{ "docId": "019dd923-622c-750b-8b9b-d9b3dd5a51e8", "docSlug": "1c9c0f306991", "documentTitle": "Automatic Data Processing (ADP) (ADP)", "authorId": "01_Pershing_Square", "authorName": "William Ackman", "documentKindSlug": "activist-deck", "documentKindLabel": "Activist deck", "sourceTypeSlug": "activist_investor", "sourceTypeLabel": "Activist investor", "presentationDate": "2017-08-17 00:00:00", "orientation": "landscape", "aspectRatio": 1.3333334, "pageNumber": 123, "pageCount": 168, "prevPage": 122, "nextPage": 124, "slideType": "expose_contradiction", "function": "expose_contradiction", "density": "overcrowded", "nDataPoints": 0, "notes": "The slide uses a 'villain' framing by highlighting internal dysfunction through testimonials.", "elementsJson": [ "headline_text", "callout_box", "bullet_list", "quote_block", "footnote" ], "metadataConfidence": 1, "imagePath": null, "slideHref": "/slides/019dd923-622c-750b-8b9b-d9b3dd5a51e8/123", "deckHref": "/decks/019dd923-622c-750b-8b9b-d9b3dd5a51e8", "deckJsonHref": "/decks/019dd923-622c-750b-8b9b-d9b3dd5a51e8.json", "deckAnchorHref": "/decks/019dd923-622c-750b-8b9b-d9b3dd5a51e8#slide-123", "components": [ { "bbox": { "h": 0.1, "w": 0.92, "x": 0.04, "y": 0.15 }, "kind": "callout", "text": "ADP's current structure is hurting ADP's ability to execute in the marketplace while incentivizing sub-optimal outcomes", "attrs": null, "subkind": "primary", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "6c5975d7-4f2f-4961-b609-8f2cf38c5e7f", "frameworkName": null, "frameworkSlug": null }, { "bbox": null, "kind": "callout", "text": "ADP’s current structure is hurting ADP’s ability to execute in the marketplace while incentivizing sub-optimal outcomes", "attrs": null, "subkind": null, "toolName": "Visual emphasis", "toolSlug": "visual-emphasis", "confidence": null, "componentId": "019dd952-ee39-730e-b023-7b18d8216ca9", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.6, "w": 0.92, "x": 0.04, "y": 0.27 }, "kind": "list", "text": "The current structure: Does not put the client first; Contributes to excessive headcount and duplicative functional capabilities, burdening the P&L; Incentives empire-building and in-fighting", "attrs": null, "subkind": "bullet", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "2eb0e85c-08a0-4f98-baba-ea15af3ca5bf", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.1, "w": 0.84, "x": 0.12, "y": 0.58 }, "kind": "quote", "text": "Why are margins so low? Overhead. So many layers, so many inefficiencies with regards to the same people doing the same thing... each product or team has its own duplicative organization. There are still silo's. – Former Sr. Director of Business Transformation", "attrs": null, "subkind": "testimonial", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "95db29a4-fcc6-48de-a414-911f5b6fb049", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.1, "w": 0.84, "x": 0.12, "y": 0.37 }, "kind": "quote", "text": "It was a maze. We were doing a disservice selling a 1,200 employee client Vantage when we would have done a better job selling Workforce Now... I'm not sure that the customer is at the center of the decision. – Former SVP Product Strategy", "attrs": null, "subkind": "testimonial", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "9c7da795-a8c5-44cf-a63b-54ed3da1b723", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.15, "w": 0.84, "x": 0.12, "y": 0.78 }, "kind": "quote", "text": "There were always turf wars at the seams. Imagine a 49 employee client moved into Majors and is now being sold Workforce Now. Who owns that client? Is this an SBS or a Majors upsell opportunity? Consider it – there's separate sales leaders. Everything is segmented by size. The revenue is 'owned' by regional GMs with their own P&L. It's a mess. – Former DVP, Business Transformation", "attrs": null, "subkind": "testimonial", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "ecea5f1d-dffe-43b3-a221-0c4940d81136", "frameworkName": null, "frameworkSlug": null }, { "bbox": null, "kind": "quote", "text": "\"It was a maze. We were doing a disservice selling a 1,200 employee client Vantage when we would have done a better job selling Workforce Now... I'm not sure that the customer is at the center of the decision.\" — Former SVP Product Strategy; \"Why are margins so low? Overhead. So many layers, so many inefficiencies with regards to the same people doing the same thing... each product or team has its own duplicative organization. There are still silo's.\" — Former Sr. Director of Business Transformation; \"There were always turf wars at the seams. Imagine a 49 employee client moved into Majors and is now being sold Workforce Now. Who owns that client? Is this an SBS or a Majors upsell opportunity? Consider it – there’s separate sales leaders. Everything is segmented by size. The revenue is ‘owned’ by regional GMs with their own P&L. It’s a mess.\" — Former DVP, Business Transformation", "attrs": null, "subkind": null, "toolName": "Authority citation", "toolSlug": "authority-citation", "confidence": null, "componentId": "019dd952-ee39-730e-b023-7deb074ff324", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.02, "w": 0.2, "x": 0.04, "y": 0.97 }, "kind": "source-note", "text": "Source: Interviews with prior ADP executives.", "attrs": null, "subkind": null, "toolName": null, "toolSlug": null, "confidence": null, "componentId": "c6d5626d-21d4-46f6-b121-3f3414778e08", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.05, "w": 0.5, "x": 0.04, "y": 0.08 }, "kind": "title", "text": "ADP's Business Structure is Sub-Optimal", "attrs": null, "subkind": "headline", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "c4bdda75-6a86-41b0-a845-e666ddccd20b", "frameworkName": null, "frameworkSlug": null } ], "metrics": [], "tools": [], "frameworks": [ { "name": "antagonist-introduction", "slug": null, "matchId": "8fa37689-7f86-47b1-a6cf-abfe791ee90c", "evidence": "Uses testimonials to frame the current organizational structure as the 'villain' causing inefficiency.", "confidence": 0.8 } ], "arcBeats": [], "loops": [], "imagePathAlt": null, "thumbSrc": null, "thumbSrcAlt": null, "locked": true }