Confluent IPO Presentation Deck

Investments Supported by Strong Unit Economics $21.0 ($43.5) (107%) FY18 2018 Cohort Contribution Margin Subscription Revenue ($ in millions) 51% $40.7 ($20.0) FY19 Associated Costs ($ in millions) 63% $46.7 ($17.3) FY20 Contribution Margin % Unit Economics • Upfront investment to land customers Payoff from expansion and lower cost of retaining customers Key Assumptions Associated costs include cost of subscription revenue and S&M expenses (excludes R&D and G&A spend) • S&M expenses allocated to cohort based on type of revenue activity (land, expand, renewal) and level of effort Note: The performance of the 2018 Cohort may not be representative of the performance of any other group of customers or periods, in particular due to changes in our revenue mix, including between Confluent Platform and Confluent Cloud. We expect that the contribution margin and contribution margin percentage of our customer cohorts will fluctuate from one period to another depending upon the number of customers remaining in each cohort, our ability to increase their subscription revenue, other changes in their subscriptions and changes in our revenue mix, as well as changes in our associated costs. 50

View entire presentation