Matrix Group International

Category: Blog

  • Tips for Increasing Email Deliverability

    Tips for Increasing Email Deliverability

    Guest post by Leah Monica, Director of Marketing

    Sending EmailsWe all constantly hear about email marketing best practices to help increase our open and click rates – subject lines, concise copy, clear calls-to-actions – but what good are those best practices if our emails aren’t even reaching your contacts’ inboxes?

    Why do your emails sometimes get blocked? Here’s a quick rundown on some things that can affect email delivery:

    Email delivery is best for personal emails sent from one person to another person. Not surprising, right? From there, delivery rates start to go down when you send to larger groups of people, specifically when you’re sending to 20+ individuals per email, or when you use any type of list or bulk email platform.

    On top of that, there are also a variety of filters that catch or reject mail, for a variety of reasons. Sometimes it’s because people are marking your email as spam (more on that another time!), but sometimes corporate filters simply decide that too much mail has come from one particular group/IP and they cut it off for fear of spam or malicious intent. For example, if you sent a message to 100 people at one of your member companies, 20 of them may get it while 80 do not.

    So what can you do? Here are some immediate solutions that may help:

    • Ask your members to ask their IT groups to whitelist your organization, either by domain (including anything from any of your subdomains) or by IP address.
    • Remind your members to not mark your messages as spam or junk, but to simply unsubscribe or contact you if they want help getting off some of your lists.
    • Watch the amount of email you are sending out. Don’t make them want to press the ‘junk’ button. Also be careful not to make your subject lines sound spammy.
    • Beware of attachment sizes! Some corporate groups block emails with attachments as small as 5MB.

    One of our biggest tips is to have someone on staff look at your email delivery reports each week, and follow up on a few email addresses that are marked as hard or soft bounces. i.e., call that person or the primary contact of that organization, and confirm people/email addresses. This is also a good time to ask if they can whitelist you! A couple of our clients systematically do this, and they report it is a good way to chat with the members casually, in addition to keeping their database clean. Wins all around!

     

  • GDPR: Do You Really Want to be Forgotten?

    GDPR: Do You Really Want to be Forgotten?

    Guest post by Tanya Kennedy Luminati, MatrixMaxx Product Manager

    caution cone on computerWe’re almost two months past the GDPR deadline, and we’re all still alive! (Well, mostly.) Just because the deadline has come and passed doesn’t mean the fun is over, though. As I’m sure you’ve heard, California has a new GDPR-inspired privacy law coming down the pike, and many organizations are into the real-life situations of members asking for copies of their personal data. And some are even asking to be forgotten!

    To make matters even more interesting, several of our clients have reported getting fake GDPR deletion requests via email. Yikes! FYI, from what we’ve heard, the subject is always “Data Removal Request,” and the body text is always “I hereby withdraw my consent for you to … ” Please keep your eyes out for messages like these!

    This underscores the recommendations that many of you (especially our MatrixMaxx clients) have been hearing from us since we started diving into GDPR and GDPR compliance: You shouldn’t just delete someone based on a voicemail or email. Always call and ask: “Do you really want to be forgotten?” This is a great chance to open a conversation with this individual, learn more about why they want to be forgotten, warn them of possible negative repercussions, and perhaps help your organization improve future communications. And, you know, save yourself and your organization from a potentially disastrous situation.

    Here are our recommendations for vetting requests to be “forgotten”:

    • Call and ask if the request is valid, and try to learn more about why they want to be forgotten.
    • Offer them a copy of their Personal Information. Perhaps all that they really want to know is what you know about them. This would be a combination of the info in your AMS (like MatrixMaxx) as well as any other systems in which you hold data.
    • Review the individual’s profile and warn them of potential issues that would come with being “forgotten.” For example, their meeting history will be gone… this could be important for their access to presentation slides or CEU history! Or, if they are actively on a committee, this action will effectively remove them from that committee … is this what they really want?
    • Do the needful to comply with their request, if it’s valid.

    By the way, if you’re a MatrixMaxx client, our recent 18.2 release was packed full of new features to help you manage Personal Data and Privacy for GDPR compliance. Have ideas for other enhancements that could help you in your journey? We’re here for you, and all ears!

    PLEASE NOTE:

    This is one of Matrix Group’s installments on GDPR, Privacy, and Security. We at Matrix Group are not lawyers or GDPR consults; these are simply our recommendations for how to best meet your organization’s needs and member’s needs.

  • The Checkbox War is Over: How to Pick a New AMS Partner

    The Checkbox War is Over: How to Pick a New AMS Partner

    checklist on clipboard graphicI was talking to my friend Ben Muscolino at Benel Solutions. Ben’s company does netFORUM implementations and other AMS integrations. Matrix Group has several clients in common and we love working with Benel Solutions.

    Anyway, we were talking association management software (AMS) companies, how the space is pretty crowded, and how difficult it is for associations to choose between vendors. At some point, Ben quipped, “well, the checkbox war is over, so how do clients choose their platform?”

    The checkbox war is over.

    I think Ben is absolutely right. The AMS market has reached such maturity that nearly all the platforms (MatrixMaxx from Matrix Group included) are able to check off the boxes in the RFPs that we receive. Yep, we let associations manage individual and company-based memberships, meetings, tradeshows, publication sales, digital downloads, sponsorships, subscriptions, fundraising, yada, yada.

    So how on earth does an association pick a platform? I think the answer is you don’t. You pick a partner instead.

    A partner that can help you:

    • Rethink your member experience
    • Work well with the other vendors in your digital universe
    • Guide your business process transformation
    • Get creative with your budget and needs

    Is YOUR AMS partner doing all this for you?

     

  • Does Your Website Need Web Push Notifications?

    Does Your Website Need Web Push Notifications?

    alert bell on desktop computerLet’s face it. As marketers, we’re always wondering how to reach more people, get more opens and clicks, drive traffic, and get more conversions.

    Mobile apps have been terrific at generating visits and conversions because of their ability to send push notifications to users. We’ve all gotten used to the notifications on our phone, as well as the numbers next to apps that tell us we’ve got announcements to read.

    What if you don’t have a mobile app? You can now use web push notifications to send reminders and announcements! How does it work?

    • Websites that have web push notifications ask you for permission to send you notifications when you visit the site. You can either accept or block notifications.
    • If you accept notifications, you’ll get little messages that pop-up in your browser when a new article, video or product has been posted AND notification has been enabled for that update.
    • You’ll get the notifications no matter what website you’re currently visiting at the time the notification goes out.

    To see web push notifications in action, visit www.fmi.org or my blog at TheMatrixFiles.net. If this is the first time you’ve visited the site, you’ll see a red bell icon in the bottom right corner. If you click it, you’ll be given the option to subscribe to browser notifications. It’s that easy!

    If you subscribe to notifications on my blog, you’ll get a reminder whenever we publish a new post, regardless of what site you’re surfing at the time. It’s remarkably effective and yet surprisingly not annoying. If you use Google Calendar, you can enable notifications via your browser so that Google can send you reminders about upcoming meetings.

    I see more websites employing web push notifications for these reasons:

    • They represent another way to get people to convert and give you permission to send them updates.
    • Web push notifications are easy to opt in to because they don’t require an email or contact information, just a click.
    • Subscribing and unsubscribing is very easy.
    • The notifications services can give you good analytics about number of subscribers, delivery and clicks.
    Here’s the bad news about web push notifications: they are not currently supported in IE or iOS. They are supported in Chrome, Safari and Firefox, so a good percentage of the web is covered. Apple has announced the web push notification support is in development and the same thing is likely happening at Microsoft with IE and Edge.

    Adding web push notifications to your site is inexpensive and easy to do. Contact my team if you want more info. I hope you’ll consider this valuable tool for reaching your target audiences.
  • The Life Changing Magic of Tidying Your Website: Keep Only What You Love

    The Life Changing Magic of Tidying Your Website: Keep Only What You Love

    I’ve blogged in the past about Marie Kondo’s best-selling book, The Life Changing Magic of Tidying Up. Last year, my husband and I set about tidying our house, with great success. While I wouldn’t exactly call my house neat and sparse, I am definitely more in control of the clutter.

    So what’s all this got to do with your website?

    Marie Kondo’s number one rule for deciding whether to keep something is pretty simple: Does it spark joy? In other words, does that article of clothing, book, or memento spark joy and love?

    I think we can apply the same rule to the content on our websites. The next time you conduct a redesign, or engage in an inventory of your content, ask yourself this about each page and document:
    • Is this content signature content, or content that one should find at the top of a search results page?
    • Is this content that members most want to find?
    • Is this content valuable?
    • Is this content of interest to lots of people? or your most important audiences?
    If the answer is no to specific content, consider removing it from your site — forever. Removing clutter from your site has all kinds of benefits:
    • Your navigation will be easier to navigate
    • Your search will return fewer, higher quality results

    If you find that you just can’t part with content, move it to an offline archive. Monitor the amount of traffic to the old URL and track requests for the archived data. Just like the dress you haven’t worn in x months or years, once a certain amount of time has passed, you should consider that content permanently removed from your site. Remember that 20% of your website pages will drive 80% of overall traffic, so why not focus most of your attention on that 20% and make it great?

    Just as our homes suffer from clutter, so too, do our websites suffer from digital clutter. Make 2018 the year your clear your website of unnecessary content that just doesn’t spark joy.

     

  • What Do I Need to Do to Become GDPR Compliant?

    What Do I Need to Do to Become GDPR Compliant?

    Guest post by Tanya Kennedy Luminati, MatrixMaxx Product Manager

    What are the next steps once you know what GDPR is?

    Officially start your security/compliance/privacy efforts

    This is your first step: Read about GDPR on the Matrix Group blog, and start to learn more.

    Track any efforts 

    Team meetings, staff meetings, webinars, research, actions. It is widely recognized that not everyone will be ready for the May 2018 enforcement deadline, so it is critical to show a good faith effort in starting your analysis process. Documentation of your efforts is critical to proving this.

    Learn more!

    Many groups and vendors are offering free webinars on GDPR. Sign up and attend one; the more you know the better informed you’ll be.

    A variety of organizations are hosting forums on this topic. For example, if you are an ASAE member, you have access to their GDPR collaborate forum.

    Figure out your organization’s role

    There is a shared responsibility for this between the Controller and the Processor.

    • A Controller is the person or organization that actually determines the purpose and means of processing personal data that they hold.
    • A Processor is the person or organization that processes data on behalf of the controller. (Matrix Group is a processor, along with countless other 3rd party vendors/providers that are providing services and systems like hosting, CRM, AMS, CMS, email marketing, marketing automation, etc.)

    Matrix Group, as a web services and software provider, is a Processor of data. Matrix Group’s clients are Controllers of their data. (e.g., The Association of Widget Makers, The Society of Professional People, ACME company, etc. are all Controllers.)

    In other words, we here at Matrix Group must provide tools to support the processes and procedures of GDPR, but Controllers have ultimate responsibility to determine how GDPR will impact them, and then use the tools vendors/processors (like Matrix Group) provide to put processes into place to comply with GDPR.

    For example, if a user requests access to all of their data …

    • The Controller is responsible for training staff to recognize this request for what it is and to gather necessary data from all systems (AMS, CRM, CMS, marketing automation system, email marketing system, etc.)
    • Matrix Group, as a Processor, is responsible for providing tools to help with this. (e.g., Our MatrixMaxx AMS has an Individual Participation Report that aggregates most of the data that we hold on the individual, and we’ll be upgrading it soon to include even more, such as the recent login and page request history)

    Do a gap assessment: Where are you and where do you need to be?

    The key questions to ask all revolve around your data:

    • Where are we getting data from?
    • What data are we storing and where is it being stored/
    • How are we using, handling, and securing the data while we have it?
    • Where are we sending data to?

    And once you’ve analyzed your flow of data, it is time to analyze what you need to do in order to comply with these new regulations. You may need:

    • Management resources, to help establish and enforce new policies for data collecting and handling
    • Technical solutions and tools to deal with the new rules
    • Legal advice to help rewrite your privacy policy or deal with the more complex aspects of the regulations

    Reach out to your vendors and partners

    At this point, any software/system partner should be thinking about their response to new privacy and security regulations like GDPR.

    Here at Matrix Group:

    • We have obtained our SOC2 certification in security. SOC 2 is an auditing procedure that ensures we securely manage data to protect the interests of our organization and the privacy of our clients.
    • Our compliance committee meets monthly and has been discussing GDPR for many months
    • Our IT team meets weekly and GDPR has been on the agenda for months
    • The MatrixMaxx AMS team has been working on multiple upgrades to ultimately allow clients to better comply with the GDPR regulationts:
      • We already have in place several reports that would allow the association to quickly/easily share information with anyone who requests a report of their data. (Individual Participation Report, Login Report, Page Request History report)
      • We are in the planning/development stage of an Anonymization function, which will allow the association to anonymize anyone who wishes to be forgotten, without losing the core transaction history in the record
      • We are researching and planning the best way to offer Consent functionality that complies with the double-verification requirement
      • We are monitoring and discussing with our 3rd party partners, like forums and email and marketing automation

    Is there a checklist for GDPR ‘compliance’? Can we all get certified as compliant?

    The concept of GDPR compliance certification has been established in the regulations, but it has not yet been fleshed out to the point of actually going into practice. So at this point, as of March 2018, if someone tells you they are certified compliant with GDPR, that is false.  

    Looking ahead

    We are moving into a permissions-driven economy. The days are vanishing when you can get a hold of someone’s email address and then send them endless amounts of email. You are going to need to politely and persuasively ask them for their data and explain how you are going to use it. You are going to need to be thoughtful about it. And you’re going to need to respect their desire for privacy while also wanting to utilize of your services.

    As marketers of services, this can initially seem frustrating. But turn it around and think about yourself as a consumer. Haven’t you griped about the amount of email you get? Haven’t you wished your name would stop being shared with companies you don’t care about?  These regulations are coming in effect to force a worldwide respect of individual privacy and to make the cyber-world better for all us as individuals. In time, we may even view this focus on privacy and security as an implicit expectation, in the same way organizations are now expected to be think about sustainability as a key operations value. All of this is a good thing.

     

    PLEASE NOTE:

    This is one of Matrix Group’s installments on GDPR, Privacy, and Security. We at Matrix Group are not lawyers or GDPR consults; do not take this info as absolute. Use this information as a starting point in:

    • Gathering the documentation, processes and tools you need to assess and support your obligations under GDPR
    • Planning for a future where respect privacy and security are implicitly baked into our all our processes and systems, regardless of country

     

     

  • What is GDPR and What Does it Mean for My Organization?

    What is GDPR and What Does it Mean for My Organization?

    Guest post by Tanya Kennedy Luminati, MatrixMaxx Product Manager

    There is a new acronym taking the world by storm right now: GDPR

    If you’re in Europe, you’ve probably heard of this. If you’re here in the United States, you may not have heard it … yet. But the concepts of Privacy and Security that it champions are moving to center stage all over the globe, so it is important we all pay attention and start our process shift now.

    What is GDPR?

    The nations of the European Union (EU) take privacy very seriously, and each country previously had its own laws. The General Data Protection Regulation (GDPR) was approved by the EU Parliament in 2016 in order to unify the various data privacy laws across Europe.  The EU has a dedicated website where you can read the full GDPR details, and it is quite a long read.

    Who does GDPR apply to?

    If you hold and process any Personally identifiable information (PII) in any of your systems for anyone living in the EU, this impacts you.

    PII is any data that can be used on its own or with other information to identify a particular individual: name, phone, email, address, etc. Processing is just about anything you do with that data. Any type of marketing, for example, is considered to be processing. The GDPR states that you can’t process PII data unless you have lawful grounds to do so. The GDPR affects your systems, your processes, your data, your customers/members, your 3rd party vendors, and your partners.

    Doesn’t GDPR only apply to European-based Companies?

    No. It applies to any organization offering goods/services to EU residents. The EU refers to this concept as Increased Territorial Scope (extraterritorial applicability).

    When do these new regulations go into effect?

    GDPR actually started 2 years ago. However, enforcement doesn’t begin until May 25, 2018. So as the humans we are, everyone has waited until the last minute to grasp these new regulations with both hands.

    What are the key facets of GDPR?

    You must have grounds for the lawful holding and processing of data. These include:

    • Consent
    • Fulfilment of a contract
    • Legal obligation
    • Necessary for interests of the individual or for the greater public good

    Consent is getting a great deal of attention as marketing now requires explicit “provable consent” in order to be considered lawful under the GDPR. For example, if you haven’t explicitly asked an EU resident in your database if they’d like to hear about some of your upcoming events, you probably can’t lawfully market to this person!

    Other important facets beyond the concept of lawful processing and consent include:

    • An individual may request access to all of their personal data. This may include any information stored in your main database, including contact information, login tracking, clickthrough tracking in a 3rd party marketing system, transaction data, etc.
    • An individual may request that their personal info be removed. (a.k.a. The Right to be Forgotten), meaning that they can request that their records be deleted or anonymized in such a way that it is no longer personally identifiable. (This includes data in backups and in any 3rd parties systems that may have acquired the data from you.)
    • Data Breach Notification to certain authorities and individuals within particular timeframes.

    Are Membership Organizations (Trade Associations, Professional Societies), Not-for-Profits, and Non-Profits exempt from GDRP?

    No. They are not exempt.

    But … Wouldn’t someone joining my association as a member be implicitly giving me lawful grounds to process their data?

    Not necessarily. If they join as a member, it would probably be lawful processing to send them a confirmation of their membership, but you can’t start marketing association products and services to them without consent. This is an area where a GPPR consultant could be useful to you, if you have a lot of EU residents in your data or you actively market/appeal to persons living in the EU.

    How is GDPR going to be enforced?

    The penalties and fines, which will kick in starting May 25, 2018, are steep. There are obvious ways that EU-based organizations and foreign organizations with EU locations can be penalized. The question of how external organizations will be held to GDPR compliance is being discussed in a variety of articles and posts.

    Next up, we’ll discuss how to become GDPR compliant. Stay tuned!

     

    This is the first of severalMatrix installments on GDPR, Privacy, and Security. Please note: we at Matrix are not lawyers or GDPR consults; do not take this info as absolute. Use this information as a starting point in:

    • Gathering the documentation, processes and tools you need to assess and support your obligations under GDPR
    • Planning for a future where respect privacy and security are implicitly baked into our all our processes and systems, regardless of country

     

  • The Life Changing Magic of Tidying Your Website: Part I

    The Life Changing Magic of Tidying Your Website: Part I

    Last year, my husband and I read Marie Kondo’s “The Life-Changing Magic of Tidying Up: The Japanese Art of Decluttering and Organizing.“ To say this book was life changing isn’t an exaggeration. Besieged by clutter, we went about decluttering our books, clothes, papers, kitchen accessories, and on and on. We gave away over 1,000 books, I donated 60% of my closet, we shredded mounds of paper, and we can finally see the floor in our garage. Are we done? Absolutely not! But I’m not overwhelmed by the clutter, the master bedroom is a sea of calm, and I love everything in my closet.

    Like closets and homes, websites need regular tidying as well. If you hear this from your members, “I can’t find anything on your website” or “I can’t find what I”m looking for because I get too many search results,” it’s time to tidy.

    Why The Clutter?

    First, let’s examine why our websites have become the equivalent of cluttered homes and self-storage units. This is what I hear from my clients:
    • We need a place to store our archives
    • Someday we might need that study from 25 years ago
    • We don’t know what’s valuable to our members or the public

    What Members Really Want

    And yet, in interview after interview with members, this is what we hear:
    • Just give me the best stuff when I do a search
    • I need my association to curate all the information on “x” topic
    • Tell me what I need to pay attention to
    • The navigation is overwhelming with too many choices
    • I just don’t know where to start looking

    Take the First Step Toward Tidying: What Are People Trying to Do On Your Website?

    This blog post is NOT about the art and science of information architecture. I can go on for day about that. This blog post IS about decluttering. If you want your website to be high performing, ask yourself questions like these:
    • What are people trying to do on my site? If your audience includes researchers who need the historical data, then please include a comprehensive library AND create an effective search. If you want to make the case for membership, chances are you need to do that in six pages or less.
    • Why do we have archives of the conference pages from the last 15 years? If people need the handouts, perhaps you’re better off creating a database of the presentations and creating a great search. If it’s just the staff that find the archive useful, take it offline and make it easily accessible on your local network.
    • Why do we have news and newsletters from the last 25 years? If people need the archives for research purposes, great. If legislative updates from even last year are irrelevant because Congress has a new set of priorities each year, ditch the detailed updated but do keep a list of your legislative priorities and what you’ve done over time.

    Over the past year, Matrix Group has completed about a dozen website redesigns. In almost all cases, the client, after reviewing the content inventory, looking at the analytics and discussing content strategy, ditched more than half of their old content. Tidying made content migration easier and less expensive, the information architecture is more streamlined, and site search is more effective.

    In the next blog post, I’ll talk about love. What’s love got to with your website and clutter? Stay tuned.

  • How to Make Your First Day Back at Work Productive After a Vacation or Leave of Absence

    How to Make Your First Day Back at Work Productive After a Vacation or Leave of Absence

    I used to dread my first day back in the office after vacation. After being away for a week or two (or more when I had my sons), I did not look forward to coming back and being buried in emails and getting caught by surprise by someone who needed my urgent attention.

    But not anymore. Not since Matrix Group started creating “while you were out” documents for anyone out of the office for more than a couple of days.

    Here’s how we do it:

    • We review who’s going to be out during managers meeting on Fridays.
    • If someone is going to be out for more than a couple of days, we create a shared Google doc called “While x was out, week of January 19, 2018.”
    • We put someone in charge of making sure the document is populated.
    • We ask specific team members to put in their notes about what happened during the week. We put in notes about anything and everything that the person on vacation would have been part of, or heard, had she been in the office.

    The update is ready the day before the person comes back from vacation or leave. An email goes out, telling the vacationer to “read this update first.”

    What do we cover in the “while you were out” document?

    • The update will vary, based on the person and role. For example, project managers get a summary of everything that happened on all of their client accounts. A Director gets a summary for the entire company. A developer gets a summary of what happened on his accounts and projects.
    • Beyond specific clients and projects, we also report on what was discussed during meetings. This is really important. If we discuss a project that’s been stalled and come up with a solution, it’s so helpful for the vacationing staffer to know how we got a project unstuck. If we don’t report on it in the brief, that knowledge may never get passed on to the manager or developer.
    • We also report on the social stuff that happens at the office, things like happy hours, birthdays, who got pranked, movies people are raving out, puppy visits to the office, who got engaged, and visits to the climbing gym. God forbid you be the person who didn’t know that Alex got married or that Roger got a new puppy!

    Why go to all this effort?

    • People coming back from any type of leave don’t have to spend all day reading their emails in order to know what happened while they were out. In fact, we often do not cc: the person on vacation so they don’t come back to hundreds of emails to process.
    • Returning staff can immediately be back in the swing of things.
    • People feel like they can get away without missing important events or milestones.

    It takes a whole team to write these documents, but they are so worth the time and effort.

    What do you do to make the transition back to work easier on your team members? 

  • A Good Site Search Requires an Investment of Time and Money

    A Good Site Search Requires an Investment of Time and Money

    I hear this a lot from prospects: Our website search sucks! It seems many organizations are in pain with search. Here’s the thing: a good site search requires an investment of time and money. This investment can be substantial and I think it’s worth it.

    In many ways, Google has spoiled us. Google is a free, powerful, really amazing, awesome, spot on search. “Why can’t I have a search like Google?,” ask many of my clients. Google used to license its search technology, but no more. So what’s an organization to do?

    There are many search options: free, open source, commercial, at all price points. Here at Matrix Group, we have developed expertise at implementing SearchBlox, Solr, Algolia, Zoom, WordPress and Sitefinity. 

    In our experience, a great site search involves:

    • Great technology
    • A good understanding of the desired search experience
    • Great data hygiene where pages have unique title tags, all content can be crawled, meta data is populated, etc.
    • Search analytics
    • Ongoing tweaks

    No search technology is fabulous out of the box, unless you were willing to pay $200K+ for Google, and even that’s no longer available, which is why you’ve got to invest in the steps listed above to have a great search. And yet I hear this time and time again:

    “Our site search sucks. We want and need a good search. An effective search is critical to my site’s success. But I’m not willing to invest staff on data hygiene, and money on good technology and services from a great vendor.”

    Yikes. What’s a vendor like us to do?

    Instead of thinking about how Google is free, think about how search is just as important to wayfinding as good navigation and user flows. And if that’s the case, shouldn’t you be spending at least as much on search as you do on information architecture, e.g., navigation review, wireframes and user testing?

    The next time you’re considering a website redesign, or remarking on how bad your site search is, think about the steps needed to have a great search and budget accordingly. If it’s a small site in WordPress, you won’t need to spend a lot of money to have a great search. But if you’re looking for a search that will index multiple sites, weight content according to your rules, display a members-only icon, support an advanced search and filtering of results, etc., etc., please, please budget accordingly.