{
  "docId": "019de50f-518c-7651-a857-4825c45cf030",
  "docSlug": "34365f951396ae3019d36946a3e607c9",
  "documentTitle": "Inovalon | Results Presentation Deck | 33 slides",
  "authorId": "inovalon",
  "authorName": "Inovalon",
  "documentKindSlug": "conference-presentation",
  "documentKindLabel": "Conference presentation",
  "sourceTypeSlug": "investor_relations",
  "sourceTypeLabel": "Investor relations",
  "presentationDate": "2019-02-01 00:00:00",
  "orientation": "landscape",
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  "pageNumber": 11,
  "pageCount": 33,
  "prevPage": 10,
  "nextPage": 12,
  "slideType": "other",
  "function": "establish_context",
  "density": "dense",
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  "notes": "The slide uses a visual timeline/bar chart to illustrate how ACV represents the first 12 months of a contract, while TCV represents the full duration.",
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  "slideHref": "/slides/019de50f-518c-7651-a857-4825c45cf030/11",
  "deckHref": "/decks/019de50f-518c-7651-a857-4825c45cf030",
  "deckJsonHref": "/decks/019de50f-518c-7651-a857-4825c45cf030.json",
  "deckAnchorHref": "/decks/019de50f-518c-7651-a857-4825c45cf030#slide-11",
  "components": [
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        "h": 0.45,
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      "kind": "diagram",
      "text": "Visual representation of contract durations showing ACV as the first 12 months of various SOWs.",
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      "kind": "paragraph",
      "text": "Inovalon's sales have significantly expanded and accelerated, supporting strong growth going forward. The Company started reporting its sales performance in 2018 by providing Annual Contract Value (ACV) data for new sales, a metric reflecting the sum of the first 12 months of revenue expected from new contracts signed during a specific period (such as a quarter or year). Inovalon first reported this metric with the release of Inovalon's Q3 2018 results on November 7, 2018. Of note, due to the fact that the bulk of the Company's contracts (also referred to as a \"Statements of Work\" or \"SOWs\") are multi-year in their contracted term (or contracted duration), the \"bookings\" or \"Total Contract Value\" (TCV) pertaining to the ACV is significantly larger than the ACV. For example, if the ACV for a period was $X, the corresponding total Bookings or TCV of the underlying sales would be perhaps $2X to $3X, depending on the average contract term signed within the group of underlying sales in the period. Importantly, while the Company is providing ACV sales data to provide insight into the accelerated nature of the Company's sales in a comparable (e.g., year-over-year) fashion, the corresponding total sales, bookings, or TCV is even more significant.",
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      "kind": "source-note",
      "text": "Illustrative only. Please see definitions on slide 32.",
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      "kind": "title",
      "text": "ACV, TCV and Bookings",
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  "arcBeats": [
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      "arcName": "Monroe's Motivated Sequence",
      "arcSlug": "monroes-sequence",
      "beatName": "Satisfaction",
      "beatSlug": "monroes-sequence-satisfaction",
      "evidence": "The presentation provides detailed financial information and metrics",
      "position": 2,
      "confidence": 0.8,
      "parentBeatName": "Turn",
      "parentBeatSlug": "turn"
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  "loops": [
    {
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      "name": "Before After",
      "slug": "21-before-after",
      "bestFor": "Product demos, process improvements, ROI justification",
      "matchId": "7a6b9e77-2bf8-4c38-b739-1907034b1481",
      "evidence": "The presentation uses before-and-after comparisons to illustrate growth",
      "position": 0,
      "objective": "Highlighting the company's growth and improvement",
      "structure": "The Old Way (Pain) -> The Moment of Change -> The New Way (Glory) -> The Measurable Delta",
      "confidence": 0.7,
      "description": "Show the dramatic contrast between the old way and the new way through side-by-side comparison"
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