{
  "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": 66,
  "pageCount": 76,
  "prevPage": 65,
  "nextPage": 67,
  "slideType": "financial_analysis",
  "function": "quantify_impact",
  "density": "balanced",
  "nDataPoints": 2,
  "notes": "Uses a bridge/waterfall structure to explain margin movement.",
  "elementsJson": [
    "headline_text",
    "subtitle_text",
    "waterfall_chart",
    "footnote"
  ],
  "metadataConfidence": 1,
  "imagePath": null,
  "slideHref": "/slides/019dd923-5eff-723e-9be4-f957b17f68a1/66",
  "deckHref": "/decks/019dd923-5eff-723e-9be4-f957b17f68a1",
  "deckJsonHref": "/decks/019dd923-5eff-723e-9be4-f957b17f68a1.json",
  "deckAnchorHref": "/decks/019dd923-5eff-723e-9be4-f957b17f68a1#slide-66",
  "components": [
    {
      "bbox": null,
      "kind": "callout",
      "text": "Inclusive of net headwinds and one time non cash charge tailwind (footnotes 1 and 2 above), expect net operating margin expansion in FY21.",
      "attrs": null,
      "subkind": null,
      "toolName": "Visual emphasis",
      "toolSlug": "visual-emphasis",
      "confidence": null,
      "componentId": "019dd952-7dae-7366-a97c-aae4e955f901",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.55,
        "w": 0.9,
        "x": 0.05,
        "y": 0.25
      },
      "kind": "chart",
      "text": "Waterfall chart showing FY20 to FY21 margin bridge",
      "attrs": null,
      "subkind": "waterfall",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "3244806b-dba2-4945-ae1f-ffbe68ff4433",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": null,
      "kind": "metric",
      "text": "Non-GAAP Operating Margin: 125-150 bps",
      "attrs": null,
      "subkind": "primary",
      "toolName": "Quantification",
      "toolSlug": "quantification",
      "confidence": null,
      "componentId": "019dd952-7dae-7366-a97c-afa04198c5ee",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.1,
        "w": 0.9,
        "x": 0.05,
        "y": 0.85
      },
      "kind": "source-note",
      "text": "1One-time accounting charge of $166M related to acquisition of salesforce.org in FY20... 2FY20 acquisitions... 3Inclusive of net headwinds...",
      "attrs": null,
      "subkind": null,
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "360096d1-7f9b-486c-8058-03395e9c3274",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.08,
        "w": 0.45,
        "x": 0.05,
        "y": 0.05
      },
      "kind": "title",
      "text": "FY21 Margin Expansion Dynamics",
      "attrs": null,
      "subkind": "headline",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "aecc33d6-c761-40e5-ba48-7c1d85633afe",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.05,
        "w": 0.35,
        "x": 0.05,
        "y": 0.13
      },
      "kind": "title",
      "text": "Improving organic operating efficiencies",
      "attrs": null,
      "subkind": "subtitle",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "e8c0d2a0-2a54-4402-b1dd-4a8cd4301b81",
      "frameworkName": null,
      "frameworkSlug": null
    }
  ],
  "metrics": [],
  "tools": [
    {
      "name": "Action Titles",
      "slug": "action-titles",
      "agent": "Architect",
      "layer": "slide",
      "matchId": "019de92e-1198-71c5-92c2-39a2ad0f58a3",
      "evidence": "Callout describes net margin expansion with headwinds/tailwinds.",
      "confidence": 80
    },
    {
      "name": "Chart Selection Guide",
      "slug": "chart-selection-guide",
      "agent": "Designer",
      "layer": "slide",
      "matchId": "019de92e-11bd-775b-9207-5e7e423bb1bf",
      "evidence": "Waterfall chart bridges FY20 to FY21 margin.",
      "confidence": 78
    },
    {
      "name": "Waterfall chart",
      "slug": "waterfall-chart",
      "agent": null,
      "layer": "slide",
      "matchId": "ac8e37d0-c910-4979-9894-1299a11baa5e",
      "evidence": "The slide explicitly mentions a 'waterfall chart' in its components.",
      "confidence": 0.9
    }
  ],
  "frameworks": [
    {
      "name": "waterfall-chart",
      "slug": null,
      "matchId": "f3beeb70-4013-408d-86a2-6950de3f2296",
      "evidence": "The slide uses a bridge visualization to explain the delta between two financial metrics.",
      "confidence": 1
    },
    {
      "name": "Waterfall / Value Bridge",
      "slug": null,
      "matchId": "019de92e-166f-757b-a406-a2f972e44997",
      "evidence": "FY20-FY21 margin bridge with organic, M&A, accounting bars.",
      "confidence": 88
    }
  ],
  "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
}