Carta Start Up Pitch Deck

Payback period 14.3 Q1-17 11.5 Q2-17 12.1 Q3-17 CAC 21.1 11.4 18.2 illi Q4-17 Q1-18 Avg. New ARR Payback (months) Q2-18 21.1 19.4 Q3-18 Q4 - 18E Definitions: Customer Acquisition Cost (CAC) = Sales & Marketing spend (fully loaded) + Net implementation cost (fully loaded) by new subscription customer Average ARR = Annual Recurring Revenue (ARR) by new subscription customer* Subscription gross margin Payback period = [CAC / Average ARR ] x 12 24.0 22.0 20.0 18.0 16.0 14.0 12.0 10.0 8.0 6.0 4.0 2.0 0.0

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