{
  "docId": "019dd923-5eff-723e-9be5-3353f2bd8eef",
  "docSlug": "9efc871df5638881",
  "documentTitle": "2023 Financial Analyst Day",
  "authorId": "ServiceNow-IR",
  "authorName": "ServiceNow",
  "documentKindSlug": "consulting-deck",
  "documentKindLabel": "Consulting deck",
  "sourceTypeSlug": "strategy_consulting",
  "sourceTypeLabel": "Strategy consulting",
  "presentationDate": null,
  "orientation": "landscape",
  "aspectRatio": 1.778,
  "pageNumber": 118,
  "pageCount": 151,
  "prevPage": 117,
  "nextPage": 119,
  "slideType": "segmentation",
  "function": "quantify_impact",
  "density": "dense",
  "nDataPoints": 6,
  "notes": "The slide uses a pyramid to segment the customer base by ACV tiers.",
  "elementsJson": [
    "headline_text",
    "big_number",
    "pyramid",
    "footnote"
  ],
  "metadataConfidence": 1,
  "imagePath": null,
  "slideHref": "/slides/019dd923-5eff-723e-9be5-3353f2bd8eef/118",
  "deckHref": "/decks/019dd923-5eff-723e-9be5-3353f2bd8eef",
  "deckJsonHref": "/decks/019dd923-5eff-723e-9be5-3353f2bd8eef.json",
  "deckAnchorHref": "/decks/019dd923-5eff-723e-9be5-3353f2bd8eef#slide-118",
  "components": [
    {
      "bbox": {
        "h": 0.6,
        "w": 0.45,
        "x": 0.45,
        "y": 0.25
      },
      "kind": "framework",
      "text": null,
      "attrs": null,
      "subkind": "instance",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "cfecb155-eb3c-44dc-88dd-2c3b3b022dd8",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.15,
        "w": 0.3,
        "x": 0.1,
        "y": 0.5
      },
      "kind": "metric",
      "text": "~20%",
      "attrs": null,
      "subkind": "big-number",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "126568eb-3c2d-4cff-ad2a-5145262b2cdb",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.15,
        "w": 0.3,
        "x": 0.1,
        "y": 0.25
      },
      "kind": "metric",
      "text": "1,641",
      "attrs": null,
      "subkind": "big-number",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "65b30c4e-8d63-4dbe-8509-d0229dfcbd63",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": null,
      "kind": "metric",
      "text": "Customers with $1M+ ACV: 1,641",
      "attrs": null,
      "subkind": "primary",
      "toolName": "Quantification",
      "toolSlug": "quantification",
      "confidence": null,
      "componentId": "019dd952-8329-7479-82eb-c0e592f08a8d",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.1,
        "w": 0.3,
        "x": 0.1,
        "y": 0.65
      },
      "kind": "paragraph",
      "text": "$1M+ ACV Customers as a Percentage of Total Customer Base",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "703fde5d-1668-4432-b695-48ee75233af1",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.05,
        "w": 0.3,
        "x": 0.1,
        "y": 0.4
      },
      "kind": "paragraph",
      "text": "Customers with $1M+ ACV",
      "attrs": null,
      "subkind": "paragraph",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "9d9ea34d-1b3b-4b59-a777-ac148d241b3b",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.15,
        "w": 0.38,
        "x": 0.06,
        "y": 0.78
      },
      "kind": "source-note",
      "text": "Note: Previously disclosed number of customers with ACV greater than $1 million is restated to allow for comparability. ACV is calculated based on the foreign exchange rate in effect at the time the contract was entered into. Foreign exchange rate fluctuations could cause some variability in the number of customers with ACV greater than $1 million.",
      "attrs": null,
      "subkind": null,
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "e3033fdb-0de5-4002-a7de-11837a28f20d",
      "frameworkName": null,
      "frameworkSlug": null
    },
    {
      "bbox": {
        "h": 0.15,
        "w": 0.7,
        "x": 0.15,
        "y": 0.07
      },
      "kind": "title",
      "text": "Expansion is driving robust growth in large customer spend",
      "attrs": null,
      "subkind": "action-title",
      "toolName": null,
      "toolSlug": null,
      "confidence": null,
      "componentId": "6f539be8-65da-4922-ab70-9fc408af23e1",
      "frameworkName": null,
      "frameworkSlug": null
    }
  ],
  "metrics": [],
  "tools": [
    {
      "name": "Action Titles",
      "slug": "action-titles",
      "agent": "Architect",
      "layer": "slide",
      "matchId": "019de97b-2983-756c-87d8-c46e503caa1b",
      "evidence": "'Expansion is driving robust growth in large customer spend'",
      "confidence": 85
    },
    {
      "name": "Color Strategy",
      "slug": "color-strategy",
      "agent": "Designer",
      "layer": "slide",
      "matchId": "019de97b-29c6-7072-9b9e-380de2bff099",
      "evidence": "Color tiers green/blue/teal differentiate ACV bands",
      "confidence": 75
    },
    {
      "name": "Visual Hierarchy",
      "slug": "visual-hierarchy",
      "agent": "Designer",
      "layer": "slide",
      "matchId": "019de97b-29a5-718f-bca4-a4b509269cea",
      "evidence": "Pyramid sizes show hierarchy from $20M+ to $1M-$5M",
      "confidence": 80
    }
  ],
  "frameworks": [
    {
      "name": "market-segmentation-pyramid",
      "slug": null,
      "matchId": "f2fef833-8791-49d7-92bc-4afac640cdf5",
      "evidence": "Pyramid chart segmenting customers by ACV tiers",
      "confidence": 1
    },
    {
      "name": "Market Segmentation Pyramid",
      "slug": null,
      "matchId": "019de97b-312c-77d1-a8e5-e5aabec2561c",
      "evidence": "Four-tier ACV pyramid from $1M-$5M base to $20M+ apex",
      "confidence": 85
    }
  ],
  "arcBeats": [
    {
      "to": 134,
      "from": 88,
      "beatId": "019de97b-136f-7784-a88c-b2d8885c0671",
      "arcName": "The Consultant's Gambit",
      "arcSlug": "consultants-gambit",
      "beatName": "Evidence & Proof",
      "beatSlug": null,
      "evidence": "70+ customers, customer panel, financial growth, cohort durability, 2023 guidance",
      "position": 4,
      "confidence": 78,
      "parentBeatName": null,
      "parentBeatSlug": null
    },
    {
      "to": 134,
      "from": 111,
      "beatId": "019de97b-14e9-73c7-b884-ba506a184395",
      "arcName": "The Sequoia Pitch",
      "arcSlug": "sequoia-pitch",
      "beatName": "Financials",
      "beatSlug": null,
      "evidence": "Subscription growth, FCF, Rule of 40, 2023 guidance",
      "position": 9,
      "confidence": 55,
      "parentBeatName": null,
      "parentBeatSlug": null
    }
  ],
  "loops": [
    {
      "to": 119,
      "from": 110,
      "name": "Pattern Hunter",
      "slug": "02-pattern-hunter",
      "bestFor": "Time-pressed audiences, building consensus, when data is strong",
      "matchId": "019de97b-167f-76ac-8d99-c53f0b666be1",
      "evidence": "Subscription CAGR, RPO, 60% ACV growth, 30% products-per-customer, 125% NER, $1M+ ACV pyramid",
      "position": 11,
      "objective": "Stack evidence of durable, expanding growth",
      "structure": "Evidence A -> Evidence B -> Evidence C -> Pattern/Conclusion",
      "confidence": 80,
      "description": "Group multiple pieces of evidence that together point to a pattern or conclusion"
    }
  ],
  "imagePathAlt": null,
  "thumbSrc": null,
  "thumbSrcAlt": null,
  "locked": true
}