Confluent IPO Presentation Deck

GAAP to Non-GAAP Reconciliations (in thousands, except percentages) GAAP Gross profit - subscription() Less: Revenue - subscription not associated with the 2018 Cohort(2) Add: Cost of revenue subscription not allocated to the 2018 Cohort (3) Less: GAAP Sales and marketing expense Add: Sales and marketing expense not allocated to the 2018 Cohort(4) 2018 Cohort contribution Subscription revenue associated with the 2018 Cohort 2018 Cohort contribution margin GAAP Revenue- subscription Less: GAAP Cost of revenue -subscription GAAP Gross profit-subscription (3) GAAP Cost of revenue- subscription Less: Stock-based compensation expense-cost of revenue- subscription Less: Employer taxes on employee stock transactions - cost of revenue -subscription Less: Cost of revenue- subscription allocated to the 2018 Cohort Cost of revenue -subscription not allocated to the 2018 Cohort FY'18 $56,405 (9,312) $47,093 FY'18 $9,312 (327) (3,021) $5,964 FY'19 $130,206 (28,395) $101,811 FY'19 $28,395 (1,167) (5,323) $21,911 FY'20 $208,633 (49,283) $159,350 FY'20 $49,283 (2,572) (4,859) $41,843 (2) GAAP Revenue subscription FY'18 $47,093 (35,393) 5,964 (54,531) GAAP Sales and marketing expense 14,362 $(22,505) $21,012 (107)% Less: Revenue -subscription associated with the 2018 Cohort Revenue subscription not associated with the 2018 Cohort Less: Stock-based compensation expense - sales and marketing Less: Employer taxes on employee stock transactions - sales and marketing Less: Sales and marketing expense allocated to the 2018 Cohort Sales and marketing expense not allocated to the 2018 Cohort FY'19 $101,811 (89,515) 21,911 (115,792) 102,322 $20,737 $40,691 51% FY'18 $56,405 (21,012) $35,393 FY'18 $54,531 (3,483) (36,686) $14,362 FY'19 $130,206 (40,691) $89.515 FY'19 $115,792 (6,545) (6,861) $102,322 FY'20 $159,350 (161,942) 41,843 (166,361) 156,470 $29,360 $46,691 63% FY'20 $208,633 (46,691) $161,942 FY'20 $166,361 (14,734) (271) 5,114 $156,470 58

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