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  "documentTitle": "The Ultimate Guide To ARR",
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  "notes": "This slide provides strategic advice on revenue recognition and reporting methodology.",
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      "kind": "list",
      "text": "What to consider: How many of your customers are in an overage state, and what does the overage spend represent in terms of your total ARR?",
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      "text": "What we recommend: If most of your customers are in an overage state and tend to stay in that state for a long time, you're probably safe to include this in your ARR calculation. However, we advise you to frequently monitor usage patterns across your customer base, as this variable revenue can expose your business, especially in a changing economic environment.",
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      "text": "What we recommend: If customers tend to move in and out of overages, it's safer not to include that in your ARR calculation. Instead, you might want to focus on incentivizing your Sales team to bring those overages under contract before the customer's usage comes back down.",
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      "text": "What to consider: Independent of duration, is it more common for customers to move in and out of overages, or do they tend to stay there once they're in that state?",
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      "kind": "paragraph",
      "text": "The final consideration in defining ARR is determining what object to model your reporting off—invoices or subscriptions. Let's walk through both models' pros and cons to determine which is right for you.",
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      "text": "Subscriptions are generally easier to work with because they have fewer edge cases than invoices. They're also a better proxy for when a customer becomes active (i.e., subscription created) or inactive (i.e., subscription cancelled). The biggest challenge to working with this object is ensuring you have",
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      "text": "FREQUENCY OF OVERAGES",
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      "text": "OVERAGE CONCENTRATION",
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