The Investor's Guide To The Israel Enterprise Software Industry

lsraell LnLerprlse Soware lmpacL !
anuary 2014
Israe|'s Lnterpr|se Sohware
Lcosystem - 8|g kesu|ts
Start-Up Nanon's Lnterpr|se Sohware Impact
Ion Medved
Ianuary 2013
1
lsraell LnLerprlse Soware lmpacL !anuary 2014
1) Israe|
1he Lconom|c Success Story
2
lsraell LnLerprlse Soware lmpacL !anuary 2014 3
lsrael: Lhe power Lo asLonlsh"
"#$%&'(& )*%+$, -%./,01 2$3$4.5$6 )*%+$, 7,*8'4',9

-4.30
-2.30
-0.30
1.30
3.30
3.30
2003 2006 2007 2008 2009 2010 2011 2012
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e
d
s

GD Growth by ear
CLCu lsrael
1he SLarL-up nauon ls noL a
one-Lrlck pony.
Larly rumors of a vC bubble
have dled ouL as lsrael has
shown lLs economlc vlLallLy
Lhrough good umes and
bad.
Slnce 2004 lsrael has
ouLpaced oLher advanced
economles' growLh by a
slgnlcanL margln.

Sources: 1he World 8ank Croup. "World uevelopmenL lndlcaLors."
lsrael beaLs all comers ln [ob creauon
A comblnauon of fasL populauon growLh, robusL exporLs, and sound moneLary pollcy
has allowed lsrael Lo creaLe [obs fasLer Lhan Lhe u.S., Lhe Lu, oland, and even 8razll.
lsraell LnLerprlse Soware lmpacL !anuary 2014 S
1he lsraell Lconomlc Success SLory
:;.% * <.=(,%9 /',0 >. #*(9 /*%>1 ?>%*$4 >@44 0*> *( $<.(.#9 /',0 ,0$ 5./$% ,. *>,.('>0A
B C0$ "<.(.#'>,1 D5%'4 EFFG

unul 2009, lsrael had more uS llsLed companles (currenLly 90+) Lhan any
oLher counLry, when only Chlna surpassed lL
er caplLa vC funds ralsed ln 2000:
lsrael: $600 per caplLa
Lurope: $30 per caplLa
1he world's hlghesL per caplLa counL of englneers
1he hlghesL denslLy of hlgh-Lech sLarLups
nearly 4,000 ln a counLry of elghL mllllon people.
LxporLs represenL nearly 40 of lsrael's economy:
$98 of annual llfe sclence exporLs
lnLel: We accounLed for 10 of lsrael's 2012 exporLs"
S& ralsed lsrael's credlL raung ln SepLember 2011, lllng Lhe counLry Lo A+
lsrael's unemploymenL down Lo 3.6 -- near 20 year low.
wltblo tbe 6 yeots ofet tbe tecb bobble
botst lo 2000, lstoel so[eteJ ooe of lts
wotst petloJs of tettotlst ouocks ooJ
fooqbt o 2
oJ
leboooo wot, ooJ yet, lts
sbote of tbe qlobol veotote copltol
motket JlJ oot Jtop-lt JoobleJ ftom
15X to J1X
Dan Senor and Sau| S|nger
C0$ 7,*%,B=5 H*@.(
knowledge based, Lech orlenLed
IJ2 <*5',*4 .K ,0$ /.%46
0 1 2 3 4 3
CLCu
uSA
Cermany
1alwan
!apan
lsrael
C|v|||an k&D Lxpend|ture as of GD
1
ua||ty of Sc|ennhc kesearch
Insntunons - rank|ng of 143
Countr|es
2
Israe| 1
SwlLzerland 2
unlLed klngdom 3
Sweden 4
8elglum 3
CaLar 6
Innovanve Capac|ty Score,
kank|ng of S3 1op Countr|es
3
uSA 1 8.24
Israe| 2 8.00
SwlLzerland 3 7.88
Cermany 4 7.60
Sweden 3 7.32
1alwan 6 7.30
1he lsraell economy ls dened by
lLs world-class capaclLy for
lnnovauon and lLs focus on 8&u.

lndusLry-geared research
lnsuLuuons and mlllLary Lralnlng
fosLer a hlghly educaLed and
mouvaLed populauon.
Sources: 1 ceottol 8oteoo of 5tousucs ltess keleose, Aoq 2011, 2&3 wotlJ cooomlc lotom, Clobol, compeuuveoess kepott
2011-2012, 3 lMu, wotlJ compeuuveoess eotbook 2011, 4 Ocu, Jocouoo ot o Clooce 2011

lstoel Joes spectocolotly well oo tbose
loJlcotots tbot coptote tecbooloqy
looovouoo, eJocouoo, bomoo copltol ooJ
tbls occooots fot tbe vety toplJ movemeot of
tbe lstoell cooomy.

Augusto Lopez-C|aros,Ch|ef Lconom|st,
Wor|d Lconom|c Iorum, December 2009
knowledge based, Lech orlenLed
L.#5$@@3$ .( ,0$ &4.8*4 *%$(*
lsrael's Compeuuve Ldge
1
CounLry 8ank ! 1
sL
2
nd
3
rd
4
Lh
1oLal LxpendlLure
on 8&u
llnland Sweden !apan
llexlblllLy & AdapLablllLy Pong kong AusLralla 8razll
LnLrepreneurshlp of
Managers
Malaysla Colombla 1alwan
AvallablllLy of SclenusLs
and Lnglneers
!apan uSA lndla
venLure
CaplLal AvallablllLy
uSA Pong kong 1alwan
lnfo 1echnology Skllls lceland uenmark Sweden
lsrael ls polsed Lo remaln Lhe world's sLarL-
up caplLal.

A hlghly educaLed workforce, smarL
governance, and conunued lnLernauonal
lnvesLmenL opporLunlues provldes lsrael
wlLh a serlous compeuuve edge ln sLarL-up
creauon over oLher developed counLrles.
Israe| kanks:
1sL ln Lhe world ln Medlcal uevlce paLenLs
per caplLa
1sL ln Lhe world ln quallLy of sclenuc
research lnsuLuuons
3
rd
ln Lhe world for LoLal paLenLs per caplLa
3
rd
mosL sclenuc papers per caplLa ln Lhe
world
2nd ln Lhe world ln publlc expendlLure on
educauon
Sources: 1 lMl wotlJ compeuuveoess eotbook 2011, , wl - Clobol
compeuuveoess kepott 2011
WhaL has changed?
Skyllne
CaplLal avallablllLy - tweoty yeots oqo
lt wos Jl[colt eveo fot C$3* ot
L0$<+5.'(, to tolse fooJs
1be letcepuoo. 5tott-up Nouoo ls o
losluve 8tooJ . . .bot we sull bove
wotk to Jo oo tbls ftoot . ..
Companles have grown up,
managemenL Leams have lmproved
wlLh global experlence, serlal
enLrepreneurs abound
And nally. naLural resources
M=',$ * 4.,N
2) Ser|ous kesu|ts
Start-Up Nanon's |mpact
9
lsraell Plgh 1ech lnvesLmenL
D &%$*, 6$<*6$ &$,> $3$( 8$O$%
Source: lvC CuarLerly Survey, C3 2013, lvC 8esearch Surveys 2010-2012
0
3
10
13
20
23
2001 2002 2003 2004 2003 2006 2007 2008 2009 2010 2011 2012 2013**
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Israe|| h|gh-tech cap|ta| ra|s|ng
lsraell vC Share CLher lnvesLors
EFPQ R&=%$> .(49 $(<.#5*>>
MPBQS -'3$( T=*%,$%49
*3$%*&$1 EFPQ $U5$<,$6 ,.
,.5 .=, *, VWESEX
lsraell Plgh 1ech lnvesLmenL
0
1
2
3
4
3
6
7
C1/11 C2/11 C3/11 C4/11 C1/12 C2/12 C3/12 C4/12 C1/13 C2/13 C3/13
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Israe|| h|gh-tech cap|ta| ra|s|ng
lsraell vC Share CLher lnvesLors
Source: lvC CuarLerly Survey, C3 2013
C3 of 2013 ls Lhe
besL quarLer on
record slnce 2000,
and ls a 33
lncrease from C3 of
2012.
1he lsraell Lconomlc Success SLory
8etween 200S and
2012, these
compan|es a||
bought at |east one
Israe|| start-up.

1rends: lsraell M&A
16.4
0.3
2
1.1
1.9
2.7
10
3.3
2.7
2.6
1.2
3
3.6
63
23
60
38
62
79
93
88
84
73
23
63
30
0
10
20
30
40
30
60
70
80
90
100
0
2
4
6
8
10
12
14
16
18
2000 2001 2002 2003 2004 2003 2006 2007 2008 2009 2010 2011 2012
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M&A of Israe|| hrms
volume # ueals
Source: lvC M&A Survey, 2012
1rends: lsraell M&A
D3$%*&$ )JD >'Y$ '(<%$*>'(&
keceotly, we ote seeloq lstoell compooles
qtow, ooJ become wotlJ leoJets lo tbelt
oteos. we ote seeloq compooles wltb
teveooes of ovet 5100 mlllloo. we JlJ oot
see tbese lo tbe post. 1bey wete beloq solJ
mocb eotllet, ofeo pte-teveooe.
kub| Su||man
wC n|gh-1ech artner
Source: WC lsraell LxlL 8eporL 2012
:Z,0$ *3$%*&$ 6$*4 >'Y$ 0*>
&%./( ($*%49 Q[ @#$>1 K%.#
WQE #'44'.( '( EFFGSA
Wall SLreeL !ournal
lstoell 2012 1ecb xlts 1op 55.58
!an 7
Lh
, 2013
0
20
40
60
80
100
120
2008 2009 2010 2011 2012
M
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5

Average M&A
pr|ce by year
$32M
$31M
$81M
$111M
$33M
lsraell LnLerprlse Soware lmpacL !anuary 2014 1S
lsraell Companles are Leaders ln roL urlvlng lnnovauon
?>%*$4' <.#5*('$> 6$3$4.5$6 #*(9 .K ,0$ ,$<0(.4.&'$> /$ *44 =>$
" Use a C . . . .
" Make some ca||s . . .
" Leave Vo|cema|| . . . .
" Use a D|sk Cn key . . .
" 1ry to nack Into a Computer . . .
" Ca|| |nto a ca|| Center . . . .
" Get W|retapped (huh?). . . .
" Use a Ce||-hone. . . . .
" Watch a I|at ane| 1V . . . .
" Get some he|p on the Internet . . .
" Send an Instant Message
1he Inte| MMk, ennum-4 & Centr|no ch|ps were des|gned, deve|oped, and produced |n Israe|
I te|ephony was |nvented by Voca|1ec and Aud|oCodes, Cord|ess phones powered by DSG
Comverse 1echno|ogy |s the wor|d |eader |n Vo|ceMa|| and SMS systems
D|sk-on-key was |nvented and hrst so|d by M-Systems (now part of Sand|sk)
Checko|nt |s by far the wor|d |eader (and the |nventor of) I|rewa|| Sohware
1wo compan|es (NICL and Ver|nt) are wor|d |eaders |n mon|tor|ng and kecord|ng Systems
Ver|nt |s a g|oba| |eader |n d|g|ta| aud|o and v|deo surve|||ance ana|ync too|s
Cr|g|na| ce||phone techno|ogy was deve|opd and connnues to be produced |n Israe|
Crbotech se||s cr|nca| |nspecnon equ|pment wh|ch |s used by v|rtua||y a|| 1V manufacturers
L|veerson se||s the sohware than enab|es ||ve-chat for |ead|ng Internet reta||ers
ICQ (now AOL Instant Messanger) was invented in Israel
World class companles wlLh a global fooLprlnL
1eva harmaceunca|s (1LVA - Mkt. Cap. = 540bn, 1ASL & NASDA L|sted)
1eva ls Lhe world's largesL generlc drug manufacLurer, 1 ouL of every 13
prescrlpuons lled ln Lhe uS ls for a 1LvA producL.
Pas made numerous mulu-bllllon $ acqulsluons over Lhe pasL few years
err|go (kGC - Mkt. Cap. = 59bn, 1ASL and NASDA L|sted)
errlgo ls Lhe world's largesL over-Lhe-counLer generlc drug manufacLurer, Lhe
largesL suppller Lo C1C drug sLore branded mkL
Lxpanded lnLo Lhe prescrlpuon generlc markeL Lhrough '03 acqulsluon of Agls
Check o|nt Sohware (Cnk - Mkt Cap = 512bn, L|sted on Nasdaq)
Worldwlde leader ln lnLerneL and neLwork daLa securlLy, ploneered llrewall
Lechnology ln 1994
Serves 98 of Lhe lorLune 300 and more Lhan 100,000 cusLomers worldwlde,
subsldlarles ln over 40 counLrles
World class companles wlLh a global fooLprlnL
Amdocs (DCkMkt Cap = 57bn, L|sted on NASDA)
1he worlds leadlng provlder of bllllng and cusLomer care soware and servlces
Lo global Lelecom carrlers
A very hlgh of global uer-1 carrlers use Amdocs soware
Israe| Chem|ca| (ICL - Mkt Cap = 513bn, L|sted on 1ASL)
Cne of Lhe largesL producers of oLash, and oLher Agrochemlcal producLs ln Lhe
world
unlque producuon and dlsLrlbuuon advanLages glven locauon and access Lo
uead Sea
G|ven Imag|ng (GIVN - Mkt Cap = 5700mm, L|sted on 1ASL and NASDA)
lnvenLed a plll-camera" for dlagnosuc purposes ln gasLro-lnLesunal procedures,
Lechnology emerged from mlsslle lmaglng Lechnology
Pas developed from a scl-" Lype sLarL-up Lo a company selllng around
$200mm, Lhey have sold well over 1mm pllls
3) Lnterpr|se Sohware Acnv|ty
Acqu|s|nons |n Israe|
18
LnLerprlse soware powerhouse
Israe|| enterpr|se SW g|ants
CLCs of lsraell sLarLups rouunely name
Mercury as Lhe lsraell company Lhey
mosL admlre... lor Lhe nexL generauons
of lsraell soware rms, Lhese Lhree
have wrluen Lhe rulebook"
Susanna khavu| |n 7'4'<.( \*6' ] C0$ I'>$ .K ,0$
7.^/*%$ ?(6=>,%9 '( ?>%*$4
LsLabllshed ln Lhe '80s, Comverse,
Mercury lnLeracuve and Amdocs were
consldered Lop-uer compeuuon,
especlally ln nlche markeLs, Lo
mulunauonals llke SA and Cracle.
Seeded a whole ecosysLem of
enLerprlse-focused soware sLarLups
LhaL sprung up ln Lhe laLe 1990s
Lhrough Loday.
1hese players seL Lhe Lone across
lsraell hlgh-Lech and are a ma[or
reason lsrael ls such a enLerprlse
soware powerhouse.
2006-10: Cracle's acuvlLy
20
rlmavera Soware - enLerprlse
pro[ecL managemenL soware uslng
real-ume daLa
Cracle acqulres and expands Lhe
!erusalem 8&u CenLer, lLs second ln
lsrael.
2008 Crac|e acqu|s|non 54SM

Convergln - brokerlng plauorm for
Lelecom servlce provlders
2010 Crac|e acqu|s|non for 590M

uemanLra - demand forecasung
servlces for sales plannlng
2006 Crac|e acqu|s|non for 541M

1998: SA's rsL lsrael venLure
Acqulsluon of ClLk-1ech blrLhed
SA's Labs lsrael" - spawnlng a
number of lnvesLmenLs across
Lhe counLry.
SA acqu|s|non 5200M
SA's new acuvlLy sLarung wlLh Lhelr Labs openlng ln
1998 ln Perzllya helped spawn a serles of
lnvesLmenLs from SA venLures.
1op Manage - 2002 acqulsluon (undlsclosed $)
vlrLual LocallLy - 2003 acqulsluon $300k
lnLerwlse - 2000 serles C $30M from CL and SA
venLures, laLer boughL by A1&1 for $121M
Zend 1echnologles - 2003 lnvesLmenL (undlsclosed $)
A2l - 2004 acqulsluon for $20M
. and more
SA labs employed 40 people ln 2001 and ls now
operaung across lsrael wlLh nearly 1000 researchers.
SA Labs Israe|
21
2001: SA/1op1ler
1op1ler was aL Lhe vanguard of
helplng buslnesses enLerlng Lhe
lnformauon age deal wlLh Lhe
overow of daLa.
An all-cash acqulsluon Lhls slze was
unheard of for SA aL Lhe ume - buL
Cracle was also eyelng Lhe deal.
SA acqu|s|non 5400M.
SA Loday announced lLs lnLenuon of semng up a
new subsldlary, named SA orLals, Lo focus on Lhe
managemenL and developmenL of porLals and
buslness secLor producLs, whlch wlll be based on
1op1ler's Lechnology. 1he company ls plannlng Lo
employ 700 people, who wlll be managed by 1op1ler
presldenL and CLC Agassl. 1he subsldlary wlll operaLe
ln Callfornla, wlLh developmenL cenLers ln Cermany
and 8a'anana.

- G|obes Apr|| 2001
An acqu|s|non that |eads to more
22
2006: LMC/nLayers and kashya
23
Conunuous daLa proLecuon adapLed Lo
heLerogeneous neLworks for dlsasLer
recovery - LMC's cllenLs' neLworks
largely fragmenLed and Lherefore
vulnerable. Lvolved lnLo
8ecoverolnL"
LMC acqu|s|non 51S0M
uaLabase managemenL soware
mapplng Lhe appllcauons runnlng
on Lop of enLerprlse lnfrasLrucLure
for more emclenL allocauon
LMC acqu|s|non 5S0M
2006-11: LMC Serlal AcuvlLy
24
2006: roacuve Soluuons
LMC acqu|s|non - 530M

2007: lllumlnaLor
lllumlnaLor
LMC acqu|s|non - 510M

2011: ZeuapolnL
uaLabase opumlzauon
LMC acqulsluon - 510M

LMC's serlal acuvlLy ls expecLed Lo sLem from lLs new nerve
cenLer ln lsrael, Lhe CoL ln Perzllya. locused on cloud-
soware developmenL, Lhe CenLer ls also Lasked wlLh
coordlnaung Lhe recenLly acqulred companles Lo work wlLh
LMC's larger global sLraLegy.
Inauguranng LMC's Center of Lxce||ence - 2011
2012-3: LMC/xLremlC . LMC/ScalelC
8oLh ScalelC and xLremlC oer soluuons
for daLacenLers needlng Lo scale boLh Lhelr
sLorage and compuLauonal capaclues.
LMC's slsLer acqulsluons" help malnLaln lLs
posluon as markeL leader as daLacenLers
begln Lo adopL botb mulu-medlum and
ash-only sLorage producLs.
ktremIC 2012 acqu|s|non for 5430M
Sca|eIC 2013 acqu|s|non for 5200-
5300M
LMC has 1,000 employees ln lsrael, mosLly aL
lLs cenLer of excellence, run by ur. Crna 8erry.
lL seems LhaL aer Lhe acqulsluon of ve
lsraell companles, on Lop of organlc growLh,
LMC ls now a serlal buyer. "I am sure that we
w||| make more acqu|s|nons |n Israe|, [ust as
I'm sure as I am s|mng here," 1uccl LMC
CLC says."
- G|obes, 2011
LMC's grow|ng presence |n Israe|
2S
2008: l8M/l-Loglx and lM8/Cuardlum
26
2008: l-Loglx, model drlven
developmenL behlnd l8M's 8auonal
8hapsody" producL
I8M acqu|s|non: 5140M
2008: Cuardlum, real-ume daLabase
securlLy and monlLorlng, plus
enLerprlse daLabase regulaLory
compllance managemenL
I8M acqu|s|non: 522SM
2008 olso sow l8M ocpolte _?` 7.^/*%$, ;'4$_, ooJ 2'4'&$(, C$<0(.4.&'$>.
2010-2012: l8M acuvlLy
27
2010: StorW|ze
8eal ume compresslon Lo boosL
neLworked sLorage performance
2012: Work||ght
Moblle appllcauon developmenL
plauorm - speedlng ume Lo
markeL for complex enLerprlse
appllcauons for moblle
2012: ked 8end
Moblle buslness asseL
managemenL soware behlnd
l8M's urellex sysLem
I8M acqu|s|non
reported|y 52S0M
2013: l8M/1rusLeer and l8M/CSL
28
1rusLeer currenLly proLecung mllllons
of end users (Cs, smarLphones,
anyone uslng an A1M or accesslng
sensluve les on corporaLe
neLworks)
I8M acqu|s|non ~518.
CSL lnLernauonal provldes
vlrLuallzauon managemenL across
enLerprlses, now lnLegraLed lnLo
l8M's zLnLerprlse sysLems
I8M acqu|s|non for und|sc|osed 55
CLher Lransacuons
Cnavo helps solve Lhe
lmpendlng cellular specLrum
crunch by reduclng Lhe
amounL of daLa you need Lo
do whaL you wanL on your
smarLphone.
Iacebook acqu|s|non
5120M.
29
Soware for supply chaln
analysls and opumlzauon,
applled prlmarlly Lo reLall
and dlsLrlbuLors of 82C
NCk Corp.
acqu|s|non ~5800M
roLecuon for hlgh-value
daLa, enLerprlse and
nanclal daLacenLer
managemenL. A Shlomo
kramer company.
IC on Nasdaq 2011 ~518
Mulunauonals' booLs on Lhe ground" ln lsrael
30
I8M Innovanon Center 1A
CenLer of excellence & Lralnlng
faclllLy for corporauons looklng for
guldance lmplemenung l8M lsrael
soware ln Lhelr buslness
I8M k&D Center Palfa
Slnce 1972, cooperauve research
wlLh Lop lsraell unlverslues.
I8M Cyber-secur|ty Labs 8amaL Can
Cpenlng 2014, leveraglng Lhe 200+ employees aL
1rusLeer Lo develop Lhe nexL generauon of cyber-
securlLy soware
SA k&D Center Perzllya
SA CLC Pagemann: 1hls cenLer ls a fronL
llne where new ldeas are Lurned lnLo
Lechnologles. and ls succeedlng well."
SA k&D Centers
Perzllya & karmlel
CurCrowd partnersh|p - A
new approach Lo accesslng
early sLage Lechnologles - co-
lnvesung agreemenL wlLh
lsrael's CurCrowd
nerz||ya - CenLer of Lxcellence
and coordlnauon hub for
LMC's lsraell asseLs
1e| Av|v - LMC Labs lsrael,
focuslng on machlne learnlng
1e| Av|v - CenLer of
Lxcellence ln cooperauon
wlLh MaLrlx lsrael
Mulunauonals' booLs on Lhe ground" ln lsrael
8eer Sheva - 8&u CenLer
worklng wlLh 8en Curlon
unlverslLy on vlrLuallzauon
and cloud managemenL
S) Causes
Why Israe|?
32
CulLure
Puman resources . . . lL's all abouL Lhe people
Army Lralnlng, developmenL and experlence
Cov'L SupporL
8equlred resources avallable: academla, braln power, fundlng
33
Why? 1he key lngredlenLs Whlch Pave Lead Lo Success
lmmlgranLs and lmmlgrauon are accepLed and
encouraged
lnLernauonal neLworks and experlence
Colng Clobal from uay 1
loneerlng eLhos, Lhe whole counLry" was sLarLup
new culLural lcons - sLarLups as Lhe nauonal sporL
Small Ceographlcal enuLy -- 2 hour drlve Lo anywhere (llke Slllcon valley?)
8lsk Laklng ls endemlc, lLs Ck Lo fall (llfe and fallure are ln perspecuve)
Lveryone quesuons auLhorlLy
lnformallLy ls a way of llfe (blbl, dudu, cheml, bogl), aL soclal organlzauon
It's the Cu|ture
lsraell LnLerprlse Soware lmpacL !anuary 2014 3S
Cumng edge techno|og|es |n sohware,
commun|canons, secur|ty, opncs, v|deo,
network|ng, etc.
M|||tary techno|og|es app||ed to un||ke|y areas.
LllLe Lechnlcal unlLs are a key (and cosL eecuve) Lralnlng ground
1echnology/lnLel unlLs have Lhe laLesL Lech and Loys"
8esL and brlghLesL work as Leams, Lake rlsks, and lead
Learn how Lo lnnovaLe and bulld producLs fasL and cheap
MeeL/bond wlLh frlends and parLners for llfe
llos, lt pots tlsk tokloq
lo petspecuve!
1he IDI - Israe|'s not-so-secret weapon

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