Walkme Investor Day Presentation Deck
| LTV:CAC Improving After Investment Years
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LTV
TM
CAC
LTV:CAC
2020
3.2
1.5
2.1
2021
4.2
1.6
2.6
>500
4.7
1.7
2.8
2021
<500
2.0
1.1
1.9
$500M ARR
Note: LTV defined as Non-GAAP Subscription Gross Margin divided by Gross churn+Discount Rate. CAC Defined as Non-GAAP S&M Expense divided by Gross New ARR. 2021
Breakout includes allocation for S&M based on WKME estimates for >500 & <500. Internal estimates used for $400M ARR & $500M ARR.
6.2
● Investment in Enterprise & Commercial Sales segment in 2021 - Focus on higher LTV Segment
Sales Force & supporting team investments in '21 & '22 will increase LTV over time
US Sales efficiency nearly 1:1 for $1 in Sales Comp to $1 in Gross ARR. International ~$1 in Comp to $0.6 in Gross ARR.
Will trend closer to US as International investments mature.
1.5
4.1
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