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  "documentTitle": "2024 02 IR Deck",
  "authorId": "Docebo",
  "authorName": "Docebo",
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  "notes": "The slide uses a pillar-based layout to categorize growth strategies.",
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      "text": "Land & Expand: A growing base of global enterprise customers opens up the opportunity to expand into new use cases, as well as strengthening its position to replace legacy systems providers. The consolidation of learning solutions providers offers efficiency to the customer and improves ACV¹ & NDR¹ for Docebo.",
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      "text": "OEM & Systems Integrators: OEMs and Systems Integrators are an important part of Docebo's enterprise go-to-market strategy. In addition to opening access to this strategically important customer base, OEMs and SIs equip Docebo with an effective way to enter new geographies - and new industry verticals such as Government.",
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      "text": "External Use Case: With 65% of ARR tied to external/hybrid use cases, Docebo sees its highest win rates and a substantial greenfield opportunity to win new enterprise business in each of the geographies it serves.",
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      "text": "Expansion into the Enterprise: Docebo's horizontal platform can address the diverse learning needs of leading global enterprise customers spanning every industry. Enterprise customers, with their complex multi-use case requirements, offer both greenfield and \"switcher market\" opportunities in addition to their superior retention rates and lifetime value.",
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      "text": "Expansion into the Government Segment: Docebo initiated FedRAMP certification which it expects to receive in 2024 and in doing so, the Company has added a new pillar to its strategic growth plan. In addition to establishing channel partner relationships with firms like Carahsoft and large systems integrators, Docebo has made strategic hires to form a dedicated government team.",
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      "text": "1. ACV (Average Contract Value) and NDR (Net Dollar Retention) are non-IFRS measures. Refer to “Non-IFRS Measures and Industry Metrics” in the disclaimer of this presentation for further information.",
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      "text": "Pillars of Growth",
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