{ "docId": "019f6b8f-703a-73b2-9ce7-4c20d37b9d2c", "docSlug": "jarvis-the-ultimate-guide-to-arr", "documentTitle": "The Ultimate Guide To ARR", "authorId": "the-ultimate-guide-to-arr", "authorName": null, "documentKindSlug": "deck", "documentKindLabel": "Deck", "sourceTypeSlug": "investor_relations", "sourceTypeLabel": "Investor relations", "presentationDate": null, "orientation": null, "aspectRatio": null, "pageNumber": 33, "pageCount": 72, "prevPage": 32, "nextPage": 34, "slideType": "other", "function": "present_framework", "density": "overcrowded", "nDataPoints": 0, "notes": "This slide provides operational definitions for SaaS metrics and CRM data architecture.", "elementsJson": null, "metadataConfidence": 0.9, "imagePath": null, "slideHref": "/slides/019f6b8f-703a-73b2-9ce7-4c20d37b9d2c/33", "deckHref": "/decks/019f6b8f-703a-73b2-9ce7-4c20d37b9d2c", "deckJsonHref": "/decks/019f6b8f-703a-73b2-9ce7-4c20d37b9d2c.json", "deckAnchorHref": "/decks/019f6b8f-703a-73b2-9ce7-4c20d37b9d2c#slide-33", "components": [ { "bbox": { "h": 0.036, "w": 0.66, "x": 0.17, "y": 0.198 }, "kind": "list", "text": "What to consider: Can a customer have only one active subscription at any given time (1:1) or multiple concurrent subscriptions (1:many)?", "attrs": null, "subkind": "bullet", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "35b4a281-4cb8-4699-b3aa-f876c0b1a645", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.108, "w": 0.66, "x": 0.17, "y": 0.265 }, "kind": "list", "text": "What we recommend: Allowing multiple subscriptions to be mapped to a single customer is fine, especially if the buying consideration differs across product lines. Just ensure it's clear in your logic that: 1. Gross New ARR is only counted on the first subscription start date 2. Churn is logged when the last active subscription is canceled", "attrs": null, "subkind": "bullet", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "46fcce08-bcc4-4faf-83b1-f6aa9b3a89db", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.108, "w": 0.66, "x": 0.17, "y": 0.548 }, "kind": "list", "text": "What we recommend: Any entity with purchasing authority (i.e., can sign a contract) should be considered a customer. We like this definition because it fits well with how you would organize your Sales or Support team, as each entity will likely have its own instance of your product. You should consider including a “Global Parent” field in your CRM to link sibling accounts to the same parent.", "attrs": null, "subkind": "bullet", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "94a69a8c-d769-4581-811a-29747baacd88", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.036, "w": 0.66, "x": 0.17, "y": 0.462 }, "kind": "list", "text": "What to consider: How do you handle cases where you work with multiple subsidiaries that roll up to a single entity (e.g., WhatsApp and Instagram to Meta)?", "attrs": null, "subkind": "bullet", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "9b85232a-e651-46b5-9d47-9dd6fa35eae3", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.09, "w": 0.66, "x": 0.17, "y": 0.775 }, "kind": "paragraph", "text": "Depending on the buying process, there are several events to choose from as the point at which to start counting a customer for reporting purposes. Remember, this is especially important because it determines which cohort a customer belongs to and impacts operational elements like Sales compensation. Here are a few things to keep in mind:", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "7029da56-c985-4b36-a13d-ffb4650c5d0d", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.018, "w": 0.235, "x": 0.17, "y": 0.422 }, "kind": "paragraph", "text": "PARENT-CHILD ACCOUNTS", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "734d94d9-5eb7-441b-a4de-a0c63bab4f54", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.018, "w": 0.265, "x": 0.17, "y": 0.158 }, "kind": "paragraph", "text": "CUSTOMER TO SUBSCRIPTION", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "93f905ce-ff77-4a0e-b119-908fc6b334e3", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.025, "w": 0.245, "x": 0.17, "y": 0.725 }, "kind": "title", "text": "Counting customers", "attrs": null, "subkind": "headline", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "f2b35c77-a76a-4352-82c4-a9ab34228412", "frameworkName": null, "frameworkSlug": null } ], "metrics": [], "tools": [ { "name": "List presentation", "slug": "list-presentation", "agent": null, "layer": "slide", "matchId": "2bd09735-bab9-4860-b5af-71b78569cb5f", "evidence": "list/bullet: What we recommend: Any entity with purchasing authority (i.e., can sign a contract) should be considered a customer", "confidence": 0.7 } ], "frameworks": [ { "name": "data-architecture-best-practices", "slug": null, "matchId": "ea9ccb47-bb78-43f3-8931-f35ca58d7533", "evidence": "Guidance on CRM field usage and entity definition", "confidence": 0.7 } ], "arcBeats": [], "loops": [ { "to": 72, "from": 10, "name": "Logic Chain", "slug": "01-logic-chain", "bestFor": "Skeptical audiences, controversial recommendations, rigorous analysis", "matchId": "e8faec0b-9f7e-48c0-9872-9bc2ef4cc4c5", "evidence": "The document presents a logical sequence of information, starting with the components of ARR and building up to benchmarking.", "position": 0, "objective": "To understand the components of ARR and how they relate to each other.", "structure": "Premise 1 (Accepted truth) -> Premise 2 (Observed fact) -> Therefore... (Inevitable conclusion)", "confidence": 0.6, "description": "Build an airtight chain of logic where each premise leads inevitably to the conclusion" } ], "imagePathAlt": null, "thumbSrc": null, "thumbSrcAlt": null, "locked": true }