Why Authorized Tech Issues In Partnerships w/ Colin Levy | Digital Noch

Why Authorized Tech Issues In Partnerships w/ Colin Levy | Digital Noch
Studying Time: 17 minutes

Every time we speak about partnerships, it at all times boils right down to cooperation between two or extra entities. Whether or not that’s a few manufacturers, a model and an influencer, or another mixture.

And whereas we’d enter into these partnerships with one of the best of intentions and the best of hopes… what occurs when issues don’t go as deliberate? What will we do when, say, one of many companions doesn’t maintain up their finish of the discount?

That’s what we’re overlaying in at this time’s episode of Partnership Unpacked.

Welcome again to Partnership Unpacked, the place I selfishly use this time to choose the brains of specialists at strategic partnerships, channel packages, associates, influencer advertising and marketing, and relationship constructing… oh, and also you get to study too! Subscribe to study how one can amplify your development technique – with a stable takeaway each episode from partnership specialists within the business.

So, my query for you is that this: why aren’t you utilizing contracts and different authorized instruments as a part of your partnership operations?

Is it since you don’t suppose it’s essential? It’s too exhausting? Too costly? Too complicated?

What do you suppose may occur if you happen to aren’t contemplating authorized ramifications, and one thing does go sideways?

That’s precisely what our visitor at this time, Colin Levy, goes to speak to us about.

Colin’s authorized profession focuses on the intersection of enterprise, expertise, and regulation, and he’s a powerful advocate for authorized expertise. He’s on a mission to teach and encourage others concerning the infinite prospects that authorized tech has to supply. He’s the Director of Authorized and Evangelist for Malbek, a number one Contract Lifecycle Administration firm, and an Advisor for Proxy, a number one authorized workflow administration platform, and he’s right here to assist us kind out how authorized may be of assist on this fast-paced world of expertise and partnerships.

Partnership Unpacked host Mike Allton talked to Colin Levy about:

♉️ What Authorized Expertise is & why CMOs and Partnership Leaders ought to care

♉️ How Authorized Tech helps partnerships

♉️ What occurs if we ignore Authorized Tech

Study extra about Colin Levy

Sources & Manufacturers talked about on this episode

Why Authorized Tech Issues In Partnerships w/ Colin Levy | Digital Noch

Full Notes & Transcript:

(Frivolously edited)

Why Authorized Tech Issues In Partnerships with Colin Levy

[00:00:00] Mike Allton: Every time we speak about partnerships, it at all times boils down the cooperation between two or extra entities, whether or not that’s a few manufacturers, a model, and an influencer, or another mixture. And whereas we’d enter into these partnerships with one of the best of intentions and the best of hopes, what occurs when issues don’t go as deliberate?

What will we do when say one of many companions doesn’t maintain up their finish of the discount? That’s what we’re overlaying in at this time’s episode of Partnership Unpacked.

That is partnership unpacked your go-to information to rising what you are promoting. By means of partnerships rapidly. I’m your host, Mike Alton, and every episode unpacks the profitable methods and newest developments from influencer advertising and marketing to model partnerships and concepts which you could apply your individual enterprise to develop exponentially.

And now the remainder of at this time’s episode, welcome again to Partnership on P. Why. Selfishly used this time to choose the brains of specialists at strategic partnerships, channel packages, associates, influencer advertising and marketing and relationship constructing. Oh, and also you get to study, too, subscribe to study how one can amplify your development technique with a stable takeaway each episode from partnership specialists within the business.

So my query for you is that this, why aren’t you utilizing contracts and different authorized instruments as a part of your partnership operations? Is it since you don’t suppose it’s essential? It’s too exhausting, too costly, too complicated. What do you suppose may occur if you happen to aren’t contemplating authorized ramifications and one thing does go sideways?

Properly, that’s precisely what our visitor at this time, Colin Levy is gonna discuss to us about. Colin’s authorized profession focuses on the intersection of enterprise, expertise and regulation, and he’s a powerful advocate for authorized. Expertise. He’s on a mission to teach and encourage others concerning the infinite prospects that authorized tech has to supply.

He’s the director of Authorized and the evangelist for Malbec, a number one contract lifecycle administration firm, and an advisor for proxy, a number one authorized workflow administration platform. And he’s right here to assist us kind out how authorized may be of assist on this fast-paced world of expertise and partnerships. Hey Colin, welcome to the present.

Thanks for having me. My pleasure. So glad you’re right here so much. We wanna unpack at this time, and first, may you simply inform us extra about Malbec and the work that you simply do there?

[00:02:29] Colin Levy: Completely. So at Malbeck, I’m their one and solely lawyer, so I do conventional authorized work for them, however I additionally function their evangelists, which basically is a flowery manner of claiming that I assist unfold the phrase about what we’re doing, about why contract administration is essential, about greatest practices for contract administration and.

Greatest practices for utilizing expertise in your contract administration method. And so it’s been a number of enjoyable being on podcasts and webinars, writing weblog posts about these matters. They’re all issues that I might usually write about anyway as a authorized tech advocate and somebody who firmly believes in constructing a powerful relationship between expertise and the authorized business.

[00:03:15] Mike Allton: Makes full sense. Once I was first employed by Agorapulse in 2018, I used to be the model evangelist and it was a really related position. I clearly didn’t speak about something authorized. I used to be speaking about social media, influencer advertising and marketing, and the way Agorapulse helped in these sorts of eventualities. So, Love the position.

That’s unbelievable. I do know it’s a number of enjoyable, however what precisely is authorized expertise? Why are we speaking about authorized tech?

[00:03:39] Colin Levy: It’s an enormous query and a query I get requested pretty usually. So the way in which I might outline authorized tech is it’s actually referring to instruments which are expertise primarily based that assist legal professionals and different authorized professionals do their jobs extra effectively and extra productively.

So it may vary from something from. Automating the creation of a doc to automating the overview of a doc, to utilizing knowledge analytics to drive resolution making round maybe a litigation matter or only a authorized analysis matter to managing your agreements and making. That administration, be extra knowledge pushed and be extra proactive versus reactive.

As a result of previous to the rise of contract administration instruments, managing contracts was important. Utilizing Excel and e-mail to face high of each single settlement you had, which you’ll be able to think about can get to be fairly time consuming relying on the scale of what you are promoting.

[00:04:36] Mike Allton: Obtained it. Okay. So once I’ve used a web site to ship an settlement to a sponsor for certainly one of my digital occasions, I’m utilizing Authorized Tech.

Is that proper?

[00:04:45] Colin Levy: You might be completely. Actually, I might say that almost all authorized professionals at this level are utilizing. What might be referred to as authorized tech already, , phrase, Excel, e-mail, DocuSign, what have you ever, are all parts of authorized tech. Authorized tech is simply sort this massive umbrella time period that refers to instruments used within the authorized business, however fairly frankly, these are instruments which are primarily based off of applied sciences which are extensively utilized in different industries as properly. [00:05:12] Mike Allton: Obtained it. Okay. Very cool. Now, earlier than we get into some pure partnership territory, I’m actually interested in your tackle all this AI hype at this time and what the authorized implications is likely to be, notably for B2B and SaaS manufacturers. [00:05:27] Colin Levy: Positive. So, Firstly, synthetic intelligence is right here to remain and it’s completely been making a number of strides and a number of waves currently with the rise of what’s referred to as generative ai.

That’s instruments that may generate paperwork, textual content, and different forms of content material for you, resembling art work or different forms of imagery or graphics or. Audio and, and, and written content material, in fact. And so actually AI at this level is changing into a relied upon instrument for lots of companies to assist them create content material that in any other case would take some time to do.

And likewise it’s getting used to type of overview knowledge and. Make evaluation of information that ordinarily would take a number of time to, to do since you’d be having to investigate it your self versus having the ability to feed this algorithm a number of knowledge and, and the algorithm be capable to spit again kinda an output primarily based off of what you offered as inputs.

So I feel that’s type of the way in which to take a look at it. Synthetic intelligence proper now could be basically it, it’s instruments which are utilizing boatloads of information to make choices and to drive evaluation. Definitely not. The place AI can type of make impartial choices with out a number of enter, will we attain that time sooner relatively than later?

Sure, we’re positively on our manner and we’re even in all probability nearer than I’m even saying proper now. However that being mentioned, commonest use circumstances for AI are primarily based upon offering knowledge to an algorithm and the algorithm then offering outputs primarily based off of what’s requested of it on, primarily based on that knowledge.

[00:07:05] Mike Allton: Yeah, and that makes full sense.

At Agorapulse, we’re releasing a characteristic. That takes the textual content someone has already offered for a publish and it, it brings that knowledge into the algorithm after which it returns a number of completely different responses, a number of completely different choices primarily based on completely different tones. So you possibly can say, Hey, I need to make my publish funnier, or extra skilled, extra dramatic.

After which we create these, these great tweets and so forth that comply with that. In order that’s that generative AI that you simply have been speaking about, however Precisely. I do see, I do see a number of manufacturers which are partnering. With different manufacturers at this time to type of deliver AI options and integrations. To their customers. So what ought to manufacturers in these partnerships be fascinated with from a authorized perspective?

[00:07:49] Colin Levy: Positive. Properly, I feel firstly, it’s actually essential to think about who owns the info. Is it the AI instrument or is it you? Ideally be you. After which second query is, okay, so that you’re offering this knowledge to the AI answer. , what’s the AI answer doing with that knowledge? How lengthy is it being saved? Who can see that knowledge, who can use that knowledge even after you’re performed with no matter your use case is.

In order that’s one other factor to think about. These questions yow will discover out via methods is a lawyer course. I might say phrases and situations of use for that instrument. However for somebody who’s not a lawyer or who frankly doesn’t wanna learn via these phrases, which generally is a little advanced or complicated to grasp, merely ask the corporate and and say, Hey, what are your privateness insurance policies?

What are your anticipated makes use of of this knowledge? , do you adjust to political privateness legal guidelines? These forms of questions I feel are actually essential to ask. And likewise you wanna perceive, , assuming that you’re offering that it’s not simply you offering knowledge, however it’s for customers offering knowledge.

What’s the connection between consumer knowledge and this instrument in your organization and below that relationship rather well is de facto essential as a result of then you possibly can perceive the authorized implic AI instrument utilizing the info you storing the info and offering to, and so, I might say, uh, corporations traditionally have used what’s referred to as sub-process to grasp and assist course of knowledge.

And people sub-process principally are simply different corporations that companion with the corporate to assist present, whether or not it’s academic content material or assist to maintain observe of tickets for help and so forth. And there are legal guidelines now that require. In lots of circumstances for these consumer corporations to be made conscious of those sub-process, and so that you kinda wanna give it some thought in a similar way.

[00:09:45] Mike Allton: With respect to utilizing these AI instruments, have you ever heard of any nations or governments truly critically contemplating laws and imagining, in the end it’d appear to be gdpr, the place we have now knowledge processors and knowledge controllers. Recognized solely now, as an alternative of it being e-mail and private personal knowledge, it’s about this, this massive knowledge that’s being processed by AI is, has any of that come throughout your desk? [00:10:12] Colin Levy: I’ve actually seen a number of speak about that. I haven’t seen any nations or jurisdictions take proactive motion, though Italy did. I imply headlines just lately for outright banning. Chat bt, which is a AI instrument which has acquired Aly combined response. I perceive the priority there. I additionally suppose ai, its use is inevitable.

Related guidelines and laws round using AI and, and knowledge fed to ai like there’s presently round subprocess and knowledge processors and controllers, and that has been a, a decently workable method, I might say. I don’t wanna get too far into the weeds across the technicality of, of GDPR and different guidelines, however I actually suppose that that method appears to be what can be most relevant for using ai.

[00:11:03] Mike Allton: And I agree. I imply, merely banning the apps doesn’t seem to be that’s gonna be very efficient. What do you, what do you do when, chat g p t is banned into Bing or, or built-in into Bing, or built-in into, , any variety of different instruments like I, Agora Pulses, proper. Are you making an inventory as a rustic and by some means banning these?

And the way’s that work? What was it? Montana, I feel is gonna attempt to ban. TikTok.

[00:11:26] Colin Levy: Yeah, there positively have been states which have, uh, which were making an attempt to ban TikTok and positively the federal government has been making an attempt to ban its use by authorities workers. I feel TikTok is type of an fascinating case due to the truth that it’s owned by China, and so the China US relationship is just a little tenuous at greatest.

So, , I feel there are a number of political components that play with respect to using.

That , the politics and the issues is the same subject with is simply use of information and who can see that knowledge and who can do what with that knowledge, which ongoing concern methods.

It’s type of just like the wild, wild west proper now with respect to AI and knowledge use.

[00:12:17] Mike Allton: One hundred percent agree. It’s all about knowledge, it’s all about belief. So what are a few of the dangers to manufacturers who aren’t fascinated with the ramifications of how they’re utilizing knowledge, how they’re passing knowledge to subprocesses or integration instruments?

What are, what are a few of the dangers?

[00:12:33] Colin Levy: Proper. Properly, I feel Samsung supplies a, uh, illustrative instance provided that that they had a number of points with knowledge being being fed to talk G B T, uh, that was very delicate and confidential. So I actually suppose it’s actually essential for corporations to method AI with eyes broad open, that means approaching the instrument and related instruments.

By understanding that it depends on knowledge and you need to present it knowledge, however being cautious and considered with the info that you simply present to those instruments, and on high of that, ensuring that you simply absolutely perceive your use circumstances for these instruments and make these use circumstances very clear, not simply to your inner folks.

But additionally to the, your customers as properly.

[00:13:14] Mike Allton: Makes full sense. Be clear in what’s taking place. It’s gonna cowl all of your bases more often than not. So on the subject of partnerships, notably model integrations or influencer advertising and marketing partnerships, how can authorized tech assist in these


[00:13:29] Colin Levy: So I feel there are a number of other ways by which authorized tech might help.

For instance, with automation and automation instruments, a number of. Non-legal individuals who want authorized assist can now be capable to entry authorized providers cheaper and get the identical degree of high quality they might get from somebody who they must pay some huge cash to, however this time at a less expensive fee as a result of it’s automated, that means that they only merely fill out a kind and get the data they want.

I feel we’ve seen some court docket techniques take this separate method. We’ve additionally seen different corporations take such a method the place they’re principally automating and offering data to customers. Which might be that straightforward, straightforward to grasp and environment friendly by way of its supply to these customers. In order that’s one factor.

I feel one other manner by which Authorized Tech helps partnerships is it’s serving to perceive.

Higher contracting selections, if you’ll, with respect to methods to method an ongoing buyer or a brand new buyer by way of the way you contract with them, but additionally by way of the way you handle their relationship with you and say you’ve got a renewal developing, or you’ve got, , a brand new characteristic you wanna roll out to them, you possibly can type of see via a contract administration instrument, for instance, the general relationship, after which be capable to use knowledge to determine, okay.

This buyer presently makes use of X, Y, I would like them to be utilizing Z. Let’s, , have a chat with them. Or this buyer retains asking us about this, , let’s see what we will do about that to attempt to make them happier. Or this buyer retains having points with this specific subject, with this specific perform.

Let’s see what we will do about that. And so expertise actually is ready to provide you with, I feel, a greater hen’s eye view of contractual relationships, in addition to provide you with a extra particular view of particular person relationships as properly. So there’s a number of completely different. Methods by which I feel expertise can be utilized to assist handle partnerships and develop them.

And me being somebody who’s actually pushed by relationships and companions with others, I feel that expertise, , is de facto only one key half. Relationship if you happen to’ll trigger expertise helps you kinda higher perceive the, the info underly that relationship. However on the finish of the day, we’re speaking about folks right here.

So it’s additionally, I take into consideration understanding folks and the way they make choices as properly.

[00:15:48] Mike Allton: Love that. It additionally looks as if it, it surfaces use circumstances. It surfaces questions, predicaments. Probably even that you simply won’t have thought via if you happen to, if you happen to weren’t utilizing the tech in any respect or if you happen to have been simply utilizing some type of boiler plate doc and, and for instance, , once I’m working with influencers, it’s a reasonably easy association, whether or not it’s a long-term relationship or a short-term transaction.

However after we’re speaking a couple of model integration, now we’re speaking about two completely different manufacturers plus the purchasers of one another. Which might be interacting and, and what occurs if one buyer has a problem with my instrument however their, the model integrations buyer is complexities that might be surfaced doubtlessly, I feel by a few of that tech.

[00:16:33] Colin Levy: Completely. Yeah. There’s a number of, I feel, kind of knowledge round buyer conduct, for instance, which you could get via expertise. That’s, I feel actually essential and positively corporations are making broad use of it, whether or not we acknowledge it or not, particularly on the retail entrance, but additionally in different methods as properly.

And definitely I feel, , data-driven resolution making by way of analytics of content material and conduct and reactions to that content material can actually assist affect yours. Be more practical by way of reaching the folks they wanna attain and actually connecting with them and ensuring that their content material is resonating with them.

And so I feel expertise, I see, , performing in the same manner with respect as properly, as a result of, , regulation corporations and authorized departments, I feel are having the ability to use expertise to higher present their worth to their inner stakeholders, but additionally present their worth to potential new prospects as properly.

As a result of they are saying, , customers are usually, I feel, extra properly conscious of applied sciences than generally corporations are. And so, , say I’m on the lookout for authorized service on this agency, , is making sense of use of ai, I’m extra more likely to go to that agency than one other agency trigger. I need a agency that’s up to date on expertise making use of it.

[00:17:50] Mike Allton: That’s such an ideal segue com as a result of one of many actually essential developments and themes right here at Agora Pulse helps our customers display their worth to their boss, whether or not it’s the company proprietor, whether or not it’s a consumer. Regardless of the case is likely to be. When you’re utilizing social media, you want to have the ability to display that.

R o I. So I received a fast message for you from our CMO at Agorapulse.

It’s the Arc de Triumph. Are you able to think about if you happen to’re in cost, if you happen to’re the C M O? Of promoting Paris, what are your primary channels? Wow. There’s the arc of Triumph. There’s the Eiffel Tower, there’s the Louv. These are your channels you’re gonna use to drive tourism {dollars} in.

Okay, now, however you’re not the CMO of Paris. Actually, you’re the CMO of your organization product service. So what are your primary channels? So I’m gonna guess there are issues like ppc, perhaps commerce reveals, occasions. Perhaps content material. These are all fairly predictable, proper? Let me ask you this query. Are you treating social media as a primary channel?

By the way in which, just one.8% of you at this time measure social media and may show an ROI in that funding. HubSpot and Gartner say social media is the primary channel to take a position on this yr. Are you doing it? If not, I can let you know why you’re not doing it. Since you don’t have the instruments, you don’t have the mentality, and that’s okay.

We’ve received you lined. You modified the mentality. We’ll provide the instrument 4. Pulse tracks, all of the ROI for you. One place to handle all of your social media exercise, your primary channel, change your success. Deal with social media as a channel one C m O to a different. My identify is Darryl. I’m with Agorapulse.

I’ll discuss to you quickly.

All proper, Colin, that is fascinating and I’m hoping you possibly can share with us perhaps a pair particular examples or case research of some manufacturers which have used authorized tech and, and the outcomes that they accrued.

[00:19:42] Colin Levy: Yeah, so with out naming names too particularly, there have been a pair clients of Malbeck which have, , achieved uh, excessive percentages of enhance in productiveness and in defending and rising income via using contract administration instruments.

And that’s actually type of the aim of contract administration instruments is to actually drive not simply effectivity and productiveness, but additionally develop income. And so there’ve been a pair clients that I, once more, I can’t identify, however they’re giant, they’re recognizable, uh, that use our answer and have actually benefited tremendously as a result of they’ve had giant authorized operations, they’ve a number of contracts, a number of quantity, and a number of forms of contracts.

And through the use of a contract administration answer, they’re in a position to keep on high of the statuses of all these agreements, be capable to observe the several types of agreements that they’ve. Be capable of observe type of the expansion of these relationships as properly. And so that each one that stuff is de facto priceless for corporations trigger they’re in a position to higher perceive their relationships with their clients and likewise be capable to perceive methods to profit and develop these relationships as properly.

And if you happen to don’t have a contract managed options, actually, actually exhausting to do this since you’re doing it basically manually via, , emailing folks saying how. Hey, how are issues going? Or , checking on that Excel spreadsheet that God is aware of what final time it was final up to date on the, to see the standing of a bunch of agreements.

In order that’s actually, I feel, what contract administration options is. Actually serving to construct these relationships between clients and corporations and actually serving to the contract administration course of itself be one that isn’t simply unlawful perform, however actually is a crossfunctional course of involving authorized, it, finance, gross sales, type of all of the completely different.

Capabilities which are taking part in a job in growing this relationship with the shopper.

[00:21:42] Mike Allton: I really like that you simply introduced up the, the time saving and effectivity perspective, as a result of a minimum of I don’t find out about the remainder of of you listening, however that basically resonated with me as a result of each single quarter I’m. Placing on these large digital occasions that hundreds of individuals present up.

And I’ve dozens and dozens of audio system, and dozens and dozens of name companions and sponsors for every a kind of occasions. And I haven’t been utilizing a contract administration system. So it seems like if I signed up for Mal Beck, I may have a speaker settlement template arrange and plug in, , listed here are my 30 audio system for this occasion, and it sends them out.

Their model of the contract and I’d be capable to see in a dashboard the place they’re at on these agreements. Did they arrive again? Have been there questions? Have they only ignored it but? All that stuff, proper?

[00:22:29] Colin Levy: Completely, completely. And you may, , and you may collaborate with different folks on the doc and, and it’s asynchronous, that means that no matter what time zone somebody is, they will collaborate on that very same doc by simply logging in and dealing with them, the system. [00:22:45] Mike Allton: Find it irresistible. Okay, properly as quickly as we’re performed right here, I’m gonna be signing up cuz our company summit that’s developing in, uh, lower than two months or two months from at this time, a minimum of the day that we’re recording this episode. And I don’t need to hold utilizing guide paperwork for that. So thanks for that. That’s an enormous tip for me and hopefully these of you listening.

You’re gonna take into consideration how you possibly can combine a contract administration system into your individual processes, into your individual partnerships, as a result of that’s gonna assist in so some ways, not simply time financial savings. So lastly, Colin, final query. I’m actually curious as an evangelist for the expertise and for up particularly, how have relationships performed a job?

In your profession? This can be a query. I, I really like asking variations of this to all my visitors cuz all of the solutions are completely different and but all of them have a similarity and, and I’m curious what your reply is.

[00:23:34] Colin Levy: Positive. I imply, I might, , I’ll let you know flat out, I might not be the place I’m or have achieved the type of issues I’ve achieved and.

Been provided, the forms of alternatives I’ve been provided with out constructing relationships with different folks. And it began actually for me, simply being considerably uncomfortable and sad with the truth that the authorized business gave the impression to be performing as if it was resistant to the rise of expertise and its impacts upon different industries.

And so I believed, properly, absolutely I can’t be the one one that thinks this manner. In order that prompted me to begin reaching out to different individuals who thought just like me. Much like me and actually asking if I may simply discuss to them and study their work, their journeys, and people sorts of conversations, simply construct upon each other and actually simply led me to constructing and supporting the authorized tech neighborhood that I’m actually grateful to be part of.

And I feel the most important factor I can say to anybody by way of methods to actually create alternatives for your self is construct relationships with others. And that begins by reaching out to. And speaking with them and actually listening to their journeys and studying from these journeys and doubtlessly even sharing these, these classes with different.

[00:24:45] Mike Allton: Find it irresistible. Who knew we’d’ve introduced a authorized tech evangelist onto the present and gotten such nice relationship constructing and networking recommendation. Improbable. Superior. Kyle, this has been wonderful. Thanks a lot. Inform of us the place to attach with you and the place to study extra. [00:25:01] Colin Levy: Completely. Properly, if you happen to’re on the lookout for a contract administration answer, please go to malbec.io.

That’s Malbec with a, be at liberty to attach with me on LinkedIn, below my identify, LinkedIn on Twitter. Additionally free to go to my web site calling com, the place I supply interviews main authorized tech leaders in addition to providing different providers. And I actually hope to listen to from you and, and I look ahead to connecting with you all.

[00:25:29] Mike Allton: Sounds nice. We can have all these hyperlinks and extra within the present notes, and that’s all we’ve received for at this time. Of us, please if you happen to haven’t already, head over to Apple, drop us overview, tell us what you consider the present. We might like to know what you suppose. See you subsequent time.

Thanks for listening to a different episode of Partnership Unpacked, hosted by Mike Alton, empowered by a Agora Pulse, the primary rated social media administration answer. Which you’ll be able to study extra about@agorapulse.com. When you loved this episode, please subscribe in your favourite podcast participant. Remember to go away us a overview.

Your suggestions is essential to us, and if you happen to wanna be part of our viewers throughout. Reside broadcasts. Check out our calendar@agorapulse.com slash calendar. Till subsequent time.

#Authorized #Tech #Issues #Partnerships #Colin #Levy

Related articles


Leave a reply

Please enter your comment!
Please enter your name here

Skip to toolbar