (free) - Document templates
• Airtable (free tier) - Database templates
For Courses/Ebooks:
• Notion (free) - Course content organization
• Loom (free tier) - Video lessons
• OBS Studio (free) - Screen recording
• Descript ($12/mo) - Video editing
• Google Docs (free) - Writing
• Canva (free) - Workbooks, slides
For Creative Assets:
• Adobe Suite ($55/mo) - Professional standard
• Affinity Suite ($170 one-time) - Great alternative
• Procreate ($13 one-time) - iPad illustration
• DaVinci Resolve (free) - Video editing
• Audacity (free) - Audio editing
The Packaging Formula
How you package matters as much as what's inside.
Basic Package:
❌ "Notion Template - $15"
Premium Package:
✅ "The Ultimate Creator OS - $49
Everything you need to run your creative business:
📦 WHAT'S INCLUDED:
Core System:
├── Master Dashboard Template
├── Content Calendar System
├── Finance Tracker
├── Client CRM
└── Project Manager
Bonus Templates:
├── Meeting Notes Template
├── Goal Setting Framework
├── Weekly Review System
└── Habit Tracker
Resources:
├── Video Setup Tutorial (15 min)
├── Quick Start Guide (PDF)
├── Template Customization Guide
└── Private Community Access
Total Value: $247
Your Price: $49"
Same template. 3x the price. Higher perceived value.
Quality Benchmarks
Before launching, ensure your product hits these standards:
QUALITY CHECKLIST:
Content Quality:
□ Solves the stated problem completely
□ Better than free alternatives
□ Unique perspective or approach
□ No fluff or padding
□ Would I pay for this?
Production Quality:
□ Professional design/formatting
□ No typos or errors
□ Proper file organization
□ All links work
□ Mobile-friendly (if applicable)
User Experience:
□ Clear instructions included
□ Easy to implement/use
□ Logical organization
□ FAQ addresses common questions
□ Support contact provided
Delivery:
□ Instant access works
□ All files included
□ Reasonable file sizes
□ Multiple format options
□ Thank you message configured
Pricing Strategies That Print Money
The Pricing Psychology Framework
PRICING TIERS STRATEGY:
Tier 1: Entry Point ($9-29)
Purpose: Low barrier to entry
Content: Core product only
Goal: Build customer base, get reviews
Tier 2: Standard ($39-79)
Purpose: Main revenue driver
Content: Core + Bonuses
Goal: Maximum sales volume
Tier 3: Premium ($99-199)
Purpose: Maximum value extraction
Content: Everything + Exclusive
Goal: Serve high-intent buyers
Tier 4: Enterprise ($299-999)
Purpose: Serious buyers, agencies
Content: Commercial license, support
Goal: High-value, low-volume sales
Real Pricing Examples
Notion Template:
Basic: $19 - Single template
Pro: $39 - Template bundle + tutorials
Complete: $79 - All templates + community
Online Course:
Self-Paced: $97 - Course videos only
Premium: $197 - Course + community + calls
Coaching: $497 - Everything + 1-on-1 calls
Design Asset Pack:
Standard: $29 - Personal license
Extended: $79 - Commercial license
Unlimited: $199 - Team license + source files
Pricing Psychology Hacks
1. Charm Pricing Works
$50 → $49 (2% boost)
$100 → $97 (5% boost)
$200 → $197 (4% boost)
2. Anchor High
"Value: $500"
"Launch Price: $97"
"Save: 81%"
3. Show the Math
"Coffee costs $5/day = $150/month
This template saves 10 hours/month
At $30/hour, that's $300 saved
Your investment: Just $29"
4. Risk Reversal
"30-day money-back guarantee. No questions asked."
This INCREASES sales because:
- Removes purchase anxiety
- Shows confidence in product
- Rarely used (<3% refund rate typical)
The "Pay What You Want" Strategy
Gumroad supports flexible pricing. Use it strategically.
PWYW SETTINGS:
Minimum Price: $0 (or $1)
Suggested Price: $29
Maximum flexibility: Any amount above minimum
WHEN TO USE:
✓ Building email list
✓ Launching to get reviews
✓ Products with high perceived value
✓ When you have existing audience
RESULTS:
• Average payment often 2-3x minimum
• More customers than fixed pricing
• Better for certain audiences
The Science of High-Converting Sales Pages
The Perfect Sales Page Structure
┌─────────────────────────────────────────────────────────────┐
│ SALES PAGE ANATOMY │
├─────────────────────────────────────────────────────────────┤
│ │
│ SECTION 1: HERO │
│ ├── Headline (main benefit) │
│ ├── Subheadline (what it is) │
│ ├── Hero image/video │
│ └── Primary CTA button │
│ │
│ SECTION 2: PROBLEM │
│ ├── Describe the pain │
│ ├── Agitate the problem │
│ └── Show you understand │
│ │
│ SECTION 3: SOLUTION │
│ ├── Introduce your product │
│ ├── Show transformation │
│ └── Key benefits (not features) │
│ │
│ SECTION 4: WHAT'S INCLUDED │
│ ├── List everything they get │
│ ├── Add perceived value to each │
│ └── Total value vs. price │
│ │
│ SECTION 5: SOCIAL PROOF │
│ ├── Testimonials │
│ ├── Logos/numbers │
│ └── Before/after results │
│ │
│ SECTION 6: ABOUT CREATOR │
│ ├── Your story │
│ ├── Why you created this │
│ └── Your credibility │
│ │
│ SECTION 7: PRICING │
│ ├── Show all tiers │
│ ├── Highlight best value │
│ └── CTA buttons │
│ │
│ SECTION 8: GUARANTEE │
│ ├── Risk reversal │
│ └── What happens if unsatisfied │
│ │
│ SECTION 9: FAQ │
│ ├── Address objections │
│ └── Common questions │
│ │
│ SECTION 10: FINAL CTA │
│ ├── Urgency/scarcity (if real) │
│ ├── Final benefit reminder │
│ └── Last CTA button │
│ │
└─────────────────────────────────────────────────────────────┘
Headline Formulas That Convert
The "Result Without Sacrifice" Formula:
[Get Result] Without [Common Sacrifice]
Examples:
"Build a 6-Figure Business Without Quitting Your Job"
"Learn to Code Without Boring Tutorials"
"Get Fit Without Living at the Gym"
The "Specific Outcome" Formula:
How to [Specific Action] in [Timeframe] (Even if [Objection])
Examples:
"How to Launch Your First Product in 7 Days (Even if You Have No Audience)"
"How to Design Beautiful UIs in Hours (Even if You're Not a Designer)"
The "Curiosity Gap" Formula:
The [Unexpected Method] That [Surprising Result]
Examples:
"The 20-Minute System That Replaced My Full-Time Income"
"The Single Template That Runs My Entire Business"
Copywriting Power Tips
1. Benefits Over Features
❌ Feature: "50 pages of content"
✅ Benefit: "Everything you need to launch in one weekend"
❌ Feature: "Includes video tutorials"
✅ Benefit: "Watch over my shoulder as I show you exactly what to do"
2. Use Specifics
❌ Vague: "Save time and money"
✅ Specific: "Save 10 hours per week and cut your tool costs by $200/month"
3. Address Objections Early
"You might be thinking: 'I don't have time for another course.'
Good news—this isn't another 40-hour course you'll never finish.
This is a focused, 2-hour workshop with actionable templates
you can implement immediately."
4. Social Proof Placement
• After main benefit claim → Validates the promise
• Before pricing → Reduces sticker shock
• In FAQ → Overcomes objections
• Near final CTA → Last push to convert
Visual Elements That Convert
Product Images:
DO:
✓ Show product in use (mockups)
✓ Display all components
✓ Use consistent brand colors
✓ Include text overlays explaining value
DON'T:
✗ Low-resolution images
✗ Flat file previews only
✗ Inconsistent styling
✗ Stock photos that look generic
Video Recommendations:
Sales Page Video Types:
1. Product Demo (1-2 min)
- Show what's inside
- Demonstrate key features
- Best for templates/tools
2. Founder Story (2-3 min)
- Why you created this
- Your journey
- Best for courses/coaching
3. Testimonial Compilation (1-2 min)
- Customer results
- Social proof
- Best for high-ticket products
Traffic Generation Playbook
The Traffic Pyramid
TRAFFIC SOURCES (by effort vs. reward):
┌─────────────┐
│ Viral │ Low control,
│ Content │ High reward
└──────┬──────┘
┌───────┴───────┐
│ Partnerships │ Medium effort,
│ & Affiliates │ Medium-high reward
└───────┬───────┘
┌────────────┴────────────┐
│ Content Marketing │ High effort,
│ (Blog, YouTube, etc) │ Compounding reward
└────────────┬────────────┘
┌─────────────────┴─────────────────┐
│ Social Media │ Medium effort,
│ (Twitter, LinkedIn, etc) │ Medium reward
└─────────────────┬─────────────────┘
┌──────────────────────┴──────────────────────┐
│ Email List │ Foundation,
│ (Your owned audience) │ Highest control
└─────────────────────────────────────────────┘
Twitter/X Strategy for Creators
Twitter is the #1 traffic source for Gumroad creators.
Content Calendar:
WEEKLY POSTING SCHEDULE:
Monday: Educational thread
Tuesday: Behind-the-scenes
Wednesday: Engagement post (question/poll)
Thursday: Value tweet (quick tip)
Friday: Product mention (soft sell)
Saturday: Personal story
Sunday: Week recap/planning tweet
The Value Thread Formula:
Tweet 1 (Hook):
"I made $XX,XXX selling digital products.
Here's the exact system I use (steal it):"
Tweet 2-9 (Value):
Share actionable tips, one per tweet.
Use numbers, bullet points, specific examples.
Tweet 10 (CTA):
"Want the complete system?
I put everything into [Product Name].
[Link]
Retweet if this was valuable! 🔄"
Growth Tactics:
✓ Reply to bigger accounts (genuine value)
✓ Quote tweet with insights added
✓ Post at peak times (8-10am, 12-1pm, 5-7pm ET)
✓ Use relevant hashtags sparingly
✓ Engage in relevant conversations
Building Your Email List
Your email list is your most valuable asset. Gumroad has built-in email features.
Lead Magnet Ideas:
1. Free version of paid product
- Partial template
- Chapter of ebook
- Module of course
2. Complementary resource
- Checklist
- Cheat sheet
- Swipe file
3. Mini-course
- Email series
- Video training
- Challenge
Email Sequence Template:
Day 0: Welcome + Deliver lead magnet
Day 1: Your story + why you created this
Day 3: Value email (teaching)
Day 5: Case study or testimonial
Day 7: Soft product mention
Day 10: More value
Day 14: Direct product pitch
Content Marketing for Long-Term Traffic
Blog Posts That Drive Sales:
Content Types:
1. Tutorial Content
"How to [Do Thing Product Helps With]"
→ Natural product mention as solution
2. Comparison Content
"[Your Niche] Tools Compared"
→ Position your product favorably
3. Case Study Content
"How I [Achieved Result] Using [Method]"
→ Show product in action
4. Resource Lists
"Best [Category] Templates for [Year]"
→ Include your products
YouTube Strategy:
Video Content Ideas:
• Product walkthroughs
• Behind-the-scenes creation
• Tutorial content
• Q&A about your niche
• Results/case studies
SEO: Title, description, tags with keywords
CTA: Link to product in description
Consistency: 1 video/week minimum
Affiliate Program Setup
Let others sell for you.
Gumroad's Built-in Affiliate System:
Settings:
• Commission rate: 20-50% recommended
• Cookie duration: 30 days (standard)
• Payment: Automatic via Gumroad
Recruiting Affiliates:
• Reach out to people in your niche
• Offer higher commissions for top performers
• Provide promotional materials
• Create affiliate resource page
Affiliate Outreach Template:
Subject: Partnership opportunity - [Your Product]
Hi [Name],
I love your content about [topic]. Your [specific piece]
really resonated with me.
I recently launched [Product Name], which helps people
[benefit]. Given your audience of [their audience type],
I think it could be valuable for them.
Would you be interested in becoming an affiliate?
You'd earn [X]% on every sale (that's $[amount] per sale).
I'll provide all the promotional materials you need.
Happy to send you a free copy to check out first.
Best,
[Your Name]
Membership and Subscription Secrets
Why Recurring Revenue Changes Everything
ONE-TIME SALES:
Month 1: $2,000 (launch)
Month 2: $800 (natural decline)
Month 3: $600 (more decline)
Constant hustle to maintain income.
MEMBERSHIP MODEL:
Month 1: 50 members × $29 = $1,450
Month 2: 75 members × $29 = $2,175 (25 new, some churn)
Month 3: 100 members × $29 = $2,900
Compounds over time. Predictable.
Membership Models That Work
1. Content Drip Membership
What: New content released regularly
Price: $15-49/month
Examples:
• Weekly video tutorials
• Monthly template drops
• Exclusive articles
Retention Strategy:
• Consistent quality
• Community engagement
• Member-only events
2. Community Membership
What: Access to community + resources
Price: $29-99/month
Examples:
• Private Discord/Slack
• Monthly group calls
• Resource library
Retention Strategy:
• Active community management
• High-value connections
• Regular live events
3. Tool/Resource Library
What: Growing library of assets
Price: $15-49/month
Examples:
• Template library
• Stock asset collection
• Plugin/tool access
Retention Strategy:
• Regular new additions
• Member request fulfillment
• Exclusive early access
Reducing Churn
CHURN REDUCTION TACTICS:
Onboarding:
□ Welcome email sequence
□ Quick win in first 24 hours
□ Community introduction
□ Clear next steps
Engagement:
□ Weekly touchpoint (email/post)
□ Monthly live event
□ Member spotlights
□ Active community management
Value Delivery:
□ Regular content updates
□ Member-requested features
□ Surprise bonuses
□ Exclusive perks
Exit Prevention:
□ Cancellation survey
□ Pause option instead of cancel
□ Win-back campaigns
□ Annual discount option
Scaling to $100K and Beyond
The Product Ladder
Build a ladder of products at increasing price points.
PRODUCT LADDER EXAMPLE:
Free: Lead Magnet ($0)
├── Newsletter signup
└── Captures email, builds trust
Entry: Low-ticket product ($9-29)
├── Intro course or template
└── Low barrier, gets them buying
Core: Main product ($49-199)
├── Flagship offering
└── Main revenue driver
Premium: High-ticket ($299-999)
├── Complete system + support
└── Higher margins, fewer customers
Done-For-You: Service ($1000+)
├── Custom work
└── Highest margin, limited scale
Multiple Product Strategy
Don't rely on one product. Build a portfolio.
PRODUCT PORTFOLIO:
Category 1: Templates (40% of revenue)
├── Product A: Notion workspace ($39)
├── Product B: Content calendar ($29)
└── Product C: Finance tracker ($49)
Category 2: Education (35% of revenue)
├── Product D: Main course ($197)
├── Product E: Mini-course ($49)
└── Product F: Ebook ($19)
Category 3: Membership (25% of revenue)
└── Product G: Monthly community ($29/mo)
TOTAL: 7 products across 3 categories
= Diversified revenue
= Multiple entry points
= Upsell opportunities
Automation for Scale
AUTOMATION STACK:
Email:
• Welcome sequences (Gumroad built-in)
• Upsell sequences (Gumroad + external)
• Review requests (automated)
• Win-back campaigns (automated)
Content:
• Social media scheduling (Buffer/Hootsuite)
• Content repurposing (manual → automated)
• Newsletter (ConvertKit/Substack)
Operations:
• Customer support templates
• FAQ documentation
• Onboarding videos
• Community guidelines
Analytics:
• Sales tracking (Gumroad dashboard)
• Email metrics (built-in + external)
• Social metrics (native tools)
Revenue Optimization
OPTIMIZATION LEVERS:
Traffic Optimization:
• A/B test ad copy/creative
• Improve SEO rankings
• Increase posting frequency
• Optimize for viral content
Conversion Optimization:
• A/B test sales page headlines
• Improve product images
• Add video content
• Test pricing tiers
Average Order Value:
• Add upsells
• Create bundles
• Offer payment plans
• Add premium tier
Retention (if membership):
• Improve onboarding
• Increase engagement
• Add new value
• Build community
Real Creator Case Studies
Case Study 1: The Notion Template Empire
Creator: Thomas Frank
Products: Notion templates and courses
Results: $1M+ on Gumroad
What He Did Right:
1. Built massive YouTube audience first (2M+ subscribers)
2. Created genuinely exceptional templates
3. Free content → Paid products pipeline
4. Premium pricing ($100+ for templates)
5. Continuous iteration based on feedback
Lessons:
- Audience before products
- Quality justifies premium pricing
- YouTube is powerful for digital products
Case Study 2: The Developer Boilerplate
Product: SaaS boilerplate code
Price: $199
Results: $50K+ in first year
What They Did Right:
1. Solved painful problem (SaaS setup time)
2. Targeted developers on Twitter
3. Showed real time savings
4. Offered stellar documentation
5. Updated regularly with new features
Lessons:
- Niche products can be very profitable
- Twitter is developer home base
- Documentation is product feature
Case Study 3: The Design Asset Creator
Products: Icon packs, UI kits
Price range: $29-129
Results: $15K+/month passive
What They Did Right:
1. Consistent weekly new releases
2. Built reputation for quality
3. Grew Twitter to 50K followers
4. Cross-promoted products
5. Offered commercial licenses
Lessons:
- Consistency builds audience
- Multiple products = multiple income streams
- Commercial licenses = higher prices
The 60-Day Launch Plan
Phase 1: Foundation (Days 1-14)
Week 1: Product Development
□ Day 1-2: Validate product idea
□ Day 3-4: Create product outline
□ Day 5-7: Build core product
Week 2: Product Polish
□ Day 8-9: Create supporting materials
□ Day 10-11: Package and test everything
□ Day 12-13: Get beta feedback
□ Day 14: Final improvements
Phase 2: Launch Prep (Days 15-30)
Week 3: Marketing Setup
□ Day 15-16: Write sales page copy
□ Day 17-18: Create product images/video
□ Day 19-20: Set up Gumroad listing
□ Day 21: Create email sequence
Week 4: Pre-Launch
□ Day 22-24: Build anticipation on social
□ Day 25-27: Reach out to potential affiliates
□ Day 28-30: Final testing and prep
Phase 3: Launch (Days 31-45)
Week 5: Launch Week
□ Day 31: LAUNCH DAY!
□ Day 32-33: Social media push
□ Day 34: Email list announcement
□ Day 35-37: Engage with early buyers
Week 6: Momentum
□ Day 38-40: Share testimonials
□ Day 41-42: Address questions/objections
□ Day 43-45: Limited-time bonus or discount
Phase 4: Scale (Days 46-60)
Week 7: Analyze & Optimize
□ Day 46-48: Analyze launch data
□ Day 49-50: Optimize sales page
□ Day 51-52: Improve based on feedback
Week 8: Long-Term Growth
□ Day 53-55: Set up affiliate program
□ Day 56-57: Plan content calendar
□ Day 58-59: Begin next product
□ Day 60: Review and celebrate! 🎉
Common Mistakes to Avoid
Mistake 1: Building Before Validating
❌ Spend months creating → Launch → Crickets
✅ Validate idea → MVP launch → Iterate
Validation checklist:
□ People are searching for solutions
□ Competitors exist (means demand)
□ You've talked to potential customers
□ Someone would pay for this
Mistake 2: Weak Sales Page
❌ "Here's my product. It costs $29. Buy now."
✅ Problem → Solution → Proof → Offer → CTA
Your sales page is your salesperson working 24/7.
Invest time in making it compelling.
Mistake 3: No Launch Plan
❌ Post once on social media, hope for sales
✅ Coordinated multi-channel launch
A launch is an EVENT. Treat it like one.
Mistake 4: Underpricing
❌ "I'll price low to get more customers"
✅ "I'll price for value and attract quality customers"
Low prices attract price-sensitive, high-maintenance customers.
Higher prices attract buyers who value their time and quality.
Mistake 5: One Product Dependency
❌ All income from one product
✅ Portfolio of products at different prices
Diversification = stability.
Conclusion
Building a $100K+ passive income stream on Gumroad isn't about luck. It's about:
- Choosing the right product (validated demand, real value)
- Creating quality (would you buy this?)
- Pricing with confidence (charge what it's worth)
- Writing copy that converts (sales page matters!)
- Building traffic systems (sustainable, not one-time)
- Iterating constantly (feedback → improvements)
The creators making $10K, $50K, $100K+ per month on Gumroad started exactly where you are now. They just started.
Your action items:
- Today: Choose your first product idea and validate it
- This week: Create your MVP
- This month: Launch with a proper strategy
- This quarter: Build to 3-5 products
- This year: Scale to your income goal
The digital product economy is growing every year. The best time to start was yesterday. The second best time is right now.
Build something valuable. Help people. Get paid.
That's the Gumroad way.
"Create once, sell forever. That's the power of digital products."
Tags: #Gumroad #DigitalProducts #PassiveIncome #OnlineBusiness #CreatorEconomy #SideHustle #MakeMoneyOnline #DigitalCreator #InfoProducts #OnlineIncome #GumroadTips #Entrepreneur #WorkFromHome #FinancialFreedom
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