{
  "docId": "019dd923-5eff-723e-9be4-f36916bb638c",
  "docSlug": "9b274ab0479f4b36",
  "documentTitle": "2018 Investor Day from SEC",
  "authorId": "Salesforce",
  "authorName": "Salesforce",
  "documentKindSlug": "consulting-deck",
  "documentKindLabel": "Consulting deck",
  "sourceTypeSlug": "strategy_consulting",
  "sourceTypeLabel": "Strategy consulting",
  "presentationDate": null,
  "orientation": "landscape",
  "aspectRatio": 1.774,
  "pageNumber": 52,
  "pageCount": 73,
  "prevPage": 51,
  "nextPage": 53,
  "slideType": "data_table",
  "function": "analyze_data",
  "density": "balanced",
  "nDataPoints": 48,
  "notes": "The slide uses a table to illustrate financial metrics and includes a callout box for 'Early Renewal Terms'.",
  "elementsJson": [
    "headline_text",
    "subtitle_text",
    "data_table",
    "callout_box"
  ],
  "metadataConfidence": 1,
  "imagePath": null,
  "slideHref": "/slides/019dd923-5eff-723e-9be4-f36916bb638c/52",
  "deckHref": "/decks/019dd923-5eff-723e-9be4-f36916bb638c",
  "deckJsonHref": "/decks/019dd923-5eff-723e-9be4-f36916bb638c.json",
  "deckAnchorHref": "/decks/019dd923-5eff-723e-9be4-f36916bb638c#slide-52",
  "components": [
    {
      "bbox": {
        "h": 0.15,
        "w": 0.2,
        "x": 0.11,
        "y": 0.65
      },
      "kind": "callout",
      "text": "Early Renewal Terms: Value: $80 million, Term: 4 years, Inv. Frequency: Annual, Timing: Signed last day of Q2",
      "attrs": null,
      "subkind": "primary",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "0bfcc20d-f5e8-4f84-8378-fb9c01cf88d9",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": null,
      "kind": "callout",
      "text": "cRPO is more consistent than UR and RPO",
      "attrs": null,
      "subkind": null,
      "toolName": "Visual emphasis",
      "toolSlug": "visual-emphasis",
      "confidence": null,
      "componentId": "019dd952-7daf-731c-89af-9856b52417be",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": null,
      "kind": "metric",
      "text": "cRPO",
      "attrs": null,
      "subkind": "primary",
      "toolName": "Quantification",
      "toolSlug": "quantification",
      "confidence": null,
      "componentId": "019dd952-7daf-731c-89af-9c1b801a4e4d",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.65,
        "w": 0.78,
        "x": 0.11,
        "y": 0.22
      },
      "kind": "table",
      "text": "Table showing UR, RPO, cRPO, and Revenue across Year 1 to Year 4",
      "attrs": null,
      "subkind": "data",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "198a2ddc-bec0-4c26-8cde-58a3d272936a",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.03,
        "w": 0.4,
        "x": 0.05,
        "y": 0.14
      },
      "kind": "title",
      "text": "cRPO is more consistent than UR and RPO",
      "attrs": null,
      "subkind": "action-title",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "1278a541-e40b-4569-bed7-6e5e6756a5bb",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.05,
        "w": 0.4,
        "x": 0.05,
        "y": 0.08
      },
      "kind": "title",
      "text": "UR, RPO and cRPO in Action",
      "attrs": null,
      "subkind": "headline",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "0c0cc727-1ad5-4ce4-aba3-0b9311f2731a",
      "frameworkName": null,
      "frameworkSlug": null
    }
  ],
  "metrics": [],
  "tools": [
    {
      "name": "Action Titles",
      "slug": "action-titles",
      "agent": "Architect",
      "layer": "slide",
      "matchId": "019de927-0cae-7359-938c-a937eeea7cba",
      "evidence": "Action title repeats consistency hypothesis.",
      "confidence": 75
    },
    {
      "name": "Small Multiples",
      "slug": "small-multiples",
      "agent": "Designer",
      "layer": "slide",
      "matchId": "019de927-0cda-7161-b282-f13439133fbf",
      "evidence": "Repeat table format under another renewal variation.",
      "confidence": 65
    }
  ],
  "frameworks": [],
  "arcBeats": [
    {
      "to": 70,
      "from": 39,
      "beatId": "019de926-f76b-75fd-ba27-07b4147891ae",
      "arcName": "The Consultant's Gambit",
      "arcSlug": "consultants-gambit",
      "beatName": "Impact & Next Steps",
      "beatSlug": null,
      "evidence": "'Measuring/Managing Our Success' sections lead to FY22 $21-23B Long-Range Plan.",
      "position": 5,
      "confidence": 78,
      "parentBeatName": null,
      "parentBeatSlug": null
    },
    {
      "to": 65,
      "from": 39,
      "beatId": "019de926-f812-754d-83d4-5890095eeffb",
      "arcName": "The Mountain",
      "arcSlug": "mountain",
      "beatName": "Climax",
      "beatSlug": null,
      "evidence": "Accounting deep-dive + Camper/Explorer/Pioneer scenarios reveal model leverage.",
      "position": 3,
      "confidence": 55,
      "parentBeatName": null,
      "parentBeatSlug": null
    }
  ],
  "loops": [
    {
      "to": 54,
      "from": 48,
      "name": "Hypothesis Test",
      "slug": "42-hypothesis-test",
      "bestFor": "Strategy validation, due diligence, research presentations",
      "matchId": "019de926-f9b7-733a-bd15-41e06bf7d97f",
      "evidence": "Worked $60M/3yr deal example then six tables under early-renewal scenarios all carrying callout 'cRPO is more consistent than UR and RPO'.",
      "position": 9,
      "objective": "Test the hypothesis that cRPO is more consistent than UR/RPO",
      "structure": "The Hypothesis -> Test 1 (Supports/Refutes) -> Test 2 (Supports/Refutes) -> Conclusion (Validated/Pivoted)",
      "confidence": 82,
      "description": "State a hypothesis upfront, then systematically prove or disprove it with evidence"
    }
  ],
  "imagePathAlt": null,
  "thumbSrc": null,
  "thumbSrcAlt": null,
  "locked": true
}