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How Chinese Software Companies Succeed Abroad: Comparing Client-Following, Agent Partnerships, and Local Subsidiaries

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How Chinese Software Companies Succeed Abroad: Comparing Client Following, Agent Partnerships, And Local Subsidiaries

In-depth Analysis of Overseas Expansion Models for Chinese Software Enterprises

Driven by the global digitalization trend, the software industry has become a focal point of global economic competition. After accumulating rich experience and technical strength in the domestic market, Chinese software enterprises are actively seeking to expand into overseas markets to enhance their international competitiveness and market share.

The choice of overseas expansion models is crucial for enterprises’ success in overseas markets, as different models have their respective characteristics and applicable scenarios. This article deeply analyzes three main models for Chinese software enterprises to go global: expanding alongside clients, partnering with local agents, and relying on local subsidiary operations. It explores their core logics, typical cases, advantages, and challenges, aiming to provide valuable references for the overseas expansion of Chinese software enterprises.

Expanding Alongside Clients – Deeply Bound to the Industrial Chain

Core Logic

With the global layout of Chinese manufacturing and the vigorous development of cross-border e-commerce, many Chinese enterprises have established factories or expanded their businesses overseas. Software enterprises follow these clients abroad, providing supporting software solutions such as Warehouse Management Systems (WMS) and Enterprise Resource Planning (ERP). The core of this model lies in closely centering on clients’ overseas business needs, forming a collaborative development pattern of “where clients are, services follow.” By extending the good cooperative relationship established with clients domestically to overseas markets, it achieves deep integration of software services with clients’ businesses, meets clients’ personalized needs in different regions, and jointly addresses challenges in overseas markets.

Typical Cases

Haofang WMS and Xiaomi: As a global renowned smartphone brand, Xiaomi has invested heavily in the Indian market. Haofang WMS provided a professional WMS for Xiaomi’s overseas warehouse in Bangalore, India. Through the implementation of this system, Xiaomi’s delivery time in India was significantly shortened from the original 7-10 days to 2-3 days. The efficient logistics and distribution services greatly enhanced the competitiveness of Xiaomi’s products in the Indian market, helping Xiaomi become the smartphone brand with the largest market share in India. Haofang WMS also accumulated rich industry experience and customer reputation in the Indian market through cooperation with Xiaomi, laying a solid foundation for further expanding into India and surrounding markets.
SIS Global and CIMC Group: As a global leading supplier of logistics and energy equipment, CIMC Group has a large and complex semi-trailer export project in the Middle East. SIS Global provided an integrated WMS + TMS (Transportation Management System) solution for CIMC Lighthouse’s project in the Middle East. The solution supports multi-warehouse collaborative operations and realizes full-process traceability of cross-border logistics. After implementation, the order processing efficiency of CIMC Group’s Middle East project increased by approximately 40%, effectively reducing logistics costs and improving customer satisfaction. Through cooperation with CIMC Group, Juling Supply Chain successfully entered the Middle East market, demonstrating the service capabilities of Chinese software enterprises in complex cross-border projects.

Advantages and Challenges

Advantages:

Clear customer needs: Due to the existing cooperation foundation with clients domestically, software enterprises have an in-depth understanding of clients’ business processes and requirements. In overseas projects, clients’ needs are relatively clear, reducing the costs of requirement research and communication, and enabling projects to be implemented more quickly.
Replicable domestic success experience: The experience and solutions accumulated by software enterprises in serving similar clients domestically can be partially replicated to overseas projects. This helps reduce project implementation risks, improve project success rates, and quickly adapt to some of the needs of overseas clients.
Close cooperative relationship: In-depth cooperation with clients overseas can further strengthen the strategic partnership between the two sides. Software enterprises can continue to provide services as clients’ businesses expand, achieving common growth, and attract more cooperation opportunities from peer enterprises through clients’ word-of-mouth promotion.

Challenges:

Adaptation to overseas local regulations: Regulatory policies vary greatly across different countries and regions. For example, India’s BIS certification has strict requirements for product quality and safety standards. Software enterprises need to ensure that their products and services comply with local regulations, which may involve product function adjustments, tedious certification procedures, and in-depth research on local regulations, increasing the enterprise’s operational costs and time costs.
Differences in supply chain ecosystems: Overseas supply chain ecosystems differ significantly from those in China, including logistics infrastructure, supplier systems, labor markets, and other aspects. Software enterprises need to quickly adapt to these differences and optimize their software solutions to ensure good compatibility with the local supply chain ecosystem. For example, in regions with relatively backward logistics infrastructure, special designs for WMS system distribution strategies may be required.

Expanding via Agents – Leveraging Local Resources to Penetrate Markets

Core Logic

Cooperating with local overseas agents is an effective way for Chinese software enterprises to quickly enter target markets. Local agents have rich channel resources, in-depth industry experience, and localized service capabilities. By establishing cooperative relationships with agents, software enterprises can leverage their advantages in the local market to promote software products to target customer groups. Agents are responsible for product promotion, sales, and localized services, while software enterprises focus on product research and development and technical support, complementing each other’s advantages to jointly 开拓 overseas markets.

Typical Cases

FLUX: FLUX successfully promoted its WMS products to the Australian market through cooperation with Australian agent networks. Relying on their familiarity with the local market, agents accurately positioned target customers, such as manufacturing and logistics warehousing enterprises. Through localized marketing and services, FLUX WMS quickly gained market recognition in Australia, with the number of customers increasing and market share gradually expanding.
Best Software and Southeast Asian Agents: In the Southeast Asian market, Best Software closely cooperated with local agents to promote WMS systems. For the work habits of Southeast Asian employees, agents carried out a work order-based transformation of the system. This transformation reduced the system’s learning cost by approximately 60%, enabling employees to get started with the use more quickly. The good user experience has brought an excellent result of a customer retention rate of over 90%, and Best Software has gained a firm foothold in the Southeast Asian market with the help of agents.

Advantages and Challenges

Advantages:

Lower market entry costs: Compared with setting up branches independently, cooperating with agents can greatly reduce market entry costs. Software enterprises do not need to invest a lot of funds in overseas office space rental, personnel recruitment and training, etc., reducing initial capital pressure and operational risks.
Avoid cultural differences risks: Local agents have a deep understanding of local culture, business habits, and market needs, and can better communicate and cooperate with local customers. Software enterprises can 借助 the localized advantages of agents to avoid market promotion and customer service problems caused by cultural differences and improve product acceptance.
Rapid market coverage: Agents have mature channel resources and sales networks, which can quickly promote software products to all corners of the target market. Software enterprises can reach many potential customers in a short time, improving brand awareness and market share.

Challenges:

Uneven technical capabilities of agents: The technical strength and service levels of different agents vary. Some agents may not have an in-depth technical understanding of software products, and cannot accurately convey product value in the process of product promotion and service, or even affect the customer experience due to technical problems. Software enterprises need to establish strict agent screening mechanisms to ensure that agents have certain technical capabilities and service levels.
Construction of training and support systems: In order to ensure that agents can effectively promote and service software products, software enterprises need to establish a sound training and support system. This includes product technical training, sales skills training, and continuous technical support for agents. The construction of training and support systems requires a lot of investment in human, material, and time costs, and needs to be continuously optimized and updated to adapt to product upgrades and market changes.

Relying on Subsidiaries – Localized Operations to Build Barriers

Core Logic

Establishing wholly-owned subsidiaries in target markets is an important strategy for Chinese software enterprises to achieve deep localized operations. Through subsidiaries, enterprises can realize comprehensive localization of research and development, sales, and services. In terms of research and development, carry out customized development and optimization of products according to local market needs and user habits; in terms of sales, form a localized sales team, deeply understand local customer needs, and formulate targeted marketing strategies; in terms of services, establish a localized service team to provide customers with timely and efficient technical support and after-sales services. This model helps enterprises deeply integrate into the local industrial chain, enhance brand influence, and build long-term and stable market competition barriers.

Typical Cases

FLUX Southeast Asia Branch: FLUX set up a branch in the Philippines, focusing on the 3PL (Third-Party Logistics) market. Relying on the rich scenario experience accumulated in the logistics software field, the branch has an in-depth understanding of the business needs of local 3PL enterprises and provides them with customized software solutions. Through localized operations and services, FLUX Southeast Asia Branch has become the preferred partner of local leading enterprises and occupies an important position in the 3PL market in the Philippines and surrounding areas.
JD Logistics’ European Self-Operated Warehouses: JD Logistics has set up self-operated warehouses in Germany and Poland and provides customized WMS services through local teams. The local team has an in-depth understanding of the needs of European customers and has carried out targeted optimization of the WMS system, such as meeting the strict data security and privacy regulations in Europe. In 2024, JD Logistics’ revenue in the European market increased by 120% year-on-year, and customers covered international logistics providers such as DHL and DB Schenker. Through localized operations, JD Logistics has established a good brand image in the European market and enhanced its market competitiveness.

Advantages and Challenges

Advantages:

Deep control over service quality: By setting up branches, software enterprises can directly manage sales and service teams to ensure the consistency and stability of service quality. Enterprises can quickly adjust service strategies according to local customer needs, provide more personalized and professional services, and improve customer satisfaction.
Rapid response to customer needs: Localized teams can more timely understand customer needs and market changes and quickly respond to customer feedback and problems. Compared with enterprises headquartered domestically, branches have obvious advantages in communication efficiency and decision-making speed, and can better meet local customers’ requirements for service timeliness.
Enhance brand influence: Localized operations help enterprises integrate into the local community and business environment and enhance brand awareness and reputation locally. By participating in local industry activities, establishing cooperative relationships with local enterprises, etc., enterprises can enhance their brand image, establish a good corporate citizen image, and thus gain broader recognition and support in the local market.

Challenges:

High initial investment: Setting up branches requires a lot of funds for office space rental, personnel recruitment and training, market promotion, etc. In addition, it is also necessary to deal with complex administrative procedures such as local registration and tax declaration, with high initial operating costs and a long capital recovery period.
Data compliance issues: Different countries and regions have different regulatory requirements for data security and privacy protection. For example, the EU’s GDPR (General Data Protection Regulation) has strict provisions on enterprises’ data collection, storage, use, and transmission. Software enterprises need to ensure that their business operations comply with local data compliance requirements, which may involve system architecture adjustments, data security technology upgrades, and the establishment of compliance processes, increasing the enterprise’s operational difficulty and cost.
Localized talent recruitment: Recruiting suitable localized talent is the key to the operation of branches. In some regions, there may be problems such as a shortage of software technical talents and fierce talent competition. Enterprises need to formulate attractive compensation and benefits policies and talent development plans to attract and retain excellent localized talents, and at the same time, they need to solve problems such as cultural integration to ensure the efficient collaboration of the team.

Conclusion

In the process of going global, the three models of “expanding alongside clients,” “expanding via agents,” and “relying on local subsidiary operations” for Chinese software enterprises each have their own advantages and disadvantages. Enterprises should flexibly choose suitable overseas expansion models according to their own strategic goals, product characteristics, resource strength, and the specific conditi

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Supply Chain and Logistics News February 23rd- 26th 2026

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Supply Chain And Logistics News February 23rd 26th 2026

This week’s supply chain landscape is defined by a massive push to bridge the gap between having data and actually using it. From the high-stakes legal battle over billion-dollar tariffs to a radical AI-driven workforce restructuring at WiseTech Global, the industry is moving past simple visibility toward a period of high-consequence execution. Whether it is the Supreme Court’s intervention in trade policy or the operationalization of decision intelligence showcased at the 30th Annual ARC Forum, the recurring theme is clear: the next competitive advantage belongs to those who can synchronize their technology, their inventory, and their legal strategies in real time. In this edition, we break down the four critical shifts—architectural, legal, operational, and structural—shaping the final days of February 2026.

Your News for the Week:

The Technology Gap: Why Supply Chain Execution Still Isn’t Fully Connected Yet

Richard Stewart of Infios argues that the primary technology gap in modern supply chain execution is not a lack of ambition or budget, but rather an architectural failure. Most existing systems, such as WMS and TMS, are designed to optimize within their own silos, leaving a critical disconnect during real-time disruptions where manual workarounds and spreadsheets are still required to coordinate responses. Citing the Supply Chain Execution Readiness Report, Richard highlights that 69% of leaders struggle with data quality and integration, driving a shift in buying criteria toward interoperability and real-time visibility. Ultimately, Richard suggests that the next competitive advantage will belong to organizations that move beyond simple visibility toward “connected execution,” prioritizing modular architectures that synchronize decisions across the entire operational landscape rather than just reporting on them.

FedEx sues the US Government, seeking a full refund over Trump Tariffs

FedEx has officially filed a lawsuit against the US government, seeking a full refund for duties paid under the Trump administration’s recent tariff policies. The move follows a landmark 6-3 Supreme Court ruling that found the president overstepped his authority by using emergency powers to bypass Congress’s sole power to levy taxes. While the court’s decision stopped the specific enforcement mechanism, it left the status of the estimated $175 billion already collected in limbo. As the first major carrier to seek reimbursement, FedEx’s legal challenge could set a precedent that could affect the logistics industry and thousands of other importers currently navigating a volatile trade environment.

From Hidden Inventory to Returns Recovery: Exposing Operational Blind Spots

Hiu Wai Loh sheds light on the hidden inventory crisis and the costly returns black hole that plagues supply chains long after peak season ends. The research reveals that a staggering number of organizations suffer from fragmented data, leading to false stockouts and millions of dollars trapped in reverse logistics limbo. To overcome these operational blind spots, the author argues that companies must tear down silos and adopt a unified, real-time inventory model. By leveraging AI-driven smart disposition, businesses can efficiently route returns to their most profitable next destination, transforming a traditional cost center into a powerful engine for full-price recovery and year-round agility.

How Avantor and Aera Technology Are Operationalizing Decision Intelligence, Insights from ARC Advisory Group’s 30th Leadership Forum

Avantor and Aera Technology were present at the 30th Annual ARC Forum and presented on how they are operationalizing Decision Intelligence. They explore how modern supply chains are navigating the paradox of increasing global disruptions alongside record-breaking operational efficiency. By highlighting a case study from Avantor, the presentation demonstrated how Decision Intelligence (DI) can move beyond theoretical AI to automate thousands of routine daily decisions, such as stock rebalancing and purchase order prioritization. The key takeaway from the ARC Advisory Group’s 30th Leadership Forum is that companies should focus on “change-ready” solutions that solve immediate, high-impact problems rather than waiting for perfect data or fully autonomous systems.

WiseTech Global Cutting 30% of Workforce in AI restructure:

WiseTech Global, the developer of the CargoWise platform, has announced a major two-year restructuring plan that will involve cutting approximately 2,000 jobs, or 29% of its global workforce. This strategic pivot aims to integrate artificial intelligence deeper into both its internal operations and its customer-facing software, which currently handles a massive 75% of global customs transaction data. The layoffs are expected to hit the company’s U.S. cloud division, E2open, particularly hard, with some reports suggesting cuts of up to 50% there. This move comes at a turbulent time for the Australian tech giant, as it seeks to regain investor confidence following a 68% drop in share price since late 2024 amid leadership controversies and shifting market dynamics.

Song of the week:

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Burger King’s AI “Patty” Moves AI Into Frontline Execution

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Burger King’s Ai “patty” Moves Ai Into Frontline Execution

Burger King is piloting an AI assistant called “Patty” inside employee headsets as part of its broader BK Assistant platform. This is not a marketing chatbot. It is an operational system embedded into restaurant execution.

Patty supports crew members with preparation guidance, monitors equipment status, and analyzes customer interactions for defined service language such as “please” and “thank you.” Managers can query performance metrics tied to service quality in real time.

The architecture matters more than the novelty.

AI Inside the Operational Core

Patty is integrated with a cloud based point of sale system. That connection allows:

near real time inventory updates across channels
equipment downtime alerts
synchronized digital menu adjustments
structured service quality measurement

If a product goes out of stock or a machine fails, availability can be updated across kiosks, drive through boards, and digital systems within minutes.

This is AI operating inside the transaction layer, not sitting above it.

Earlier fast food AI experiments focused on automated drive through ordering. Burger King is more measured there. The more consequential shift is internal execution intelligence.

Efficiency, Visibility, and Risk

Across retail and logistics sectors, AI agents are being embedded directly into workflows to standardize performance and compress response times. The value comes from integration and coordination, not conversational capability.

At the same time, customer sentiment toward fully automated service remains mixed. Privacy, workforce implications, and over automation risk are active concerns. As AI begins monitoring tone and behavior, governance becomes part of the deployment decision.

Operational AI improves visibility. It also expands accountability.

Implications for Supply Chain and Operations Leaders

Three themes emerge:

Execution instrumentation – AI is now measuring soft metrics and converting them into structured operational data.
Closed loop response – When connected to POS and inventory systems, AI can both detect issues and trigger corrective updates.
Governance at scale – Embedding AI at the edge requires clear oversight, performance auditability, and workforce alignment.

Burger King plans to expand BK Assistant across U.S. restaurants by the end of 2026, with Patty currently piloting in several hundred locations.

This is not a fast food curiosity. It is a signal.

AI is moving from analytics to execution. From dashboards to headsets. From advisory tools to operational participants.

For supply chain leaders, the question is no longer whether AI will enter frontline operations. The question is how intentionally it will be architected and governed once it does.

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AI and Enterprise Software: Is the “SaaSpocalypse” Narrative Overstated?

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Ai And Enterprise Software: Is The “saaspocalypse” Narrative Overstated?

Capital is rotating. Growth has given way to value, and within technology the divergence is increasingly pronounced. While broad indices have stabilized, many software names have not. Since late 2025, software equities have materially underperformed other parts of the technology complex. Forward revenue growth across many mid-cap SaaS firms has slowed from prior expansion levels, net retention rates have edged down in several categories, and valuation multiples have compressed accordingly. Markets are repricing both growth durability and margin structure.

The prevailing explanation is straightforward. Generative AI lowers barriers to entry, reduces the cost of building applications, and compresses differentiation. If application logic becomes easier to produce, competitive intensity increases and pricing power weakens. The result is visible not only in equity valuations, but in moderated expansion rates and tighter forward guidance. There is substance behind that concern. But reducing enterprise software economics to code production misses where the structural leverage in these platforms actually resides.

The Core Bear Case

The bearish thesis rests on three related propositions: AI commoditizes application logic, accelerates competitive entry, and pressures margins. If enterprises can generate software dynamically, recurring subscription models face structural pressure. If workflows can be automated through agents, reliance on fixed applications may decline. If code becomes less scarce, incumbents may struggle to defend premium multiples.

The repricing in software reflects these risks. Multiples have compressed meaningfully, and growth expectations have moderated across several verticals. In certain categories, retention softness suggests substitution pressure is already emerging. These signals should not be dismissed as temporary volatility.

At the same time, equating software value solely with feature output or code generation is a simplification. Enterprise software durability rarely rests on feature sets alone.

What Enterprise Software Actually Represents

In supply chain environments, systems function as operational coordination layers rather than isolated applications. Transportation management systems, warehouse platforms, planning suites, and multi-enterprise visibility networks sit at the center of integrated transaction flows. They embed years of configuration, exception handling logic, compliance mappings, and cross-functional workflows. Over time, they accumulate operational data that informs sourcing, forecasting, transportation optimization, and execution decisions across the enterprise.

Replacing those systems is not equivalent to generating new code. It requires rebuilding institutional memory, re-establishing integration points, and re-validating compliance controls across internal and external stakeholders. The switching cost is not interface retraining; it is operational re-architecture.

In our research on AI system design in supply chains

AI in the Supply Chain-sp

, the recurring conclusion is that structural advantage stems from coordination, persistent context, and integration density. Model capability matters. Economic durability flows from how systems connect and govern activity across distributed networks. That distinction is central to evaluating enterprise software in the current environment.

Where Risk Is Real

Not all software categories have equivalent structural protection. Risk is most evident in narrowly defined vertical tools, lightweight workflow utilities, and productivity-layer applications with limited proprietary data accumulation. In these segments, generative models can replicate core functionality with relatively low switching friction. Pricing pressure can intensify quickly, and margin compression may prove structural rather than cyclical.

By contrast, enterprise workflow orchestration platforms deeply embedded in core business processes create operational dependency. Replacing them requires redesigning process architecture, not simply substituting interfaces. Systems that accumulate years of transaction data, customization layers, and ecosystem integrations generate switching costs that extend beyond feature parity. Observability and monitoring platforms that collect continuous telemetry function as operational infrastructure; as AI agents proliferate, the need for measurement, traceability, and governance increases rather than declines.

In supply chain software specifically, planning platforms and transportation orchestration systems accumulate integration density over time. That density represents economic friction against displacement and reinforces durability when market volatility increases.

AI as Architectural Pressure

AI will alter software economics. It will increase development intensity, shorten product cycles, and compress margins in commoditized segments. Vendors operating at the surface layer of functionality will face sustained pressure.

However, AI simultaneously increases coordination complexity. As autonomous agents proliferate, enterprises require more governance controls, more integration layers, and more persistent contextual memory. The economic question shifts from “Who can build features fastest?” to “Who can coordinate distributed intelligence most reliably?”

Agent-to-agent communication, contextual memory frameworks, retrieval-based reasoning, and graph-aware modeling are becoming foundational design considerations in supply chain environments, as described in ARC’s white paper AI in the Supply Chain: Architecting the Future of Logistics. Vendors capable of governing these interactions at scale may strengthen their structural position. Vendors confined to interface-layer differentiation may see pricing pressure intensify. The outcome is not uniform decline; it is structural differentiation within the sector.

Valuation vs. Structural Impairment

Markets reprice sectors quickly when uncertainty rises. The current adjustment reflects legitimate concerns: slower growth trajectories, reduced retention durability, increased competitive intensity, and rising research and development requirements. These are measurable economic factors.

The open question is whether valuations reflect permanent impairment across enterprise software broadly, or whether the market is failing to distinguish between commoditized applications and structurally embedded coordination platforms.

Some observers argue that AI may ultimately expand the addressable market for enterprise systems rather than compress it. As AI adoption increases, enterprises may require additional orchestration frameworks, governance layers, and system-level controls. In that scenario, platforms with embedded workflows and distribution reach could see increased strategic relevance. The impact will vary materially by category and architectural depth.

In supply chain markets, complexity is not declining. Cross-border regulation is tightening, network volatility remains elevated, and multi-enterprise coordination is becoming more demanding. Economic value accrues to platforms that integrate and govern transactions, not to those that merely present information.

Implications for Enterprise Buyers

For supply chain leaders, the relevant issue is not short-term equity performance but architectural positioning. Does the platform function as a system of record embedded in transaction flows, or as a reporting layer adjacent to them? How deeply is it integrated into compliance processes, procurement logic, and transportation execution? Does it accumulate proprietary operational data that reinforces switching costs over time? Is it evolving toward coordinated AI architectures, or layering assistive tools onto a static foundation?

AI will not eliminate enterprise systems. It will expose those whose economic value rests primarily on surface functionality rather than integration depth.

A Measured Conclusion

The current narrative captures real pressure within segments of the software sector, but it does not fully account for structural differentiation. Certain categories face sustained pricing compression where differentiation is shallow and switching friction is low. Others may strengthen as AI increases coordination demands, governance requirements, and integration complexity.

The decisive factor will not be branding or feature velocity. It will be integration density, data gravity, and the ability to coordinate distributed intelligence across enterprise and partner networks. In supply chain contexts, platforms that govern transactions, maintain contextual continuity, and orchestrate multi-node operations retain structural advantage. Platforms that merely automate isolated tasks face a more uncertain economic trajectory.

That distinction, rather than headline narrative, will determine long-term outcomes.

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Download the Full Architecture Framework

A2A is only one component of a broader intelligent supply chain architecture. For a structured analysis of how A2A integrates with context-aware systems, retrieval frameworks, graph-based reasoning, and data harmonization requirements, download the full white paper:

AI in the Supply Chain: Architecting the Future of Logistics with A2A, MCP, and Graph-Enhanced Reasoning

The paper outlines the architectural model, governance considerations, and practical implementation path for enterprises building connected intelligence across their supply networks.

Download the white paper to explore the complete framework.

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