2019: Deliberate approach to growth We leverage this knowledge to build a predictable sales org. Outbound Opportunities Repeatable sales motions Deals over $XXk ARR 150% 125% 100% Start of Outbound 75% 50% 25% 0% 1/9 3/19/2019 5/19/2019 7/19/2019 9/19/2019 Q3 ‘18 Q4 ‘18 Q1 ‘19 Q2 ‘19 Q3 ‘19 0 5 10 15 20 25 30 35 40 New Business Outbound Outbound Opps / Ramped BDR Post sales Inbound Outbound Opps / Ramped BDR Attrited Confidential - Do not distribute 16 / 25