{
  "note": "Apex Instruments is fictional. Every name, figure, and contact is demo data. Produced by the Company OS deck system for djvonfrank.com.",
  "meta": {
    "company": "Apex Instruments",
    "deck_title": "Meridian Line Review",
    "subtitle": "Third quarter 2026, prepared for the Northlight Group partnership review",
    "presenter": "Dana Whitfield, Chief Operating Officer",
    "date_line": "October 1, 2026",
    "footer": "Apex Instruments  |  Meridian Line Review  |  Q3 2026",
    "confidential": "Internal and partner use"
  },
  "sections": [
    {
      "number": "01",
      "title": "Where the line stands",
      "blurb": "Units, revenue, and the mix that moved this quarter."
    },
    {
      "number": "02",
      "title": "What customers are doing",
      "blurb": "Three buying patterns and the signals behind them."
    },
    {
      "number": "03",
      "title": "Service and support",
      "blurb": "How the Atlas plans are performing against the promise."
    },
    {
      "number": "04",
      "title": "What we are asking for",
      "blurb": "Four decisions, one date, and the price sheet behind them."
    }
  ],
  "slides": [
    {
      "id": "title",
      "layout": "title",
      "dark": false,
      "tags": [
        "core",
        "structural"
      ],
      "eyebrow": "Quarterly business review",
      "title": "Meridian Line Review",
      "subtitle": "Third quarter 2026, prepared for the Northlight Group partnership review",
      "meta_left": "Dana Whitfield, Chief Operating Officer",
      "meta_right": "October 1, 2026"
    },
    {
      "id": "agenda",
      "layout": "agenda",
      "dark": false,
      "tags": [
        "core",
        "structural"
      ],
      "eyebrow": "Agenda",
      "title": "Four sections, thirty minutes",
      "items": [
        {
          "num": "01",
          "title": "Where the line stands",
          "note": "Units, revenue, and mix"
        },
        {
          "num": "02",
          "title": "What customers are doing",
          "note": "Three buying patterns"
        },
        {
          "num": "03",
          "title": "Service and support",
          "note": "Atlas plan performance"
        },
        {
          "num": "04",
          "title": "What we are asking for",
          "note": "Four decisions and a date"
        }
      ],
      "closer": "Questions are welcome at any point. The appendix holds the source tables."
    },
    {
      "id": "divider-01",
      "layout": "section-divider",
      "dark": true,
      "tags": [
        "core",
        "structural"
      ],
      "section": 0
    },
    {
      "id": "units",
      "layout": "big-number",
      "dark": true,
      "tags": [
        "core",
        "numbers"
      ],
      "eyebrow": "Units shipped, Q3 2026",
      "value": "2,140",
      "unit": "units",
      "headline": "Shipments grew 13.9 percent over the second quarter",
      "support": "Field Kit carried most of the growth. Bench and Pro both grew, but slower than the quarter before.",
      "footnote": "Source: fulfillment ledger, September 30, 2026"
    },
    {
      "id": "kpis",
      "layout": "kpi-row",
      "dark": false,
      "tags": [
        "core",
        "numbers"
      ],
      "eyebrow": "Quarter at a glance",
      "title": "Four numbers that set up the rest of this deck",
      "kpis": [
        {
          "value": "2,140",
          "label": "Units shipped",
          "delta": "up 13.9 pct vs Q2"
        },
        {
          "value": "$9.42M",
          "label": "Revenue recognized",
          "delta": "up 1.2 pct vs Q2"
        },
        {
          "value": "61%",
          "label": "Atlas Care attach rate",
          "delta": "up 6 points vs Q2"
        },
        {
          "value": "2.1 hrs",
          "label": "First support response",
          "delta": "down from 6.4 hrs"
        }
      ],
      "note": "Revenue grew slower than units because the mix moved toward the Field Kit at $1,240."
    },
    {
      "id": "units-by-product",
      "layout": "bar-chart",
      "dark": false,
      "tags": [
        "core",
        "numbers"
      ],
      "eyebrow": "Units by product",
      "title": "Field Kit volume is now larger than Bench and Pro combined",
      "chart": {
        "kind": "bar-clustered",
        "categories": [
          "Q1 2026",
          "Q2 2026",
          "Q3 2026"
        ],
        "series": [
          {
            "name": "Meridian Bench",
            "values": [
              402,
              438,
              461
            ]
          },
          {
            "name": "Meridian Pro",
            "values": [
              268,
              291,
              324
            ]
          },
          {
            "name": "Meridian Field Kit",
            "values": [
              1010,
              1190,
              1355
            ]
          }
        ],
        "number_format": "#,##0"
      },
      "takeaway": "Field Kit was 63 percent of units and 18 percent of hardware revenue."
    },
    {
      "id": "what-moved",
      "layout": "two-column",
      "dark": false,
      "tags": [
        "core"
      ],
      "eyebrow": "Read of the quarter",
      "title": "What moved, and what it cost us",
      "left": {
        "heading": "What moved",
        "points": [
          "Field Kit shipments rose 13.9 percent on partner site expansion.",
          "Atlas Care attach reached 61 percent of new hardware orders.",
          "Calibration bookings held at three business days end to end."
        ]
      },
      "right": {
        "heading": "What it cost",
        "points": [
          "Average order value fell to $2,918 from $3,206 in the second quarter.",
          "Bench backlog aged to 11 days against a 5 day standard.",
          "Two of six regions missed the priority shipping window twice."
        ]
      }
    },
    {
      "id": "statement-mix",
      "layout": "statement",
      "dark": true,
      "tags": [
        "breather"
      ],
      "eyebrow": "The short version",
      "statement": "The Field Kit carried the quarter, and it changed the shape of the business while it did.",
      "support": "More units, smaller orders, and a service line that now matters to the number."
    },
    {
      "id": "revenue-trend",
      "layout": "line-chart",
      "dark": false,
      "tags": [
        "core",
        "numbers"
      ],
      "eyebrow": "Revenue by month",
      "title": "Nine straight months above $2.7M, with a July dip after the price change",
      "chart": {
        "kind": "line",
        "categories": [
          "Jan",
          "Feb",
          "Mar",
          "Apr",
          "May",
          "Jun",
          "Jul",
          "Aug",
          "Sep"
        ],
        "series": [
          {
            "name": "Recognized revenue, $M",
            "values": [
              2.71,
              2.84,
              2.96,
              3.02,
              3.11,
              3.18,
              3.06,
              3.14,
              3.22
            ]
          }
        ],
        "number_format": "0.00"
      },
      "takeaway": "July fell 3.8 percent after the July 1 list change, then recovered inside two months."
    },
    {
      "id": "divider-02",
      "layout": "section-divider",
      "dark": false,
      "tags": [
        "core",
        "structural"
      ],
      "section": 1
    },
    {
      "id": "buying-patterns",
      "layout": "three-column",
      "dark": false,
      "tags": [
        "core",
        "splittable"
      ],
      "eyebrow": "Three patterns",
      "title": "Customers are buying in three shapes this year",
      "columns": [
        {
          "label": "Pattern one",
          "heading": "Start small, expand fast",
          "body": "A site buys one Field Kit, then adds three to six within two quarters. Half of these sites add a Bench in year two."
        },
        {
          "label": "Pattern two",
          "heading": "Replace on a schedule",
          "body": "Multi-site groups replace on a fixed cycle and want the price sheet a quarter ahead. They rarely change the mix."
        },
        {
          "label": "Pattern three",
          "heading": "Buy the service, then the hardware",
          "body": "A group starts on Atlas Care Plus for existing equipment, then moves hardware to us at the next refresh."
        }
      ]
    },
    {
      "id": "adoption-signals",
      "layout": "four-up-grid",
      "dark": false,
      "tags": [
        "detail"
      ],
      "eyebrow": "Adoption signals",
      "title": "Four signals we track weekly",
      "cells": [
        {
          "label": "Signal 01",
          "heading": "Second unit inside 90 days",
          "body": "38 percent of new sites, up from 29 percent a year ago."
        },
        {
          "label": "Signal 02",
          "heading": "Calibration booked on time",
          "body": "82 percent of due units booked within the reminder window."
        },
        {
          "label": "Signal 03",
          "heading": "Training attached",
          "body": "1 in 4 multi-unit orders adds on-site training at $650 per day."
        },
        {
          "label": "Signal 04",
          "heading": "Plan upgrade",
          "body": "14 percent of Atlas Care accounts moved to Atlas Care Plus."
        }
      ]
    },
    {
      "id": "quote-ops",
      "layout": "quote",
      "dark": true,
      "tags": [
        "breather"
      ],
      "quote": "The sites that add a second Field Kit inside ninety days are the ones that got a real handover in week one. That is an operations decision, not a sales one.",
      "attribution": "Morgan Reyes",
      "role": "Operations Lead, Apex Instruments"
    },
    {
      "id": "revenue-mix",
      "layout": "stacked-chart",
      "dark": false,
      "tags": [
        "core",
        "numbers"
      ],
      "eyebrow": "Revenue mix",
      "title": "Service revenue grew while hardware revenue flattened",
      "chart": {
        "kind": "column-stacked",
        "categories": [
          "Q1 2026",
          "Q2 2026",
          "Q3 2026"
        ],
        "series": [
          {
            "name": "Hardware",
            "values": [
              7.1,
              7.72,
              7.63
            ]
          },
          {
            "name": "Atlas Care",
            "values": [
              0.86,
              0.94,
              1.02
            ]
          },
          {
            "name": "Atlas Care Plus",
            "values": [
              0.37,
              0.42,
              0.48
            ]
          },
          {
            "name": "Calibration and training",
            "values": [
              0.18,
              0.23,
              0.29
            ]
          }
        ],
        "number_format": "0.00"
      },
      "takeaway": "Service lines are 19 percent of revenue, up from 16 percent in the first quarter."
    },
    {
      "id": "product-compare",
      "layout": "comparison-table",
      "dark": false,
      "tags": [
        "table",
        "detail"
      ],
      "eyebrow": "Product comparison",
      "title": "How the three Meridian units compare",
      "table": {
        "columns": [
          "",
          "Meridian Bench",
          "Meridian Pro",
          "Meridian Field Kit"
        ],
        "rows": [
          [
            "List price",
            "$4,850",
            "$7,900",
            "$1,240"
          ],
          [
            "Q3 units",
            "461",
            "324",
            "1,355"
          ],
          [
            "Standard lead time",
            "5 business days",
            "5 business days",
            "2 business days"
          ],
          [
            "Calibration interval",
            "12 months",
            "6 months",
            "12 months"
          ],
          [
            "Atlas Care attach",
            "58 pct",
            "71 pct",
            "59 pct"
          ],
          [
            "Typical buyer",
            "Single site lab",
            "Multi-site group",
            "Field team"
          ]
        ],
        "highlight_col": 3
      }
    },
    {
      "id": "effort-impact",
      "layout": "matrix-2x2",
      "dark": true,
      "tags": [
        "detail"
      ],
      "eyebrow": "Where to spend the next quarter",
      "title": "Effort against impact for the four open programs",
      "axis_x": "Effort to deliver",
      "axis_y": "Impact on the quarter",
      "quadrants": [
        {
          "pos": "tl",
          "label": "Do now",
          "items": [
            "Field Kit allocation rule",
            "Calibration reminder window"
          ]
        },
        {
          "pos": "tr",
          "label": "Plan carefully",
          "items": [
            "Regional stocking change"
          ]
        },
        {
          "pos": "bl",
          "label": "Fill the gaps",
          "items": [
            "Training bundle pricing"
          ]
        },
        {
          "pos": "br",
          "label": "Hold",
          "items": [
            "Second assembly line"
          ]
        }
      ]
    },
    {
      "id": "divider-03",
      "layout": "section-divider",
      "dark": true,
      "tags": [
        "core",
        "structural"
      ],
      "section": 2
    },
    {
      "id": "service-flow",
      "layout": "process-chain",
      "dark": false,
      "tags": [
        "core"
      ],
      "eyebrow": "Service request path",
      "title": "Five steps from a request to a closed ticket",
      "steps": [
        {
          "num": "1",
          "title": "Intake",
          "body": "Request arrives by portal, phone, or the partner queue."
        },
        {
          "num": "2",
          "title": "Triage",
          "body": "Sorted to parts, calibration, or field visit inside one hour."
        },
        {
          "num": "3",
          "title": "Schedule",
          "body": "Slot confirmed with the site and the parts hold is placed."
        },
        {
          "num": "4",
          "title": "Service",
          "body": "Work performed, readings logged against the unit record."
        },
        {
          "num": "5",
          "title": "Close",
          "body": "Report sent, next calibration date set, ticket closed."
        }
      ],
      "note": "Median path is 2.1 hours to first response and 3 business days to a closed calibration."
    },
    {
      "id": "q3-timeline",
      "layout": "timeline",
      "dark": false,
      "tags": [
        "detail"
      ],
      "eyebrow": "Third quarter",
      "title": "What shipped and when",
      "events": [
        {
          "date": "Jul 1",
          "title": "List price change",
          "body": "New sheet effective, partner notice sent 30 days ahead."
        },
        {
          "date": "Jul 22",
          "title": "Field Kit revision B",
          "body": "Case latch and charger change, no price change."
        },
        {
          "date": "Aug 11",
          "title": "Atlas Care Plus tiering",
          "body": "Response target moved to 4 business hours."
        },
        {
          "date": "Sep 8",
          "title": "Partner portal release",
          "body": "Order status and calibration due dates in one view."
        },
        {
          "date": "Sep 30",
          "title": "Quarter close",
          "body": "2,140 units shipped, backlog at 11 days for Bench."
        }
      ]
    },
    {
      "id": "readiness",
      "layout": "checklist",
      "dark": false,
      "tags": [
        "detail"
      ],
      "eyebrow": "Readiness",
      "title": "What is done and what is not, before the October decisions",
      "items": [
        {
          "state": "done",
          "text": "Price sheet for October 1 approved and circulated."
        },
        {
          "state": "done",
          "text": "Calibration reminder window moved from 14 days to 30 days."
        },
        {
          "state": "done",
          "text": "Partner portal live for all 46 Northlight Group sites."
        },
        {
          "state": "open",
          "text": "Field Kit allocation rule for constrained months, still in draft."
        },
        {
          "state": "open",
          "text": "Regional stocking plan for the two regions that missed the window."
        },
        {
          "state": "open",
          "text": "Training bundle pricing, waiting on the October cost review."
        }
      ]
    },
    {
      "id": "support-before-after",
      "layout": "before-after",
      "dark": false,
      "tags": [
        "core"
      ],
      "eyebrow": "Support response",
      "title": "What changed after the queue was split in July",
      "before": {
        "label": "Before",
        "heading": "One queue, one target",
        "points": [
          "First response 6.4 hours on average",
          "31 percent of tickets reopened once",
          "Calibration and parts shared a backlog"
        ]
      },
      "after": {
        "label": "After",
        "heading": "Three queues, three targets",
        "points": [
          "First response 2.1 hours on average",
          "12 percent of tickets reopened once",
          "Calibration holds its own three day clock"
        ]
      },
      "note": "Same headcount. The change was routing, not staffing."
    },
    {
      "id": "team",
      "layout": "team-grid",
      "dark": false,
      "tags": [
        "detail"
      ],
      "eyebrow": "Who you will be working with",
      "title": "Five people own this account end to end",
      "people": [
        {
          "name": "Dana Whitfield",
          "role": "Chief Operating Officer",
          "note": "Owns the quarterly review and any pricing exception."
        },
        {
          "name": "Jordan Vale",
          "role": "Account Manager",
          "note": "First call for orders, quotes, and allocation questions."
        },
        {
          "name": "Avery Kellen",
          "role": "Customer Success Lead",
          "note": "Onboarding, training, and the first ninety days at a site."
        },
        {
          "name": "Morgan Reyes",
          "role": "Operations Lead",
          "note": "Fulfillment, calibration scheduling, and field visits."
        },
        {
          "name": "Sami Torres",
          "role": "Marketing Lead",
          "note": "Co-branded material and partner launch support."
        }
      ]
    },
    {
      "id": "service-org",
      "layout": "org-chart",
      "dark": false,
      "tags": [
        "detail"
      ],
      "eyebrow": "Service organization",
      "title": "How escalation runs",
      "root": {
        "name": "Dana Whitfield",
        "role": "Chief Operating Officer"
      },
      "tier2": [
        {
          "name": "Morgan Reyes",
          "role": "Operations Lead"
        },
        {
          "name": "Avery Kellen",
          "role": "Customer Success Lead"
        }
      ],
      "tier3": [
        {
          "name": "Calibration desk",
          "role": "3 technicians"
        },
        {
          "name": "Field service",
          "role": "6 engineers"
        },
        {
          "name": "Onboarding",
          "role": "2 specialists"
        },
        {
          "name": "Partner queue",
          "role": "2 coordinators"
        }
      ],
      "note": "Anything past 24 hours on a Pro unit escalates to the Operations Lead the same day."
    },
    {
      "id": "risk-callout",
      "layout": "callout-sidebar",
      "dark": true,
      "tags": [
        "core"
      ],
      "eyebrow": "Risk to name out loud",
      "title": "Bench backlog is the one number moving the wrong way",
      "body": [
        "Bench backlog aged from 6 days in the second quarter to 11 days in the third. The standard we publish is 5 business days.",
        "The cause is a single machined housing with one qualified supplier. A second source is nine weeks from first article approval.",
        "If Bench demand holds at 460 units a quarter, the backlog clears in November. If it grows past 500, it does not clear this year."
      ],
      "sidebar": {
        "label": "Watch",
        "items": [
          {
            "k": "Backlog",
            "v": "11 days"
          },
          {
            "k": "Standard",
            "v": "5 days"
          },
          {
            "k": "Second source",
            "v": "9 weeks"
          },
          {
            "k": "Clears by",
            "v": "November"
          }
        ]
      }
    },
    {
      "id": "divider-04",
      "layout": "section-divider",
      "dark": false,
      "tags": [
        "core",
        "structural"
      ],
      "section": 3
    },
    {
      "id": "price-sheet",
      "layout": "pricing-table",
      "dark": false,
      "tags": [
        "core",
        "table",
        "numbers"
      ],
      "eyebrow": "Effective October 1, 2026",
      "title": "The price sheet behind the asks",
      "rows": [
        {
          "name": "Meridian Bench",
          "detail": "Bench instrument, 12 month calibration interval",
          "price": "$4,850",
          "unit": "each"
        },
        {
          "name": "Meridian Pro",
          "detail": "Multi-site instrument, 6 month calibration interval",
          "price": "$7,900",
          "unit": "each"
        },
        {
          "name": "Meridian Field Kit",
          "detail": "Portable kit, revision B case and charger",
          "price": "$1,240",
          "unit": "each"
        },
        {
          "name": "Atlas Care",
          "detail": "Standard plan, next business day response",
          "price": "$89",
          "unit": "per month"
        },
        {
          "name": "Atlas Care Plus",
          "detail": "Priority plan, 4 business hour response",
          "price": "$149",
          "unit": "per month"
        },
        {
          "name": "Calibration",
          "detail": "Per unit, 3 business day turnaround",
          "price": "$180",
          "unit": "per unit"
        },
        {
          "name": "On-site training",
          "detail": "Up to 8 attendees, travel billed at cost",
          "price": "$650",
          "unit": "per day"
        }
      ],
      "note": "Partner pricing for Northlight Group sites is set in the partnership schedule and is not shown here."
    },
    {
      "id": "roadmap",
      "layout": "roadmap",
      "dark": false,
      "tags": [
        "core"
      ],
      "eyebrow": "Next three quarters",
      "title": "What we are committing to, and when",
      "lanes": [
        {
          "lane": "Supply",
          "items": [
            {
              "period": "Q4 2026",
              "text": "Second housing source at first article"
            },
            {
              "period": "Q1 2027",
              "text": "Bench backlog back to 5 days"
            },
            {
              "period": "Q2 2027",
              "text": "Regional stocking in all six regions"
            }
          ]
        },
        {
          "lane": "Service",
          "items": [
            {
              "period": "Q4 2026",
              "text": "Calibration slots published 60 days out"
            },
            {
              "period": "Q1 2027",
              "text": "Field visit scheduling in the portal"
            },
            {
              "period": "Q2 2027",
              "text": "Unit history export for partners"
            }
          ]
        },
        {
          "lane": "Commercial",
          "items": [
            {
              "period": "Q4 2026",
              "text": "Training bundle pricing published"
            },
            {
              "period": "Q1 2027",
              "text": "Annual plan option for Atlas Care"
            },
            {
              "period": "Q2 2027",
              "text": "Partner price sheet on a fixed calendar"
            }
          ]
        }
      ]
    },
    {
      "id": "coverage-map",
      "layout": "map-placeholder",
      "dark": false,
      "tags": [
        "detail"
      ],
      "eyebrow": "Coverage",
      "title": "Six service regions, two of them behind",
      "caption": "Region outlines are a placeholder. The live version draws from the fulfillment ledger.",
      "regions": [
        {
          "name": "Northeast",
          "stat": "9 sites",
          "state": "ok"
        },
        {
          "name": "Southeast",
          "stat": "14 sites",
          "state": "ok"
        },
        {
          "name": "Midwest",
          "stat": "7 sites",
          "state": "ok"
        },
        {
          "name": "South Central",
          "stat": "6 sites",
          "state": "watch"
        },
        {
          "name": "Mountain",
          "stat": "4 sites",
          "state": "watch"
        },
        {
          "name": "Pacific",
          "stat": "6 sites",
          "state": "ok"
        }
      ]
    },
    {
      "id": "bench-photo",
      "layout": "image-placeholder",
      "dark": false,
      "tags": [
        "detail"
      ],
      "eyebrow": "Product",
      "title": "Meridian Field Kit, revision B",
      "caption": "Placeholder frame. The generator drops in the approved product photograph when one is supplied.",
      "body": "Revision B changed the case latch and the charger. Neither change moved the price or the lead time.",
      "credit": "Image slot: 6.2 in by 3.4 in, 300 dpi minimum"
    },
    {
      "id": "the-ask",
      "layout": "full-bleed-statement",
      "dark": true,
      "tags": [
        "breather"
      ],
      "kicker": "The ask",
      "statement": "Approve the Field Kit allocation rule before October 1.",
      "support": "Everything else on the list can wait a quarter. This one cannot."
    },
    {
      "id": "closing",
      "layout": "closing",
      "dark": true,
      "tags": [
        "core",
        "structural"
      ],
      "eyebrow": "Next steps",
      "title": "Four decisions, one owner each",
      "items": [
        {
          "text": "Approve the Field Kit allocation rule",
          "owner": "Dana Whitfield",
          "due": "Oct 1"
        },
        {
          "text": "Sign off the regional stocking plan",
          "owner": "Morgan Reyes",
          "due": "Oct 15"
        },
        {
          "text": "Confirm the training bundle price",
          "owner": "Sami Torres",
          "due": "Oct 22"
        },
        {
          "text": "Set the next review date",
          "owner": "Jordan Vale",
          "due": "Oct 31"
        }
      ]
    },
    {
      "id": "appendix-divider",
      "layout": "appendix-divider",
      "dark": true,
      "tags": [
        "core",
        "structural"
      ],
      "eyebrow": "Appendix",
      "title": "Source tables and detail",
      "note": "Everything from here forward is reference. Nothing in the appendix changes a number in the body."
    },
    {
      "id": "contact",
      "layout": "contact",
      "dark": true,
      "tags": [
        "core",
        "structural"
      ],
      "eyebrow": "Contact",
      "title": "Where to send the next question",
      "contacts": [
        {
          "name": "Jordan Vale",
          "role": "Account Manager",
          "email": "jordan.vale@apexinstruments.example",
          "phone": "(555) 010-0100"
        },
        {
          "name": "Avery Kellen",
          "role": "Customer Success Lead",
          "email": "avery.kellen@apexinstruments.example",
          "phone": "(555) 010-0142"
        },
        {
          "name": "Morgan Reyes",
          "role": "Operations Lead",
          "email": "morgan.reyes@apexinstruments.example",
          "phone": "(555) 010-0177"
        }
      ],
      "address": "400 Meridian Way, Suite 200, Tampa, FL 33602",
      "site": "apexinstruments.example"
    }
  ],
  "extra_slides": {
    "analyst": [
      {
        "id": "variance-table",
        "layout": "comparison-table",
        "dark": false,
        "tags": [
          "table",
          "analyst"
        ],
        "eyebrow": "Quarter over quarter",
        "title": "Variance table, Q2 to Q3 2026",
        "table": {
          "columns": [
            "Line",
            "Q2 2026",
            "Q3 2026",
            "Change"
          ],
          "rows": [
            [
              "Units shipped",
              "1,919",
              "2,140",
              "up 11.5 pct"
            ],
            [
              "Revenue, $M",
              "9.31",
              "9.42",
              "up 1.2 pct"
            ],
            [
              "Average order value",
              "$3,206",
              "$2,918",
              "down 9.0 pct"
            ],
            [
              "Hardware revenue, $M",
              "7.72",
              "7.63",
              "down 1.2 pct"
            ],
            [
              "Service revenue, $M",
              "1.59",
              "1.79",
              "up 12.6 pct"
            ],
            [
              "Atlas Care attach",
              "55 pct",
              "61 pct",
              "up 6 points"
            ],
            [
              "Bench backlog, days",
              "6",
              "11",
              "up 5 days"
            ]
          ],
          "highlight_col": 3
        }
      },
      {
        "id": "assumptions",
        "layout": "checklist",
        "dark": false,
        "tags": [
          "analyst"
        ],
        "eyebrow": "Assumptions",
        "title": "What the numbers in this deck assume",
        "items": [
          {
            "state": "done",
            "text": "Revenue recognized on shipment, not on order."
          },
          {
            "state": "done",
            "text": "Service revenue includes calibration and on-site training."
          },
          {
            "state": "done",
            "text": "Attach rate counts plans sold with new hardware only."
          },
          {
            "state": "done",
            "text": "Backlog measured from order acceptance to ship confirmation."
          },
          {
            "state": "open",
            "text": "Fourth quarter demand held flat at the third quarter run rate."
          },
          {
            "state": "open",
            "text": "No change to the October 1 list price inside the quarter."
          }
        ]
      }
    ]
  }
}