{
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  "documentTitle": "Cybersecurity startup Open Raven used this pitch deck to raise $15 million",
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  "authorName": "Open Raven",
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  "notes": "The slide uses a numbered list format to present a sequential or strategic progression of GTM activities.",
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  "slideHref": "/slides/019dd923-605c-759f-b6b2-a71ef15baa94/21",
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      "text": "1. Community features as frictionless Enterprise trial, low cost customer acquisition. 2. Marketing & sales automation, direct sales team from outset. 3. Channel program, starting w/ boutique partners dissatisfied w/ current tools. 4. Land and expand Classic SaaS model with asset-based pricing & additional capabilities as separately paid modules. 5. Easy reach to MSSP partners when timing, opportunity is right, consulting friendly design to drive leads.",
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      "evidence": "Slides 15-21 present Open Raven's solution, including DMAP, product demo, and business model",
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      "name": "Jobs To Be Done",
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      "evidence": "Slides 15-21 show how Open Raven's solution can help with data security jobs",
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      "objective": "How can Open Raven help with data security jobs?",
      "structure": "The Customer's Job -> Current Solutions (Hired/Fired) -> Unmet Needs -> Our Solution Fit",
      "confidence": 0.6,
      "description": "Reframe the problem around what the customer is trying to accomplish, not what they're buying"
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