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      "text": "Booking Quarter Revenue (BQ22):\nAssumes order is booked on day 75 of the booking quarter\nCloud revenue recognition is ratable over the 3 year period, $42K for half a month of revenue\nSelf-managed revenue recognition is accelerated in year 1, with 60% of the TCV value being recognized up front ($3M x 60% = $1.8M), and the remaining 40% being recognized ratably over the 3 years ($3M x 40% = $1.2M/3 years/12 months/2 = $17K); for a total of $1.8M in the booking quarter",
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      "text": "Revenue:\nCloud revenue recognition is ratable over the 3 year period, $1M each year\nSelf-managed revenue recognition is accelerated in year 1, with 60% of the TCV value being recognized up front ($3M x 60% = $1.8M), and the remaining 40% being recognized ratably over the 3 years ($3M x 40% = $1.2M/3 years = $0.4M per year); for a total of $2.2M in year 1",
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      "text": "Deal terms: 3 year contract; $1M annual contract value (ACV); $3M total contract value (TCV) ARR is constant at $1M per year for both Cloud and Self-Managed",
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      "text": "3-Year Cloud ($1M ACV, $3M TCV) FY22E FY23E FY24E Total BQ22 Subscription ARR $1,000 $1,000 $1,000 $1,000 $1,000 Revenue $1,000 $1,000 $1,000 $3,000 $42 COGS $200 $200 $200 $600 $8 Gross Profit $800 $800 $800 $2,400 $34 Gross Margin 80% 80% 80% 80% 81% 3-Year Self-Managed ($1M ACV, $3M TCV) FY22E FY23E FY24E Total BQ22 $1,000 $1,000 $1,000 $1,000 $1,000 $2,200 $400 $400 $3,000 $1,817 $200 $200 $200 $600 $8 $2,000 $200 $200 $2,400 $1,809 91% 50% 50% 80% 99%",
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      "text": "Cloud vs. Self-Managed 3 Year Contract Term Illustrative Example",
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