Fastly: Innovators Platform
Substantial Operating Leverage as We Scale
Sales & Marketing as a % of Revenue*
39%
35%
37%
35%
33%
CY 2017
CY 2018
CY 2019
Q2 19
Q2 20
Research & Development as a % of Revenue*
28%
24%
23%
24%
22%
CY 2017
CY 2018
CY 2019
Q2 19
Q2 20
General & Administrative as a % of Revenue*
17%
16%
21%
24%
19%
CY 2017
CY 2018
CY 2019
Q2 19
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* Including D&A and SBC expenses, reflecting GAAP reporting
Q2 20
Recent leverage in S&M driven by
capital optimization for go-to-market
Increasing demand generation and account-based marketing
Leverage in R&D from meaningful investment in
the platform and validation of product market fit
Applications built by leveraging a single network architecture
Increased operational scale and development
of internal processes in G&A, as we went public
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