{
  "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": 64,
  "pageCount": 76,
  "prevPage": 63,
  "nextPage": 65,
  "slideType": "financial_analysis",
  "function": "quantify_impact",
  "density": "dense",
  "nDataPoints": 16,
  "notes": "The slide uses a combination of bar charts for revenue and line charts for operating margins to demonstrate the 'balancing' act.",
  "elementsJson": [
    "headline_text",
    "bar_chart_vertical",
    "line_chart",
    "footnote"
  ],
  "metadataConfidence": 1,
  "imagePath": null,
  "slideHref": "/slides/019dd923-5eff-723e-9be4-f957b17f68a1/64",
  "deckHref": "/decks/019dd923-5eff-723e-9be4-f957b17f68a1",
  "deckJsonHref": "/decks/019dd923-5eff-723e-9be4-f957b17f68a1.json",
  "deckAnchorHref": "/decks/019dd923-5eff-723e-9be4-f957b17f68a1#slide-64",
  "components": [
    {
      "bbox": null,
      "kind": "callout",
      "text": "Margin expansion throughout period of significant investment",
      "attrs": null,
      "subkind": null,
      "toolName": "Visual emphasis",
      "toolSlug": "visual-emphasis",
      "confidence": null,
      "componentId": "019dd952-7dae-7366-a97e-05ea81b08c89",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.6,
        "w": 0.7,
        "x": 0.15,
        "y": 0.25
      },
      "kind": "chart",
      "text": "Revenue $s",
      "attrs": null,
      "subkind": "bar-vertical",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "700fe9b1-3a0f-4b69-b7c0-5a74d6c1be68",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.6,
        "w": 0.7,
        "x": 0.15,
        "y": 0.25
      },
      "kind": "chart",
      "text": "Non-GAAP Operating Margin %",
      "attrs": null,
      "subkind": "line",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "9517fd45-1929-4af0-8d11-850b3be209ec",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.6,
        "w": 0.7,
        "x": 0.15,
        "y": 0.25
      },
      "kind": "chart",
      "text": "GAAP Operating Margin %",
      "attrs": null,
      "subkind": "line",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "e0546bb8-3292-4a39-abe7-3a4935dacec9",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.05,
        "w": 0.9,
        "x": 0.05,
        "y": 0.95
      },
      "kind": "disclaimer",
      "text": "High end of FY20 revenue guide of $16.99B to $17.00B as of November 20, 2019. Non-GAAP operating margin year-over-year growth as of August 22nd, 2019. FY17 and FY18 revenues recasted under ASC 606. All other prior years under ASC 605.",
      "attrs": null,
      "subkind": null,
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "f794a412-3185-424f-9d53-bb5263585c02",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.05,
        "w": 0.08,
        "x": 0.9,
        "y": 0.05
      },
      "kind": "image",
      "text": "salesforce",
      "attrs": null,
      "subkind": "logo",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "53fc6b30-d841-4bc1-86a3-6959d6343880",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": null,
      "kind": "metric",
      "text": "Operating Margin: $17.0B",
      "attrs": null,
      "subkind": "primary",
      "toolName": "Quantification",
      "toolSlug": "quantification",
      "confidence": null,
      "componentId": "019dd952-7dae-7366-a97e-0a2b53bdd56d",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.08,
        "w": 0.5,
        "x": 0.05,
        "y": 0.05
      },
      "kind": "title",
      "text": "Balancing Growth and Profitability",
      "attrs": null,
      "subkind": "headline",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "0be84acd-c82d-4667-bfc8-269f1d6b6247",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.05,
        "w": 0.5,
        "x": 0.05,
        "y": 0.12
      },
      "kind": "title",
      "text": "Margin expansion throughout period of significant investment",
      "attrs": null,
      "subkind": "subtitle",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "2327f824-d8a6-4db4-90d2-95454f711173",
      "frameworkName": null,
      "frameworkSlug": null
    }
  ],
  "metrics": [],
  "tools": [
    {
      "name": "Action Titles",
      "slug": "action-titles",
      "agent": "Architect",
      "layer": "slide",
      "matchId": "019de92e-114f-70e8-9334-d6acea04edfb",
      "evidence": "Callout 'Margin expansion throughout period of significant investment'.",
      "confidence": 85
    },
    {
      "name": "Waterfall chart",
      "slug": "waterfall-chart",
      "agent": null,
      "layer": "slide",
      "matchId": "dcee71d9-9047-47ad-a3ec-9b0e586cc9b1",
      "evidence": "The slide mentions a 'waterfall chart' in the components, directly indicating its use.",
      "confidence": 0.9
    }
  ],
  "frameworks": [],
  "arcBeats": [
    {
      "to": 66,
      "from": 47,
      "beatId": "019de92e-02be-757a-a112-e09988bc92f9",
      "arcName": "The Consultant's Gambit",
      "arcSlug": "consultants-gambit",
      "beatName": "Evidence & Proof",
      "beatSlug": null,
      "evidence": "Margin frontier, unit economics, cash flow, FY21 margin bridge.",
      "position": 4,
      "confidence": 78,
      "parentBeatName": null,
      "parentBeatSlug": null
    },
    {
      "to": 73,
      "from": 47,
      "beatId": "019de92e-0374-719e-a05d-99519a5a8e9c",
      "arcName": "The Mountain",
      "arcSlug": "mountain",
      "beatName": "Climax",
      "beatSlug": null,
      "evidence": "Margin frontier model + $35B vs peers as triumphant peer-gap peak.",
      "position": 3,
      "confidence": 55,
      "parentBeatName": null,
      "parentBeatSlug": null
    }
  ],
  "loops": [
    {
      "to": 66,
      "from": 60,
      "name": "Before After",
      "slug": "21-before-after",
      "bestFor": "Product demos, process improvements, ROI justification",
      "matchId": "019de92e-04e0-75ad-a637-cc2577fa2043",
      "evidence": "Aggregate margin moves ~35% to ~40% (+500bps), cash flow CAGR, FY21 waterfall.",
      "position": 9,
      "objective": "Prove margin expansion and cash flow improvement (FY18->FY20->FY21)",
      "structure": "The Old Way (Pain) -> The Moment of Change -> The New Way (Glory) -> The Measurable Delta",
      "confidence": 76,
      "description": "Show the dramatic contrast between the old way and the new way through side-by-side comparison"
    }
  ],
  "imagePathAlt": null,
  "thumbSrc": null,
  "thumbSrcAlt": null,
  "locked": true
}