FY20 Financial and Strategic Overview

Unit economics and track record of value creation Compelling SaaS unit economics: CAC months MRR churn LTV/CAC LTV 14.0 1.13% 5.8 $2,422 CAC $420 $2,500 $2,000 $1,500 $1,000 $500 [ $0 $-500 Value of a Xero subscriber at 31 March 2020 LTV/CAC 5.8 - LTV $2,422 Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Year 8 Total lifetime value 5.5b Strong track record of value creation: - >$1.1 billion LTV added in 12 months $6b International ANZ $4b 4.4b 3.2b - LTV grew 1.7x in last 2 years 2.2b $2b 1.5b - FY16 to FY20 CAGR for LTV was 34% for ANZ and 52% for International $0b FY16 FY17 FY18 FY19 FY20 19

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