{
  "docId": "019dd923-5efe-75c0-8e00-8c1b88b67f1e",
  "docSlug": "20036e2ee1a67411",
  "documentTitle": "2021 Analyst Day",
  "authorId": "HubSpot",
  "authorName": "HubSpot",
  "documentKindSlug": "consulting-deck",
  "documentKindLabel": "Consulting deck",
  "sourceTypeSlug": "strategy_consulting",
  "sourceTypeLabel": "Strategy consulting",
  "presentationDate": null,
  "orientation": "landscape",
  "aspectRatio": 1.777,
  "pageNumber": 29,
  "pageCount": 74,
  "prevPage": 28,
  "nextPage": 30,
  "slideType": "problem_statement",
  "function": "frame_problem",
  "density": "sparse",
  "nDataPoints": 0,
  "notes": "Uses visual metaphors (scattered cubes vs. closed sign) to represent the two sales models.",
  "elementsJson": [
    "other",
    "other"
  ],
  "metadataConfidence": 1,
  "imagePath": null,
  "slideHref": "/slides/019dd923-5efe-75c0-8e00-8c1b88b67f1e/29",
  "deckHref": "/decks/019dd923-5efe-75c0-8e00-8c1b88b67f1e",
  "deckJsonHref": "/decks/019dd923-5efe-75c0-8e00-8c1b88b67f1e.json",
  "deckAnchorHref": "/decks/019dd923-5efe-75c0-8e00-8c1b88b67f1e#slide-29",
  "components": [
    {
      "bbox": {
        "h": 0.35,
        "w": 0.25,
        "x": 0.15,
        "y": 0.2
      },
      "kind": "image",
      "text": "Scattered cubes representing complexity",
      "attrs": null,
      "subkind": "illustration",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "6d9a2107-437a-40e1-9467-e7fc8ef6441b",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.35,
        "w": 0.25,
        "x": 0.6,
        "y": 0.2
      },
      "kind": "image",
      "text": "Closed sign",
      "attrs": null,
      "subkind": "illustration",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "e7e54ce6-7bd3-43b5-a813-def0ca885b0d",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.15,
        "w": 0.35,
        "x": 0.1,
        "y": 0.6
      },
      "kind": "paragraph",
      "text": "The rep-assisted sale (Quote to Cash) is a Cobbled mess",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "82a4cb33-011f-407c-a829-3ad4f898615c",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.15,
        "w": 0.3,
        "x": 0.6,
        "y": 0.6
      },
      "kind": "paragraph",
      "text": "The touchless sale (B2B Commerce) isn't happening",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "a1b839a4-971a-4c05-98cb-2fc29c70229e",
      "frameworkName": null,
      "frameworkSlug": null
    }
  ],
  "metrics": [],
  "tools": [
    {
      "name": "Problem Statement Canvas",
      "slug": "problem-statement-canvas",
      "agent": "Architect",
      "layer": "slide",
      "matchId": "91d7a157-20a7-4d30-9df8-ffb677054d6c",
      "evidence": "The rep-assisted sale (Quote to Cash) is a Cobbled mess / The touchless sale (B2B Commerce) isn't happening",
      "confidence": 0.7
    }
  ],
  "frameworks": [],
  "arcBeats": [
    {
      "to": 34,
      "from": 15,
      "beatId": "10d48aa4-5943-47f9-9750-df86985d0980",
      "arcName": "Monroe's Motivated Sequence",
      "arcSlug": "monroes-sequence",
      "beatName": "Satisfaction",
      "beatSlug": "monroes-sequence-satisfaction",
      "evidence": "HubSpot's solution and growth prospects",
      "position": 2,
      "confidence": 0.8,
      "parentBeatName": "Turn",
      "parentBeatSlug": "turn"
    }
  ],
  "loops": [
    {
      "to": 31,
      "from": 29,
      "name": "Cost Of Inaction",
      "slug": "27-cost-of-inaction",
      "bestFor": "Urgent budget requests, compliance, risk mitigation",
      "matchId": "90d2cd4b-b166-484d-ab6f-0615b6517adf",
      "evidence": "Problem statement and opportunity",
      "position": 1,
      "objective": "Highlight the cost of not investing in B2B Commerce and Payments",
      "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"
    }
  ],
  "imagePathAlt": null,
  "thumbSrc": null,
  "thumbSrcAlt": null,
  "locked": true
}