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      "kind": "source-note",
      "text": "(1) Percentages are applicable to incremental ARR.\n(2) Excludes ARR from maintenance and other legacy products.\nTotals may not foot due to rounding.",
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      "text": "Direct vs. Channel: Direct (2020: 57%, 2021: 55%, 2022: 53%, 2023: 49%), Channel (2020: 43%, 2021: 45%, 2022: 47%, 2023: 51%). Customer Segment: Enterprise (2020: 57%, 2021: 54%, 2022: 51%, 2023: 52%), Mid-Market (2020: 28%, 2021: 29%, 2022: 30%, 2023: 29%), Small Business (2020: 16%, 2021: 17%, 2022: 19%, 2023: 18%). New vs. Existing: New Customers (2020: 57%, 2021: 56%, 2022: 58%, 2023: 50%), Existing Customers (2020: 43%, 2021: 44%, 2022: 42%, 2023: 50%). Geography: North America (2020: 50%, 2021: 47%, 2022: 45%, 2023: 45%), EMEA (2020: 31%, 2021: 33%, 2022: 35%, 2023: 35%), APAC (2020: 19%, 2021: 20%, 2022: 20%, 2023: 20%). Product Suite: Control (2020: 29%, 2021: 28%, 2022: 27%, 2023: 27%), Modernization (2020: 15%, 2021: 14%, 2022: 15%, 2023: 12%), Resilience (2020: 56%, 2021: 58%, 2022: 58%, 2023: 61%).",
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      "text": "Appendix: ARR Composition",
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