Ultimate Guide to CRM Dashboards

Ultimate Guide to CRM Dashboards

For decades, sales teams have relied on metrics to gauge progress and success. However, traditional reports were often static, overly detailed, and not optimized for how the human brain processes information into actionable insights. Today, the landscape of data-driven decision-making has broadened to include marketing and customer service teams. By utilizing customer relationship management (CRM) dashboards, these teams can achieve greater speed, precision, and focus. This is made possible through visually compelling displays that present the most critical KPIs and metrics in an easily digestible format.

Here’s how CRM dashboards empower sales, marketing, and customer service departments to drive significant business growth and enhance overall performance.

Understanding CRM Dashboards

A CRM dashboard is a visual, customizable user interface within CRM software, designed to monitor, measure, and analyze business processes, team performance, and future opportunities in real-time. This powerful tool aids in making informed marketing decisions, providing exceptional customer care, and enhancing employee performance.

Features and Benefits of CRM Dashboards

CRM dashboards offer an interactive platform, allowing team members access to vital tracking data on a single, shared interface. A well-crafted CRM dashboard provides an at-a-glance view of critical data points related to mission-critical goals and key performance indicators (KPIs). The data, aggregated from various organizational sources—typically sales, marketing, and customer service activities—is presented through intuitive graphs and charts.

By focusing only on the most meaningful data, these dashboards enable sales, marketing, and customer care professionals, along with their managers, to quickly understand and act on the current business landscape. Overloading the dashboard with excessive data can hinder its effectiveness; thus, selectivity and clear visualization are crucial for user adoption and utility.

How CRM Dashboards Drive Business Growth

At their best, CRM dashboards empower teams to gain deeper insights into their clientele, facilitating a more personalized approach to customer interactions. They help track performance metrics, enabling managers to motivate and reward employees effectively. Additionally, CRM dashboards streamline the management of sales cycle stages, offering both a big-picture view and detailed insights as needed.

The efficiency and clarity provided by CRM dashboards contribute significantly to the overall return on investment (ROI) of CRM systems. Studies show that effective use of CRM dashboards can increase conversion rates by up to 300%, boost revenue by 29%, and enhance sales team productivity by 34%.

In summary, CRM dashboards are indispensable tools that support data-driven decision-making, improve team performance, and drive substantial business growth. By leveraging these dashboards, businesses can ensure their teams are equipped with the insights needed to succeed in a competitive marketplace.

How CRM Dashboards Operate

CRM dashboards aggregate real-time data from various devices and applications such as Google Calendars and Tasks, human resources (HR) software, e-commerce platforms, the business’s website and social media channels, sales tracking software, email marketing tools, and accounting software. This data is then visually presented via graphs and charts on a single screen, offering an in-depth look at information within a specific time frame. As data inputs evolve, the graphical reports dynamically update, providing managers and staff with up-to-the-minute insights into business developments. Furthermore, CRM dashboards are highly flexible, allowing key metrics to be swapped out and updated to align with shifting business priorities.

Best Practices for CRM Dashboards

To maximize the effectiveness of a CRM dashboard, it’s advisable to limit the number of visible reports to five to seven. This adheres to cognitive limits, as the human mind struggles to process more than seven ideas simultaneously. The selected reports should focus on the business’s most crucial goals and the KPIs used to measure them. The most effective CRM dashboards showcase information tied to significant business objectives, enabling sales and marketing teams to monitor the aspects of their workflow that drive the organization’s success. A balanced mix of backward-looking, future-focused, and real-time insights should be included among the top reports to provide a comprehensive view of business progress.

The Impact of Monitoring KPIs

Tracking KPIs over time equips companies with the intelligence needed to make better, data-driven decisions both in the moment and for long-term strategy. By continually monitoring progress on these metrics, businesses gain valuable insights that inform their actions and strategies, ultimately driving success and growth.

In summary, CRM dashboards are powerful tools that integrate data from multiple sources, present it in an easily digestible format, and offer the flexibility to adapt to changing business needs. By following best practices and focusing on key metrics, businesses can leverage CRM dashboards to enhance decision-making, optimize performance, and achieve their objectives.

NetSuite SuiteSuccess for Services: CRM

Who Uses CRM Dashboards?

A well-designed, goal-oriented, and user-friendly CRM dashboard significantly boosts the productivity and performance of sales, marketing, and customer service teams. It also supports the planning and decision-making processes of the leaders who manage these teams.

Sales Teams: Empowering Individual and Team Performance

Sales team members use CRM dashboards to individually track their sales numbers, goals, meetings, hours, and tasks. This helps them prioritize efforts toward deals that help them meet their quotas. Features for email and calendar management keep them organized and synchronized. Sales forecasting tools provide a glimpse into future sales based on current pipeline data, while visibility into their peers’ numbers fosters healthy competition and motivation.

Managers: Real-Time Monitoring and Feedback

For managers, CRM dashboards offer a comprehensive view of the team’s activities and performance, enabling them to provide feedback and make adjustments based on real-time data. They can track completed tasks and individual goals, which proves invaluable during performance reviews and when setting future objectives.

Marketing Teams: Campaign Performance Insights

Marketing teams leverage CRM dashboards to monitor the effectiveness of their campaigns against targets. These dashboards display key metrics such as lead generation, conversion rates, and ROI, allowing marketers to adjust strategies and optimize performance in real-time.

Customer Service Teams: Enhanced Support Capabilities

Customer service teams use CRM dashboards to access detailed customer dossiers, enabling them to provide personalized support. They can quickly view information about previous interactions and purchases, which helps in resolving issues more efficiently and improving customer satisfaction.

C-Suite Leaders: Strategic Overview

C-suite leaders rely on CRM dashboards to obtain a quick summary of key business results. These dashboards provide a high-level view of performance across various departments, aiding in strategic planning and decision-making.

Unified Data for Better Communication and Goal Alignment

When all team members have access to the same data, communication improves, decisions are made faster, and there is a stronger alignment with the team’s mission and future goals. Daily access to this data ensures that everyone is connected to the organization’s objectives and projections.

CRM Adoption and Market Growth

The widespread adoption of CRM systems underscores their importance. Researchers estimate that 91% of companies with 10 or more employees use some form of CRM, contributing to a global market valued at approximately $44 billion in 2020. This market is projected to grow at an annual rate of 10.6% through 2028.

In conclusion, CRM dashboards are indispensable tools that enhance the productivity and efficiency of sales, marketing, and customer service teams, while providing leaders with the insights needed for informed decision-making. Their widespread adoption and continuous growth highlight their critical role in modern business operations.

What to Look for in a CRM Dashboard

Not all CRM dashboards are created equal. A poorly designed dashboard can cause confusion, waste time, and likely be ignored by the very people it is meant to support. To ensure your CRM dashboard is effectively adopted by your team and enhances workflow and sales results, consider the following attributes:

1. Intuitive Design

Time is money for busy sales reps. Look for a dashboard that is quick to set up, simple to operate, and can be taught to the team in an hour or two. Training should be personalized and ongoing, giving team members hands-on experience with the dashboard. Request a demo to evaluate its features and functionalities. Intuitive usability is crucial; it can determine whether the software optimizes your sales process or ends up unused.

2. Adaptable and Appropriate Features

Choose a CRM dashboard that is highly adaptable and customizable to fit the specific needs of your team. Avoid one-size-fits-all models. The dashboard should complement your business with tools and report options that align with your sales process, marketing strategy, and customer service activities. Different staff members will require different features; sales reps may need advanced sales toolkits and mobile access, while marketing team members might only need marketing-related tools.

3. Integration with Other Applications

CRM software should seamlessly integrate with the various data sources it needs to provide a comprehensive snapshot of your business’s goals and metrics. This includes accounting software, enterprise resource planning (ERP) systems, websites, lead-generation tools, billing platforms, marketing solutions, and HR software. For sales teams on the go, ensure the software has robust mobile capabilities. Additionally, the CRM dashboard should sync with email accounts, calendars, and smartphones, offering team members a single access point for all account-related information, thereby simplifying daily repetitive tasks.

4. Real-Time Data and Analytics

The ability to provide real-time data and analytics is vital for a CRM dashboard. Ensure it can update metrics and KPIs instantly as new data comes in, giving your team immediate insights into performance and areas needing attention. This real-time capability allows for swift decision-making and responsive adjustments to strategies.

5. Customizable Reports and Visualizations

A good CRM dashboard should allow for customizable reports and visualizations. This means team members can tailor the dashboard to display the data most relevant to their roles and responsibilities. Customizable visuals make it easier to understand complex data, enabling more informed decisions.

6. User-Friendly Interface

A user-friendly interface is essential for ensuring team members can navigate the dashboard efficiently. Look for clean, clutter-free designs that present information in an organized manner. Easy navigation helps in quickly accessing the needed data without confusion or frustration.

7. Security and Data Privacy

Given the sensitive nature of customer data, ensure that the CRM dashboard offers robust security features. This includes data encryption, secure access controls, and compliance with relevant data protection regulations. Protecting your data builds trust with your customers and safeguards your business from potential breaches.

8. Scalability

As your business grows, your CRM dashboard should be able to scale with it. Ensure the software can handle increased data volume and additional users without compromising performance. Scalable solutions save you from the hassle of switching systems as your business expands.

By prioritizing these attributes, you can select a CRM dashboard that enhances productivity, supports informed decision-making, and drives business success.

Top Benefits of a CRM Dashboard

Investing in a CRM dashboard brings numerous enhancements to a business’s sales, marketing, and customer care functions. By streamlining both high-touch and automated processes, CRM dashboards boost efficiency, provide data-driven insights, and ensure the timely delivery of key information. Here are the top 10 benefits of implementing a CRM dashboard:

1. Prioritize and Share Team Goals

A CRM dashboard keeps teams aligned with the most crucial goals for success. It tracks progress, so everyone knows how close they are to achieving their objectives. It also highlights the tasks, projects, and prospects to prioritize, guiding the team along the fastest path to achievement.

2. Forecast Accuracy

CRM dashboards enable accurate market forecasts, allowing businesses to seize opportunities and mitigate risks. By analyzing current trends, metrics, and insights, teams can predict future directions and make real-time adjustments to improve performance. This also helps in identifying the most effective marketing efforts, optimizing campaigns for better results.

3. Spot Patterns

The visual representation of data in a CRM dashboard makes it easy to spot business trends quickly. Graphs and charts provide a clearer view than numerical spreadsheets or long reports. This visualization helps teams understand how well marketing campaigns and sales strategies are working.

4. Focus Decision-Making

CRM dashboards support astute decision-making by providing answers to key questions about sales and performance. They highlight where and how to provide value, and inform teams about what is working well and what needs improvement, leading to precise, data-informed decisions.

5. Sell Big Ideas

Seamless data visualization in a CRM dashboard creates compelling narratives that can persuade colleagues and clients to adopt new strategies and business ideas. Clear, visual data presentation makes it easier to communicate the value of innovative concepts.

6. Pinpoint Your Target Audience

CRM dashboards reveal where audience members are being influenced and which engagements contribute most to the buying journey. This insight allows for more accurate and successful marketing strategies.

7. Deliver Better Customer Care

CRM dashboards gather and organize customer information, enabling reps to provide faster, more personalized support. Streamlined processes reduce project turnaround times, speeding up the sales journey and making customers feel attended to and valued.

8. Respond to Customer Sentiment

Social media features in CRM dashboards can be configured for social listening, monitoring actions like shares, mentions, and likes. These tools can automatically adjust social media tactics based on preset campaign criteria, ensuring a responsive approach to customer sentiment.

9. Track Employee Activity

CRM dashboards allow business leaders to monitor team performance in real-time. This visibility helps in adjusting, coaching, rewarding, and managing team members to reach their highest potential.

10. Automate Repetitive Tasks

A CRM dashboard provides an overview of automated tasks such as order processing, tracking, and inventory control. By handling repetitive tasks like forwarding customer messages and sending automated emails, the CRM system frees up teams to focus on high-touch, high-yield aspects of the sales journey.

In summary, a CRM dashboard is a powerful tool that enhances efficiency, drives data-informed decision-making, and supports better customer care. By leveraging these benefits, businesses can improve their overall performance and achieve greater success.


Goals of a CRM Dashboard

The primary goal of a CRM dashboard is to serve as a real-time reflection of a business’s progress toward its company-wide or departmental objectives. By regularly engaging with the dashboard, team members can understand their current standing relative to their goals across a range of strategically chosen metrics.

1. Informing Better Marketing Decisions

One key goal of a CRM dashboard is to facilitate better-informed marketing decisions. By providing detailed insights into campaign performance, the dashboard helps marketing teams adjust their strategies to boost brand awareness, improve consumer sentiment, and increase sales. It allows for real-time tracking of marketing metrics, enabling swift optimizations for maximum impact.

2. Supporting Superior Customer Care

A CRM dashboard aims to enhance customer care by offering comprehensive details about each customer’s preferences, sales history, and stage in the sales journey. This information enables customer service teams to deliver personalized support, retain core business, and effectively upsell additional products and services. By understanding customer needs and behaviors, teams can provide superior, tailored experiences.

3. Enhancing Sales Performance

Another critical goal of a CRM dashboard is to improve sales performance. By monitoring and managing the sales pipeline, tracking wins and losses, and analyzing the time and resources required for success, the dashboard helps sales teams optimize their efforts. It provides a clear view of progress and potential bottlenecks, allowing for proactive adjustments to strategies.

Achieving CRM Dashboard Goals

When a CRM dashboard successfully meets its goals, sales, marketing, and customer care teams can work more efficiently. They can anticipate customer needs, make data-driven decisions, and achieve their objectives in a timely manner. The dashboard’s ability to provide real-time, actionable insights ensures that all team members are aligned and focused on the most critical tasks.

In summary, the goals of a CRM dashboard are to:

  1. Facilitate better marketing decisions to boost brand awareness and sales.
  2. Enhance customer care by providing detailed customer insights.
  3. Improve sales performance through effective pipeline management.

By meeting these goals, a CRM dashboard becomes an indispensable tool for driving business success and achieving strategic objectives.

CRM Dashboard Features

The most effective way to keep sales and marketing activities streamlined and efficient is by selecting dashboard features that tell a meaningful story about the business’s progress toward its goals. This involves displaying features in an organized, prioritized manner to ensure the dashboard is accessible and clear. It’s also important to decide which features to include in each individual team member’s dashboard. Regardless of the individual user, there are several key features that every effective CRM dashboard should include.

1. Goals

This feature provides an overview of ongoing goals, upcoming actions, and the time elapsed on top priorities. Supervisors can view goal information for their direct reports, allowing them to determine if those goals require approval or reflection. This transparency ensures everyone is aligned and focused on achieving strategic objectives.

2. Key Performance Indicators (KPIs)

Carefully selected KPIs communicate current progress relative to business goals using designated success metrics. Access to this quantified information helps team members prioritize daily activities that move the needle forward on key metrics. KPIs serve as a constant reminder of what needs to be achieved and how far along the team is in reaching those targets.

3. Recent Reports and Report Snapshots

Reporting is the feature that consolidates sales and marketing efforts into one cohesive view. Recent reports display those that have been newly created, modified, or viewed. Report snapshots offer a graphical or list-type summary of data with links to the full underlying reports. This allows team members to quickly access the most relevant information without sifting through extensive data.

4. Tasks and Appointments

This feature reflects both manual and automatically updated tasks, serving as a checkpoint for to-do items and their impending deadlines. Automated tasks, such as sending confirmation emails to customers, make it easier for brands to behave attentively and responsively. This ensures that important actions are not overlooked and that customer interactions are timely and efficient.

5. Calendars, Alerts, and Reminders

A CRM dashboard functions as a central hub for a team member’s most important business information, serving as a daily source of updates and alerts. Calendars help in scheduling and tracking appointments, while alerts and reminders ensure that critical tasks are monitored and completed on time. These features help team members stay organized and on track, enhancing overall productivity.

By incorporating these features into a CRM dashboard, businesses can create a powerful tool that enhances efficiency, aligns team efforts, and drives progress toward strategic goals. A well-designed CRM dashboard not only provides valuable insights but also fosters a proactive and responsive work environment.

What Should a CRM Dashboard Include?

When designing a CRM dashboard to suit the diverse needs of sales, marketing, and customer care teams, it’s essential to customize visualizations and layout to prioritize each team member’s goals and preferences. Including the following types of information will provide a comprehensive view of the health of the business’s sales, marketing, and customer care efforts.

1. New Leads and Deals

This feature can be represented as a list of opportunities or as a percentage of sales value across all possible opportunities. It helps team members quickly identify new prospects and track potential revenue, providing an immediate snapshot of sales pipeline health.

2. Forecasted Sales

Typically presented in a bar chart, this information shows how much revenue the business (or a specific product line, region, or individual salesperson) expects to close in the current or future period. Best practices include presenting multiple deal stages and the anticipated probability of winning deals at each stage, offering a detailed view of expected sales outcomes.

3. Recent and Upcoming Activities

This feature logs all sales rep activity, giving managers an overview of how their team is spending its time. Data includes emails, calls, messages, stage changes, completed tasks, appointments, visits, and collaborations. This comprehensive activity tracking ensures that managers can monitor productivity and identify areas for improvement.

4. Sales Revenue Goals

Tracking actual revenue against goals, this feature allows salespeople and their managers to view revenue relative to the prior year, between competing regions, and among sales reps or teams. This provides both an absolute and relative understanding of incoming monies, helping to identify trends and areas for growth.

5. Sales Rep Performance

As employees complete tasks, this feature automatically adds performance statistics to a report provided to leadership. This tool helps manage, motivate, and inspire superior performance by offering clear insights into individual and team accomplishments.

6. Social Media Monitoring

A CRM dashboard that oversees social media activity saves time by aggregating all monitoring tools in one location. This feature allows for social listening, tracking comments, shares, and mentions, managing daily social media posting tasks, and gleaning insights into customer preferences and sentiment. It ensures that social media strategies are informed and responsive.

7. Case Management

This feature helps handle inbound cases that customers file in response to problems or complaints. It sends automated email responses, routes cases to customer care reps based on the complexity of the issue and the rep’s skill level, and turns case communications into articles for a knowledge library. This streamlines case management and enhances customer support efficiency.

By incorporating these features into a CRM dashboard, businesses can create a powerful tool that enhances efficiency, aligns team efforts, and drives progress toward strategic goals. A well-designed CRM dashboard not only provides valuable insights but also fosters a proactive and responsive work environment.

CRM KPIs and Metrics

CRM systems track all customer interactions, providing crucial performance indicators that serve as benchmarks for effectively managing sales, marketing, and customer service. These KPIs ensure top-notch customer service and optimize work processes. While each CRM dashboard is customized to fit its users’ goals and team style, the following important KPIs should be considered:

Sales KPIs:

1. Sales Target

Tracking whether sales are on track to meet top goals is essential. This metric shows salespeople where they stand relative to their targets and informs sales managers about their team’s performance. Comparing actual revenue against forecasted revenue helps identify gaps and set strategies to exceed expectations.

2. Lead Conversion Ratio

This crucial sales metric indicates how many interested leads become customers. Establishing a baseline ratio helps businesses determine the necessary pipeline volume and the number of reps needed to achieve specific revenue goals. A higher conversion ratio reflects effective sales strategies and lead nurturing.

3. Revenue per Sales Rep

This KPI measures how well the sales team performs against an established baseline, such as budgeted revenue goals or results from a previous period. It highlights top performers, reveals the duration of each sales process stage, and identifies stages where reps tend to stall or lose deals. Managers can use this information to provide targeted training and support.

Marketing KPIs:

1. Cost per Acquisition (CPA)

CPA is a pricing model where advertisers pay a set price per new customer. It is calculated by dividing total acquisition costs by the number of new customers in each period. This metric helps determine the viability of each acquisition channel, guiding budget allocation for maximum effectiveness.

2. Return on Investment (ROI)

ROI measures the efficiency of an investment by comparing the benefits to the costs. It is expressed as a percentage, with higher values indicating better returns. ROI helps identify the most effective marketing channels and campaigns, ensuring optimal use of marketing budgets.

3. Customer Lifetime Value (CLTV)

CLTV estimates the total value a customer brings over their lifetime. It is calculated by multiplying the average order total, the average number of purchases per year, and the average retention time in years. A higher CLTV indicates that spending on customer acquisition is justified by their long-term value.

Customer Service KPIs:

1. Customer Satisfaction

Customer satisfaction is a fundamental KPI that highlights issues affecting customers’ overall impressions of a brand. This metric often involves rating each customer’s experience with the brand, typically expressed as a satisfaction or dissatisfaction percentage. High satisfaction levels indicate effective customer service and positive brand perception.

2. Net Promoter Score (NPS)

NPS measures customers’ likelihood to recommend the business to others. It is a predictor of customer loyalty and business growth, allowing companies to benchmark against competitors. A higher NPS suggests strong customer relationships and positive word-of-mouth marketing.

3. Customer Retention

Customer retention quantifies loyalty by dividing the number of repeat customers by the total number of customers. A growing retention rate is desirable, as retaining existing customers is more cost-effective than acquiring new ones. High retention rates indicate successful customer engagement and satisfaction strategies.

By incorporating these KPIs into a CRM dashboard, businesses can gain valuable insights into their sales, marketing, and customer service performance. These metrics help teams make data-driven decisions, improve efficiency, and achieve their strategic goals.

Real-World CRM Dashboard Examples

Bringing abstract or complex concepts to life can often be achieved through concrete examples. Below are three CRM dashboard examples tailored for different business personas in sales, marketing, and customer service. Remember, dashboards are highly configurable, so any module in these examples can be moved or replaced by metrics most relevant to your business.

Example 1: Sales Manager Dashboard

This CRM dashboard is designed for a sales manager at a hypothetical NetSuite customer. The central KPIs reflect this company’s priorities: sales, open opportunities, and open proposals. To the left, a tracker displays sales by sales rep, measuring the revenue contribution of each team member accurately. This layout helps the sales manager quickly assess performance and identify areas for improvement.



Example 2: Marketing Dashboard

In this CRM dashboard example for a marketer, the focus is on sales by campaign and the top five campaigns by profitability. These metrics help the marketing team quantitatively evaluate the effectiveness of their advertising campaigns. By highlighting the most profitable campaigns, the dashboard guides the team in optimizing their marketing strategies and budget allocation.



Example 3: Customer Service Dashboard

This customer service dashboard emphasizes customer complaints (“cases”), displaying how many cases are open and how many have been resolved. Detailed data on each customer, including the number of cases per customer and the number of cases escalated, is also available. These metrics enable customer care reps to track their work and prioritize cases from more important or dissatisfied customers, helping them work more efficiently and effectively.



These examples illustrate how tailored CRM dashboards can provide valuable insights and drive better performance across different business functions. By configuring your dashboard to include the most relevant metrics, you can ensure that your team has the information they need to succeed.

Monitoring a CRM Dashboard with Software

CRM software is a treasure trove of data, and a CRM dashboard transforms this data into an accessible resource for sales, marketing, and customer service leaders, as well as senior executives and business owners. NetSuite’s CRM software, a cloud-based solution, offers a real-time, 360-degree view of a business’s customers. NetSuite Customer Relationship Management ensures a seamless flow of information throughout the entire customer lifecycle, from lead generation through opportunity, sales order, fulfillment, renewal, upsell, cross-sell, and support.


In today’s fast-paced business environment, sales, marketing, and customer service teams cannot afford to navigate without a reliable compass. A CRM dashboard provides a visually oriented, at-a-glance resource that delivers real-time, goal-oriented data. This tool helps shape and perfect sales, marketing, and customer service efforts. By implementing CRM dashboards, businesses can expect significant improvements in strategy execution, personnel management, and overall financial performance.

CRM Dashboard FAQs

What does a CRM do?

A customer relationship management (CRM) system is software designed to store and display real-time information related to sales, marketing, and customer service through a customizable dashboard. CRM systems enable businesses to track and analyze selected data sets related to sales processes, helping them monitor, optimize, and grow their operations.

What is a CRM report?

A CRM report is a feature within CRM software that provides summaries of performance metrics in the form of visualized data. The insights gained from these reports can be used to make informed, data-driven business decisions and improvements.

What does CRM stand for?

CRM stands for customer relationship management.

What are examples of CRM use cases?

  • Sales Representatives: Quickly assess their performance and identify areas that need attention to meet sales goals. They can determine which prospects to follow up with or which product lines to prioritize.
  • Sales Managers: Track the progress of the entire team, identifying top performers and those who may need additional training or support.
  • Marketing Departments: Analyze which campaigns and tactics generate the most qualified leads and sales, allowing them to refine their strategies for maximum effectiveness.

CRM systems are versatile tools that provide valuable insights and streamline various aspects of business operations, making them indispensable for modern businesses.

Ultimate Guide to CRM Dashboards
Article Name
Ultimate Guide to CRM Dashboards
Learn how a CRM dashboards enhances sales, marketing, and customer service with real-time insights and data-driven decisions.
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ABJ Cloud Solutions
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