[En] MIB Dauphine - ICT1

1information and communicationstechnology (ICT) products andservicesthe marketing of technological innovationday oneParis, 2011 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec

way back mid 2008 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

but in times of crisis some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

unless… some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

understanding/decyphering bubbles: a must for innovators 1956-1966 1966-1976 1976-1984 1984-1992 1992-2000 2000-2008 2008-2016 2016-2024 Innovation Refinement Innovation Refinement Innovation Refinement Innovation Refinement & Growth & Digestion & Growth & Digestion & Growth & Digestion & Growth & Digestion 7% 6%IT investment to GDP ratio 5% 4% “Ubiquitous 3% IP Networked Computing” 2% computing – IT enterprise Everywhere Personal applications 1% Mainframe computers and Internet computers 0% 1956 1964 1972 1980 1988 1996 2004 2012 2020 Source: Forrester Research 2006 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

preparing for the upturn (dec 2010) http://slidesha.re/gIBgCA • Laggards focus on optimizing current operations • Leaders, streamlined organization during the downturn, focus on expansion • not cutting back on innovation and R&D efforts during downturn  better positioned in long- term • Leaders betting on upturn  potential early-mover advantage some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

still … the sky is the limit some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

mobile phone bracelet Nokia 5-7 years?source: JDNet - 2010 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

bionic contact lenses 5-7 years?source: JDNet - 2010 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

self charging garments 3-5 years? Professor Zhong Lin Wang shows a prototype of self power generating microfibre © Georgia Tech Photo / Gary Weeksource: JDNet - 2010 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

test tube meat 8-10 years?source: JDNet - 2010 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

etc.http://bit.ly/futurityjdnet some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

a matter of perspective a night at the Opera – Albert Robida cs. 1882 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

yet … are we the most innovative century for all that? some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

Paris Metro – circa 1900 disclaimer as per http://www.parisenimages.fr: reproduction of Paris en Image photo stock authorised in order to illustrate an educational or research project not commercialised in any form (e.g, classes, lectures, theses). some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

Paris – early 1888 disclaimer as per http://www.parisenimages.fr: reproduction of Paris en Image photo stock authorised in order to illustrate an educational or research project not commercialised in any form (e.g, classes, lectures, theses). some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

Paris – July 1888 disclaimer as per http://www.parisenimages.fr: reproduction of Paris en Image photo stock authorised in order to illustrate an educational or research project not commercialised in any form (e.g, classes, lectures, theses). some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

Paris – Sept 1888, Feb 1889 and disclaimer as per http://www.parisenimages.fr: reproduction of Paris en Image photo stock authorised in order to illustrate an educational or research project not commercialised in any form (e.g, classes, lectures, theses). some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

NYC – Empire State Building 1930-1931 disclaimer as per http://www.parisenimages.fr: reproduction of Paris en Image photo stock authorised in order to illustrate an educational or research project not commercialised in any form (e.g, classes, lectures, theses). some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

Paris Metro – circa 1899 disclaimer as per http://www.parisenimages.fr: reproduction of Paris en Image photo stock authorised in order to illustrate an educational or research project not commercialised in any form (e.g, classes, lectures, theses). some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

appearances can be deceiving some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

who I am? What we‘ll doand where I‘m coming from …Paris, 2011 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec

my personal research online… since 1995 • http://visionarymarketing.com • http://visionary.wordpress.com a French Web 2.0 website some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

my (former) role at Orange Business Services •multimillion € innovation funds •team work with MNC clients •joint innovation to achieve mutual benefit •not just generating ideas but making it happen to download the Orange innovation whitepaper click here some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

my new role at Orange http://orange.com some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

my our objective some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

objectives what we aim at what we don’t aim at • defining innovation • not your average • analysing innovation • innovation in ICT innovation presentation • use examples such as Internet • not a publicity for Apple & Social Media • being up to date • not a social media course • substantiating with numbers • (repeat) not aiming at • personal point of view turning you into SM • inspire experts • fighting prejudice • surprising you • battling myths some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

agenda module timing topic one 2*1½ ICT marketing and innovation, main hours characteristics and principles two 2*1½ innovation management: towards wikinomics hours three 2*1½ online marketing innovation hoursmaterial will be made available online at http://visionarymarketing.com/mibdauphine some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

a few questions •is the ICT sector different? •what is and what isn‘t innovation? •why is everybody talking about innovation now? •innovate or die: is it only true? •what are the most common ways of managing innovation? •what are the guiding principles? •what are the main/classic pitfalls? •how are people really working on innovation? a survey •is economics moving towards wikinomics? •… some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

module onea few thoughts about ICT marketing andinnovationParis, 2011 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec

module one agenda day one • part one: innovation is in the eye of the beholder • part two: basic principles in marketing related to ICT products and services • part three: reinventing marketing? marketing 2.0 day two • part four: a critical look at product life-cycles • part five: solution selling – the vertical factor • part six: marketing alliances, a cornerstone of ICT marketing some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

where good ideas come from … some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

module one – part oneinnovation is in the eye of thebeholderParis, 2011 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec

what is technological innovation? •―creativity is the generation of new ideas. innovation is the implementation of creative ideas‖ jeffrey baumgartner http://jpb.com •you may get it wrong, clients won‘t •source: •http://www.strategic- innovation.dk/Engelsk/Consult.html some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

http://slidesha.re/ibminnovpresosome rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

ICT: no longer called new technologies Robida, invented IPTV before ADSL existed (the phonoscopic newscast system - 1870) ? some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

another example: telepresence innovation or product? link to video of visit to Cisco telepresence demo centre some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

what is technological innovation? youtube video •―MIT digital drawing board‖ •circulated extensively on the web in October 2006 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

‗everything to all people‘ (Brianna Sylver) 1/2 • It is critical to establish a baseline read of what innovation really means to the hiring organization (or client), so that the "innovation process" can be uniquely— and appropriately— tailored to address the specific challenges and requirements of that organization. But getting this foundational knowledge of what an "acceptable output of an innovation project" is...well, more difficult than one would suspect. true of b2b clients … but also of consumers some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

what clinched it for the iPOD? •―Apple Cult Becoming a Religion‖ (NYtimes, 2007) •Apple "has a whole mystique and iconic value," says Rakesh Khurana, a Harvard professor (WSJ, Sept 6) some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

cult product? some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

not convinced yet? lenovo ultra mobile laptop video self explanatory – yet, guess which is the coolest/most successful product? some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

anyone listening to this? 1. outstanding Iphone 3 problems 2. 4th Gen mobile phone but still 3G 3. Iphone 4 has trouble with WiFi 4. FaceTime limited to WiFi networks 5. easy to slip out of your hands shape 6. 16GB model at $199, 32GB sells for $299. The markups on the devices are outrageous. 7. Judging by Apples previous behaviour the Iphone 4 will be out of date within a year, although most mobile phone contracts are for two years. 8. Something more Androidish in a smartphone does more for the same price, without the Apple lock in. 9. The Iphone 4 built by Chinese wage-slaves working 12-hour shifts in conditions that have led to a rash of suicides, and Apple has called police to suppress freedom of the press. While the Iphone 4 is not less moral than the Iphone 3G, users now have less excuse to turn a blind eye to how the product is made. 10. It uses Bing instead of Google for Internet search some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

is success predictable? •source: http://telephonyonline.com/iptv and comments by Lynnette Webb on flickr some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

equipment rates in French households (source: ft, 2003) 2003 figures with progression ratesGrowth of equipment rate in French households - Q12003/Q12001 DVD Readers Digital cameras Equipment: 25% Growth: 430% Equipment: 9,5% Growth: 350% 300% Mini DV’s 250% 200% CD-Rom burners 150% Home Mass consumption Cinema appliances Video Tape Recorders 100% Equipment : 76% 16/9 TV sets Growth : +4% 50% Camcorders PC’s Video recorders Gaming consoles Analog & digital TV sets Pay TV Equipment: 95% 0% 0% 5% 10% 15% 20% 25% 30% 35% 40% 45% Equipment rate (Q22003) Source: Médiamétrie&France Télécom Multimedia is key some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

2006-2010 IPTV status •IPTV subscribers worldwide >2006: 2.7 million >06/2010: 35 million >+9 million subscribers in 12 months since end of Q2 2009 •source: http://telephonyonline.com/iptv and source : IDC (06) screen digest (2010) comments by Lynnette Webb on flickr some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

the most important innovation capabilitiesBooz Allen – Global Innovation 1000 consumer insights market potential prove feasibility pilot some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

3 types of innovative companies some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

more perception issues: innovative sectors NET CHANGE/R&D spending (2008-9) source: Booz & Co 2011 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

yet more perception issues … againthe innovation top 10 in terms of R&D some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

yet more perception issues … againr&d top 10 vs. top 10 highest reputations some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

R&D and spending and financial results question : what is financial performance linked to?― our annual global innovator 1000 study has shown time and time again there is no statistically significant relationship between financial performance and innovation spending in terms of total R&D dollars or R&D as a percentage of revenues some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

part one - what have we learnt? •innovation not = creativity •don‘t overestimate (or underestimate) ‗innovativeness‘ factor  pragmatism •fine line between products and innovation (who cares?) •innovation in the eye of the beholder •marketing > technicality •no relationship with financial performance •―always the unexpected happens‖ some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

module one – part twobasic principles in marketing related to ICTproducts and servicesParis, 2011 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec

ICT vs. mainstream marketing similarities differences •importance of trends and fads •hype cycles >apple brought fashion in IT •ecosystem a must •technology is being trivialised •a minimum of technicality must >the ‗broadband‘ factor be understood •b2b players  consumer >dual profiles welcome advertising •market maturity >ibm, microsoft, Cisco … >staggering number of players •accelarating pace of change (user/market) acceptance issues •blurred frontiers •paves way other markets >entertainment/IT (wikinomics) •chaotic (unfinished products…) ICT marketing mixes engineering+ marketing, it has its own rules, trends and techniques some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

(within ICT) one-size fits all marketing recipe don’t exist •products: •Service >products are packaged >time and material >aka bespoke service >starts from the client‘s requirements‘ definition >or… elicits the requirement •serviceS >are dematerialised products •solutions >but are products anyway >is a package addressing a particular business problem • horizontal solution: hr, book keeping, etc. – shrink-wrap software • vertical solution: – e.g. data dissemination for Finance Industry some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

the complexity of ICT marketing (mobility example) (Source: Marc Fesler, Unisys) SEAMLESS INTEGRATION Access Phone, PDA Pocket PC Clamshell Notebook Device Access Device Smartphone (Palm, Symbian) (XDA, Dell, iPaq) Handheld Tablet PC Manageability (Asset Management, Configuration, App. Deployment) Profile Mgmt. Profile Management Personalization Authentification Business & IT Consulting Transport (Bandwidth, Compression, Seamless Network Roaming) Link Synchronization (On-/Offline) Link Layer Delivery Maintenance Layer Session Management Integration Security (Encryption) Carrier-less Carrier (Telco, VNO, XSP, …) Network Wired Network Layer PAN (Bluetooth,..) wLAN (802.11, ..) wWAN (GPRS,..) Phone, Presentation Layer PDA Pocket PC Clamshell Notebook Present. Smartphone (Palm, Symbian) (XDA, Dell, iPaq) Handheld Tablet PC WFM ... etc, etc Finance KM (Oracle, ..) Apps Applications CRM, SCM, ERP Mail & (Unified)Messaging Personal Productivity Infrastruct. Windows Infrastructure Unix/Linux Mainframe some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

however, should innovation remain technical? •how Internet users were seen in 1996 (aol advert, London, 1996) •to many banks, it wasn‘t on the agenda •10 years later, 50-60% of bank users doing banking operations online some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

internet banking has worked for users Internet banking activity in the US year number of households with Internet share of Internet banking banking activity (millions) users 2006 (estimate) 45.41 58% 2005 41.53 55.9% 2004 36.51 52.3% Source: emarketer, may 2006 last update date: 02/08/2006 First two common operations on the Internet in France ( several answers possible, total > 100%) operation type dec. 2004 variation news search 64% -3% internet banking operations 53% +3% Source: JDnet 2003 average Internet banking usage = 31% no significant regional differences not for the reasons one thought in 1996 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

2 main trends, in opposite directionsconsumers B2C commodities mass-customisation SMB’s - SOHO B2B Commodities Bespoke B2B MNC’s mass produced bespoke one-size fits all some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

2 main trends, in opposite directionsconsumers B2C commodities mass-customisation innovation not happeninggrade technology and consumers use high in b2b markets SMB’s - SOHO home equipment > business equipment frontiers are blurred what consequences? B2B Commodities Bespoke B2B MNC’s mass produced bespoke one-size fits all some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

so where does traditional marketing fit in this picture? frog reflex procedure won’t work here (if it ever did anywhere though) some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

2 common myths about ICT marketing •it‘s all about technology •it‘s all about asking what the client/user wants > innovation >the survey mythology >the customer sat delusion some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

what is driving ICT sales? marketing or technology • can disruption arise from market surveys? • what is really measured in customer sat surveys? some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

reverse-engineering: marketing the unknown • Desmarest-Krycève: ―It must be easier to improve something that people know about, rather than ask them to specify what they ignore or even fail to understand‖" 1 2 Pilot test Pilot Assumptions users/clients Changes Changes Feedback Survey control system 3 Sample application of the "reverse-engineering" approach in ICT Marketing Source: Yann Gourvennec (2001-2002) some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

NO! not all perfect products/services will sell •and vice versa •msdos, winword, windows •nabaztag •… •hence, a product/service does not have to be perfect •so, what is the importance of marketing? some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

2 questions (2001) • who knows what webconferencing is? • who had ever used it? • a webconference recording example some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

a real-life example •question: how do you build the marketing mix for products/services that people don‘t understand? 10 years on, webconference is now a commodity some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

part two - what have we learnt? •ICT is really different from mainstream marketing •ICT marketing is segmented >products/service/services/solutio ns •minimum understanding a must •but technicality isn‘t sufficient •consumer and b2b markets: shifting grounds •clients aren‘t decerebrate frogs •easier to correct than design some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

module one – part threereinventing marketing? marketing 2.0Paris, 2011 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec

what is many people‘s view of marketing? not invented, but translated and adapted from www.cybercartes.com some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

is marketing dead or is it being re-invented? some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

unleashing the ideavirus Marketing by interrupting people isn‘t cost-effective anymore. You can‘t afford to seek out people and send them unwanted marketing messages, in large groups, and hope that some will send you money. Instead, the future belongs to marketers who establish a foundation and process where interested people can market to each other. Ignite consumer networks and then get out of the way and let them talk. (still) available at http://visionarymarketing.com to read the ideavirus, display slideshow (F5) and click here some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

top 10 truths about the digital ecosystem Geoffrey Moore 1. omnipresent distractions increase the need for inner peace 2. symbolic competence creates competitive advantage 3. outsourcing and offshoring are inevitable 4. everything is media 5. services displace products 6. games tell all 7. wikis rule and “crowd-sourcing” works! 8. there is no place to hide 9. songs are the spiritual property of the young 10.images are king some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

Pinko Marketing manifesto ―stop thinking in military analogies. no more campaigns. no more market penetration. if youre thinking of it as a war, youve lost already‖ some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

part three - what have we learnt? •ICT marketing not = nonsense •a networked economy •clients want to be talked to and listened (not talked at) •but organisations still struggle with this •marketing is being reinvented •digital ecosystem is reshaping the economy some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

FUTURELABA Reflection Feel free to re-use or mash-up thisOn Marketing Accountability presentation under Creative Commons 2.0 licence (noncommercial, attribution) some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

end of day onethe marketing of technological innovationday oneParis, 2011 some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec

assignment no.1: twitter now and then, a different perspective read assignment sheet #1 and answer those 3 questions: 1. was twitter considered a fad, back in 2007? why? 2. is it still now? why? 2007-2011 3. what is in store for twitter, in your HTG opinion, for the foreseeable future? innovation in the eye of the beholder assignment … some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

about Yann Gourvennec •since 02/2008, director, Web, Digital & Social Media, Orange •01/2008-02/2011 head of Internet & digital media, Orange Business Services •06/2005-01/2008, innovation principal, Orange Business Services •2003-06/2005, alliance partner manager, france telecom •1999 – 2002 - director e-business: france telecom teleconferencing services •1997 - 1999 – consultant, Internet, marketing & information systems, cap gemini •1995-1997 – internet marketing consultant, unisys europe •1992-1995 – business systems manager, unisys europe •1988-1992 – business systems manager, unisys france •1985-1988 – account executive, philips france my research is available online at: http://visionarymarketing.com/ http://www.linkedin.com/in/ygourven some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

copyright notice •This presentation is made available to all the registered readers of visionarymarketing.com •This work is licensed under the Creative Commons Attribution-Noncommercial-Share Alike 3.0 License. To view a copy of this license, visit http://creativecommons.org/licenses/by-nc- sa/3.0/ or send a letter to Creative Commons, 543 Howard Street, 5th Floor, San Francisco, California, 94105, USA. •You are allowed to use one or all the slides/images contained within this presentation provided you quote the author and the source of this information (http://visionarymarketing.com) •You are also welcome to recommend this website to your friends and colleagues and to invite them to register to our free newsletter (http://visionarymarketing.com/listbot.html) some rights reserved - CC 2011 - visionarymarketing.com - Yann A. Gourvennec Paris, 2011

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[En] MIB Dauphine - ICT1

by Yann Gourvennec

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