{
  "docId": "019dd923-5eff-723e-9be4-f957b17f68a1",
  "docSlug": "676f9c6fd83e1020",
  "documentTitle": "2019 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": 1.778,
  "pageNumber": 30,
  "pageCount": 76,
  "prevPage": 29,
  "nextPage": 31,
  "slideType": "impact_sizing",
  "function": "quantify_impact",
  "density": "overcrowded",
  "nDataPoints": 4,
  "notes": "The slide uses a series of four circular metrics to illustrate the business impact of industry-specific solutions.",
  "elementsJson": [
    "headline_text",
    "big_number",
    "footnote"
  ],
  "metadataConfidence": 1,
  "imagePath": null,
  "slideHref": "/slides/019dd923-5eff-723e-9be4-f957b17f68a1/30",
  "deckHref": "/decks/019dd923-5eff-723e-9be4-f957b17f68a1",
  "deckJsonHref": "/decks/019dd923-5eff-723e-9be4-f957b17f68a1.json",
  "deckAnchorHref": "/decks/019dd923-5eff-723e-9be4-f957b17f68a1#slide-30",
  "components": [
    {
      "bbox": null,
      "kind": "callout",
      "text": "Speaking the language of the customer drives economic benefits",
      "attrs": null,
      "subkind": null,
      "toolName": "Visual emphasis",
      "toolSlug": "visual-emphasis",
      "confidence": null,
      "componentId": "019dd952-7dae-7366-a979-34306d16bf7f",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.25,
        "w": 0.18,
        "x": 0.74,
        "y": 0.3
      },
      "kind": "metric",
      "text": "~3%",
      "attrs": null,
      "subkind": "big-number",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "1016b7c9-5cdb-412b-9ad1-81745d96035e",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.25,
        "w": 0.18,
        "x": 0.3,
        "y": 0.3
      },
      "kind": "metric",
      "text": "50%",
      "attrs": null,
      "subkind": "big-number",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "16fb64ca-ff3e-478e-bd27-84e368dd81e0",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.25,
        "w": 0.18,
        "x": 0.08,
        "y": 0.3
      },
      "kind": "metric",
      "text": "$160B",
      "attrs": null,
      "subkind": "big-number",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "4ec26b37-9bcf-4232-a18f-10ea89820574",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.25,
        "w": 0.18,
        "x": 0.52,
        "y": 0.3
      },
      "kind": "metric",
      "text": "~30%",
      "attrs": null,
      "subkind": "big-number",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "7c428445-1de0-4393-b995-038c97afa5ec",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": null,
      "kind": "metric",
      "text": "Economic benefits of industry focus: $160B",
      "attrs": null,
      "subkind": "primary",
      "toolName": "Quantification",
      "toolSlug": "quantification",
      "confidence": null,
      "componentId": "019dd952-7dae-7366-a979-3a5b070a7e45",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.15,
        "w": 0.18,
        "x": 0.74,
        "y": 0.6
      },
      "kind": "paragraph",
      "text": "Low Attrition\nSolutions that solve specific industry needs are stickier (Financial Services Cloud)",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "3ab72ed2-7fcc-4a34-a430-036e4e9f6189",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.15,
        "w": 0.18,
        "x": 0.08,
        "y": 0.6
      },
      "kind": "paragraph",
      "text": "Higher TAM\nNew products increase potential customer base",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "3cf955da-6828-4efa-b7f9-c73e6bec7e97",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.15,
        "w": 0.18,
        "x": 0.3,
        "y": 0.6
      },
      "kind": "paragraph",
      "text": "New Logos\nSpecialized industry features attract new customers",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "5618cd57-71b3-4b8c-a68d-abfa7322dbf7",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.15,
        "w": 0.18,
        "x": 0.52,
        "y": 0.6
      },
      "kind": "paragraph",
      "text": "Higher ASPs\nCustomers spend more for out-of-the-box customization (Financial Services Cloud)",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "c6418973-2d7a-400b-ad19-51c0079b42e5",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.1,
        "w": 0.9,
        "x": 0.05,
        "y": 0.85
      },
      "kind": "source-note",
      "text": "Source: Salesforce estimates based on internal research and industry analysts. Represents Vertical Specific Software TAM not included in Gartner CRM TAM presented on slide 23. New logos for industries calculated as total number of customers new to Salesforce and industry cloud in Q2 FY20 divided by total customers adopting industry clouds in Q2 FY20. ASPs are a function of licenses purchased and the total size of a customer relationship. Higher vertical ASP represents average price premium from financial services cloud over Sales and Service products. Attrition represents TTM dollar attrition for financial services cloud compared to TTM dollar attrition for Sales and Service products. Note: not enough data for HLS cloud due to later launch to reasonably determine impact on attrition, this attrition rate is for Financial Services Cloud specifically.",
      "attrs": null,
      "subkind": null,
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "c891aaa6-dcd3-4b13-abe9-145ce267e44b",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.05,
        "w": 0.6,
        "x": 0.05,
        "y": 0.13
      },
      "kind": "title",
      "text": "Speaking the language of the customer drives economic benefits",
      "attrs": null,
      "subkind": "action-title",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "e2a86080-40ac-4b40-b095-f2b4d49ef360",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.08,
        "w": 0.4,
        "x": 0.05,
        "y": 0.05
      },
      "kind": "title",
      "text": "Value From Industry Focus",
      "attrs": null,
      "subkind": "headline",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "814d5aa6-d1d7-41c8-9cc5-8ada40ec2f37",
      "frameworkName": null,
      "frameworkSlug": null
    }
  ],
  "metrics": [],
  "tools": [
    {
      "name": "Chunking",
      "slug": "chunking",
      "agent": "Architect",
      "layer": "loop",
      "matchId": "019de92e-0be0-770b-ab84-29bfb2c1389c",
      "evidence": "Four KPI tiles in circular icon layout.",
      "confidence": 75
    },
    {
      "name": "Action Titles",
      "slug": "action-titles",
      "agent": "Architect",
      "layer": "slide",
      "matchId": "019de92e-0bbb-773d-9186-a1a0ff701348",
      "evidence": "Callout 'Speaking the language of the customer drives economic benefits'.",
      "confidence": 82
    }
  ],
  "frameworks": [],
  "arcBeats": [
    {
      "to": 46,
      "from": 15,
      "beatId": "019de92e-029a-70aa-8059-02b66aa38cec",
      "arcName": "The Consultant's Gambit",
      "arcSlug": "consultants-gambit",
      "beatName": "Solution & Approach",
      "beatSlug": null,
      "evidence": "Customer 360, drivers, enterprise/industries/intl, innovation & M&A.",
      "position": 3,
      "confidence": 78,
      "parentBeatName": null,
      "parentBeatSlug": null
    },
    {
      "to": 46,
      "from": 12,
      "beatId": "019de92e-034f-7013-9124-49731d24aa5e",
      "arcName": "The Mountain",
      "arcSlug": "mountain",
      "beatName": "Rising Action",
      "beatSlug": null,
      "evidence": "Markets, drivers, enterprise, innovation stacked as ascending evidence.",
      "position": 2,
      "confidence": 55,
      "parentBeatName": null,
      "parentBeatSlug": null
    }
  ],
  "loops": [
    {
      "to": 30,
      "from": 26,
      "name": "Pattern Hunter",
      "slug": "02-pattern-hunter",
      "bestFor": "Time-pressed audiences, building consensus, when data is strong",
      "matchId": "019de92e-044f-707d-8f8c-9d3a6ddc99f0",
      "evidence": "Enterprise 30% CAGR, $38B industries TAM, 3x F1000 customers, $160B benefits.",
      "position": 5,
      "objective": "Stack enterprise + industry evidence pointing to durable expansion",
      "structure": "Evidence A -> Evidence B -> Evidence C -> Pattern/Conclusion",
      "confidence": 74,
      "description": "Group multiple pieces of evidence that together point to a pattern or conclusion"
    }
  ],
  "imagePathAlt": null,
  "thumbSrc": null,
  "thumbSrcAlt": null,
  "locked": true
}