90-day game plan

Top 7 Market Cohort Analysis- mature locations January 2019 location cohort; Membership and Service revenue and Location Contribution Margin are for 1H 2019 ($mm) occupancy Location Contribution Margin (%) Non-cash GAAP straight-line lease cost as a % of membership and service revenue Benefit of non-cash amortization of lease incentives as a % of membership and service revenue 14.2K San Francisco 6.5K 10.9K 2.7K 2.4K 7.0K Washington DC 8.1K 6.1K 7.2K 1H 2019 New York London 1H'19 Average 1H'19 Average total Implied Implied Enterprise Desks 35.1K memberships 32.4K 13.2K 5.8K 92% 93% 13% 21% $135 $67 ETTITT Los Angeles Boston Chicago 9.3K membership % Membership & service Revenue Location Contribution Margin $29 21% 4% (5%) $16 24% 0% (4%) 90% 30% $27 $9 34% 3% (4%) 86% 88% 87% 89% 21% 28% 37% 23% $32 $8 26% 3% (8%) $9 $2 27% (1%) (6%) $19 $7 38% 1% (7%) $25 $2 7% 17% (6%) Top 7 markets 85K 76K 90% 20% $312 $73 23% 4% (5%) Top seven market KPIs as of June 1, 2019 (for reference only) As of June 1, 2019 Desks Total memberships Occupancy % Enterprise memberships New York 35.1K 32.5K 93% 13% London 14.4K 13.5K 94% 20% San Francisco Los Angeles Boston Chicago 6.5K 5.9K 91% 29% 10.9K 9.6K 88% 21% 2.7K 2.3K 87% 30% 7.0K 6.2K 89% 37% Washington DC Top 7 markets 8.2K 7.4K 89% 24% 85K 77K 91% 20% *Represents January 2019 cohort of locations vs. April 2019 cohort of locations included in Top 7 Market analysis in Investor Presentation **Location Contribution Margin includes impact of non-cash straight-line lease cost and benefit of non-cash amortization of lease incentives Note: Enterprises defined as members with 500+ employees; Mature locations defined as locations that have been open for more than 24 months; Locations are considered mature as of the beginning of the period, January 2019. New York market includes Astoria, Brooklyn, Long Island City; San Francisco includes Berkeley, Emeryville, Mill Valley, Mountain View, Oakland, and San Mateo; Boston includes Cambridge; Los Angeles includes Burbank, Costa Mesa, Culver City, El Segundo, Irvine, Long Beach, Manhattan Beach, Pasadena, Playa Vista, Santa Monica, and West Hollywood; Washington DC includes College Park and McLean. Locations exclude JVs, India, two We Live locations, and corporate headquarters 36

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