#1pendo Pendo Overview Series B Investor Presentation#22 PENDO OVERVIEW TODD OLSON CEO Founded by product leaders from Google, Rally Software, Cisco, and Red Hat 56 Employees BV:. Battery Ventures ERIK TROAN CTO Founded in 2013 Raised $11M to date. Based in Raleigh, NC CONTOUR VENTURE PARTNERS ERIC BODUCH VP Marketing IDEA FUND PARTNERS RAHUL JAIN VP Customer Success CORE CAPITAL PARTNERS salesforce ventures SHANNON BAUMAN VP Product 1Q16 CHAS SCARANTINO VP Sales Ending Quarter ARR NOTE: Fiscal year ends January 31 ill 2Q16 3Q16 4Q16 1Q17 2Q17 3Q17 JASON DEAN VP Finance ◆pendo#33 PENDO OVERVIEW Data-Driven Solutions The Digital Transformation is Happening. Agile Subscription Economy ◆pendo#44 PENDO OVERVIEW Users are demanding that their software at work behaves like their software at home. 18000 New Message To Todd Olson | Subject Mary Green 4 Amours $20.00 Send money to friends and family Easy and safe attach money securely to any email and click send Learn More Comment Co Bee Share Here's a detailed ...Antroduction-to- A Detailed Introduction To Custom Elements - Smashing Magazine This article explains what Custom Elements are for, why they're so transformative and how to use them. SMASHINGMAGAZINE.COM yTag Leng LE Home Customers Cocip Vat NPS Survey Hep B Amation Create New bare Gar © UWEN 2 CA AANG ACSSANILEYE ACCOUNTLEVEL ACCOMITLEYSEL ACCOUNTLEYE www Acme Corp Account Deta workday Ne AP Chal For WAH pendo#55 PENDO OVERVIEW First Integrated Platform for Product Experience ROBUST PRODUCT ANALYTICS PERSONALIZED GUIDANCE pendo Show Me » Dashboard Pages Features Visitors Accounts Funnels Poths Guides Dashboard NPS 01 RESULTS AT Everyone 57 72 VISITORSenne Try this feature! We noticed you're spending a lot of time adding usernames to segments. Did you know you can upload a CSV? 22 27% 123 ACCOUNTS yon 36 25 ACCOUNTS PER WEEK O 58 Add a Module 86 LAST 30 What's Your Role? UX Designer Submit HIGHLY RELEVANT FEEDBACK Pendo extends your product to capture all user behavior, gather feedback, and provide contextual help ◆pendo#66 PENDO OVERVIEW The Foundation: Data {E} YOUR PRODUCT H 4 X ✓ X ~= With just a small JavaScript snippet added to your application, Pendo begins to capture every single click and pageview in your application. You can pass Pendo additional user details like role, plan level, and revenue for additional context. pendo#77 PENDO OVERVIEW Key Strengths Fully Integrated Solution Incorporates what traditionally would be three to four disparate tools to improve experience into a single integrated solution. Targeted Messaging Built-in in-application messages enable teams to personalize a user experience based on real-time behavior. Rich User/Customer Segmentation View usage by user and/or customer. Integration with tools like Salesforce.com provides insights based on CRM information. Capture Everything We grab all user events and enable teams to visualize insights into any aspect of your product. All insights are retroactive to our install date. ◆pendo#8Why Pendo? Customer Success Increase customer visibility and reduce support and education costs Bo Marketing Identify advocates and execute up-sell / cross-sell campaigns RARIE Engineering Monitor usage volume and performance to get ahead of potential issues Pendo's unique capabilities provide significant value across the organization Product Management Focus resources on the features that really provide value Sales Optimize the trial experience and increase conversions Executive Leadership Bring product data to strategy discussions and board presentations User Experience See where users struggle and optimize the experience without development#99 PENDO OVERVIEW User Engagement Customer Success Data Science Engineering Marketing Other President/CEO Product Manage... QA Sales Support Training/Education UI/UX Usage by Role 0.00% 7.50% 15.00% 22.50% 30.00% % Visitors ● ● Land in Product / UX Expand into Customer Success ◆pendo#10How Infor Uses Pendo Monitor end user performance to delight customers ● Standard across HCM Suite ● Combination of On-Premise, Single-tenant, and Multi-tenant products Negotiating Enterprise-wide Deal #pendostories infor 10#11How Sprinklr Uses Pendo Make help in-context instead of out-of-context "If I look at my support tickets today, more than 60 - 70% of them are questions on how to use the product. Pendo is going to reduce the time we spend on support tickets, and give us a much better customer experience." Murali Swaminathan, EVP Client Success and Engineering #pendostories MONTHLY VISITORS. 125 100 75 50 25 Oct 2015 Sprinklr Roles 72.3% Jan 2015 12.3% sprinklr turn it on. Apr 2016 Data Science ●Marketing President/CEO Sales UI/UX Pro Other Customer Success Over 100 active users t Management Jul 2016 11#12How Henry Schein Uses Pendo Increased Customer Satisfaction "On our last NPS poll in August, we saw a 55% response rate! [...] Oh, and as a result of improvements we made we raised our NPS by 53 points in 6 months" Dan Larsen, Director of Product Management #pendostories 41 201360 HENRY SCHEIN SCROBOC 100001 THE Phosphor Plate is here! Phoeror Pondow now with Des for Deve And Support for many hardvices avaie ding Scar CDUC Origo Gend GPS-500 DOST Action P Sored Digos Cine Download our new acaution agent to begh using phosphor plasm Download for Windows Deniss 12#1313 PENDO OVERVIEW A few of our other customers... Redacted ◆pendo#1414 Go to market ● ● ● PENDO OVERVIEW ● Type: Direct, mostly inside sales team. Current Target Customer: B2B web-based businesses Target Persona: Product management Pricing: Monthly active end users per product ◆pendo#1515 PENDO OVERVIEW Net New ARR Growth 1Q16 Net New ARR 2Q16 3Q16 4Q16 1Q17 2Q17 3Q17 4Q17 New Churn Expansion ◆pendo#1616 PENDO OVERVIEW Sales Quota Capacity 1Q17 Sales vs. Sales Capacity 2017 Sales Sales Capacity 3Q17 4Q17 Sales quota capacity is meeting and exceeding our new bookings goal. ◆pendo#1717 PENDO OVERVIEW Cohort Trending 1 Q1-2016 (and prior) 2 F 3 Cohort Analysis Q2-2016 Q3-2016 5 Q4-2016 6 Q1-2017 7 Q2-2017 Q1-2016 Q3-2017 (as of 10/26) Q1-2016 (and prior) Q2-2016 Q3-2016 Q4-2016 Q1-2017 Q2-2017 Q3-2017 (as of 10/26) ARR Cohort Build Q2-2016 Q3-2016 Q4-2016 Q1-2017 Q2-2017 ◆pendo#1818 PENDO OVERVIEW New ASPS Trending Up 3Q 2017 represents deals as of 10/12/2016 Avg. Revenue Per New Customer ||| 1Q16 2Q16 3Q16 4Q16 1Q17 I 2Q17 3Q17 Minimum price point increased ◆pendo#1919 | PENDO OVERVIEW Moving Up Market to Serve Enterprise Customers Customers >$ 3Q16 4Q16 1Q17 2Q17 3Q17 pendo#2020 PENDO OVERVIEW Total Addressable Market Sample Customers Current Pipeline B2B SaaS On-Premise Application Software Redacted Digitally-Enabled Businesses & Internal Applications pendo#2121 PENDO OVERVIEW Competitive Analysis Redacted#2222 PENDO OVERVIEW Roadmap Item A Item B Item C Item D Roadmap subject to change Redacted 4Q17 Redacted Redacted Redacted 1Q18 Redacted Redacted Redacted Redacted Redacted 3Q18 Redacted 1Q19 ◆pendo#2323 | PENDO OVERVIEW Forecast Summary & Fundraising Redacted Funding Plan $15M Series B, Q1 FY18 ◆pendo#2497058 pendo COMPANY HIGHLIGHTS RA Proven Team Fast Growing Strong Customer References Robust Product pendo#25pendo www.pendo.io