Email Marketing for SaMD: Tactics to Engage Healthcare Professionals and Decision-Makers

by | Jul 3, 2024 | Medical Device Marketing, Software as a Medical Device | 0 comments

Table of Contents

Introduction to Email Marketing for SaMD Companies

In the fast-paced world of healthcare, getting your message across to the right people at the right time is the only way to be heard amongst all of the noise. 

Imagine having a direct line to the inboxes of healthcare professionals (HCPs) and decision-makers, making sure they see the value of your innovative SaMD solutions. That’s the power of email marketing for SaMD companies.

SaMD, or Software as a Medical Device, presents unique marketing challenges and opportunities in the healthcare market. Unlike traditional medical devices, SaMD solutions need to be marketed with a blend of technical precision and clinical relevance. This includes not only demonstrating how the software improves patient outcomes but also how it enhances clinician workflows, ultimately benefiting the overall healthcare delivery process. Navigating the complex regulatory landscapes further adds to these challenges, making it crucial for SaMD marketing to address both clinical and operational impacts.

Moreover, while social media platforms are great for visibility, they can be unpredictable and unreliable. Owning your email list means you control the direct communication with your audience, ensuring your message gets delivered without relying on rented space.

By leveraging email marketing, you can build lasting relationships with your audience, provide them with valuable content, and ultimately drive engagement and conversions. 

In this article, we’ll explore best practices for email marketing for SaMD companies, ensuring your messages not only reach your audience but resonate with them. From understanding your audience to crafting compelling content and designing effective campaigns, we’ve got you covered.

Understanding Your Audience

To effectively market your SaMD solutions through email, it’s essential to know your audience inside and out. Unlike generic email marketing, targeting healthcare professionals and decision-makers in the SaMD space requires a nuanced approach. Here’s how to ensure your messages hit the mark.

Segmenting Healthcare Professionals

Healthcare professionals are a diverse group, and a one-size-fits-all approach won’t cut it. Start by segmenting your email list based on specialties, roles, and interests. For example, the information needs of a cardiologist differ significantly from those of an IT manager in a hospital. By tailoring your content to specific segments, you ensure relevance and increase engagement.

Creating Buyer Personas

Creating detailed buyer personas helps you understand the specific needs and pain points of your target audience. Begin by gathering data on your existing customers and conducting interviews or surveys to get deeper insights. Identify key characteristics such as job role, typical challenges, goals, and preferred communication channels. This helps in crafting messages that resonate on a personal level, making your emails more effective.

Owning Your Email List

One of the key advantages of email marketing is that you own your list. Unlike social media platforms, where algorithms and policies can change overnight, your email list is a direct line to your audience. This control ensures that your carefully crafted messages reach your recipients without any third-party interference. 

Plus, with healthcare professionals often having busy schedules, direct email communication can cut through the noise more effectively than social media posts.

Tailoring Messages to Decision-Makers

For SaMD companies, the decision-making process often involves multiple stakeholders. Your email campaigns should reflect this by addressing the concerns and interests of various decision-makers, from clinical directors to procurement officers. By understanding the unique priorities of each group, you can tailor your content to address their specific needs and demonstrate the value of your SaMD solution comprehensively.

By segmenting your audience, creating detailed buyer personas, and leveraging the ownership of your email list, you can craft messages that are not only seen but also valued by your audience. This targeted approach sets the stage for higher engagement and better conversion rates, ensuring your SaMD marketing efforts are effective and impactful.

Crafting Compelling Email Content

Once you have a clear understanding of your audience, the next step is to create email content that captures their attention and keeps them engaged. For SaMD companies, this means blending personalization with valuable information and a touch of creativity. Here’s how to do it:

Personalization: Making It Personal

Personalization goes beyond simply addressing the recipient by name. It involves tailoring content to reflect the recipient’s specific interests, role, and challenges. Utilize the data gathered from your audience segmentation and buyer personas to customize email content. 

For instance, if you know a particular segment is interested in new regulatory updates, highlight this information prominently in your email.

Educational Content: Adding Value

Healthcare professionals appreciate content that helps them stay informed and improve their practice. Providing educational content such as case studies, whitepapers, and webinars can position your SaMD company as a thought leader. Make sure this content is relevant and provides actionable insights. For example, a case study detailing how your SaMD solution improved patient outcomes in a clinical setting can be particularly compelling.

Examples of Effective Content Types

  • Case Studies: Real-world examples showcasing the success of your SaMD solutions.
  • Whitepapers: In-depth reports that provide valuable insights into specific topics.
  • Webinars: Interactive sessions where healthcare professionals can learn and ask questions.
  • Infographics: Visual representations of data that are easy to digest.
  • Video Content: Short, informative videos that explain key aspects of your product.

Storytelling: Engaging Through Stories

Storytelling is a powerful tool to make your emails more engaging and relatable. Share stories about how your product has made a difference in real-world settings. Highlighting patient success stories or innovative uses of your technology can create an emotional connection with your readers. Stories are memorable and can make complex information more accessible and interesting.

Minimalistic Design: Keeping It Clean

In a world where inboxes are overflowing with marketing and advertising messages and sales pitches, a clean and minimalistic design can actually make your emails stand out. 

Avoid clutter and focus on a clear, simple layout that directs attention to the most important elements. Use white space effectively and ensure that your emails are easy to read on all devices. 

A minimalistic design not only looks professional but also enhances readability. Additionally, highly designed emails can get caught in spam filters and may not load properly, reducing their effectiveness.

Designing Effective Email Campaigns

Now that we’ve covered the essentials of crafting compelling content, it’s time to look at how to structure your email campaigns for maximum impact. Effective email marketing for SaMD companies require strategic planning, engaging hooks, and strong calls to action. Let’s dive into the key components:

Subject Lines and Hooks: Capturing Attention Early

The subject line is your first and often only chance to grab your reader’s attention. It needs to be concise, relevant, and intriguing. Here are some tips to craft compelling subject lines:

  • Be Specific: Clearly state what the email is about. For example, “Improve Patient Outcomes with Our Latest SaMD” is more enticing than “New Product Update.”
  • Create Urgency: Use time-sensitive language to encourage immediate action. Phrases like “Don’t Miss Out” or “Last Chance to Register” can spur quicker responses.
  • Highlight Benefits: Focus on the value your email offers. For instance, “Discover How Our SaMD Can Enhance Your Practice” directly appeals to the reader’s interests.

Remember, your subject line is the gateway to your email content. Make it count.

Examples of Strong Hooks

The hook is the first few lines of your email that should compel the reader to continue. Here are a few examples tailored for SaMD email marketing:

  • “Imagine a world where your medical devices could predict patient outcomes with 90% accuracy. Our latest software makes this possible.”
  • “Are you struggling to keep up with the latest healthcare regulations? Our comprehensive guide simplifies everything you need to know.”
  • “What if you could enhance your practice and patient care with a single tool? Discover the future of SaMD with us.”

Clear and Compelling Calls to Action (CTA)

Your email should always lead to a clear action you want the recipient to take. Whether it’s downloading a whitepaper, signing up for a webinar, or scheduling a demo, the CTA should be prominent and persuasive. Here’s how to create effective CTAs:

  • Action-Oriented Language: Use verbs that encourage action, such as “Download,” “Register,” “Learn More,” or “Get Started.”
  • Visibility: Make sure your CTA stands out visually. Use buttons or bold text to draw attention.
  • Relevance: Align your CTA with the email content. For example, if your email discusses regulatory changes, the CTA could be “Download Our Compliance Guide.”

By strategically designing your email campaigns with strong subject lines, engaging hooks, and compelling CTAs, you can significantly improve your open and conversion rates. This approach ensures that your emails not only get read but also drive meaningful engagement and action from your audience.

Lead Magnets and Landing Pages

After capturing your audience’s attention with compelling emails, the next step is to convert those readers into leads. This is where lead magnets and landing pages come into play. For SaMD companies, offering valuable content and ensuring a seamless user experience on landing pages can significantly enhance lead generation efforts.

Lead Magnets: Offering Value for Contact Information

Lead magnets are incentives that encourage potential customers to provide their contact information. These can be particularly effective for SaMD companies looking to attract healthcare professionals and decision-makers. Here’s how to create irresistible lead magnets:

  • Educational eBooks and Guides: Offer comprehensive resources that address common pain points or provide in-depth information about a relevant topic. For example, “The Ultimate Guide to SaMD Compliance” or “How to Leverage SaMD for Improved Patient Outcomes.”
  • Exclusive Webinars: Host webinars featuring industry experts discussing the latest trends and best practices in SaMD. This not only positions your company as a thought leader but also provides valuable insights to your audience.
  • Detailed Industry Reports: Share proprietary research or market analysis reports. These can provide actionable data and insights, making them highly valuable to healthcare professionals.
  • Free Trials and Demos: Offer a limited-time free trial or demo of your SaMD solution. This allows potential customers to experience the benefits firsthand without any commitment.

By providing valuable content, you can encourage your audience to exchange their contact information willingly, creating a robust lead database.

Dedicated Landing Pages: Optimizing for Conversion

A well-designed landing page is crucial for converting visitors into leads. Here are some best practices for creating high-converting landing pages for SaMD companies:

  • Clear and Concise Messaging: Ensure that your landing page clearly communicates the value of your lead magnet. Use headlines and subheadings to break down the information and make it easily digestible.
  • Compelling Visuals: Use high-quality images and graphics that resonate with your target audience. Visuals can help illustrate the benefits of your lead magnet and make the page more engaging.
  • Simple Forms: Keep your sign-up forms short and straightforward. Ask for only the necessary information, such as name and email address, to reduce friction and increase the likelihood of conversions.
  • Strong CTA: Place a prominent and persuasive call-to-action on your landing page. Use action-oriented language and make the CTA button stand out visually.
  • Social Proof: Include testimonials, case studies, or endorsements from industry experts to build trust and credibility. This can reassure potential leads about the value of your offer.

For instance, if you’re offering a free eBook on SaMD compliance, your landing page should highlight key takeaways from the eBook, feature a visually appealing cover image, and include a straightforward form to download the resource. The CTA could be something like, “Download Your Free Guide Now.”

By integrating valuable lead magnets and optimizing your landing pages, you can effectively capture and convert your audience, driving more qualified leads into your sales funnel. This strategic approach ensures that your email marketing for SaMD efforts are not just engaging but also highly productive.

Automation and Drip Campaigns

Once you have a growing list of engaged contacts, the next step is to nurture these leads through automation and drip campaigns. For SaMD companies, this approach can significantly streamline marketing efforts, ensuring consistent and personalized communication that drives conversions.

Automation Tools: Streamlining Your Efforts

Marketing automation tools can handle repetitive tasks, allowing you to focus on more strategic aspects of your email marketing. These tools can segment your audience, schedule emails, and track performance, making it easier to manage your campaigns. For SaMD companies, some recommended tools include:

  • Kit (Formerly known as ConvertKit): Known for its ease of use and powerful automation features, ConvertKit allows you to create personalized email sequences based on user behavior and preferences.
  • MailChimp: A versatile tool that offers advanced segmentation, A/B testing, and detailed analytics, making it suitable for targeting healthcare professionals and decision-makers in the SaMD space.
  • HubSpot: Provides comprehensive marketing automation capabilities, including lead scoring, detailed reporting, and integration with CRM systems, helping you to nurture leads effectively.

Drip Campaigns: Nurturing Leads Over Time

Drip campaigns are a series of automated emails sent over time to guide potential customers through the buyer’s journey. For SaMD companies, this approach ensures that your audience receives timely and relevant information, building trust and keeping them engaged. Here’s how to set up and optimize drip campaigns:

  • Define Your Goals: Determine the purpose of your drip campaign. Are you educating new leads, promoting a new product, or nurturing existing customers? Clear goals will help shape your content and messaging.
  • Segment Your Audience: Use the data you’ve collected to segment your email list. Tailor your drip campaigns to different segments, such as healthcare professionals, decision-makers, or current users of your SaMD solution.
  • Create Valuable Content: Develop a series of emails that provide value at each stage of the buyer’s journey. For example, start with educational content about the benefits of SaMD, followed by case studies and testimonials, and finally, offer a demo or free trial.
  • Optimize Timing and Frequency: Schedule your emails at optimal intervals to keep your audience engaged without overwhelming them. Research shows that sending emails once a week is effective, but you should adjust based on your audience’s response.

Welcome Sequences: Making a Strong First Impression

A well-crafted welcome sequence can set the tone for your relationship with new subscribers. For SaMD companies, this is an opportunity to introduce your brand, highlight key resources, and set expectations for future communications. Here’s how to design an effective welcome sequence:

  • Introduce Your Brand: Start with a warm welcome email that introduces your company and mission. Share your unique value proposition and how your SaMD solutions can benefit your audience.
  • Highlight Key Resources: Follow up with emails that direct new subscribers to valuable resources, such as blog posts, whitepapers, or webinars. This helps to establish your authority and provide immediate value.
  • Set Expectations: Clearly communicate what subscribers can expect from your emails, including the type of content, frequency, and any exclusive offers or updates. This helps to build trust and reduce unsubscribes.

For example, your welcome sequence might start with an introduction to your SaMD company, followed by an email offering a free eBook on SaMD compliance, and then a third email inviting them to an exclusive webinar on the future of SaMD in healthcare.

By leveraging automation tools and creating effective drip campaigns and welcome sequences, SaMD companies can ensure consistent and personalized communication with their audience. This not only nurtures leads but also builds long-term relationships, ultimately driving growth and success in the competitive healthcare market.

Timing and Frequency: Finding the Sweet Spot

Timing and frequency are crucial components of a successful email marketing for SaMD strategy. Sending emails at the right time and maintaining a consistent schedule can significantly impact your engagement rates and overall effectiveness.

Optimal Send Times: Hitting the Right Moment

When it comes to email marketing, timing is everything. For SaMD companies targeting healthcare professionals and decision-makers, understanding their schedules and preferences is key. Research indicates that the best times to send emails generally fall within the middle of the week and during mid-morning hours. However, the optimal time can vary based on your specific audience. Here are some tips:

  • Mid-Week Magic: Emails sent on Tuesdays, Wednesdays, and Thursdays tend to perform better because recipients are more likely to engage with content during these days, avoiding the busyness of Mondays and the anticipation of weekends.
  • Mid-Morning Sweet Spot: Sending emails around 10 a.m. allows your message to land when recipients are settled into their workday but not yet overwhelmed with tasks. Alternatively, early afternoon (around 2 p.m.) can also be effective as a secondary send time.
  • Testing and Adjusting: While these general guidelines provide a good starting point, it’s important to test different send times with your audience. Use A/B testing to compare open and click-through rates at various times and adjust your strategy based on the results.

Consistency and Promises: Building Trust Over Time

Consistency in email frequency and content quality is vital for maintaining trust and engagement with your audience. Here’s how to achieve it:

  • Set a Regular Schedule: Determine a frequency that works for both your content creation capabilities and your audience’s preferences. Whether it’s weekly, bi-weekly, or monthly, stick to your schedule to build anticipation and reliability.
  • Content Quality: Ensure that every email delivers value, whether through educational content, updates, or exclusive offers. High-quality content keeps your audience engaged and looking forward to your emails.
  • Deliver on Promises: Make sure your emails deliver on any promises made during the opt-in process, such as providing specific types of content or updates. This builds trust and reduces the likelihood of unsubscribes.

Keeping Your Promises: Ensuring Satisfaction

Maintaining the promises you make to your audience is not just about content quality but also about transparency and reliability:

  • Clear Expectations: From the moment a subscriber joins your list, be clear about what they can expect. Outline the type of content they will receive, how often, and any exclusive benefits.
  • Follow Through: Consistently meet these expectations. If you promise weekly updates, ensure they are delivered on time. If an exclusive report is mentioned, make sure it is accessible.
  • Feedback Loop: Encourage feedback from your subscribers to understand their needs and preferences better. Use this feedback to continually improve your email strategy and ensure you’re meeting their expectations.

For instance, if you find that your audience is highly engaged with technical insights and case studies, focus on delivering this type of content regularly. Conversely, if they prefer industry news and trends, tailor your emails to highlight these areas more.

By strategically timing your emails and maintaining a consistent and reliable communication pattern, SaMD companies can build strong relationships with their audience. This approach not only enhances engagement but also fosters trust, ultimately leading to higher conversion rates and long-term loyalty.

Testing and Optimization: Maximizing Your Email Campaign’s Impact

Testing and optimization are crucial steps in refining your email marketing for SaMD (Software as a Medical Device) strategies. By continuously evaluating your campaigns and making data-driven adjustments, you can enhance performance and achieve better results.

Key Metrics: Tracking Success

To understand how well your email campaigns are performing, focus on these key performance indicators (KPIs):

  • Open Rates: This metric shows the percentage of recipients who opened your email. A low open rate may indicate issues with your subject lines or sender name.
  • Click-Through Rates (CTR): CTR measures the percentage of recipients who clicked on links within your email. High CTRs suggest that your content is engaging and relevant.
  • Conversion Rates: This is the percentage of recipients who completed a desired action, such as signing up for a webinar or downloading a whitepaper. It’s a direct measure of how effectively your emails drive engagement.
  • Bounce Rates: The percentage of emails that couldn’t be delivered. High bounce rates can harm your sender reputation and indicate problems with your email list.
  • Unsubscribe Rates: Monitoring how many people opt out of your emails helps you understand the value and relevance of your content to your audience.

A/B Testing: Finding What Works Best

A/B testing, or split testing, is a method where you compare two versions of an email to see which one performs better. Here’s how to effectively implement A/B testing:

  • Identify Variables: Test one variable at a time to clearly understand its impact. Common variables include subject lines, email content, CTAs, send times, and design elements.
  • Create Variations: Develop two versions of your email with a single differing element. For example, you might test two different subject lines to see which one results in higher open rates.
  • Segment Your Audience: Split your email list into two random groups that are statistically significant. Send one version of the email to each group.
  • Analyze Results: Compare the performance of the two versions based on your chosen metrics. Use these insights to guide future email campaigns.

For instance, you might discover that emails sent in the morning have higher open rates, or that a certain type of CTA button color leads to more clicks. Use these findings to optimize your future emails.

Analyzing Feedback: Continuous Improvement

Beyond metrics, direct feedback from your audience can provide valuable insights. Here’s how to gather and use feedback effectively:

  • Surveys and Polls: Include short surveys or polls in your emails to ask for recipient opinions on your content, design, and frequency.
  • Engagement Monitoring: Pay attention to which types of content get the most clicks and engagement. This can indicate what your audience finds most valuable.
  • Direct Replies: Encourage recipients to reply to your emails with their thoughts and suggestions. Personal responses can provide deep insights into their preferences.
  • Social Listening: Monitor social media channels for feedback related to your email campaigns. Sometimes, subscribers will share their opinions on public platforms.

By regularly analyzing feedback and metrics, you can make informed adjustments to your email strategy. This continuous improvement approach ensures that your email marketing for SaMD remains effective, engaging, and aligned with your audience’s evolving needs and preferences.

Testing and optimization might seem complex, but it’s essential for fine-tuning your campaigns and maximizing your return on investment. By keeping a close eye on key metrics, running A/B tests, and actively seeking feedback, SaMD companies can ensure their email marketing efforts are always moving in the right direction.

Compliance and Best Practices: Navigating the Regulatory Landscape of Email Marketing for SaMD

In the world of email marketing for SaMD (Software as a Medical Device) companies, compliance with regulations is not just a best practice—it’s a necessity. Ensuring that your email campaigns adhere to legal standards protects your company from potential fines and enhances your reputation among healthcare professionals and decision-makers.

Regulatory Considerations: GDPR, HIPAA, and Beyond

Understanding and complying with regulations like GDPR (General Data Protection Regulation) and HIPAA (Health Insurance Portability and Accountability Act) is crucial for any SaMD company. Here’s a quick overview of key considerations:

  • GDPR: Applicable if you’re targeting or collecting data from individuals in the EU. GDPR mandates clear consent for data collection, the right for individuals to access their data, and the ability to request its deletion. Ensure that your email sign-up forms and data handling processes are GDPR-compliant.
  • HIPAA: If your emails include any patient data or personal health information, you must comply with HIPAA. This includes securing data and ensuring that only authorized personnel have access. Avoid including any personal health information in your emails unless absolutely necessary and secure.

Email List Management: Keeping It Clean and Compliant

Maintaining a healthy email list is key to compliance and effective email marketing for SaMD companies. Here are some best practices:

  • Double Opt-In: Use a double opt-in process to ensure that subscribers genuinely want to receive your emails. This involves sending a confirmation email after the initial sign-up, requiring recipients to confirm their subscription.
  • Regular Cleaning: Periodically clean your email list by removing inactive subscribers. This helps improve your email metrics (which improves deliverability) and ensures compliance with regulations that mandate accurate record-keeping.
  • Clear Unsubscribe Options: Make it easy for recipients to opt-out of your emails. Include a visible unsubscribe link in every email, and process these requests promptly to stay compliant with CAN-SPAM and other relevant laws.

Opt-In/Opt-Out: Respecting Subscriber Choices

Respecting the preferences of your subscribers is not just about compliance; it’s about building trust and maintaining a positive relationship. Here’s how to manage opt-in and opt-out processes effectively:

  • Transparent Sign-Up Forms: Clearly explain what subscribers can expect to receive when they sign up. Outline the type and frequency of emails they will get.
  • Preference Centers: Allow subscribers to choose the types of emails they want to receive. This can help reduce unsubscribes and improve engagement by ensuring that recipients only get content that interests them.
  • Timely Opt-Outs: Ensure that opt-out requests are processed quickly. Failing to do so can lead to complaints and potential legal issues.

Implementing Effective Email Marketing for SaMD

Email marketing for SaMD companies is a powerful tool to engage healthcare professionals and decision-makers. By understanding your audience, crafting compelling content, designing effective campaigns, and staying compliant, you can create a successful email marketing strategy that drives engagement and conversions.

Here’s a quick recap of the key points we’ve covered:

  • Understanding Your Audience: Segment your audience and create detailed buyer personas to tailor your messages effectively.
  • Crafting Compelling Content: Personalize your emails, provide educational content, and use storytelling to engage your audience.
  • Designing Effective Campaigns: Focus on strong subject lines, clear CTAs, and minimalistic design to enhance readability and impact.
  • Lead Magnets and Landing Pages: Offer valuable content to attract sign-ups and create dedicated landing pages that convert.
  • Automation and Drip Campaigns: Use automation tools and set up drip campaigns to nurture leads and engage new subscribers.
  • Timing and Frequency: Find the optimal send times and maintain consistency in your email frequency and quality.
  • Testing and Optimization: Track key metrics, conduct A/B testing, and analyze feedback to continuously improve your campaigns.
  • Compliance and Best Practices: Adhere to regulations like GDPR and HIPAA, and maintain a clean, compliant email list.

By following these best practices, SaMD companies can leverage email marketing to build strong relationships with healthcare professionals, stay top-of-mind, and ultimately drive their business objectives forward. 

If you need assistance in creating or executing a tailored email marketing strategy, Fission Consulting is here to help. Reach out to us to learn more about how we can support your email marketing efforts.


What is Email Marketing for SaMD?

Email marketing for SaMD (Software as a Medical Device) involves using email campaigns to engage and inform healthcare professionals and decision-makers about your software-based medical devices. It includes crafting personalized content, educational materials, and compelling CTAs to drive awareness and conversions while navigating the unique regulatory requirements of the healthcare industry.

How can personalization improve Email Marketing for SaMD?

Personalization in email marketing for SaMD can significantly enhance engagement and effectiveness. By tailoring content to the specific interests and needs of healthcare professionals, you can provide more relevant information, improving open rates and conversion rates. Personalization can include addressing recipients by name, segmenting your audience based on their specialty, and offering content that addresses their specific challenges.

Why is segmentation important in Email Marketing for SaMD?

Segmentation is crucial in email marketing for SaMD because it allows you to target specific groups within your audience more effectively. By segmenting your email list based on criteria such as job roles, specialties, and interests, you can deliver more relevant content to each group. This increases the likelihood of engagement and helps build stronger relationships with healthcare professionals and decision-makers.

What types of content are effective in Email Marketing for SaMD?

Effective content for email marketing for SaMD includes educational materials such as case studies, whitepapers, and webinars. Providing valuable insights and data can establish your authority and build trust with your audience. Additionally, using storytelling to illustrate the benefits of your SaMD solutions can make your emails more engaging and relatable.

How do you ensure compliance in Email Marketing for SaMD?

Ensuring compliance in email marketing for SaMD involves adhering to regulations like GDPR, HIPAA, and other relevant laws. This includes obtaining explicit consent from recipients, providing clear opt-out options, and protecting personal data. Staying compliant not only builds trust with your audience but also protects your company from potential legal issues.

Written By Caitlin Bates

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