{ "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": 65, "pageCount": 72, "prevPage": 64, "nextPage": 66, "slideType": "key_takeaways", "function": "summarize", "density": "dense", "nDataPoints": 0, "notes": "This appears to be a page from a book or long-form report, focusing on the philosophy of business metrics.", "elementsJson": null, "metadataConfidence": 0.9, "imagePath": null, "slideHref": "/slides/019f6b8f-703a-73b2-9ce7-4c20d37b9d2c/65", "deckHref": "/decks/019f6b8f-703a-73b2-9ce7-4c20d37b9d2c", "deckJsonHref": "/decks/019f6b8f-703a-73b2-9ce7-4c20d37b9d2c.json", "deckAnchorHref": "/decks/019f6b8f-703a-73b2-9ce7-4c20d37b9d2c#slide-65", "components": [ { "bbox": { "h": 0.05, "w": 0.6, "x": 0.2, "y": 0.11 }, "kind": "paragraph", "text": "primarily to other startups. Smaller contracts, paid monthly, and self-serve purchases. That might be commonplace now, but it wasn’t then.", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "07902c7c-0c18-4021-90fb-6ed01812079d", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.07, "w": 0.6, "x": 0.2, "y": 0.65 }, "kind": "paragraph", "text": "Your startup is bringing something new to the world. That’s what it means to be a startup. And that newness can mean that existing benchmarks either don’t apply or they need to be meaningfully discounted in value.", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "3d6d7904-9b2a-4ef6-b1a2-623590f7f4d7", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.25, "w": 0.6, "x": 0.2, "y": 0.38 }, "kind": "paragraph", "text": "Be careful what benchmarks you use and who you compare your business against. Every business is different. A subscription prosumer business is different from a bottoms-up low ACV business, which is different from an enterprise business with a much higher ACV and fewer customers. Even within those categories, businesses can look meaningfully different. And, of course, the stage of business matters, too! A seed-stage business can and will have different growth, retention, and acquisition dynamics from those at scale. Seems obvious and makes sense, but often, benchmarks just get tossed around as a stick to beat you with. Don’t let that happen.", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "56f2fe8a-a178-470d-b88a-3629c0f28f7f", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.12, "w": 0.6, "x": 0.2, "y": 0.74 }, "kind": "paragraph", "text": "Let this serve as a gentle reminder that what’s far more pragmatic is treating benchmarks as a reference. You need to take the time to deeply understand the dynamics of your business and articulate what’s working and what’s not. You must define what’s a good or bad metric in relation to where you want to go, which will not always be where others have been. Sometimes you just have to chart your own course.", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "dd13cfd8-35d9-4d4b-bfd3-876342e68a7e", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.18, "w": 0.6, "x": 0.2, "y": 0.18 }, "kind": "paragraph", "text": "That’s why benchmarks simply didn’t apply to us. It wasn’t fair to hold us to retention rates similar to a Salesforce and certainly not a Workday. The cost of acquiring customers for those companies is way higher, so they need to have meaningfully different retention dynamics. Customers came to Intercom essentially for free. We could churn them at a much higher rate and still have a beautiful business. I share this as a cautionary tale before you read this chapter.", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "e136dee8-9cbb-4978-80d7-9e63b6a9677c", "frameworkName": null, "frameworkSlug": null } ], "metrics": [], "tools": [], "frameworks": [ { "name": "comparison_frame", "slug": null, "matchId": "f3cf2c13-1bdf-448d-b634-387c07642c84", "evidence": "The text explicitly warns against comparing different business models (prosumer vs enterprise) using the same benchmarks.", "confidence": 0.8 } ], "arcBeats": [ { "to": 72, "from": 64, "beatId": "c14c49fb-e5e9-4218-97eb-7df7ad37808a", "arcName": "Monroe's Motivated Sequence", "arcSlug": "monroes-sequence", "beatName": "Action", "beatSlug": "monroes-sequence-action", "evidence": "The document concludes with a call to action, encouraging readers to take control and utilize ARR metrics.", "position": 3, "confidence": 0.7, "parentBeatName": "Resolution", "parentBeatSlug": "resolution" } ], "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 }