{
  "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": 9,
  "pageCount": 73,
  "prevPage": 8,
  "nextPage": 10,
  "slideType": "market_landscape",
  "function": "size_opportunity",
  "density": "dense",
  "nDataPoints": 12,
  "notes": "The slide uses a quote to justify the market shift towards CRM.",
  "elementsJson": [
    "headline_text",
    "bar_chart_grouped",
    "quote_block",
    "footnote"
  ],
  "metadataConfidence": 1,
  "imagePath": null,
  "slideHref": "/slides/019dd923-5eff-723e-9be4-f36916bb638c/9",
  "deckHref": "/decks/019dd923-5eff-723e-9be4-f36916bb638c",
  "deckJsonHref": "/decks/019dd923-5eff-723e-9be4-f36916bb638c.json",
  "deckAnchorHref": "/decks/019dd923-5eff-723e-9be4-f36916bb638c#slide-9",
  "components": [
    {
      "bbox": null,
      "kind": "callout",
      "text": "CRM is the fastest growing segment in enterprise software",
      "attrs": null,
      "subkind": null,
      "toolName": "Visual emphasis",
      "toolSlug": "visual-emphasis",
      "confidence": null,
      "componentId": "019dd952-7dae-7366-a97f-43435ed41de2",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.45,
        "w": 0.9,
        "x": 0.05,
        "y": 0.4
      },
      "kind": "chart",
      "text": "Enterprise Software Addressable Market",
      "attrs": null,
      "subkind": "bar-vertical",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "bcdaeb5d-1227-4870-a122-fae2c36a599b",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": null,
      "kind": "metric",
      "text": "Enterprise Software Addressable Market",
      "attrs": null,
      "subkind": "primary",
      "toolName": "Quantification",
      "toolSlug": "quantification",
      "confidence": null,
      "componentId": "019dd952-7dae-7366-a97f-49853862300e",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.1,
        "w": 0.4,
        "x": 0.05,
        "y": 0.25
      },
      "kind": "quote",
      "text": "Customer experience will overtake price and product quality as the key brand differentiator.",
      "attrs": null,
      "subkind": "pull-quote",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "6e772f54-607a-4521-ac3d-788c479b9789",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.03,
        "w": 0.9,
        "x": 0.05,
        "y": 0.95
      },
      "kind": "source-note",
      "text": "Source: Gartner estimates; Market share from: Oracle, Becker Berkom, Citi and Deutsche Bank; company filings; Salesforce. 1: Gartner customer experience companies.",
      "attrs": null,
      "subkind": null,
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "a1012085-b012-4f3d-a1cd-e2aa3915fa40",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.05,
        "w": 0.4,
        "x": 0.05,
        "y": 0.08
      },
      "kind": "title",
      "text": "Right Market at the Right Time",
      "attrs": null,
      "subkind": "headline",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "45010c66-798a-4af8-abd0-c4525920d4c7",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.03,
        "w": 0.5,
        "x": 0.05,
        "y": 0.14
      },
      "kind": "title",
      "text": "CRM is the fastest growing segment in enterprise software",
      "attrs": null,
      "subkind": "subtitle",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "adcec119-80ce-47cb-a721-2b092cf49cdb",
      "frameworkName": null,
      "frameworkSlug": null
    }
  ],
  "metrics": [],
  "tools": [
    {
      "name": "Action Titles",
      "slug": "action-titles",
      "agent": "Architect",
      "layer": "slide",
      "matchId": "019de926-fc2f-77ee-829e-7e82d31dc428",
      "evidence": "Action title 'Right Market at the Right Time' + callout 'CRM is fastest growing segment'.",
      "confidence": 85
    },
    {
      "name": "AIDA Model",
      "slug": "aida-model",
      "agent": "Storyteller",
      "layer": "slide",
      "matchId": "9f842634-0a44-48a6-b57c-f1d653c706e4",
      "evidence": "quote/pull-quote: Customer experience will overtake price and product quality as the key brand differentiator.",
      "confidence": 0.5
    },
    {
      "name": "Annotation",
      "slug": "annotation",
      "agent": "Designer",
      "layer": "slide",
      "matchId": "019de926-fc84-72ee-b1c8-fa0d5c11c967",
      "evidence": "Each segment bar labelled across FY12/FY17/FY22.",
      "confidence": 70
    },
    {
      "name": "Credibility Transfer",
      "slug": "credibility-transfer",
      "agent": "Storyteller",
      "layer": "slide",
      "matchId": "019de926-fc59-73fa-835b-92ff5a571012",
      "evidence": "Forrester quote on customer experience anchors the claim.",
      "confidence": 80
    }
  ],
  "frameworks": [],
  "arcBeats": [
    {
      "to": 11,
      "from": 8,
      "beatId": "019de926-f6ed-761b-9a2d-0113d9f4e29f",
      "arcName": "The Consultant's Gambit",
      "arcSlug": "consultants-gambit",
      "beatName": "Problem & Complication",
      "beatSlug": null,
      "evidence": "'Market Opportunity' divider, CRM fastest-growing, DX imperative 60/90% stats.",
      "position": 2,
      "confidence": 78,
      "parentBeatName": null,
      "parentBeatSlug": null
    },
    {
      "to": 11,
      "from": 4,
      "beatId": "019de926-f7be-73e1-88fe-363a49cfdfcb",
      "arcName": "The Mountain",
      "arcSlug": "mountain",
      "beatName": "Setup & Stakes",
      "beatSlug": null,
      "evidence": "Durable growth + market opportunity establish the climb.",
      "position": 1,
      "confidence": 55,
      "parentBeatName": null,
      "parentBeatSlug": null
    }
  ],
  "loops": [
    {
      "to": 11,
      "from": 9,
      "name": "Why Now",
      "slug": "15-why-now",
      "bestFor": "Sales pitches, fundraising, requesting immediate budget approval",
      "matchId": "019de926-f891-70fc-9126-72cc896c2701",
      "evidence": "CRM fastest-growing context, generational trigger, '60% / 90% by 2020' window.",
      "position": 2,
      "objective": "Frame the market window for CRM/DX investment",
      "structure": "The Context (Trends) -> The Trigger Event -> The Window of Opportunity",
      "confidence": 82,
      "description": "Create temporal urgency by proving that the window of opportunity is opening or closing"
    }
  ],
  "imagePathAlt": null,
  "thumbSrc": null,
  "thumbSrcAlt": null,
  "locked": true
}