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visibility of unhealthy content on Twitte

ted conversations. Making conversatio


fun. Making it easier for people to find w
o Twitter by better organizing content a
r to follow and join conversations. Proa
unhealthy content on Twitter. Protecting
sations. Making conversation on Twitte
g it easier for people to find what they a
by better organizing content around top
ow and join conversations. Proactively
Fiscal Year 2019 Annual Report
ng the integrity of election-related conve
er faster, more fluid and more fun. Maki
e looking for when they come to Twitte
pics and events, and making it easier to
vely identifying and limiting the visibility
cting the integrity of election-related the
n Twitter faster, more fluid and more fu
t they are looking for when they come t
ound topics and events, and making it
. Proactively identifying and limiting the
About Twitter, Inc.

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Monetizable Daily Active Usage: Worldwide


(quarterly average in millions)

160
152
150
145
140 139
134
130 126
122 124
120 120

110

100
Mar Jun Sep Dec Mar Jun Sep Dec
31 30 30 31 31 30 30 31
2018 2018 2018 2018 2019 2019 2019 2019

Monetizable Daily Active Usage: United States Monetizable Daily Active Usage: International
(quarterly average in millions) (quarterly average in millions)

125
32 121
31 120
30 30 115 115
29 110
28 110
28 105
27 105
26 26 26 26 100 99
98
96
95 94
24
90
20 85
Mar Jun Sep Dec Mar Jun Sep Dec Mar Jun Sep Dec Mar Jun Sep Dec
31 30 30 31 31 30 30 31 31 30 30 31 31 30 30 31
2018 2018 2018 2018 2019 2019 2019 2019 2018 2018 2018 2018 2019 2019 2019 2019

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Ad Engagement Year-over-Year Change Cost Per Ad Engagement Year-over-Year Change


(% Change) (% Change)

0%
81%
69% -4%
-7%
-14% -12% -13%
50%

33% 29% -28%


23% 20% 23% -32%

Mar Jun Sep Dec Mar Jun Sep Dec Mar Jun Sep Dec Mar Jun Sep Dec
31 30 30 31 31 30 30 31 31 30 30 31 31 30 30 31
2018 2018 2018 2018 2019 2019 2019 2019 2018 2018 2018 2018 2019 2019 2019 2019

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97
Board of Directors Executive Team Stock Exchange
Omid Kordestani Jack Dorsey Twitter stock is listed for trading
Executive Chairman Chief Executive Officer and on the New York Stock Exchange
Co-Founder under the ticker symbol TWTR.
Patrick Pichette
Lead Independent Director Omid Kordestani
General Partner Executive Chairman
Inovia Capital Transfer Agent
Former Senior Vice President and Ned Segal
Chief Financial Officer Computershare Trust Company, N.A.
Chief Financial Officer
250 Royall Street
Google
Vijaya Gadde Canton, MA 02021
Chief Legal Officer and Secretary Phone: (781) 575-4238
Jesse Cohn
Toll Free: (877) 373-6374
Equity Partner, Senior Portfolio
Parag Agrawal Web: computershare.com/investor
Manager, Head of U.S. Equity
Activism and member of Technology Lead
A copy of the Company’s annual
Management Committee
Leslie Berland report filed with the Securities and
Elliott Management Corporation
People and Marketing Lead Exchange Commission (Form 10-K)
and Notice & Proxy Statement will
Jack Dorsey
Kayvon Beykpour be furnished without charge to any
Chief Executive Officer and
Product Lead shareholder upon request.
Co-Founder
Twitter
Dantley Davis By Internet:
Chief Executive Officer and www.proxyvote.com
Head of Design and Research
Co-Founder
Square By Phone:
Matthew Derella
Customers Lead (800) 579-1639
Egon Durban
Co-Chief Executive Officer By Email:
Bruce Falck
Silver Lake sendmaterial@proxyvote.com
Revenue Product Lead

Martha Lane Fox


Michael Montano
Founder and Chairperson
Lucky Voice Group
Engineering Lead Investor Relations
Crossbench Peer
1355 Market Street
House of Lords
Suite 900
San Francisco, California 94103
Ngozi Okonjo-Iweala
ir@twitter.com
Senior Advisor
Lazard, Ltd.
Investor Relations Website:
investor.twitterinc.com
David Rosenblatt
Chief Executive Officer
Follow @TwitterIR
1stdibs.com

Bret Taylor
President and Chief Operating Officer
Salesforce.com

Robert Zoellick
Former President
World Bank Group
Proactively identifying and limiting the v
Protecting the integrity of election-relat
on Twitter faster, more fluid and more f
they are looking for when they come to
topics and events, and making it easier
identifying and limiting the visibility of u
the integrity of election-related convers
faster, more fluid and more fun. Making
looking for when they come to Twitter b
and events, and making it easier to follo
identifying and limiting the visibility of
unhealthy content on Twitter. Protectin
sations. Making conversation on Twitte
it easier for people to find what they are
by better organizing content around top
follow and join conversations. Proactiv
of unhealthy content on Twitter. Protec
conversations. Making conversation on
Making it easier for people to find what
Twitter by better organizing content aro
easier to follow and join conversations.

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