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<mxCell id="t" value="From the target to what each team commits to" style="text;html=1;fontSize=20;fontStyle=1;align=left;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="40" y="40" width="800" height="30" as="geometry"/></mxCell>
<mxCell id="sub" value="The plan runs backwards from the target: what has to close, what has to be in pipeline and when, and what each team must produce for it." style="text;html=1;fontSize=12;align=left;whiteSpace=wrap;fontColor=#64748B;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="40" y="70" width="1060" height="24" as="geometry"/></mxCell>
<mxCell id="tgt" value="Target&lt;br&gt;&lt;small&gt;net new ARR (annual recurring revenue) from the board and Finance: new logos plus expansion, less churn and contraction&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#FFFFFF;strokeColor=#94A3B8;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="40" y="354" width="110" height="160" as="geometry"/></mxCell>
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<mxCell id="n2" value="Wins required&lt;br&gt;&lt;small&gt;bookings ÷ average new deal size&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="nb"><mxGeometry x="168" y="122" width="128" height="110" as="geometry"/></mxCell>
<mxCell id="n3" value="Pipeline required by month&lt;br&gt;&lt;small&gt;wins ÷ win rate, timed one sales cycle ahead of the close&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="nb"><mxGeometry x="320" y="122" width="128" height="110" as="geometry"/></mxCell>
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<mxCell id="rg" value="RETAIN AND GROW" style="swimlane;startSize=26;html=1;fillColor=#F8FAFC;strokeColor=#CBD5E1;fontColor=#475569;fontSize=11;fontStyle=1;rounded=1;arcSize=6;pointerEvents=0;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="170" y="468" width="806" height="190" as="geometry"/></mxCell>
<mxCell id="r1" value="Starting ARR&lt;br&gt;&lt;small&gt;by segment, from billing&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#F0FDF4;strokeColor=#16A34A;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="rg"><mxGeometry x="16" y="52" width="102" height="112" as="geometry"/></mxCell>
<mxCell id="r2" value="Renewals due&lt;br&gt;&lt;small&gt;every subscription with a term end in the period&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#F0FDF4;strokeColor=#16A34A;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="rg"><mxGeometry x="138" y="52" width="102" height="112" as="geometry"/></mxCell>
<mxCell id="r3" value="CS coverage&lt;br&gt;&lt;small&gt;accounts or ARR per CSM, by segment; sets CS headcount&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#F0FDF4;strokeColor=#16A34A;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="rg"><mxGeometry x="260" y="52" width="102" height="112" as="geometry"/></mxCell>
<mxCell id="r4" value="Churn and contraction&lt;br&gt;&lt;small&gt;expected, from the retention assumptions&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#F0FDF4;strokeColor=#16A34A;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="rg"><mxGeometry x="382" y="52" width="102" height="112" as="geometry"/></mxCell>
<mxCell id="r5" value="Expansion pipeline&lt;br&gt;&lt;small&gt;the rest of the target plus expected churn and contraction, ÷ win rate&lt;/small&gt;" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=14;fillColor=#F0FDF4;strokeColor=#16A34A;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="rg"><mxGeometry x="504" y="52" width="102" height="112" as="geometry"/></mxCell>
<mxCell id="a1" value="&lt;b&gt;Account Management&lt;/b&gt;&lt;br&gt;renewal and expansion bookings, expansion pipeline created" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="rg"><mxGeometry x="630" y="38" width="160" height="66" as="geometry"/></mxCell>
<mxCell id="a2" value="&lt;b&gt;Customer Success&lt;/b&gt;&lt;br&gt;gross retention on its accounts, CS headcount" style="rounded=1;arcSize=12;whiteSpace=wrap;html=1;fontSize=12;align=left;spacingLeft=10;fillColor=#FFFFFF;strokeColor=#CBD5E1;fontColor=#334155;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="rg"><mxGeometry x="630" y="112" width="160" height="66" as="geometry"/></mxCell>
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<mxCell id="et1" value="new-logo share" style="edgeStyle=orthogonalEdgeStyle;rounded=1;html=1;strokeColor=#475569;strokeWidth=1.5;fontColor=#334155;fontSize=11;defaultLabelBackgroundColor=gap;exitX=0.5;exitY=0;entryX=0;entryY=0.5;" edge="1" source="tgt" target="n1" parent="1"><mxGeometry x="-0.2" relative="1" as="geometry"></mxGeometry></mxCell>
<mxCell id="et2" value="the rest" style="edgeStyle=orthogonalEdgeStyle;rounded=1;html=1;strokeColor=#16A34A;strokeWidth=1.5;fontColor=#334155;fontSize=11;defaultLabelBackgroundColor=gap;exitX=0.5;exitY=1;entryX=0;entryY=0.5;" edge="1" source="tgt" target="r1" parent="1"><mxGeometry x="-0.2" relative="1" as="geometry"></mxGeometry></mxCell>
<UserObject label="Reconcile&lt;br&gt;&lt;small&gt;does required pipeline fit what each source can produce and what the team can close?&lt;/small&gt;" link="/model" id="rec"><mxCell style="shape=hexagon;perimeter=hexagonPerimeter2;size=0.18;whiteSpace=wrap;html=1;fontSize=14;fillColor=#EFF6FF;strokeColor=#2563EB;fontColor=#0F172A;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="990" y="430" width="150" height="160" as="geometry"/></mxCell></UserObject>
<mxCell id="enr" value="required pipeline&lt;br&gt;by source" style="edgeStyle=orthogonalEdgeStyle;rounded=1;html=1;strokeColor=#475569;strokeWidth=1.5;fontColor=#334155;fontSize=11;defaultLabelBackgroundColor=gap;entryX=0.5;entryY=0;" edge="1" source="nb" target="rec" parent="1"><mxGeometry x="0.5" relative="1" as="geometry"></mxGeometry></mxCell>
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<mxCell id="recn" value="If required is more than producible, change the target, the source mix or the capacity, never the conversion assumptions to make it fit." style="text;html=1;fontSize=11;align=left;whiteSpace=wrap;fontColor=#64748B;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="990" y="600" width="150" height="96" as="geometry"/></mxCell>
<mxCell id="own" value="owner · RevOps builds it; each team signs its own line; Finance signs the budget.  measured by · pipeline created vs. required, by source, weekly" style="text;html=1;fontSize=11;align=left;whiteSpace=wrap;fontColor=#64748B;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="40" y="704" width="1100" height="20" as="geometry"/></mxCell>
<mxCell id="mdl" value="The ARR plan model runs this arithmetic; this page is the process around it. Where companies differ: some plan product-led and partner pipeline as a share of the total rather than bottom-up, and some fold expansion into the Account Management quota instead of a separate lane." style="text;html=1;fontSize=11;align=left;whiteSpace=wrap;fontColor=#64748B;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="40" y="728" width="1100" height="34" as="geometry"/></mxCell>
<mxCell id="terms" value="Terms: MQL, marketing-qualified lead. PQL, product-qualified lead (an account past the usage threshold). SDR, sales development rep. CSM, customer success manager. Win rate, the share of opportunities that close won. Sales cycle, the time from opportunity created to close. Source mix, the share of required pipeline each intake motion is asked to produce." style="text;html=1;fontSize=11;align=left;whiteSpace=wrap;fontColor=#64748B;fontFamily=Inter;fontSource=https%3A%2F%2Ffonts.googleapis.com%2Fcss%3Ffamily%3DInter;" vertex="1" parent="1"><mxGeometry x="40" y="766" width="1100" height="34" as="geometry"/></mxCell>
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