{
  "kind": "all",
  "value": "all",
  "collectionKey": "slides:all:all:all-document-kinds:all-producers:all-orientations",
  "filters": {
    "documentKinds": [],
    "sourceTypes": [],
    "orientations": []
  },
  "total": 319975,
  "page": 1131,
  "pageSize": 60,
  "pageCount": 5333,
  "rows": [
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 2,
      "slideType": "appendix_disclosure",
      "function": "summarize",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/2",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-2",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 4,
          "from": 1,
          "beatId": "1853f24a-25be-4b3a-9927-8e90d2df2ab7",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Situation & Context",
          "beatSlug": "consultants-gambit-situation-context",
          "evidence": "The document provides an overview of HubSpot's position in the market and its customer relationship management platform.",
          "position": 0,
          "confidence": 0.8,
          "parentBeatName": "Setup",
          "parentBeatSlug": "setup"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 3,
      "slideType": "cover",
      "function": "front_matter",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/3",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-3",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 4,
          "from": 1,
          "beatId": "1853f24a-25be-4b3a-9927-8e90d2df2ab7",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Situation & Context",
          "beatSlug": "consultants-gambit-situation-context",
          "evidence": "The document provides an overview of HubSpot's position in the market and its customer relationship management platform.",
          "position": 0,
          "confidence": 0.8,
          "parentBeatName": "Setup",
          "parentBeatSlug": "setup"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 4,
      "slideType": "executive_summary",
      "function": "summarize",
      "notes": "The slide uses a dashboard-style layout with four distinct cards containing key performance indicators.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/4",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-4",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 4,
          "from": 1,
          "beatId": "1853f24a-25be-4b3a-9927-8e90d2df2ab7",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Situation & Context",
          "beatSlug": "consultants-gambit-situation-context",
          "evidence": "The document provides an overview of HubSpot's position in the market and its customer relationship management platform.",
          "position": 0,
          "confidence": 0.8,
          "parentBeatName": "Setup",
          "parentBeatSlug": "setup"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 5,
      "slideType": "problem_statement",
      "function": "frame_problem",
      "notes": "Uses a contrast-pairs framework to highlight the market gap.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/5",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-5",
      "loopMatches": [
        {
          "to": 7,
          "from": 5,
          "name": "Iceberg",
          "slug": "10-iceberg",
          "bestFor": "Consulting, complex problem solving, organizational change",
          "matchId": "d3022533-c456-41da-b0a8-c7373f2d05ca",
          "evidence": "The document highlights the crisis of disconnection and the underserved SMB market.",
          "position": 0,
          "objective": "What are the challenges faced by SMBs?",
          "structure": "The Symptom (Visible) -> The System (Hidden) -> The Root Cause",
          "confidence": 0.7,
          "description": "Reveal that the visible problem is merely a symptom of a deeper root cause"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 7,
          "from": 5,
          "beatId": "49253fa3-14cc-41b6-bffa-a6659d708b71",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Problem & Complication",
          "beatSlug": "consultants-gambit-problem-complication",
          "evidence": "The document highlights the challenges faced by SMBs and the crisis of disconnection.",
          "position": 1,
          "confidence": 0.8,
          "parentBeatName": "Complication",
          "parentBeatSlug": "complication"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 6,
      "slideType": "diagnosis",
      "function": "present_solution",
      "notes": "Uses a hub-and-spoke visual metaphor to contrast fragmented systems with a centralized platform.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/6",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-6",
      "loopMatches": [
        {
          "to": 7,
          "from": 5,
          "name": "Iceberg",
          "slug": "10-iceberg",
          "bestFor": "Consulting, complex problem solving, organizational change",
          "matchId": "d3022533-c456-41da-b0a8-c7373f2d05ca",
          "evidence": "The document highlights the crisis of disconnection and the underserved SMB market.",
          "position": 0,
          "objective": "What are the challenges faced by SMBs?",
          "structure": "The Symptom (Visible) -> The System (Hidden) -> The Root Cause",
          "confidence": 0.7,
          "description": "Reveal that the visible problem is merely a symptom of a deeper root cause"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 7,
          "from": 5,
          "beatId": "49253fa3-14cc-41b6-bffa-a6659d708b71",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Problem & Complication",
          "beatSlug": "consultants-gambit-problem-complication",
          "evidence": "The document highlights the challenges faced by SMBs and the crisis of disconnection.",
          "position": 1,
          "confidence": 0.8,
          "parentBeatName": "Complication",
          "parentBeatSlug": "complication"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 7,
      "slideType": "problem_statement",
      "function": "frame_problem",
      "notes": "Uses a visual metaphor of a broken electrical plug to represent disconnection.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/7",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-7",
      "loopMatches": [
        {
          "to": 7,
          "from": 5,
          "name": "Iceberg",
          "slug": "10-iceberg",
          "bestFor": "Consulting, complex problem solving, organizational change",
          "matchId": "d3022533-c456-41da-b0a8-c7373f2d05ca",
          "evidence": "The document highlights the crisis of disconnection and the underserved SMB market.",
          "position": 0,
          "objective": "What are the challenges faced by SMBs?",
          "structure": "The Symptom (Visible) -> The System (Hidden) -> The Root Cause",
          "confidence": 0.7,
          "description": "Reveal that the visible problem is merely a symptom of a deeper root cause"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 7,
          "from": 5,
          "beatId": "49253fa3-14cc-41b6-bffa-a6659d708b71",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Problem & Complication",
          "beatSlug": "consultants-gambit-problem-complication",
          "evidence": "The document highlights the challenges faced by SMBs and the crisis of disconnection.",
          "position": 1,
          "confidence": 0.8,
          "parentBeatName": "Complication",
          "parentBeatSlug": "complication"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 8,
      "slideType": "other",
      "function": "present_solution",
      "notes": "The slide uses a timeline-like arrow to show the progression from 'Single App' to 'Connected Platform'.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/8",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-8",
      "loopMatches": [
        {
          "to": 14,
          "from": 8,
          "name": "Cost Of Inaction",
          "slug": "27-cost-of-inaction",
          "bestFor": "Urgent budget requests, compliance, risk mitigation",
          "matchId": "cd3f6cbd-ce1e-4084-8780-b7cead248745",
          "evidence": "The document presents HubSpot's solution and growth strategy.",
          "position": 1,
          "objective": "What are the consequences of not using HubSpot's platform?",
          "structure": "The Status Quo -> The Hidden Costs Accumulating -> The Future State of Inaction -> The Tipping Point",
          "confidence": 0.6,
          "description": "Quantify what happens if the audience does nothing"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 14,
          "from": 8,
          "beatId": "b1c8b7f6-d432-454a-a57b-01d0eadbfc5d",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Solution & Approach",
          "beatSlug": "consultants-gambit-solution-approach",
          "evidence": "The document presents HubSpot's solution and growth strategy.",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Turn",
          "parentBeatSlug": "turn"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 9,
      "slideType": "client_example",
      "function": "illustrate_case",
      "notes": "The slide uses a timeline to segment customers by digital maturity level.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/9",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-9",
      "loopMatches": [
        {
          "to": 14,
          "from": 8,
          "name": "Cost Of Inaction",
          "slug": "27-cost-of-inaction",
          "bestFor": "Urgent budget requests, compliance, risk mitigation",
          "matchId": "cd3f6cbd-ce1e-4084-8780-b7cead248745",
          "evidence": "The document presents HubSpot's solution and growth strategy.",
          "position": 1,
          "objective": "What are the consequences of not using HubSpot's platform?",
          "structure": "The Status Quo -> The Hidden Costs Accumulating -> The Future State of Inaction -> The Tipping Point",
          "confidence": 0.6,
          "description": "Quantify what happens if the audience does nothing"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 14,
          "from": 8,
          "beatId": "b1c8b7f6-d432-454a-a57b-01d0eadbfc5d",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Solution & Approach",
          "beatSlug": "consultants-gambit-solution-approach",
          "evidence": "The document presents HubSpot's solution and growth strategy.",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Turn",
          "parentBeatSlug": "turn"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 10,
      "slideType": "market_sizing",
      "function": "size_opportunity",
      "notes": "The chart shows a CAGR of 10% and growth from $45B to $72B.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/10",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-10",
      "loopMatches": [
        {
          "to": 14,
          "from": 8,
          "name": "Cost Of Inaction",
          "slug": "27-cost-of-inaction",
          "bestFor": "Urgent budget requests, compliance, risk mitigation",
          "matchId": "cd3f6cbd-ce1e-4084-8780-b7cead248745",
          "evidence": "The document presents HubSpot's solution and growth strategy.",
          "position": 1,
          "objective": "What are the consequences of not using HubSpot's platform?",
          "structure": "The Status Quo -> The Hidden Costs Accumulating -> The Future State of Inaction -> The Tipping Point",
          "confidence": 0.6,
          "description": "Quantify what happens if the audience does nothing"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 14,
          "from": 8,
          "beatId": "b1c8b7f6-d432-454a-a57b-01d0eadbfc5d",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Solution & Approach",
          "beatSlug": "consultants-gambit-solution-approach",
          "evidence": "The document presents HubSpot's solution and growth strategy.",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Turn",
          "parentBeatSlug": "turn"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 11,
      "slideType": "other",
      "function": "present_framework",
      "notes": "The slide uses a horizontal arrow to imply a spectrum or range of distribution strategies.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/11",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-11",
      "loopMatches": [
        {
          "to": 14,
          "from": 8,
          "name": "Cost Of Inaction",
          "slug": "27-cost-of-inaction",
          "bestFor": "Urgent budget requests, compliance, risk mitigation",
          "matchId": "cd3f6cbd-ce1e-4084-8780-b7cead248745",
          "evidence": "The document presents HubSpot's solution and growth strategy.",
          "position": 1,
          "objective": "What are the consequences of not using HubSpot's platform?",
          "structure": "The Status Quo -> The Hidden Costs Accumulating -> The Future State of Inaction -> The Tipping Point",
          "confidence": 0.6,
          "description": "Quantify what happens if the audience does nothing"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 14,
          "from": 8,
          "beatId": "b1c8b7f6-d432-454a-a57b-01d0eadbfc5d",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Solution & Approach",
          "beatSlug": "consultants-gambit-solution-approach",
          "evidence": "The document presents HubSpot's solution and growth strategy.",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Turn",
          "parentBeatSlug": "turn"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 12,
      "slideType": "other",
      "function": "summarize",
      "notes": "Uses icons to represent awards.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/12",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-12",
      "loopMatches": [
        {
          "to": 14,
          "from": 8,
          "name": "Cost Of Inaction",
          "slug": "27-cost-of-inaction",
          "bestFor": "Urgent budget requests, compliance, risk mitigation",
          "matchId": "cd3f6cbd-ce1e-4084-8780-b7cead248745",
          "evidence": "The document presents HubSpot's solution and growth strategy.",
          "position": 1,
          "objective": "What are the consequences of not using HubSpot's platform?",
          "structure": "The Status Quo -> The Hidden Costs Accumulating -> The Future State of Inaction -> The Tipping Point",
          "confidence": 0.6,
          "description": "Quantify what happens if the audience does nothing"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 14,
          "from": 8,
          "beatId": "b1c8b7f6-d432-454a-a57b-01d0eadbfc5d",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Solution & Approach",
          "beatSlug": "consultants-gambit-solution-approach",
          "evidence": "The document presents HubSpot's solution and growth strategy.",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Turn",
          "parentBeatSlug": "turn"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 13,
      "slideType": "timeline",
      "function": "summarize",
      "notes": "The chart uses a line graph to represent revenue growth over time, annotated with specific milestones.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/13",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-13",
      "loopMatches": [
        {
          "to": 14,
          "from": 8,
          "name": "Cost Of Inaction",
          "slug": "27-cost-of-inaction",
          "bestFor": "Urgent budget requests, compliance, risk mitigation",
          "matchId": "cd3f6cbd-ce1e-4084-8780-b7cead248745",
          "evidence": "The document presents HubSpot's solution and growth strategy.",
          "position": 1,
          "objective": "What are the consequences of not using HubSpot's platform?",
          "structure": "The Status Quo -> The Hidden Costs Accumulating -> The Future State of Inaction -> The Tipping Point",
          "confidence": 0.6,
          "description": "Quantify what happens if the audience does nothing"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 14,
          "from": 8,
          "beatId": "b1c8b7f6-d432-454a-a57b-01d0eadbfc5d",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Solution & Approach",
          "beatSlug": "consultants-gambit-solution-approach",
          "evidence": "The document presents HubSpot's solution and growth strategy.",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Turn",
          "parentBeatSlug": "turn"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 14,
      "slideType": "key_messages",
      "function": "summarize",
      "notes": "Uses a mountain metaphor to represent growth trajectory.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/14",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-14",
      "loopMatches": [
        {
          "to": 14,
          "from": 8,
          "name": "Cost Of Inaction",
          "slug": "27-cost-of-inaction",
          "bestFor": "Urgent budget requests, compliance, risk mitigation",
          "matchId": "cd3f6cbd-ce1e-4084-8780-b7cead248745",
          "evidence": "The document presents HubSpot's solution and growth strategy.",
          "position": 1,
          "objective": "What are the consequences of not using HubSpot's platform?",
          "structure": "The Status Quo -> The Hidden Costs Accumulating -> The Future State of Inaction -> The Tipping Point",
          "confidence": 0.6,
          "description": "Quantify what happens if the audience does nothing"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 14,
          "from": 8,
          "beatId": "b1c8b7f6-d432-454a-a57b-01d0eadbfc5d",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Solution & Approach",
          "beatSlug": "consultants-gambit-solution-approach",
          "evidence": "The document presents HubSpot's solution and growth strategy.",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Turn",
          "parentBeatSlug": "turn"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 15,
      "slideType": "section_divider",
      "function": "transition",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/15",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-15",
      "loopMatches": [
        {
          "to": 21,
          "from": 15,
          "name": "Quick Win Big Bet",
          "slug": "47-quick-win-big-bet",
          "bestFor": "Transformation planning, 100-day plans, resource allocation",
          "matchId": "0d24b2e1-a811-4715-9bcc-b20ab1567683",
          "evidence": "The document provides financial metrics and data to support HubSpot's growth strategy.",
          "position": 2,
          "objective": "What are the key drivers of HubSpot's growth strategy?",
          "structure": "The Full List -> Quick Wins (Low effort, High impact) -> Big Bets (High effort, High impact) -> Sequenced Roadmap",
          "confidence": 0.7,
          "description": "Separate initiatives into immediate wins and longer-term strategic bets"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 21,
          "from": 15,
          "beatId": "c8db009f-cf5f-4ee5-a154-6bdf250f6e39",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Evidence & Proof",
          "beatSlug": "consultants-gambit-evidence-proof",
          "evidence": "The document provides financial metrics and data to support HubSpot's growth strategy.",
          "position": 3,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 16,
      "slideType": "kpi_dashboard",
      "function": "quantify_impact",
      "notes": "The slide uses a bar chart to visualize long-term revenue growth and a callout box for specific Q2'23 KPIs.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/16",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-16",
      "loopMatches": [
        {
          "to": 21,
          "from": 15,
          "name": "Quick Win Big Bet",
          "slug": "47-quick-win-big-bet",
          "bestFor": "Transformation planning, 100-day plans, resource allocation",
          "matchId": "0d24b2e1-a811-4715-9bcc-b20ab1567683",
          "evidence": "The document provides financial metrics and data to support HubSpot's growth strategy.",
          "position": 2,
          "objective": "What are the key drivers of HubSpot's growth strategy?",
          "structure": "The Full List -> Quick Wins (Low effort, High impact) -> Big Bets (High effort, High impact) -> Sequenced Roadmap",
          "confidence": 0.7,
          "description": "Separate initiatives into immediate wins and longer-term strategic bets"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 21,
          "from": 15,
          "beatId": "c8db009f-cf5f-4ee5-a154-6bdf250f6e39",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Evidence & Proof",
          "beatSlug": "consultants-gambit-evidence-proof",
          "evidence": "The document provides financial metrics and data to support HubSpot's growth strategy.",
          "position": 3,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 17,
      "slideType": "kpi_dashboard",
      "function": "quantify_impact",
      "notes": "The slide uses a bar chart to demonstrate operating leverage over time.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/17",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-17",
      "loopMatches": [
        {
          "to": 21,
          "from": 15,
          "name": "Quick Win Big Bet",
          "slug": "47-quick-win-big-bet",
          "bestFor": "Transformation planning, 100-day plans, resource allocation",
          "matchId": "0d24b2e1-a811-4715-9bcc-b20ab1567683",
          "evidence": "The document provides financial metrics and data to support HubSpot's growth strategy.",
          "position": 2,
          "objective": "What are the key drivers of HubSpot's growth strategy?",
          "structure": "The Full List -> Quick Wins (Low effort, High impact) -> Big Bets (High effort, High impact) -> Sequenced Roadmap",
          "confidence": 0.7,
          "description": "Separate initiatives into immediate wins and longer-term strategic bets"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 21,
          "from": 15,
          "beatId": "c8db009f-cf5f-4ee5-a154-6bdf250f6e39",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Evidence & Proof",
          "beatSlug": "consultants-gambit-evidence-proof",
          "evidence": "The document provides financial metrics and data to support HubSpot's growth strategy.",
          "position": 3,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 18,
      "slideType": "financial_analysis",
      "function": "quantify_impact",
      "notes": "The slide uses a combination of bar charts for absolute values and line charts for margin percentages.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/18",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-18",
      "loopMatches": [
        {
          "to": 21,
          "from": 15,
          "name": "Quick Win Big Bet",
          "slug": "47-quick-win-big-bet",
          "bestFor": "Transformation planning, 100-day plans, resource allocation",
          "matchId": "0d24b2e1-a811-4715-9bcc-b20ab1567683",
          "evidence": "The document provides financial metrics and data to support HubSpot's growth strategy.",
          "position": 2,
          "objective": "What are the key drivers of HubSpot's growth strategy?",
          "structure": "The Full List -> Quick Wins (Low effort, High impact) -> Big Bets (High effort, High impact) -> Sequenced Roadmap",
          "confidence": 0.7,
          "description": "Separate initiatives into immediate wins and longer-term strategic bets"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 21,
          "from": 15,
          "beatId": "c8db009f-cf5f-4ee5-a154-6bdf250f6e39",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Evidence & Proof",
          "beatSlug": "consultants-gambit-evidence-proof",
          "evidence": "The document provides financial metrics and data to support HubSpot's growth strategy.",
          "position": 3,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 19,
      "slideType": "financial_analysis",
      "function": "quantify_impact",
      "notes": "The chart uses a dual-axis approach (bar for absolute $m, line for % margin).",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/19",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-19",
      "loopMatches": [
        {
          "to": 21,
          "from": 15,
          "name": "Quick Win Big Bet",
          "slug": "47-quick-win-big-bet",
          "bestFor": "Transformation planning, 100-day plans, resource allocation",
          "matchId": "0d24b2e1-a811-4715-9bcc-b20ab1567683",
          "evidence": "The document provides financial metrics and data to support HubSpot's growth strategy.",
          "position": 2,
          "objective": "What are the key drivers of HubSpot's growth strategy?",
          "structure": "The Full List -> Quick Wins (Low effort, High impact) -> Big Bets (High effort, High impact) -> Sequenced Roadmap",
          "confidence": 0.7,
          "description": "Separate initiatives into immediate wins and longer-term strategic bets"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 21,
          "from": 15,
          "beatId": "c8db009f-cf5f-4ee5-a154-6bdf250f6e39",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Evidence & Proof",
          "beatSlug": "consultants-gambit-evidence-proof",
          "evidence": "The document provides financial metrics and data to support HubSpot's growth strategy.",
          "position": 3,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 20,
      "slideType": "financial_analysis",
      "function": "present_framework",
      "notes": "The slide uses a matrix structure to define financial performance tiers.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/20",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-20",
      "loopMatches": [
        {
          "to": 21,
          "from": 15,
          "name": "Quick Win Big Bet",
          "slug": "47-quick-win-big-bet",
          "bestFor": "Transformation planning, 100-day plans, resource allocation",
          "matchId": "0d24b2e1-a811-4715-9bcc-b20ab1567683",
          "evidence": "The document provides financial metrics and data to support HubSpot's growth strategy.",
          "position": 2,
          "objective": "What are the key drivers of HubSpot's growth strategy?",
          "structure": "The Full List -> Quick Wins (Low effort, High impact) -> Big Bets (High effort, High impact) -> Sequenced Roadmap",
          "confidence": 0.7,
          "description": "Separate initiatives into immediate wins and longer-term strategic bets"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 21,
          "from": 15,
          "beatId": "c8db009f-cf5f-4ee5-a154-6bdf250f6e39",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Evidence & Proof",
          "beatSlug": "consultants-gambit-evidence-proof",
          "evidence": "The document provides financial metrics and data to support HubSpot's growth strategy.",
          "position": 3,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 21,
      "slideType": "kpi_dashboard",
      "function": "summarize",
      "notes": "The table shows a clear trend of improving operating margins and decreasing S&M spend as a percentage of revenue.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/21",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-21",
      "loopMatches": [
        {
          "to": 21,
          "from": 15,
          "name": "Quick Win Big Bet",
          "slug": "47-quick-win-big-bet",
          "bestFor": "Transformation planning, 100-day plans, resource allocation",
          "matchId": "0d24b2e1-a811-4715-9bcc-b20ab1567683",
          "evidence": "The document provides financial metrics and data to support HubSpot's growth strategy.",
          "position": 2,
          "objective": "What are the key drivers of HubSpot's growth strategy?",
          "structure": "The Full List -> Quick Wins (Low effort, High impact) -> Big Bets (High effort, High impact) -> Sequenced Roadmap",
          "confidence": 0.7,
          "description": "Separate initiatives into immediate wins and longer-term strategic bets"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 21,
          "from": 15,
          "beatId": "c8db009f-cf5f-4ee5-a154-6bdf250f6e39",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Evidence & Proof",
          "beatSlug": "consultants-gambit-evidence-proof",
          "evidence": "The document provides financial metrics and data to support HubSpot's growth strategy.",
          "position": 3,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 22,
      "slideType": "section_divider",
      "function": "transition",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/22",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-22",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 26,
          "from": 22,
          "beatId": "3ed1aebd-2ac5-4a66-9cc1-28ae2ab4b29a",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Impact & Next Steps",
          "beatSlug": "consultants-gambit-impact-next-steps",
          "evidence": "The document concludes with next steps and a focus on profitable growth.",
          "position": 4,
          "confidence": 0.8,
          "parentBeatName": "Resolution",
          "parentBeatSlug": "resolution"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 23,
      "slideType": "appendix_data",
      "function": "analyze_data",
      "notes": "The table provides a granular breakdown of adjustments including stock-based compensation, amortization, and other non-recurring items.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/23",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-23",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 26,
          "from": 22,
          "beatId": "3ed1aebd-2ac5-4a66-9cc1-28ae2ab4b29a",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Impact & Next Steps",
          "beatSlug": "consultants-gambit-impact-next-steps",
          "evidence": "The document concludes with next steps and a focus on profitable growth.",
          "position": 4,
          "confidence": 0.8,
          "parentBeatName": "Resolution",
          "parentBeatSlug": "resolution"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 24,
      "slideType": "appendix_data",
      "function": "analyze_data",
      "notes": "The table is split into two blocks covering 2017-2018 and 2018-2019.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/24",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-24",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 26,
          "from": 22,
          "beatId": "3ed1aebd-2ac5-4a66-9cc1-28ae2ab4b29a",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Impact & Next Steps",
          "beatSlug": "consultants-gambit-impact-next-steps",
          "evidence": "The document concludes with next steps and a focus on profitable growth.",
          "position": 4,
          "confidence": 0.8,
          "parentBeatName": "Resolution",
          "parentBeatSlug": "resolution"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 25,
      "slideType": "appendix_data",
      "function": "analyze_data",
      "notes": "The table is split into two sections (top and bottom) covering different time periods, with columns for dollar amounts and percentage of revenue.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/25",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-25",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 26,
          "from": 22,
          "beatId": "3ed1aebd-2ac5-4a66-9cc1-28ae2ab4b29a",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Impact & Next Steps",
          "beatSlug": "consultants-gambit-impact-next-steps",
          "evidence": "The document concludes with next steps and a focus on profitable growth.",
          "position": 4,
          "confidence": 0.8,
          "parentBeatName": "Resolution",
          "parentBeatSlug": "resolution"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-a7996db3af6f",
      "docSlug": "1f800d7e181c4e14",
      "documentTitle": "2023 Q2 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 26,
      "slideType": "appendix_data",
      "function": "analyze_data",
      "notes": "The table displays trailing twelve months (TTM) data across multiple quarters from March 2017 to June 2023.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-a7996db3af6f/26",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-a7996db3af6f#slide-26",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 26,
          "from": 22,
          "beatId": "3ed1aebd-2ac5-4a66-9cc1-28ae2ab4b29a",
          "arcName": "The Consultant's Gambit",
          "arcSlug": "consultants-gambit",
          "beatName": "Impact & Next Steps",
          "beatSlug": "consultants-gambit-impact-next-steps",
          "evidence": "The document concludes with next steps and a focus on profitable growth.",
          "position": 4,
          "confidence": 0.8,
          "parentBeatName": "Resolution",
          "parentBeatSlug": "resolution"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 1,
      "slideType": "cover",
      "function": "front_matter",
      "notes": null,
      "imagePath": "https://imgproxy.kitesheet.com/3gkF5h0ZhIT6WC3W9D8qHX225LD4OgWwE-T28Yh8vmI/rs:fit:1200:1200:0/q:82/f:webp/czM6Ly9raXRlc2hlZXQvY29ycHVzL3NsaWRlcy8wY2Q2YWZkZDdiYjQ1ZWI1L3AwMDEuanBn",
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/1",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-1",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": "https://imgproxy.kitesheet.com/1CUdmUk4TMK0zczgNQNKT7YgXViOBRu7ESNHWp0cRGM/rs:fit:1200:1200:0/q:82/f:webp/czM6Ly9raXRlc2hlZXQvY29ycHVzL3NsaWRlcy8wY2Q2YWZkZDdiYjQ1ZWI1L3AwMDEucG5n",
      "thumbSrc": "https://imgproxy.kitesheet.com/Btkqr7M2DQnr-obmp5Bv0vih4MkOyR6JzF9HfbMt89k/rs:fit:480:480:0/q:78/f:webp/czM6Ly9raXRlc2hlZXQvY29ycHVzL3NsaWRlcy8wY2Q2YWZkZDdiYjQ1ZWI1L3AwMDEuanBn",
      "thumbSrcAlt": "https://imgproxy.kitesheet.com/OcNkp3giOraHZn3p93U1NwJuDLi-UZHPB9aadYhVIhI/rs:fit:480:480:0/q:78/f:webp/czM6Ly9raXRlc2hlZXQvY29ycHVzL3NsaWRlcy8wY2Q2YWZkZDdiYjQ1ZWI1L3AwMDEucG5n"
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 2,
      "slideType": "appendix_disclosure",
      "function": "other",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/2",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-2",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 3,
      "slideType": "cover",
      "function": "front_matter",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/3",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-3",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 4,
      "slideType": "kpi_dashboard",
      "function": "summarize",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/4",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-4",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 5,
      "slideType": "key_messages",
      "function": "summarize",
      "notes": "The visual uses a grid of downward-pointing arrows with one upward-pointing arrow to represent differentiation.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/5",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-5",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 6,
      "slideType": "problem_statement",
      "function": "frame_problem",
      "notes": "Uses a contrast-pairs framework to highlight the market gap.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/6",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-6",
      "loopMatches": [
        {
          "to": 7,
          "from": 6,
          "name": "Cost Of Inaction",
          "slug": "27-cost-of-inaction",
          "bestFor": "Urgent budget requests, compliance, risk mitigation",
          "matchId": "ccb07da4-bb0f-49a9-9513-7592d32537da",
          "evidence": "The presentation presents the SMB market as underserved and HubSpot as well positioned to solve this problem",
          "position": 0,
          "objective": "Highlight the consequences of not addressing the SMB market",
          "structure": "The Status Quo -> The Hidden Costs Accumulating -> The Future State of Inaction -> The Tipping Point",
          "confidence": 0.6,
          "description": "Quantify what happens if the audience does nothing"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 6,
          "from": 6,
          "beatId": "294d78fe-04f2-4808-8a31-52eece1a436b",
          "arcName": "The Sequoia Pitch",
          "arcSlug": "sequoia-pitch",
          "beatName": "Problem",
          "beatSlug": "sequoia-pitch-problem",
          "evidence": "The presentation identifies the SMB market as underserved",
          "position": 0,
          "confidence": 0.8,
          "parentBeatName": "Complication",
          "parentBeatSlug": "complication"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 7,
      "slideType": "diagnosis",
      "function": "diagnose",
      "notes": "Uses a hub-and-spoke visual metaphor to contrast market alternatives with the central HubSpot brand.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/7",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-7",
      "loopMatches": [
        {
          "to": 7,
          "from": 6,
          "name": "Cost Of Inaction",
          "slug": "27-cost-of-inaction",
          "bestFor": "Urgent budget requests, compliance, risk mitigation",
          "matchId": "ccb07da4-bb0f-49a9-9513-7592d32537da",
          "evidence": "The presentation presents the SMB market as underserved and HubSpot as well positioned to solve this problem",
          "position": 0,
          "objective": "Highlight the consequences of not addressing the SMB market",
          "structure": "The Status Quo -> The Hidden Costs Accumulating -> The Future State of Inaction -> The Tipping Point",
          "confidence": 0.6,
          "description": "Quantify what happens if the audience does nothing"
        }
      ],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 8,
      "slideType": "other",
      "function": "present_framework",
      "notes": "The slide uses a layered architecture diagram to illustrate the transition from a single app to a platform.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/8",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-8",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 9,
      "slideType": "testimonial",
      "function": "illustrate_case",
      "notes": "The slide uses a grid layout to present five distinct customer quotes, each attributed to a specific role and company size.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/9",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-9",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 10,
      "slideType": "market_sizing",
      "function": "size_opportunity",
      "notes": "The slide uses a simple timeline-based growth visualization to highlight market potential.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/10",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-10",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 10,
          "from": 10,
          "beatId": "3344fef0-c1cf-40b3-ac23-ef9b43698368",
          "arcName": "The Sequoia Pitch",
          "arcSlug": "sequoia-pitch",
          "beatName": "Market Size",
          "beatSlug": "sequoia-pitch-market-size",
          "evidence": "The presentation provides a market sizing analysis",
          "position": 1,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 11,
      "slideType": "segmentation",
      "function": "present_solution",
      "notes": "The slide uses a horizontal bar/arrow chart to represent the intensity or scope of the distribution strategy for different customer segments.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/11",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-11",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 12,
      "slideType": "client_example",
      "function": "cite_precedent",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/12",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-12",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 13,
      "slideType": "timeline",
      "function": "establish_context",
      "notes": "The chart uses a line graph to represent revenue growth over time, annotated with specific milestones.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/13",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-13",
      "loopMatches": [
        {
          "to": 14,
          "from": 13,
          "name": "Why Now",
          "slug": "15-why-now",
          "bestFor": "Sales pitches, fundraising, requesting immediate budget approval",
          "matchId": "d4cf212a-318b-4b63-92d9-f7d276345a14",
          "evidence": "The presentation provides an overview of HubSpot's journey and current state",
          "position": 1,
          "objective": "Explain why HubSpot is positioned for growth now",
          "structure": "The Context (Trends) -> The Trigger Event -> The Window of Opportunity",
          "confidence": 0.6,
          "description": "Create temporal urgency by proving that the window of opportunity is opening or closing"
        }
      ],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 14,
      "slideType": "key_messages",
      "function": "summarize",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/14",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-14",
      "loopMatches": [
        {
          "to": 14,
          "from": 13,
          "name": "Why Now",
          "slug": "15-why-now",
          "bestFor": "Sales pitches, fundraising, requesting immediate budget approval",
          "matchId": "d4cf212a-318b-4b63-92d9-f7d276345a14",
          "evidence": "The presentation provides an overview of HubSpot's journey and current state",
          "position": 1,
          "objective": "Explain why HubSpot is positioned for growth now",
          "structure": "The Context (Trends) -> The Trigger Event -> The Window of Opportunity",
          "confidence": 0.6,
          "description": "Create temporal urgency by proving that the window of opportunity is opening or closing"
        }
      ],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 15,
      "slideType": "section_divider",
      "function": "transition",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/15",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-15",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 22,
          "from": 15,
          "beatId": "b14f6c4f-1d10-408b-9511-b8f4b52ab040",
          "arcName": "The Sequoia Pitch",
          "arcSlug": "sequoia-pitch",
          "beatName": "Financials",
          "beatSlug": "sequoia-pitch-financials",
          "evidence": "The presentation provides a detailed financial overview",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 16,
      "slideType": "kpi_dashboard",
      "function": "quantify_impact",
      "notes": "The slide includes a footnote clarifying the constant currency growth rate vs reported growth rate.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/16",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-16",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 22,
          "from": 15,
          "beatId": "b14f6c4f-1d10-408b-9511-b8f4b52ab040",
          "arcName": "The Sequoia Pitch",
          "arcSlug": "sequoia-pitch",
          "beatName": "Financials",
          "beatSlug": "sequoia-pitch-financials",
          "evidence": "The presentation provides a detailed financial overview",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 17,
      "slideType": "kpi_dashboard",
      "function": "quantify_impact",
      "notes": "The slide highlights a 23% year-over-year customer growth and a total of 205k customers as of Q4'23.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/17",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-17",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 22,
          "from": 15,
          "beatId": "b14f6c4f-1d10-408b-9511-b8f4b52ab040",
          "arcName": "The Sequoia Pitch",
          "arcSlug": "sequoia-pitch",
          "beatName": "Financials",
          "beatSlug": "sequoia-pitch-financials",
          "evidence": "The presentation provides a detailed financial overview",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 18,
      "slideType": "kpi_dashboard",
      "function": "quantify_impact",
      "notes": "The slide uses a bar chart to demonstrate operating leverage over time.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/18",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-18",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 22,
          "from": 15,
          "beatId": "b14f6c4f-1d10-408b-9511-b8f4b52ab040",
          "arcName": "The Sequoia Pitch",
          "arcSlug": "sequoia-pitch",
          "beatName": "Financials",
          "beatSlug": "sequoia-pitch-financials",
          "evidence": "The presentation provides a detailed financial overview",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 19,
      "slideType": "key_messages",
      "function": "summarize",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/19",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-19",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 22,
          "from": 15,
          "beatId": "b14f6c4f-1d10-408b-9511-b8f4b52ab040",
          "arcName": "The Sequoia Pitch",
          "arcSlug": "sequoia-pitch",
          "beatName": "Financials",
          "beatSlug": "sequoia-pitch-financials",
          "evidence": "The presentation provides a detailed financial overview",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 20,
      "slideType": "financial_analysis",
      "function": "quantify_impact",
      "notes": "The slide uses a combination of bar charts for absolute values and a line chart for margin percentage to demonstrate operating leverage.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/20",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-20",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 22,
          "from": 15,
          "beatId": "b14f6c4f-1d10-408b-9511-b8f4b52ab040",
          "arcName": "The Sequoia Pitch",
          "arcSlug": "sequoia-pitch",
          "beatName": "Financials",
          "beatSlug": "sequoia-pitch-financials",
          "evidence": "The presentation provides a detailed financial overview",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 21,
      "slideType": "financial_analysis",
      "function": "quantify_impact",
      "notes": "The chart uses a dual-axis approach with a bar chart for absolute FCF and a line chart for FCF margin.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/21",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-21",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 22,
          "from": 15,
          "beatId": "b14f6c4f-1d10-408b-9511-b8f4b52ab040",
          "arcName": "The Sequoia Pitch",
          "arcSlug": "sequoia-pitch",
          "beatName": "Financials",
          "beatSlug": "sequoia-pitch-financials",
          "evidence": "The presentation provides a detailed financial overview",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 22,
      "slideType": "data_table",
      "function": "quantify_impact",
      "notes": "The table shows margin trends and expense ratios as a percentage of revenue.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/22",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-22",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 22,
          "from": 15,
          "beatId": "b14f6c4f-1d10-408b-9511-b8f4b52ab040",
          "arcName": "The Sequoia Pitch",
          "arcSlug": "sequoia-pitch",
          "beatName": "Financials",
          "beatSlug": "sequoia-pitch-financials",
          "evidence": "The presentation provides a detailed financial overview",
          "position": 2,
          "confidence": 0.8,
          "parentBeatName": "Evidence",
          "parentBeatSlug": "evidence"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 23,
      "slideType": "section_divider",
      "function": "transition",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/23",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-23",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 24,
      "slideType": "appendix_data",
      "function": "analyze_data",
      "notes": "This is a standard financial disclosure slide showing adjustments for stock-based compensation, amortization, and other non-recurring items.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/24",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-24",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 25,
      "slideType": "appendix_data",
      "function": "analyze_data",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/25",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-25",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 26,
      "slideType": "appendix_data",
      "function": "analyze_data",
      "notes": "The table is split into two horizontal blocks representing 2020-2021 and 2022-2023.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/26",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-26",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-abe65c224b18",
      "docSlug": "0cd6afdd7bb45eb5",
      "documentTitle": "2023 Q4 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 27,
      "slideType": "appendix_data",
      "function": "analyze_data",
      "notes": "The table spans from March 31, 2017, to December 31, 2023, organized in four blocks of quarterly data.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-abe65c224b18/27",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-abe65c224b18#slide-27",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-ae3bd0690921",
      "docSlug": "363f010a55aa041b",
      "documentTitle": "2024 Q1 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 1,
      "slideType": "cover",
      "function": "front_matter",
      "notes": null,
      "imagePath": "https://imgproxy.kitesheet.com/ZrOJ9izWO1EeTNo3BBgecNa4MkUIzDY21YNnp2Jo54I/rs:fit:1200:1200:0/q:82/f:webp/czM6Ly9raXRlc2hlZXQvY29ycHVzL3NsaWRlcy8zNjNmMDEwYTU1YWEwNDFiL3AwMDEuanBn",
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-ae3bd0690921/1",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921#slide-1",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": "https://imgproxy.kitesheet.com/4akd8LOwdXItcoHhJv-eI_pQnlSsWALXHJBhvBtnFL4/rs:fit:1200:1200:0/q:82/f:webp/czM6Ly9raXRlc2hlZXQvY29ycHVzL3NsaWRlcy8zNjNmMDEwYTU1YWEwNDFiL3AwMDEucG5n",
      "thumbSrc": "https://imgproxy.kitesheet.com/aHqagtqmk3rMOmfFzekpkxngb2vzTjLbIYpnlhsBva0/rs:fit:480:480:0/q:78/f:webp/czM6Ly9raXRlc2hlZXQvY29ycHVzL3NsaWRlcy8zNjNmMDEwYTU1YWEwNDFiL3AwMDEuanBn",
      "thumbSrcAlt": "https://imgproxy.kitesheet.com/NV6_kVPsxg1b85MwkNT4WCREy8Lt-fkaK-m20IafEuM/rs:fit:480:480:0/q:78/f:webp/czM6Ly9raXRlc2hlZXQvY29ycHVzL3NsaWRlcy8zNjNmMDEwYTU1YWEwNDFiL3AwMDEucG5n"
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-ae3bd0690921",
      "docSlug": "363f010a55aa041b",
      "documentTitle": "2024 Q1 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 2,
      "slideType": "appendix_disclosure",
      "function": "other",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-ae3bd0690921/2",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921#slide-2",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-ae3bd0690921",
      "docSlug": "363f010a55aa041b",
      "documentTitle": "2024 Q1 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 3,
      "slideType": "cover",
      "function": "front_matter",
      "notes": null,
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-ae3bd0690921/3",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921#slide-3",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-ae3bd0690921",
      "docSlug": "363f010a55aa041b",
      "documentTitle": "2024 Q1 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 4,
      "slideType": "kpi_dashboard",
      "function": "summarize",
      "notes": "The slide uses a grid of four cards, each containing two key metrics and an icon.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-ae3bd0690921/4",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921#slide-4",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-ae3bd0690921",
      "docSlug": "363f010a55aa041b",
      "documentTitle": "2024 Q1 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 5,
      "slideType": "key_messages",
      "function": "summarize",
      "notes": "The visual uses a grid of downward arrows with one upward arrow to represent differentiation or contrarian thinking.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-ae3bd0690921/5",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921#slide-5",
      "loopMatches": [],
      "arcBeatMatches": [],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-ae3bd0690921",
      "docSlug": "363f010a55aa041b",
      "documentTitle": "2024 Q1 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 6,
      "slideType": "problem_statement",
      "function": "frame_problem",
      "notes": "The slide uses a contrast-pairs framework to highlight the market gap.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-ae3bd0690921/6",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921#slide-6",
      "loopMatches": [
        {
          "to": 7,
          "from": 6,
          "name": "Cost Of Inaction",
          "slug": "27-cost-of-inaction",
          "bestFor": "Urgent budget requests, compliance, risk mitigation",
          "matchId": "432aa406-def8-454b-8725-efd2b21409c2",
          "evidence": "The problem statement and solution presentation",
          "position": 0,
          "objective": "What if HubSpot does not address the underserved SMB market?",
          "structure": "The Status Quo -> The Hidden Costs Accumulating -> The Future State of Inaction -> The Tipping Point",
          "confidence": 0.6,
          "description": "Quantify what happens if the audience does nothing"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 7,
          "from": 6,
          "beatId": "2ae2bce5-a969-43c8-8858-288ec0e0959e",
          "arcName": "The Sequoia Pitch",
          "arcSlug": "sequoia-pitch",
          "beatName": "Problem",
          "beatSlug": "sequoia-pitch-problem",
          "evidence": "The SMB market is underserved and HubSpot is well positioned to solve this problem",
          "position": 0,
          "confidence": 0.8,
          "parentBeatName": "Complication",
          "parentBeatSlug": "complication"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-ae3bd0690921",
      "docSlug": "363f010a55aa041b",
      "documentTitle": "2024 Q1 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 7,
      "slideType": "problem_statement",
      "function": "frame_problem",
      "notes": "The slide uses a visual metaphor of fragmented vs. connected systems to frame the market problem.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-ae3bd0690921/7",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921#slide-7",
      "loopMatches": [
        {
          "to": 7,
          "from": 6,
          "name": "Cost Of Inaction",
          "slug": "27-cost-of-inaction",
          "bestFor": "Urgent budget requests, compliance, risk mitigation",
          "matchId": "432aa406-def8-454b-8725-efd2b21409c2",
          "evidence": "The problem statement and solution presentation",
          "position": 0,
          "objective": "What if HubSpot does not address the underserved SMB market?",
          "structure": "The Status Quo -> The Hidden Costs Accumulating -> The Future State of Inaction -> The Tipping Point",
          "confidence": 0.6,
          "description": "Quantify what happens if the audience does nothing"
        }
      ],
      "arcBeatMatches": [
        {
          "to": 7,
          "from": 6,
          "beatId": "2ae2bce5-a969-43c8-8858-288ec0e0959e",
          "arcName": "The Sequoia Pitch",
          "arcSlug": "sequoia-pitch",
          "beatName": "Problem",
          "beatSlug": "sequoia-pitch-problem",
          "evidence": "The SMB market is underserved and HubSpot is well positioned to solve this problem",
          "position": 0,
          "confidence": 0.8,
          "parentBeatName": "Complication",
          "parentBeatSlug": "complication"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    },
    {
      "docId": "019dd923-5efe-75c0-8e00-ae3bd0690921",
      "docSlug": "363f010a55aa041b",
      "documentTitle": "2024 Q1 Investor Presentation",
      "authorId": "HubSpot",
      "authorName": "HubSpot",
      "documentKindSlug": "consulting-deck",
      "documentKindLabel": "Consulting deck",
      "sourceTypeSlug": "strategy_consulting",
      "sourceTypeLabel": "Strategy consulting",
      "presentationDate": null,
      "orientation": "landscape",
      "aspectRatio": 1.777,
      "pageNumber": 8,
      "slideType": "other",
      "function": "present_solution",
      "notes": "The slide uses a layered architecture diagram to illustrate the platform transformation.",
      "imagePath": null,
      "matchCount": 1,
      "evidence": null,
      "slideHref": "/slides/019dd923-5efe-75c0-8e00-ae3bd0690921/8",
      "deckHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921",
      "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-ae3bd0690921#slide-8",
      "loopMatches": [],
      "arcBeatMatches": [
        {
          "to": 8,
          "from": 8,
          "beatId": "6e35930f-2c80-4214-94ef-91cc415baa57",
          "arcName": "The Sequoia Pitch",
          "arcSlug": "sequoia-pitch",
          "beatName": "Solution",
          "beatSlug": "sequoia-pitch-solution",
          "evidence": "HubSpot has transformed from a single app to a platform",
          "position": 1,
          "confidence": 0.8,
          "parentBeatName": "Turn",
          "parentBeatSlug": "turn"
        }
      ],
      "imagePathAlt": null,
      "thumbSrc": null,
      "thumbSrcAlt": null,
      "locked": true
    }
  ]
}