KPIs: Past Quarter 10 minutes Q1 2020 Closed Deals Account Type Status New ARR Booked ● Last quarters’ new ARR by deals Alpha New W 80,000 Bravo New W 70,000 and contract size Charlie New W 100,000 ● New business vs. renewals Delta New L ● Expansion vs. contraction Echo Expansion W 10,000 Foxtrot Expansion W 20,000 ● Won vs. lost Golf Expansion L Hotel Renewal W 60,000 India Renewal W 50,000 Juliet Renewal L Kilo Contraction L -10,000 Lima Contraction L -10,000 Papa Churn L -20,000 David Sacks “Many of the KPIs tether off of sales, so next up review closed deals and pipeline for the upcoming quarter. Include color on deals both won and lost: what was the deciding factor, what was the friction, and what objections/features were missing?”