{
  "kind": "framework",
  "value": "land-and-expand-model",
  "collectionKey": "slides:framework:land-and-expand-model:all-document-kinds:all-producers:all-orientations",
  "filters": {
    "documentKinds": [],
    "sourceTypes": [],
    "orientations": []
  },
  "total": 2,
  "page": 1,
  "pageSize": 24,
  "pageCount": 1,
  "rows": [
    {
      "docId": "019dd923-5eff-723e-9be4-f957b17f68a1",
      "docSlug": "676f9c6fd83e1020",
      "documentTitle": "2019 Investor Day from SEC",
      "authorId": "Salesforce",
      "authorName": "Salesforce",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.778,
      "pageNumber": 22,
      "slideType": "data_table",
      "function": "analyze_data",
      "notes": "The slide uses a two-tier donut chart structure to show revenue sources.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": "Donut split incremental ARR new logo vs installed base expansion.",
      "slideHref": "/slides/019dd923-5eff-723e-9be4-f957b17f68a1/22",
      "deckHref": "/decks/019dd923-5eff-723e-9be4-f957b17f68a1",
      "deckAnchorHref": "/decks/019dd923-5eff-723e-9be4-f957b17f68a1#slide-22",
      "loopMatches": [
        {
          "to": 24,
          "from": 19,
          "name": "Funnel Analysis",
          "slug": "32-funnel-analysis",
          "bestFor": "Sales optimization, customer journey, process efficiency",
          "matchId": "019de92e-042c-741e-b585-484baa8080e2",
          "evidence": "Drivers map (p19), capacity x productivity (p20), land/expand donuts (p22-23), RPO (p24).",
          "position": 4,
          "objective": "Explain land-and-expand growth engine and capacity drivers",
          "structure": "Top of Funnel -> Stage 1 Conversion -> Stage 2 Conversion -> Bottom of Funnel -> The Leak",
          "confidence": 70,
          "description": "Show progressive filtering through stages to identify where drop-off occurs"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 46,
          "from": 15,
          "beatId": "019de92e-029a-70aa-8059-02b66aa38cec",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Solution & Approach",
          "beatSlug": null,
          "evidence": "Customer 360, drivers, enterprise/industries/intl, innovation & M&A.",
          "position": 3,
          "confidence": 78,
          "parentBeatName": null,
          "parentBeatSlug": null
        },
        {
          "to": 46,
          "from": 12,
          "beatId": "019de92e-034f-7013-9124-49731d24aa5e",
          "arcName": "The Mountain",
          "arcSlug": "mountain",
          "beatName": "Rising Action",
          "beatSlug": null,
          "evidence": "Markets, drivers, enterprise, innovation stacked as ascending evidence.",
          "position": 2,
          "confidence": 55,
          "parentBeatName": null,
          "parentBeatSlug": null
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5eff-723e-9be4-f957b17f68a1",
      "docSlug": "676f9c6fd83e1020",
      "documentTitle": "2019 Investor Day from SEC",
      "authorId": "Salesforce",
      "authorName": "Salesforce",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.778,
      "pageNumber": 23,
      "slideType": "kpi_dashboard",
      "function": "quantify_impact",
      "notes": "The slide uses a donut chart to illustrate the 'Land and Expand' strategy, specifically highlighting the contribution of cross-selling to the installed base.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": "63% net new products to existing customers.",
      "slideHref": "/slides/019dd923-5eff-723e-9be4-f957b17f68a1/23",
      "deckHref": "/decks/019dd923-5eff-723e-9be4-f957b17f68a1",
      "deckAnchorHref": "/decks/019dd923-5eff-723e-9be4-f957b17f68a1#slide-23",
      "loopMatches": [
        {
          "to": 24,
          "from": 19,
          "name": "Funnel Analysis",
          "slug": "32-funnel-analysis",
          "bestFor": "Sales optimization, customer journey, process efficiency",
          "matchId": "019de92e-042c-741e-b585-484baa8080e2",
          "evidence": "Drivers map (p19), capacity x productivity (p20), land/expand donuts (p22-23), RPO (p24).",
          "position": 4,
          "objective": "Explain land-and-expand growth engine and capacity drivers",
          "structure": "Top of Funnel -> Stage 1 Conversion -> Stage 2 Conversion -> Bottom of Funnel -> The Leak",
          "confidence": 70,
          "description": "Show progressive filtering through stages to identify where drop-off occurs"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 46,
          "from": 15,
          "beatId": "019de92e-029a-70aa-8059-02b66aa38cec",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Solution & Approach",
          "beatSlug": null,
          "evidence": "Customer 360, drivers, enterprise/industries/intl, innovation & M&A.",
          "position": 3,
          "confidence": 78,
          "parentBeatName": null,
          "parentBeatSlug": null
        },
        {
          "to": 46,
          "from": 12,
          "beatId": "019de92e-034f-7013-9124-49731d24aa5e",
          "arcName": "The Mountain",
          "arcSlug": "mountain",
          "beatName": "Rising Action",
          "beatSlug": null,
          "evidence": "Markets, drivers, enterprise, innovation stacked as ascending evidence.",
          "position": 2,
          "confidence": 55,
          "parentBeatName": null,
          "parentBeatSlug": null
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    }
  ]
}