Pipeline Status

Report

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Top of the Funnel

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 US New Business

Opportunity
Volumes

Weekly SAO volumes remain at 20+ for

the second week in a row

Despite lighter weekly volumes in early

February, trailing 4 week SAO volumes
have remained above Q1 2021
averages for 6 consecutive weeks

For reference, Q1 2021 averaged 65 in

trailing 4 week volume

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 US New Business

Opportunity
Volumes - Channel
Breakdown
Outbound channel led opportunity
generation in February
Similar trends can be seen in March, with
Outbound currently making up 55% of total
SAOs
Mar-20 Apr-20 May-20 Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20 Dec-20 Jan-21 Feb-21 Mar-21 Apr-21 May-21 Jun-21 Jul-21 Aug-21 Sep-21 Oct-21 Nov-21 Dec-21 Jan-22 Feb-22 Mar-22
Outbound 20 13 17 31 23 20 23 19 14 18 29 26 33 27 27 22 21 33 32 25 30 21 28 29 23
Events 9 2 6 1 4 3 4 5 5 2 1 4 5 8 4 6 6 2 3 8 7 1 9 1 1
PVP 5 4 6 4 5 2 5 6 1 4 7 9 9 11 12 4 9 14 8 13 12 3 5 10 4
Total Referral 9 10 14 15 16 25 22 16 5 12 23 12 25 24 28 31 40 20 23 21 18 9 30 12 10
Executive in Residence - - - 1 2 1 - 2 1 4 7 5 5 6 3 1 1 2 1 4 4 1 2 2 2
Content & Inbound 1 6 6 4 3 4 6 5 2 6 8 3 7 4 6 10 5 5 5 3 3 3 4 8 2

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Other - - - - - - 1 - - 1 3 7 1 2 2 3 2 1 1 - 1 - - 1 -
Total 44 35 49 56 53 55 61 53 28 47 78 66 85 82 82 77 84 77 73 74 75 38 78 63 42

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 US New Business

Opportunity
Volumes - Referral
Detail
Partner channel leading referral opportunity
generation in March
March referral volumes on track to easily beat
February totals

Mar-20 Apr-20 May-20 Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20 Dec-20 Jan-21 Feb-21 Mar-21 Apr-21 May-21 Jun-21 Jul-21 Aug-21 Sep-21 Oct-21 Nov-21 Dec-21 Jan-22 Feb-22 Mar-22
Referral - Client 2 2 1 2 7 9 9 10 - 9 5 5 12 16 6 11 8 2 4 5 6 2 7 3 2
Referral - Partner 1 - 4 4 2 5 9 2 1 2 5 2 7 4 9 14 24 10 9 11 3 2 11 3 6
Referral - Employee 3 4 2 5 4 6 2 3 3 - 8 5 4 2 9 6 3 6 8 3 2 3 7 3 -
Referral - VC/PE 3 3 6 2 3 3 - - - - 1 - 1 2 3 - 3 1 1 1 7 1 4 3 2
Referral - Investor - - - - - 2 2 1 1 1 3 - 1 - - - - 1 1 - - 1 1 - -
Referral - Prospect - 1 1 2 - - - - - - 1 - - - 1 - 2 - - 1 - - - - -

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Total 9 10 14 15 16 25 22 16 5 12 23 12 25 24 28 31 40 20 23 21 18 9 30 12 10

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Additional Metrics

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 US New Business

Average Sales Cycle by Channel

Across all channels, the average

sales cycle of a New Business deal
increased 32% YoY in Q1 2022

2020 2021
Outbound 82 74
Events 121 80
PVP 114 89
Total Referral 88 75
EIR 52 94
Content & Inbound 71 68
Other 59 177
Total 89 87

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Note: Chart calculations include all channels, whereas visualizations exclude Executive in Residence and Other channels.
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 US New Business

Win Rates on Closed Deals

- Top Channels
Conclusions on win rate by channel
remain similar to the months prior

The only channels to generate over

10 closed deals in February were
Outbound and Total Referral

Between the two, Total Referral

showed a higher trailing win rate of
39%

Visualized trends may be skewed or

inconclusive because most channels have
totaled <10 SAOs per month

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Note: Top channels visualized in chart excludes Executive in Residence and Other channels.
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 US New Business

Win Rates on Closed Deals (Evaluation+ Deals)

- Top Channels
Trailing month win rates on closed
deals that have reached evaluation
show similar trends

Visualized trends may be skewed or

inconclusive because most channels have
totaled <10 SAOs per month

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Note: Top channels visualized in chart excludes Executive in Residence and Other channels.
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 US New Business

Win Rates on Closed Deals

- Top Referral Channels

In February, amongst the top 3

channels*, client referrals
continue to generate the highest
overall win rate

Visualized trends may be skewed or

inconclusive because most channels
have totaled <10 SAOs per month

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*By closed opportunity volume; includes Client, Partner and Employee referral channels
Note: Top referral channels visualized in chart excludes Investor and Prospect referral channels.
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 US New Business

Win Rates on Closed Deals (Evaluation+ Deals)

- Top Referral Channels
Again, similar trends can be observed
amongst closed deals that have
reached evaluation

Visualized trends may be skewed or

inconclusive because most channels have
totaled <10 SAOs per month

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Note: Top referral channels visualized in chart excludes Referral - Investor and Referral - Prospect channels.
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Mid-Funnel
Metrics

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 US New Business

Pipeline Conversion: Discovery to Evaluation

This February, total

opportunities created
was lighter compared
to the same time last
year

Discovery to
evaluation conversion
rate generally remains
at ~55% - 65% for fully
reviewed cohorts

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 US New Business

Pipeline Conversion: Win Rate (All Deals)

Trailing 3 month win

rates improved in
February, reaching
35%+ for the first
time in 4 months

Despite lower closed

opportunity
volumes, total closed
won opportunities in
February was higher
compared to the
same month last
year

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US New Business Pipeline Composition: Deals Moved to
Evaluation & ACV
ACV Shift
Feb T3M
Segment 2020 Avg % Change
Avg
Tier 1 32,800 28,600 -13%
Tier 2 24,800 13,400 -46%
Tier 3 7,900 5,300 -33%
Tier 4 5,200 4,200 -19%
Minnow 4,800 4,600 -4%
Total 10,700 6,900 -36%

May-20 Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20 Dec-20 Jan-21 Feb-21 Mar-21 Apr-21 May-21 Jun-21 Jul-21 Aug-21 Sep-21 Oct-21 Nov-21 Dec-21 Jan-22 Feb-22

Tier 1 26,400 32,000 17,700 24,300 35,800 37,400 45,200 43,700 33,900 35,200 36,100 42,800 38,500 41,700 38,800 44,300 32,900 29,300 65,600 87,600 94,400 28,600

Tier 2 29,500 43,000 26,800 22,700 15,700 19,300 19,300 21,700 17,400 16,200 15,500 18,300 19,600 19,300 17,200 15,900 16,500 9,400 11,200 11,500 13,600 13,400

Tier 3 8,600 7,900 7,800 7,800 7,200 6,900 8,100 8,500 8,100 7,100 7,400 8,200 8,400 8,300 7,400 6,500 6,400 6,700 8,000 7,600 6,100 5,300

Tier 4 5,800 5,800 5,800 5,400 4,700 4,900 4,700 4,800 4,600 4,500 4,600 4,200 4,200 4,100 4,200 4,100 4,100 4,200 4,100 4,100 3,900 4,200

Minnow 5,100 4,400 4,800 5,000 4,800 4,200 4,500 5,700 5,200 4,300 3,900 3,200 3,300 3,400 4,900 5,300 5,500 4,100 4,000 3,500 3,700 4,600

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Total 11,900 11,300 8,900 8,600 10,000 10,900 11,800 12,300 11,100 12,700 12,300 12,500 11,400 11,200 11,200 9,700 9,000 7,700 10,500 10,900 9,600 6,900

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US New Business Pipeline Composition: Deals Moved to
Evaluation & ACV

Pipeline Composition
Feb T3M
Segment 2020 Avg
Avg
Tier 1 13% 5%
Tier 2 8% 10%
Tier 3 27% 38%
Tier 4 34% 26%
Minnow 19% 21%
Total 100% 100%

T3M Deals that Reached Evaluation by Created Month

May-20 Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20 Dec-20 Jan-21 Feb-21 Mar-21 Apr-21 May-21 Jun-21 Jul-21 Aug-21 Sep-21 Oct-21 Nov-21 Dec-21 Jan-22 Feb-22

Tier 1 12 9 6 4 8 10 7 6 8 17 18 15 15 13 15 10 12 10 8 5 4 4

Tier 2 2 2 5 5 7 5 7 6 12 14 18 16 17 15 15 11 8 7 6 7 8 8

Tier 3 13 18 21 17 16 13 17 18 22 29 34 43 47 45 44 44 43 34 32 25 35 30

Tier 4 14 19 19 23 23 30 22 18 18 17 24 23 31 29 28 31 32 35 36 29 28 20

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Minnow 12 12 15 13 15 11 9 6 12 15 16 18 22 24 23 21 23 21 20 15 15 16

Total 53 60 66 62 69 69 62 54 72 92 110 115 132 126 125 117 118 107 102 81 90 78

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Pipeline Snapshot:
Current

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Pipeline by Stage and Quarter All Teams
Win Weighted Pipeline
Q1-2022
$15.8
Q2-2022
$8.7
Target $11.3 $11.9
Over / (Under) $4.5 -$3.2
Over / (Under) 40% -27%

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US New Business
New Business Q1-2022 Q2-2022
Win Weighted Pipeline $11.3 $5.4

Pipeline by Stage and Quarter Target

Over / (Under)
$8.5
$2.8
$8.5
-$3.1
Over / (Under) 33% -36%

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Client Partnerships
Client Partnerships Q1-2022 Q2-2022
Win Weighted Pipeline $3.1 $1.0

Pipeline by Stage and Quarter Target

Over / (Under)
$1.8
$1.3
$2.1
-$1.1
Over / (Under) 69% -52%

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Pipeline by Tier and Quarter

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US New Business

Pipeline by Tier and Quarter

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US New Business

Open Pipeline
Distribution by Rep

Open
Median Open Pipeline $
Opps
This Quarter $238 5
Total $583 12

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Client Partnerships

Open Pipeline
Distribution by Rep

Open
Median Open Pipeline $
Opps
This Quarter $168 4
Total $496 12

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 Logos

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US New Business

Win-Weighted New Logos by Close Date

58 new logos forecasted to close in Q1

25 closed already

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 US New Business

Trending Current Quarter New Logo Forecast

25 new logos have closed so

far in Q1 2022…

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 US New Business

Trending Current Quarter New Logo ARR Forecast

… representing $4.0M in
new logo ARR closed this
quarter

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Bottom of Funnel:
Current Quarter

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 Total

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Pipeline & Targets Evolution - Full Pipeline

Total Pipeline ($ARR) Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 Week 10 Week 11 Week 12 Week 13

This Quarter Open Pipeline $33.4 $32.9 $32.6 $30.9 $31.9 $30.3 $30.1 $29.5 $24.7 $19.0 $15.5

Closed to Date - $0.1 $0.6 $0.7 $1.2 $2.1 $2.7 $3.1 $4.4 $6.2 $7.5

To Go to Plan $11.3 $11.2 $10.7 $10.6 $10.1 $9.2 $8.6 $8.2 $6.9 $5.1 $3.8

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Coverage of To Go to Plan 3.0x 2.9x 3.0x 2.9x 3.1x 3.3x 3.5x 3.6x 3.6x 3.7x 4.1x

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Pipeline & Targets Evolution - Pipeline excl. Discovery

Low Pipeline ($ARR) Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 Week 10 Week 11 Week 12 Week 13

Open Pipeline $21.8 $21.1 $22.6 $21.5 $21.7 $20.9 $21.5 $20.7 $16.7 $13.7 $12.2

Closed to Date - $0.1 $0.6 $0.7 $1.2 $2.1 $2.7 $3.1 $4.4 $6.2 $7.5

To Go to Plan $11.3 $11.2 $10.7 $10.6 $10.1 $9.2 $8.6 $8.2 $6.9 $5.1 $3.8

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Coverage of To Go to Plan 1.9x 1.9x 2.1x 2.0x 2.1x 2.3x 2.5x 2.5x 2.4x 2.7x 3.2x

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Implied Coverage

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Implied Current Quarter Coverage - Total Company

Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 Week 10 Week 11 Week 12 Week 13
Q3-2021 Implied Coverage 1.0x 1.1x 1.2x 1.2x 1.3x 1.4x 1.4x 1.7x 1.7x
Q4-2021 Implied Coverage 0.9x 0.8x 0.9x 0.9x 1.0x 0.9x 0.9x 0.8x 0.8x 0.8x 1.0x 1.3x
Current Quarter Coverage 3.0x 2.9x 3.0x 2.9x 3.1x 3.3x 3.5x 3.6x 3.6x 3.7x 4.1x

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Previous 2 Qs Average 0.9x 1.0x 1.0x 1.0x 1.1x 1.2x 1.2x 1.3x 1.2x 0.8x 1.0x 1.3x -
Current Q Coverage Over/Under % 211% 203% 199% 180% 181% 184% 203% 185% 190% 350% 327%

Note: Implied coverage for the applicable quarter = coverage of remaining plan throughout the quarter / end of quarter target attainment. In other words, this shows the
coverage that would have been needed in that week to get to 100% attainment.
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 US New Business

Implied Current Quarter Coverage

Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 Week 10 Week 11 Week 12 Week 13
Q3-2021 Implied Coverage 1.5x 1.7x 1.7x 1.8x 2.0x 2.3x 2.2x 3.1x 3.9x
Q4-2021 Implied Coverage 1.0x 1.0x 0.9x 1.0x 1.2x 1.1x 1.1x 1.0x 1.1x 1.3x 1.9x 2.5x
Current Quarter Coverage 2.5x 2.4x 2.6x 2.6x 2.7x 2.7x 2.9x 2.9x 2.9x 3.4x 3.5x

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Previous 2 Qs Average 1.3x 1.3x 1.3x 1.4x 1.6x 1.7x 1.6x 2.0x 2.5x 1.3x 1.9x 2.5x -
Current Q Coverage Over/Under % 99% 87% 92% 80% 72% 62% 81% 42% 18% 163% 83%

Note: Implied coverage for the applicable quarter = coverage of remaining plan throughout the quarter / end of quarter target attainment. In other words, this shows the
coverage that would have been needed in that week to get to 100% attainment. 70
Bottom of Funnel:
Next Quarter

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 Total

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Pipeline vs. Targets over Time

Total Pipeline ($ARR) Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 Week 10 Week 11 Week 12 Week 13

Next Quarter Open Pipeline $7.6 $9.4 $10.1 $10.4 $10.1 $10.6 $10.5 $11.6 $14.8 $18.3 $21.8

Closed to Date - - - - - - - - - - -

To Go to Plan $11.9 $11.9 $11.9 $11.9 $11.9 $11.9 $11.9 $11.9 $11.9 $11.9 $11.9

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Coverage of To Go to Plan 0.6x 0.8x 0.9x 0.9x 0.9x 0.9x 0.9x 1.0x 1.2x 1.5x 1.8x

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Next Quarter and Current Quarter Progression

Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 Week 10 Week 11 Week 12 Week 13
Current + Next Quarter
$41.0 $42.3 $42.7 $41.3 $42.0 $40.9 $40.6 $41.1 $39.6 $37.3 $37.3
Pipeline
Next Q Pipeline
Next Quarter Open Pipeline $7.6 $9.4 $10.1 $10.4 $10.1 $10.6 $10.5 $11.6 $14.8 $18.3 $21.8
To Go to Plan $11.9 $11.9 $11.9 $11.9 $11.9 $11.9 $11.9 $11.9 $11.9 $11.9 $11.9
Coverage of To Go to Plan 0.6x 0.8x 0.9x 0.9x 0.9x 0.9x 0.9x 1.0x 1.2x 1.5x 1.8x
This Q Pipeline

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This Quarter Open Pipeline $33.4 $32.9 $32.6 $30.9 $31.9 $30.3 $30.1 $29.5 $24.7 $19.0 $15.5
Closed to Date - $0.1 $0.6 $0.7 $1.2 $2.1 $2.7 $3.1 $4.4 $6.2 $7.5
To Go to Plan $11.3 $11.2 $10.7 $10.6 $10.1 $9.2 $8.6 $8.2 $6.9 $5.1 $3.8
Coverage of To Go to Plan 3.0x 2.9x 3.0x 2.9x 3.1x 3.3x 3.5x 3.6x 3.6x 3.7x 4.1x
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Open Pipeline Over Time

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Current Quarter Open Pipeline Over Time

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Assessing Next Quarter Pipeline

Next Quarter Assessment per Team - $ amts show ARR in $ millions

NB CP UK Total
Current Next Quarter Pipeline $12.9 $3.5 $5.4 $21.8
Assumed Net Creation before End of Quarter $1.7 $0.5 $0.6 $2.8
Spillover
This Quarter Remaining Pipeline $10.7 $3.5 $1.3 $15.5
Less: To Go to Forecast $3.1 $0.6 $0.1 $3.8
Surplus $7.6 $2.9 $1.2 $11.7
Slip Ratio 25% 25% 25% 25%
This Quarter Pipeline to Next Quarter $1.9 $0.7 $0.3 $2.9
Expected Next Quarter Pipeline $16.5 $4.7 $6.3 $27.6
Coverage 1.9x 2.2x 5.3x 2.3x

This Quarter Target Bookings (Manager Plan) $8.5 $1.8 $0.9 $11.3

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Next Quarter Target Bookings (Manager Plan) $8.5 $2.1 $1.2 $11.9

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