Shopify Investor Day Presentation Deck

Offline 2021 Began as a pure-play standalone, mostly attaching to our current base. 2022 Offline team became embedded in the Cross-sell function. Losing out to easier sales efforts (Capital, Payments attach) 2023 Created a dedicated sales team with an operationalized GTM plan. New acquisition grew Q1: 43% to Q3: 68%, while increasing average deal size by 20% over the same time period Emergence of offline & ecommerce coming at the same time - demonstrates we can lead and win with Unified Commerce value prop, with key opportunities in the Large Accounts segment *New acquisition refers to signing of net new merchants to Shopify under a "Retail First" path, as opposed to selling Retail solutions to existing ecommerce merchants. New acquisition growth shown based on proportion of estimated annual Gross Payments Volume (GPV) closed won from new acquisition deals Average deal size based on average of estimated GPV per closed won deal of a Retail sale **Large account segment defined as merchants generating $20-$125M annual GMV Lifetime Offline Bookings New business bookings in period Q3-22 Q4-22 I Q1-23 Q2-23 Q3-23 *Lifetime Offline Bookings is the estimated discounted, incremental lifetime revenue to Shopify from the sale of our Offline products and services to new or existing Shopify merchants via our cross-sell and dedicated Offline sales teams in a given period

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