Investor Presentaiton

GAAP to Non-GAAP Reconciliation Three Months Ended 2017 2018 2019 2020 December 31, 2020 $'000s % of Revenues $ '000s % of Revenues % of $ '000s Revenues $'000s % of Revenues $ '000s % of Revenues Cost of Revenue Subscription Stock-based compensation Amortization of acquired intangibles Acquisition related expenses Non-GAAP subscription Professional services and other 51,563 14% 69,718 14% 98,510 15% 130,685 15% 37,369 15% (658) 0% (1,476) 0% (3,127) 0% (4,408) 0% (1,294) -1% (96) 0% (1,394) 0% (3,201) 0% (2,340) 0% (139) 0% 0% 0% 0% 0% 0% 50,809 14% 66,848 13% 92,182 14% 123,937 14% 35,936 14% 24,166 6% 30,639 6% 31,448 5% 36,274 4% 9,925 4% Stock-based compensation (2,327) -1% (2,924) -1% (2,829) 0% (2,536) 0% (651) 0% Amortization of acquired intangibles 0% 0% 0% 0% 0% Acquisition related expenses 0% 0% 0% 0% 0% Non-GAAP professional services and other 21,839 6% 27,715 5% 28,619 4% 33,738 4% 9.274 4% Gross Margin Gross margin 299,883 80% 412,623 80% 544,902 81% 716,067 Stock-based compensation 2,985 1% 4,400 1% 5,956 1% 6,944 81% 1% 204,771 81% 1,945 1% Amortization of acquired intangible assets 96 0% 1,394 0% 3,201 0% 2,340 0% 139 0% Acquisition related expenses 0% 0% 0% 0% 0% Non-GAAP gross margin 302,964 81% 418,417 82% 554,059 82% 725,351 82% 206,855 82% Operating Expenses Research and development 70,373 19% 117,603 23% 158,237 23% 205,589 23% 55,564 22% Stock-based compensation. (12,816) -3% (23,328) -5% (33,748) -5% (39,366) -4% (10,303) -4% Amortization of acquired intangible assets 0% 0% 0% 0% 0% Acquisition related expenses (1,266) 0% (2,696) -1% (357) 0% (1,287) 0% (285) 0% Non-GAAP research and development 56,291 15% 91,579 18% 124,132 18% 164,936 19% 44,976 18% Sales and marketing 212,859. 57% 267,444 52% 340,685 50% 452,081 51% 127,851 51% Stock-based compensation (19,016) -5% (31,099) -6% (36,599) -5% (50,552) -6% (13,568) -5% Amortization of acquired intangible assets (7) 0% 0% 0% (79) 0% (20) 0% Acquisition related expenses 0% 0% 0% 0% 0% Non-GAAP sales and marketing 193,836 52% 236,345 46% 304,086 45% 401,450 45% 114,263 45% General and administrative 56,787 15% 75,834 15% 92,971 14% 109,225 12% 28,997 12% Stock-based compensation (12,500) -3% (17,434) -3% (21,451) -3% (24,626) -3% (5,650) -2% Amortization of acquired intangible assets 0% 0% 0% - 0% 0% Acquisition related expenses 0% 0% (552) 0% (545) 0% (355) 0% Non-GAAP general and administrative 44.287 12% 58,400 11% 70,968 11% 84,054 10% 22,992 9% Loss from Operations Loss from operations (40,136) -11% (48,258) -9% (46,991) -7% (50,828) -6% (7,641) -3% Stock-based compensation 47,317 13% 76,261 15% 97,754 14% 121,488 14% 31,466 12% Amortization of acquired intangible assets 103 0% 1,394 0% 3,201 0% 2,419 0% 159 0% Acquisition related expenses 1,266 0% 2,696 19 909 0% 1,832 0% 640 0% Non-GAAP loss from operations 8,550 2% 32,093 6% 54,873 8% 74,911 8% 24,624 10% 27

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