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  "documentTitle": "The Ultimate Guide To ARR",
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  "notes": "The slide uses a narrative approach, referencing a 'Bobby's story' to illustrate the pain of misaligned ARR metrics.",
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      "kind": "list",
      "text": "Defining a customer\nBacking out discounts\nReporting on service vs. product-based charges\nTreatment of overages (spend in excess of the contract amount)\nBuilding off Subscriptions or Invoices",
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      "text": "As painful as it is to relive, Bobby’s story clarifies that having a single source of truth for ARR is critical to getting alignment across your business. How can you expect to take action and move the company forward if you can’t agree on where you are?",
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      "text": "We’ll start by breaking down all the business considerations you need to work through to develop your own source of truth for ARR reporting. While it may seem overwhelming at first, planning this out ahead of time will save countless hours and many arguments debates down the line. In short, we’ll cover the following topics and include recommendations and examples for each:",
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      "text": "expand, and Sales would count that, but they’d miss the subsequent contraction event. Another time, a customer might sign a contract but not pay after three months. Finance would count that as a churn, but Sales wouldn’t. We spent months and months reconciling these differences, mainly after the fact, after the painful meeting, and after the embarrassing show of ineptitude in front of the rest of the team. This chapter is intended to help you not look like the buffoons we did.",
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      "text": "Deciding where to draw the line on what constitutes a “customer” is one of the most critical decisions in reporting on ARR, as it has implications",
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