{
  "docId": "019dd923-5ddf-7308-8fca-8ab4ac45dd1e",
  "docSlug": "7f630d4cfb88bb0d",
  "documentTitle": "Digital Future of B2B Sales",
  "authorId": "RolandBerger",
  "authorName": "Roland Berger",
  "documentKindSlug": "consulting-deck",
  "documentKindLabel": "Consulting deck",
  "sourceTypeSlug": "strategy_consulting",
  "sourceTypeLabel": "Strategy consulting",
  "presentationDate": null,
  "orientation": "portrait",
  "aspectRatio": 0.706,
  "pageNumber": 14,
  "pageCount": 16,
  "prevPage": 13,
  "nextPage": 15,
  "slideType": "diagnosis",
  "function": "diagnose",
  "density": "dense",
  "nDataPoints": 14,
  "notes": "The chart uses a 1-5 scale to map project suitability; lower values (left) generally indicate better candidates for 'lighthouse projects'.",
  "elementsJson": [
    "paragraph",
    "other"
  ],
  "metadataConfidence": 1,
  "imagePath": null,
  "slideHref": "/slides/019dd923-5ddf-7308-8fca-8ab4ac45dd1e/14",
  "deckHref": "/decks/019dd923-5ddf-7308-8fca-8ab4ac45dd1e",
  "deckJsonHref": "/decks/019dd923-5ddf-7308-8fca-8ab4ac45dd1e.json",
  "deckAnchorHref": "/decks/019dd923-5ddf-7308-8fca-8ab4ac45dd1e#slide-14",
  "components": [
    {
      "bbox": null,
      "kind": "callout",
      "text": "The further left a project appears, the more suitable it is as a lighthouse project.",
      "attrs": null,
      "subkind": null,
      "toolName": "Visual emphasis",
      "toolSlug": "visual-emphasis",
      "confidence": null,
      "componentId": "019dd951-e58e-76cb-be54-ed682412b38d",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.32,
        "w": 0.7,
        "x": 0.06,
        "y": 0.61
      },
      "kind": "chart",
      "text": "Comparison of 'iPads in sales' and 'Creation of an online product community' across 7 criteria.",
      "attrs": null,
      "subkind": "dot",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "e9b9c51e-b4d7-4577-9779-c619b41876dc",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.07,
        "w": 0.88,
        "x": 0.06,
        "y": 0.51
      },
      "kind": "paragraph",
      "text": "The further left a project appears, the more suitable it is as a lighthouse project. Companies benefit from projects that are strategically important, whose risks are low, that tie up little capital, that are easy to implement and that have little impact on other processes. Implementation should not necessitate additional structures, and the projects should be clearly visible within the enterprise.",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "6d94137c-792a-47b2-8023-c86a598e0015",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.01,
        "w": 0.15,
        "x": 0.06,
        "y": 0.95
      },
      "kind": "source-note",
      "text": "Source: Roland Berger",
      "attrs": null,
      "subkind": null,
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "c40ebacc-f2a8-462d-85a7-11e513361996",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.02,
        "w": 0.53,
        "x": 0.06,
        "y": 0.48
      },
      "kind": "title",
      "text": "A few questions make it easier to evaluate potential candidates",
      "attrs": null,
      "subkind": "action-title",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "bc5f11cd-d700-48ef-8317-76bea8045f79",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.02,
        "w": 0.47,
        "x": 0.06,
        "y": 0.46
      },
      "kind": "title",
      "text": "SPOTTING PROMISING LIGHTHOUSE PROJECTS",
      "attrs": null,
      "subkind": "headline",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "3d17f360-e60d-435b-961d-64364392e337",
      "frameworkName": null,
      "frameworkSlug": null
    }
  ],
  "metrics": [],
  "tools": [],
  "frameworks": [
    {
      "name": "diagnostic-test",
      "slug": null,
      "matchId": "d144d61b-1d41-46e0-81e1-1b8aea22a113",
      "evidence": "The slide provides a 7-point checklist to evaluate project suitability.",
      "confidence": 0.9
    }
  ],
  "arcBeats": [
    {
      "to": 14,
      "from": 10,
      "beatId": "151de27a-0c94-422a-a19f-983b9b733285",
      "arcName": "The Consultant's Gambit",
      "arcSlug": "consultants-gambit",
      "beatName": "Impact & Next Steps",
      "beatSlug": "consultants-gambit-impact-next-steps",
      "evidence": "The deck provides an executive summary, key messages, and a diagnosis",
      "position": 3,
      "confidence": 0.8,
      "parentBeatName": "Resolution",
      "parentBeatSlug": "resolution"
    }
  ],
  "loops": [],
  "imagePathAlt": null,
  "thumbSrc": null,
  "thumbSrcAlt": null,
  "locked": true
}