Grow Better
Long Term Financial Target
2016 2017 2018 2019 2020
Q1 Q2
2021 2021 2021
Q3
Long Term
Target
Gross Margin
78% 81% 82%
82%
82%
81%
81%
80%
81% - 83%
R&D
14% 15%
18%
18%
19% 20% 18% 17%
18% - 20%
% of revenue
S&M
55%
52%
46% 45%
45% 45% 45%
45%
30% - 35%
% of revenue
G&A
14%
12%
11%
11%
10%
9%
9%
8%
8% -9%
% of revenue
Operating Margin
-4%
2%
6%
8%
8%
7%
9%
10%
20%-25%
Note: These estimates reflect our current operating plan as of 11/03/2021 and are subject to change as future events and opportunities arise.
All percentages are non-GAAP and exclude expenses associated with stock based compensation, amortization of acquired intangible assets and acquisition related expenses.
Please refer to the end of this presentation for a reconciliation of GAAP to non-GAAP figures.
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