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18. software subscription revenue model   (deb sahoo)
 

18. software subscription revenue model (deb sahoo)

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    18. software subscription revenue model   (deb sahoo) 18. software subscription revenue model (deb sahoo) Presentation Transcript

    • QTRS FY08 Q1 FY08 Q2 FY08 Q3 FY08 Q4 FY09 Q1 FY09 Q2 FY09 Q3 FY09 Q4 FY10 Q1 FY10 Q2 FY10 Q3 FY10 Q4 FY11 Q1 FY11 Q2 FY11 Q3 FY11 Q4 FY12 Q1 FY12 Q2 FY12 Q3 FY12 Q4 FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 FY15 Q1 FY15 Q2 FY15 Q3 FY15 Q4 1st Yr. Subscription Bookings 1st Yr. Subscription Booking Growth Rate -31% -17% 19% -10% 12% -2% -18% -21% 16% -5% -18% -8% -23% -7% 13% -19% 4% 4% 4% 4% 4% 4% 4% 4% 4% 4% 4% 4% 1st Yr. Subscription Bookings 31,081 37,447 32,335 63,136 21,507 31,046 38,610 56,626 24,042 30,526 31,833 44,520 27,957 29,148 26,061 41,135 21,529 27,057 29,517 33,150 22,390 28,140 30,697 34,476 23,286 29,265 31,925 35,855 24,217 30,436 33,202 37,289 1st Yr. Subscription Bookings Adjustments - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - 1st Yr. Subscription Bookings Total 31,081 37,447 32,335 63,136 21,507 31,046 38,610 56,626 24,042 30,526 31,833 44,520 27,957 29,148 26,061 41,135 21,529 27,057 29,517 33,150 22,390 28,140 30,697 34,476 23,286 29,265 31,925 35,855 24,217 30,436 33,202 37,289 1st Yr. Services Attach Rate 19.2% 14.3% 17.5% 14.7% 15.5% 11.7% 15.9% 11.5% 21.8% 15.7% 21.2% 14.8% 14.8% 13.9% 17.0% 18.9% 16.6% 15.8% 18.3% 16.0% 18.0% 18.0% 18.0% 18.0% 18.0% 18.0% 18.0% 18.0% 18.0% 18.0% 18.0% 18.0% 1st Yr. Services Bookings 5,983 5,362 5,656 9,250 3,327 3,628 6,123 6,537 5,247 4,784 6,742 6,580 4,135 4,059 4,426 7,765 3,568 4,268 5,416 5,290 4,030 5,065 5,526 6,206 4,191 5,268 5,747 6,454 4,359 5,478 5,976 6,712 1st Yr. Services Booking Adjustments - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - 1st Yr. Services Bookings Total 5,983 5,362 5,656 9,250 3,327 3,628 6,123 6,537 5,247 4,784 6,742 6,580 4,135 4,059 4,426 7,765 3,568 4,268 5,416 5,290 4,030 5,065 5,526 6,206 4,191 5,268 5,747 6,454 4,359 5,478 5,976 6,712 1st Yr. Subscription Growth Rate (net) -31% -17% 19% -10% 12% -2% -18% -21% 16% -5% -18% -8% -23% -7% 13% -19% 4% 4% 4% 4% 4% 4% 4% 4% 4% 4% 4% 4% Attach rate (net) 19.2% 14.3% 17.5% 14.7% 15.5% 11.7% 15.9% 11.5% 21.8% 15.7% 21.2% 14.8% 14.8% 13.9% 17.0% 18.9% 16.6% 15.8% 18.3% 16.0% 18.0% 18.0% 18.0% 18.0% 18.0% 18.0% 18.0% 18.0% 18.0% 18.0% 18.0% 18.0% 1st Yr. Services Bookings Growth Rate (net) -44% -32% 8% -29% 58% 32% 10% 1% -21% -15% -34% 18% -14% 5% 22% -32% 13% 19% 2% 17% 4% 4% 4% 4% 4% 4% 4% 4% 1st Yr. Subscription Revenue 1st Yr. Subscription Revenue Rolloff Rates In Quarter Revenue Rate 4.0% 4.0% 4.0% 5.0% 5.0% 5.0% 5.0% 6.0% 6.0% 6.0% 6.0% 6.0% 5.5% 5.5% 5.5% 5.5% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% Q+1 Revenue Rate 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% Q+2 Revenue Rate 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% Q+3 Revenue Rate 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% Q+4 Revenue Rate 21.0% 21.0% 21.0% 20.0% 20.0% 20.0% 20.0% 19.0% 19.0% 19.0% 19.0% 19.0% 19.5% 19.5% 19.5% 19.5% 19.0% 19.0% 19.0% 19.0% 19.0% 19.0% 19.0% 19.0% 19.0% 19.0% 19.0% 19.0% 19.0% 19.0% 19.0% 19.0% Q+5 Revenue Rate 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Q+6 Revenue Rate 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Q+7 Revenue Rate 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Q+8+ Revenue Rate 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Q+9+ Revenue Rate (Catch All QTR) 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 1st Yr. Subscription Revenue Rolloff Check 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 1st Yr. Subscription Revenue Rolloff In Quarter Revenue 239 214 226 463 166 181 306 392 315 287 405 395 227 223 243 427 214 256 325 317 242 304 332 372 251 316 345 387 262 329 359 403 Deferred Revenue Q-1 1,496 1,341 1,414 2,313 832 907 1,531 1,634 1,312 1,196 1,686 1,645 1,034 1,015 1,106 1,941 892 1,067 1,354 1,322 1,008 1,266 1,381 1,551 1,048 1,317 1,437 1,613 1,090 1,370 1,494 Deferred Revenue Q-2 1,496 1,341 1,414 2,313 832 907 1,531 1,634 1,312 1,196 1,686 1,645 1,034 1,015 1,106 1,941 892 1,067 1,354 1,322 1,008 1,266 1,381 1,551 1,048 1,317 1,437 1,613 1,090 1,370 Deferred Revenue Q-3 1,496 1,341 1,414 2,313 832 907 1,531 1,634 1,312 1,196 1,686 1,645 1,034 1,015 1,106 1,941 892 1,067 1,354 1,322 1,008 1,266 1,381 1,551 1,048 1,317 1,437 1,613 1,090 Deferred Revenue Q-4 1,256 1,126 1,188 1,850 665 726 1,225 1,242 997 909 1,281 1,250 806 792 863 1,514 678 811 1,029 1,005 766 962 1,050 1,179 796 1,001 1,092 1,226 Deferred Revenue Q-5 - - - - - - - - - - - - - - - - - - - - - - - - - - - Deferred Revenue Q-6 - - - - - - - - - - - - - - - - - - - - - - - - - - Deferred Revenue Q-7 - - - - - - - - - - - - - - - - - - - - - - - - - Deferred Revenue Q-8 - - - - - - - - - - - - - - - - - - - - - - - - 1st Yr. Subscription Revenue Rolloff Total 239 1,710 3,062 4,713 6,490 5,866 5,545 5,512 5,052 5,489 5,771 5,830 5,751 5,496 5,218 4,832 5,083 4,987 5,088 5,144 4,663 4,799 4,957 5,033 5,216 5,259 5,311 5,368 5,425 5,469 5,523 5,582 Deferred Revenue Q-9+ (Catch All QTR) - - - - - - - - - - - - - - - - - - - - - - - - Check - - - - - - - - - - - - - - - - 0 - (0) - 0 - - - Deferred Revenue Adjustment - 1 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Deferred Revenue Adjustment - 2 - - - - - - - - - - - - - - - - (100) (121) (134) (156) 89 (82) (56) (42) (39) - - - - - - - 1st Yr. Subscription IQR 239 214 226 463 166 181 306 392 315 287 405 395 227 223 243 427 214 256 325 317 242 304 332 372 251 316 345 387 262 329 359 403 1st Yr. Subscription Deferred - 1,496 2,836 4,250 6,323 5,684 5,239 5,120 4,737 5,202 5,367 5,435 5,523 5,273 4,974 4,405 4,769 4,610 4,629 4,671 4,510 4,413 4,569 4,618 4,926 4,943 4,966 4,981 5,163 5,141 5,165 5,180 1st Yr. Subscription Revenue Adjustments Miscellaneous Revenue -1 - - - - - - - - - - - - 12 (620) 122 163 (218) (330) - - - - - - - - - - - - - - Miscellaneous Revenue -2 - - - - - - - - - - - - 192 173 213 256 320 251 - - - - - - - - - - - - - - Miscellaneous Revenue -3 - - - - - - - - - - - - 301 241 317 611 489 680 - - - - - - - - - - - - - - Miscellaneous Revenue -4 - - - - - - - - - - - - - - - - 15 (89) - - - - - - - - - - - - - - Miscellaneous Revenue -5 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Miscellaneous Revenue -6 - - - - - - - - - - - - - (150) - (450) (125) - - - - - - - - - - - - - - Other Adjustments - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Corporate Adjustment - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Adjustment to Tie to Reported Revenue 799 421 448 660 (2,123) (1,276) 2,414 797 1,247 1,450 1,979 1,137 - - - - - - - - - - - - - - - - - - - - 1st Yr. Adjustments 799 421 448 660 (2,123) (1,276) 2,414 797 1,247 1,450 1,979 1,137 505 (206) 502 1,030 156 387 - - - - - - - - - - - - - - 1st Yr. Subscription Revenue Total 1,038 2,131 3,511 5,373 4,367 4,590 7,959 6,309 6,299 6,940 7,751 6,967 6,256 5,290 5,720 5,862 5,139 5,253 4,954 4,988 4,752 4,717 4,901 4,991 5,177 5,259 5,311 5,368 5,425 5,469 5,523 5,582 1st Yr. Subscription Revenue Breakdown (%) IQR % 23% 10% 6% 9% 4% 4% 4% 6% 5% 4% 5% 6% 4% 4% 4% 7% 4% 5% 7% 6% 5% 6% 7% 7% 5% 6% 6% 7% 5% 6% 6% 7% Deferred % 0% 70% 81% 79% 145% 124% 66% 81% 75% 75% 69% 78% 88% 100% 87% 75% 93% 88% 93% 94% 95% 94% 93% 93% 95% 94% 94% 93% 95% 94% 94% 93% Adjustment % 77% 20% 13% 12% -49% -28% 30% 13% 20% 21% 26% 16% 8% -4% 9% 18% 3% 7% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% Subscrption Renewals Bookings Renewal Opportunity - Current Modeled Opportunity - Current Adjustment Factor for Prepaid Bookings 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Adjustment Factor for Renewals Bookings 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Prepaid Bookings from Last Year 5,983 5,362 5,656 9,250 3,327 3,628 6,123 6,537 5,247 4,784 6,742 6,580 4,135 4,059 4,426 7,765 3,568 4,268 5,416 5,290 4,030 5,065 5,526 6,206 4,191 5,268 5,747 6,454 Renewals Bookings from Last Year 18,869 26,956 28,974 50,073 22,195 25,598 28,338 60,225 27,349 39,749 43,505 59,459 40,857 42,713 44,252 64,174 35,594 42,461 38,243 60,863 32,686 39,277 34,842 51,075 33,242 40,593 38,143 50,121 Modeled Opportunity - Current 24,852 32,318 34,630 59,323 25,522 29,226 34,461 66,762 32,596 44,533 50,247 66,039 44,992 46,772 48,678 71,939 39,162 46,728 43,659 66,152 36,716 44,342 40,368 57,281 37,434 45,860 43,890 56,575 Modeled Opportunity - Current Adjustment 16,901 6,768 3,462 3,188 (6,324) 11,993 6,963 (4,417) 6,359 (2,542) (4,614) (2,419) (10,815) (5,714) (420) 1,035 (2,977) (2,423) (4,827) (7,550) 200 1,500 2,400 99 289 76 99 56 Software Subscription Revenue Model | Deb Sahoo | MBA, Finance, University of Michigan | MS, EE, University of Southern California | B-Tech, EE, IIT |
    • Renewal Opportunity - Current 26,598 32,417 34,077 54,898 41,753 39,086 38,092 62,511 19,198 41,220 41,424 62,345 38,955 41,991 45,633 63,620 34,177 41,058 48,258 72,974 36,185 44,305 38,832 58,603 36,916 45,842 42,768 57,380 37,723 45,936 43,989 56,631 Renewal Opportunity - Current Adjustments - - - - - - - - - - - - - - - - - - - - - - - - - - - Renewal Bookings Opportunity - Current Total 26,598 32,417 34,077 54,898 41,753 39,086 38,092 62,511 19,198 41,220 41,424 62,345 38,955 41,991 45,633 63,620 34,177 41,058 48,258 72,974 36,185 44,305 38,832 58,603 36,916 45,842 42,768 57,380 37,723 45,936 43,989 56,631 Modeled Opportunity - Current Accuracy 60% 83% 91% 95% 133% 71% 83% 107% 84% 106% 110% 104% 132% 114% 101% 99% 108% 105% 112% 113% 99% 97% 94% 100% 99% 100% 100% 100% Subscription Renewals Rates - Current and Early Current + Early Win Rate 58% 70% 74% 83% 47% 59% 67% 71% 81% 67% 65% 74% 66% 74% 80% 91% 85% 91% 61% 77% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% 80.0% Current Win Rate 58.1% 65.1% 66.7% 79.8% 39.3% 55.7% 61.1% 67.9% 73.4% 61.9% 62.7% 71.2% 57.6% 68.3% 74.9% 84.4% 73.2% 81.9% 54.8% 70.5% 71.6% 71.5% 68.2% 68.3% 70.5% 70.5% 70.5% 70.5% 70.5% 70.5% 70.5% 70.5% Current Wins 15,465 21,113 22,727 43,834 16,429 21,785 23,280 42,461 14,089 25,534 25,983 44,396 22,451 28,668 34,164 53,672 25,012 33,628 26,428 51,420 25,922 31,691 26,475 40,032 26,026 32,319 30,151 40,453 26,594 32,385 31,012 39,925 Current Renewal Wins Adjustments - - - - - - - - 1,827 1,238 1,175 1,981 5,044 2,593 - (1,115) (518) (619) - - - - - - - - - - - - - - Current Renewals Wins Total 15,465 21,113 22,727 43,834 16,429 21,785 23,280 42,461 15,916 26,772 27,158 46,377 27,494 31,261 34,164 52,557 24,494 33,009 26,428 51,420 25,922 31,691 26,475 40,032 26,026 32,319 30,151 40,453 26,594 32,385 31,012 39,925 Current Renewal Win Rate (net) 58.1% 65.1% 66.7% 79.8% 39.3% 55.7% 61.1% 67.9% 82.9% 64.9% 65.6% 74.4% 70.6% 74.4% 74.9% 82.6% 71.7% 80.4% 54.8% 70.5% 71.6% 71.5% 68.2% 68.3% 70.5% 70.5% 70.5% 70.5% 70.5% 70.5% 70.5% 70.5% Current + Early Loss Rate 9.1% 9.2% 9.0% 8.4% 11.0% 8.3% 9.1% 8.6% 4.7% 8.3% 12.3% 4.7% 7.5% 8.0% 4.3% 5.7% 5.2% 5.2% 6.1% 8.1% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% 6.0% Current Termination Rate 9.1% 9.2% 9.0% 8.4% 11.0% 8.3% 9.1% 8.6% 4.7% 7.7% 10.9% 4.5% 6.9% 7.6% 3.9% 5.4% 3.9% 4.2% 4.5% 7.4% 5.5% 4.8% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% Partial Terminations Rate 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Discounts Rate 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Disruption Rate 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Other Rate 1 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Other Rate 2 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Other Rate 3 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Other Rate 4 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Other Rate 5 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Total Current Loss Rate 9.1% 9.2% 9.0% 8.4% 11.0% 8.3% 9.1% 8.6% 4.7% 7.7% 10.9% 4.5% 6.9% 7.6% 3.9% 5.4% 3.9% 4.2% 4.5% 7.4% 5.5% 4.8% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% 5.0% Current Losses (Total Churn) Terminations (Churn) 2,422 2,971 3,082 4,630 4,594 3,259 3,458 5,397 898 3,189 4,513 2,801 2,705 3,189 1,799 3,412 1,344 1,723 2,189 5,408 1,978 2,130 1,942 2,930 1,846 2,292 2,138 2,869 1,886 2,297 2,199 2,832 Partial Terminations - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Discounts - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Disruptions - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Other 1 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Miscellaneous Revenue Attrition - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Other 2 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Other 3 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Other 3 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Current Renewal Losses (Churn) 2,422 2,971 3,082 4,630 4,594 3,259 3,458 5,397 898 3,189 4,513 2,801 2,705 3,189 1,799 3,412 1,344 1,723 2,189 5,408 1,978 2,130 1,942 2,930 1,846 2,292 2,138 2,869 1,886 2,297 2,199 2,832 Early Win Rates Early Q-1 5.3% 7.4% 3.0% 7.5% 3.8% 6.1% 2.9% 7.3% 4.1% 2.4% 3.1% 8.6% 5.7% 4.7% 6.3% 12.1% 8.9% 5.7% 5.4% 8.0% 8.0% 8.0% 8.0% 8.0% 8.0% 8.0% 8.0% 8.0% 8.0% 8.0% 8.0% 8.0% Early Q-2 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.7% 0.1% 0.1% 0.1% 0.1% 0.1% 0.0% 0.0% 0.1% 0.2% 1.4% 0.2% 0.4% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% Early Q-3 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.1% 0.0% 0.2% 0.0% 0.1% 0.0% 2.8% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% Early Q-4+ 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.5% 2.7% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% Early Wins Early Q-1 1,729 2,527 1,643 3,123 1,467 2,305 1,809 1,397 1,694 1,005 1,916 3,363 2,381 2,136 3,997 4,127 3,635 2,775 3,925 2,890 3,544 3,107 4,688 2,953 3,667 3,421 4,590 3,018 3,675 3,519 4,530 - Early Q-2 - - - - - - - 301 56 71 45 56 33 21 12 26 86 986 82 198 194 293 185 229 214 287 189 230 220 283 - - Early Q-3 - - - - - - - - - - - - 10 26 11 115 29 54 11 1,089 293 185 229 214 287 189 230 220 283 - - - Early Q-4+ - - - - - - - - - - - - 9 - - - - - 201 1,576 185 229 214 287 189 230 220 283 - - - - Early Win Adjustments - - - - - - - - - - - 211 125 62 24 560 201 (560) 230 210 - - - - - - - - - - - - Early Wins 1,729 2,527 1,643 3,123 1,467 2,305 1,809 1,698 1,750 1,076 1,961 3,630 2,558 2,245 4,044 4,828 3,951 3,255 4,449 5,963 4,216 3,813 5,316 3,683 4,357 4,127 5,229 3,751 4,178 3,802 4,530 - Early Loss Rates Early Q-1 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.6% 1.4% 0.2% 0.5% 0.4% 0.4% 0.4% 1.2% 1.0% 1.3% 0.5% 0.3% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% Early Q-2 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.2% 0.2% 0.3% 0.2% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Early Q-3 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Early Q-4+ 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Early Losses Early Q-1 - - - - - - - - 250 600 150 210 155 168 223 421 425 651 378 101 443 388 586 369 458 428 574 377 459 440 566 - Early Q-2 - - - - - - - - - - - 4 - - - - 115 120 92 85 - - - - - - - - - - - - Early Q-3 - - - - - - - - - - - - - - - - - - 0 - - - - - - - - - - - - - Early Q-4+ - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Early Losses - - - - - - - - 250 600 150 214 155 168 223 421 540 771 470 186 443 388 586 369 458 428 574 377 459 440 566 - Slipped to the Next Quarter Current Slip Rate 17.3% 29.4% 16.5% 11.1% 16.0% 19.4% 8.5% 12.6% 12.4% 16.8% 15.3% 15.5% 12.2% 11.9% 11.4% 9.8% 18.6% 12.8% 19.2% 13.7% 14.0% 14.0% 14.0% 14.0% 14.0% 14.0% 14.0% 14.0% 14.0% 14.0% 14.0% 14.0% Slips to the Next Quarter 4,612 9,516 5,637 6,120 6,689 7,589 3,236 7,896 2,381 6,932 6,321 9,650 4,736 4,986 5,189 6,234 6,356 5,269 9,263 9,986 5,066 6,203 5,436 8,204 5,168 6,418 5,987 8,033 5,281 6,431 6,158 7,928 Other Adjustments Adjustment Rate 15.4% -9.0% 0.3% -2.4% 26.1% 12.8% 15.3% 7.9% 2.3% 8.1% 7.1% 5.4% 14.0% 6.1% 4.7% -6.2% -9.2% -8.9% 13.8% 1.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Other Adjustments 4,098 (2,912) 104 (1,330) 10,918 4,985 5,813 4,949 433 3,319 2,946 3,361 5,446 2,552 2,144 (3,949) (3,130) (3,659) 6,636 722 - - - - - - - - - - - - - 0 - - - - - - - - - - - - - - Check Rates 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% Check Total - - - - 0 (0) (0) (0) - - 0 - - 0 - - - - - - 0 (0) 0 0 0 0 0 0 0 0 (0) 0 - 0.00 - - 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% Subscription Renewal Bookings - Current and Early Total 17,194 23,640 24,370 46,957 17,896 24,090 25,089 44,158 17,666 27,848 29,120 50,007 30,052 33,506 38,208 57,385 28,445 36,264 30,877 57,383 30,139 35,504 31,791 43,715 30,383 36,445 35,380 44,203 30,772 36,187 35,542 39,925 Subscription Renewal Opportunity - Past Due Modeled Opportunity - Past Due Adjustment Factor for Past Due 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Slip from the Prior Quarter 4,612 9,516 5,637 6,120 6,689 7,589 3,236 7,896 2,381 6,932 6,321 9,650 4,736 4,986 5,189 6,234 6,356 5,269 9,263 9,986 5,066 6,203 5,436 8,204 5,168 6,418 5,987 8,033 5,281 6,431 6,158 Slips from All Previous Quarters - 2,431 2,397 2,411 4,102 1,736 1,092 689 15,925 11,489 5,760 12,861 6,466 5,940 4,774 2,124 7,576 4,052 4,277 2,529 4,360 3,299 3,326 3,067 3,945 3,190 3,363 3,273 3,957 3,233 3,383 Modeled Opportunity - Past Due 4,612 11,947 8,034 8,531 10,791 9,325 4,328 8,585 18,306 18,421 12,081 22,511 11,202 10,926 9,963 8,358 13,932 9,321 13,540 12,515 9,426 9,502 8,762 11,271 9,113 9,607 9,350 11,306 9,238 9,664 9,541 Modeled Opportunity - Past Due Adjustments - 4,028 (2,982) 230 4,358 (4,828) (3,583) 568 24,314 4,004 1,430 17,604 (948) 6,491 4,443 12,604 10,605 394 2,665 5,817 (59) - - - - - - - - - - - Renewal Opportunity - Past Due - 8,640 8,965 8,264 12,889 5,963 5,742 4,896 32,899 22,310 19,851 29,685 21,563 17,693 15,369 22,567 18,963 14,326 11,986 19,357 12,456 9,426 9,502 8,762 11,271 9,113 9,607 9,350 11,306 9,238 9,664 9,541 Renewal Opportunity - Past Due Adjustments - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Subscription Renewal Opportunity - Past Due Total - 8,640 8,965 8,264 12,889 5,963 5,742 4,896 32,899 22,310 19,851 29,685 21,563 17,693 15,369 22,567 18,963 14,326 11,986 19,357 12,456 9,426 9,502 8,762 11,271 9,113 9,607 9,350 11,306 9,238 9,664 9,541
    • Modeled Opportunity - Past Due Accuracy 66% 181% 162% 88% 26% 82% 93% 41% 104% 63% 71% 44% 44% 97% 78% 70% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Subscription Renewals Rate- Past Due Past Due Wins Past Due Win Rate #DIV/0! 41.6% 45.4% 43.8% 42.2% 43.3% 43.1% 46.5% 37.8% 39.8% 60.3% 46.8% 52.9% 44.0% 53.0% 66.4% 38.3% 39.8% 41.9% 56.1% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% Past Due Win Distribution Q+1 #DIV/0! 58% 61% 63% 67% 63% 66% 58% 97.0% 62.7% 68.6% 69.7% 68.1% 43.1% 64.0% 42.0% 82.1% 71.7% 67.7% 64.7% 60% 60% 60% 60% 60% 60% 60% 60% 60% 60% 60% 60% Q+2 #DIV/0! 35% 26% 30% 23% 29% 26% 26% 2.1% 24.2% 16.9% 12.7% 23.1% 18.8% 13.0% 21.1% 9.0% 11.2% 12.6% 15.0% 25% 25% 25% 25% 25% 25% 25% 25% 25% 25% 25% 25% Q+3+ #DIV/0! 7% 13% 7% 10% 7% 8% 16% 1.0% 13.1% 14.5% 17.6% 8.8% 38.1% 22.9% 37.0% 8.9% 17.2% 19.7% 20.3% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% 15% Past Due Win Distribution Total #DIV/0! 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Past Due Wins Q+1 - 2,083 2,496 2,265 3,652 1,635 1,637 1,330 12,069 5,568 8,210 9,687 7,762 3,356 5,209 6,287 5,962 4,089 3,398 7,028 2,989 2,262 2,280 2,103 2,705 2,187 2,306 2,244 2,713 2,217 2,319 2,290 Q+2 - 1,256 1,065 1,095 1,265 758 652 589 256 2,152 2,018 1,765 2,632 1,466 1,062 3,156 652 637 632 1,635 1,246 943 950 876 1,127 911 961 935 1,131 924 966 954 Q+3+ - 256 510 256 523 190 186 356 120 1,167 1,734 2,451 1,006 2,967 1,867 5,537 650 980 990 2,205 747 566 570 526 676 547 576 561 678 554 580 572 Total Past Due Wins - 3,595 4,071 3,616 5,440 2,583 2,475 2,275 12,445 8,887 11,962 13,903 11,400 7,789 8,138 14,980 7,264 5,706 5,020 10,868 4,982 3,770 3,801 3,505 4,508 3,645 3,843 3,740 4,522 3,695 3,866 3,816 Past Due Renewal Win Adjustments 2,300 568 1,200 1,456 981 1,139 654 10,786 2,268 3,569 1,567 2,314 367 1,034 1,489 620 - - - - - - - - - - - - - - - - Past Due Renewal Wins 2,300 4,163 5,271 5,072 6,421 3,722 3,129 13,061 14,713 12,456 13,529 16,217 11,767 8,823 9,627 15,600 7,264 5,706 5,020 10,868 4,982 3,770 3,801 3,505 4,508 3,645 3,843 3,740 4,522 3,695 3,866 3,816 Past Due Renewal Win Rate (net) 48.2% 58.8% 61.4% 49.8% 62.4% 54.5% 266.8% 44.7% 55.8% 68.2% 54.6% 54.6% 49.9% 62.6% 69.1% 38.3% 39.8% 41.9% 56.1% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% 40.0% Past Due Losses Past Due Loss Rates Termination Rate #DIV/0! 5.6% 5.9% 5.5% 6.1% 7.7% 7.1% 8.1% 7.8% 7.1% 9.4% 8.9% 17.1% 22.4% 16.0% 24.2% 21.7% 31.9% 22.4% 30.8% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% Partial Terminations Rate #DIV/0! 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Discounts Rate #DIV/0! 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Disruption Rate #DIV/0! 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Other Rate 1 #DIV/0! 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Other Rate 2 #DIV/0! 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Other Rate 3 #DIV/0! 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Other Rate 4 #DIV/0! 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Other Rate 5 #DIV/0! 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Past Due Loss Rate Total #DIV/0! 5.6% 5.9% 5.5% 6.1% 7.7% 7.1% 8.1% 7.8% 7.1% 9.4% 8.9% 17.1% 22.4% 16.0% 24.2% 21.7% 31.9% 22.4% 30.8% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% Past Due Losses Terminations - 480 532 452 780 458 410 398 2,567 1,578 1,862 2,652 3,697 3,964 2,457 5,463 4,123 4,568 2,689 5,960 3,114 2,356 2,375 2,191 2,818 2,278 2,402 2,338 2,826 2,310 2,416 2,385 Partial Terminations - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Discounts - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Disruptions - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Other Rate 1 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Other Rate 2 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Other Rate 3 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Other Rate 4 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Other Rate 5 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Past Due Losses Total - 480 532 452 780 458 410 398 2,567 1,578 1,862 2,652 3,697 3,964 2,457 5,463 4,123 4,568 2,689 5,960 3,114 2,356 2,375 2,191 2,818 2,278 2,402 2,338 2,826 2,310 2,416 2,385 Slipped to the Next Quarter Slip Rate #DIV/0! 28.1% 26.7% 29.2% 31.8% 29.1% 19.0% 14.1% 48.4% 51.5% 29.0% 43.3% 30.0% 33.6% 31.1% 9.4% 40.0% 28.3% 35.7% 13.1% 35.0% 35.0% 35.0% 35.0% 35.0% 35.0% 35.0% 35.0% 35.0% 35.0% 35.0% 35.0% Slips to the Next Quarter - 2,431 2,397 2,411 4,102 1,736 1,092 689 15,925 11,489 5,760 12,861 6,466 5,940 4,774 2,124 7,576 4,052 4,277 2,529 4,360 3,299 3,326 3,067 3,945 3,190 3,363 3,273 3,957 3,233 3,383 3,339 Other Adjustments Other Adjustment Rate 24.7% 21.9% 21.6% 19.9% 19.9% 30.7% 31.3% 6.0% 1.6% 1.3% 0.9% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Other Adjustments - 2,134 1,965 1,785 2,567 1,186 1,765 1,534 1,962 356 267 269 - - - - - - - - - - - - - - - - - - - - Check Rates #DIV/0! 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Check Total - - - - - - - - - - - - - - - - - - - - 0 0 - 0 - 0 - (0) 0 - - - 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% Subscription Renewal Bookings - Past Due Total 2,300 4,163 5,271 5,072 6,421 3,722 3,129 13,061 14,713 12,456 13,529 16,217 11,767 8,823 9,627 15,600 7,264 5,706 5,020 10,868 4,982 3,770 3,801 3,505 4,508 3,645 3,843 3,740 4,522 3,695 3,866 3,816 Subscription Renewal Bookings Adjustments (2,100) (3,231) (1,425) (3,568) 624 1,592 1,890 2,103 890 742 1,025 2,108 457 291 1,162 621 257 259 259 147 - - - - - - - - - - - - Subscription Renewal Bookings Trend Early Bookings 1,729 2,527 1,643 3,123 1,467 2,305 1,809 1,698 1,750 1,076 1,961 3,630 2,558 2,245 4,044 4,828 3,951 3,255 4,449 5,963 4,216 3,813 5,316 3,683 4,357 4,127 5,229 3,751 4,178 3,802 4,530 - Current Bookings 15,465 21,113 22,727 43,834 16,429 21,785 23,280 42,461 15,916 26,772 27,158 46,377 27,494 31,261 34,164 52,557 24,494 33,009 26,428 51,420 25,922 31,691 26,475 40,032 26,026 32,319 30,151 40,453 26,594 32,385 31,012 39,925 Past Due Bookings 2,300 4,163 5,271 5,072 6,421 3,722 3,129 13,061 14,713 12,456 13,529 16,217 11,767 8,823 9,627 15,600 7,264 5,706 5,020 10,868 4,982 3,770 3,801 3,505 4,508 3,645 3,843 3,740 4,522 3,695 3,866 3,816 Other Adjustments (2,100) (3,231) (1,425) (3,568) 624 1,592 1,890 2,103 890 742 1,025 2,108 457 291 1,162 621 257 259 259 147 - - - - - - - - - - - - Subscription Renewal Bookings Total 17,394 24,572 28,216 48,461 24,941 29,404 30,108 59,322 33,269 41,046 43,674 68,332 42,276 42,620 48,997 73,606 35,966 42,229 36,156 68,398 35,121 39,274 35,591 47,220 34,891 40,090 39,223 47,943 35,295 39,883 39,408 43,741 Subscription Renewal Bookings Composition Early Bookings 10% 10% 6% 6% 6% 8% 6% 3% 5% 3% 4% 5% 6% 5% 8% 7% 11% 8% 12% 9% 12% 10% 15% 8% 12% 10% 13% 8% 12% 10% 11% 0% Current Bookings 89% 86% 81% 90% 66% 74% 77% 72% 48% 65% 62% 68% 65% 73% 70% 71% 68% 78% 73% 75% 74% 81% 74% 85% 75% 81% 77% 84% 75% 81% 79% 91% Past Due Bookings 13% 17% 19% 10% 26% 13% 10% 22% 44% 30% 31% 24% 28% 21% 20% 21% 20% 14% 14% 16% 14% 10% 11% 7% 13% 9% 10% 8% 13% 9% 10% 9% Other Adjustments -12% -13% -5% -7% 3% 5% 6% 4% 3% 2% 2% 3% 1% 1% 2% 1% 1% 1% 1% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% Total 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Subscription Renewal Opportunity Base Trend Current Opportunity Base 26,598 32,417 34,077 54,898 41,753 39,086 38,092 62,511 19,198 41,220 41,424 62,345 38,955 41,991 45,633 63,620 34,177 41,058 48,258 72,974 36,185 44,305 38,832 58,603 36,916 45,842 42,768 57,380 37,723 45,936 43,989 56,631 Past Due Opportunity Base - 8,640 8,965 8,264 12,889 5,963 5,742 4,896 32,899 22,310 19,851 29,685 21,563 17,693 15,369 22,567 18,963 14,326 11,986 19,357 12,456 9,426 9,502 8,762 11,271 9,113 9,607 9,350 11,306 9,238 9,664 9,541 Total Opportunity Base 26,598 41,057 43,042 63,162 54,642 45,049 43,834 67,407 52,097 63,530 61,275 92,030 60,518 59,684 61,002 86,187 53,140 55,384 60,244 92,331 48,641 53,730 48,333 67,365 48,187 54,955 52,375 66,730 49,028 55,175 53,653 66,172 Subscription Renewal Opportunity Base Composition Current Opportunity Base 100% 79% 79% 87% 76% 87% 87% 93% 37% 65% 68% 68% 64% 70% 75% 74% 64% 74% 80% 79% 74% 82% 80% 87% 77% 83% 82% 86% 77% 83% 82% 86% Past Due Opportunity Base 0% 21% 21% 13% 24% 13% 13% 7% 63% 35% 32% 32% 36% 30% 25% 26% 36% 26% 20% 21% 26% 18% 20% 13% 23% 17% 18% 14% 23% 17% 18% 14% Total Opportunity Base 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Subscription Renewal Revenue Current and Early Revenue Rolloff Rates In Quarter Revenue Rate 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% 3.0% Q+1 Revenue Rate 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% Q+2 Revenue Rate 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% 25.0% Q+3 Revenue Rate 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0% 24.0%
    • Q+4 Revenue Rate 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% 20.0% Q+5 Revenue Rate 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% 2.0% Q+6 Revenue Rate 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% Q+7 Revenue Rate 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% 0.5% Q+8+ Revenue Rate 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Q+9+ Revenue Rate (Catch All QTR) 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% 0.0% Rolloff Rate Check 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% 0.00% Current and Early Revenue Rolloff Bookings to Rolloff 17,194 23,640 24,370 46,957 17,896 24,090 25,089 44,158 17,666 27,848 29,120 50,007 30,052 33,506 38,208 57,385 28,445 36,264 30,877 57,383 30,139 35,504 31,791 43,715 30,383 36,445 35,380 44,203 30,772 36,187 35,542 39,925 In Quarter Revenue 516 709 731 1,409 537 723 753 1,325 530 835 874 1,500 902 1,005 1,146 1,722 853 1,088 926 1,721 904 1,065 954 1,311 911 1,093 1,061 1,326 923 1,086 1,066 1,198 Deferred Revenue Q-1 4,299 5,910 6,092 11,739 4,474 6,022 6,272 11,040 4,417 6,962 7,280 12,502 7,513 8,377 9,552 14,346 7,111 9,066 7,719 14,346 7,535 8,876 7,948 10,929 7,596 9,111 8,845 11,051 7,693 9,047 8,886 Deferred Revenue Q-2 4,299 5,910 6,092 11,739 4,474 6,022 6,272 11,040 4,417 6,962 7,280 12,502 7,513 8,377 9,552 14,346 7,111 9,066 7,719 14,346 7,535 8,876 7,948 10,929 7,596 9,111 8,845 11,051 7,693 9,047 Deferred Revenue Q-3 4,127 5,674 5,849 11,270 4,295 5,782 6,021 10,598 4,240 6,683 6,989 12,002 7,213 8,042 9,170 13,772 6,827 8,703 7,411 13,772 7,233 8,521 7,630 10,492 7,292 8,747 8,491 10,609 7,385 Deferred Revenue Q-4 3,439 4,728 4,874 9,391 3,579 4,818 5,018 8,832 3,533 5,570 5,824 10,001 6,010 6,701 7,642 11,477 5,689 7,253 6,175 11,477 6,028 7,101 6,358 8,743 6,077 7,289 7,076 8,841 Deferred Revenue Q-5 344 473 487 939 358 482 502 883 353 557 582 1,000 601 670 764 1,148 569 725 618 1,148 603 710 636 874 608 729 708 Deferred Revenue Q-6 86 118 122 235 89 120 125 221 88 139 146 250 150 168 191 287 142 181 154 287 151 178 159 219 152 182 Deferred Revenue Q-7 86 118 122 235 89 120 125 221 88 139 146 250 150 168 191 287 142 181 154 287 151 178 159 219 152 Deferred Revenue Q-8+ - - - - - - - - - - - - - - - - - - - - - - - - Current and Early Revenue Rolloff 516 5,008 10,940 17,538 27,481 27,857 27,952 27,998 28,382 27,845 28,674 29,525 32,029 34,278 35,727 37,674 40,089 39,413 39,588 37,892 38,868 38,656 38,466 37,786 35,820 35,392 35,766 36,281 36,853 36,595 36,590 36,398 Deferred Revenue Q-9+ (for check only) - - - - - - - - - - - - - - - - - - - - - - - - Check 0 0 (0) 0 0 0 (0) (0) 0 0 0 (0) 0 0 0 0 (0) 0 0 0 (0) (0) (0) 0 Current Deferred Revenue Total - 4,299 10,209 16,129 26,944 27,134 27,199 26,673 27,852 27,010 27,800 28,025 31,127 33,273 34,581 35,952 39,235 38,325 38,661 36,171 37,964 37,591 37,512 36,475 34,908 34,299 34,704 34,955 35,930 35,509 35,524 35,200 Past Due Revenue Rolloff Rates In Quarter Revenue Rate 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% 24.6% Q+1 Revenue Rate 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% 22.5% Q+2 Revenue Rate 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% 22.8% Q+3 Revenue Rate 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% 26.6% Q+4 Revenue Rate 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% 1.5% Q+5 Revenue Rate 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% 1.0% Q+6 Revenue Rate 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% 0.4% Q+7 Revenue Rate 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% 0.3% Q+8+ Revenue Rate 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% 0.2% Q+9+ Revenue Rate (Catch All QTR) 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% 0.1% Rolloff Rate Check 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% 100.0% Past Due Rolloff Bookings to Rolloff 2,300 4,163 5,271 5,072 6,421 3,722 3,129 13,061 14,713 12,456 13,529 16,217 11,767 8,823 9,627 15,600 7,264 5,706 5,020 10,868 4,982 3,770 3,801 3,505 4,508 3,645 3,843 3,740 4,522 3,695 3,866 3,816 In Quarter Revenue 566 1,024 1,297 1,248 1,580 916 770 3,213 3,619 3,064 3,328 3,989 2,895 2,170 2,368 3,838 1,787 1,404 1,235 2,674 1,226 927 935 862 1,109 897 945 920 1,112 909 951 939 Deferred Revenue from Q-1 518 937 1,186 1,141 1,445 837 704 2,939 3,310 2,803 3,044 3,649 2,648 1,985 2,166 3,510 1,634 1,284 1,130 2,445 1,121 848 855 789 1,014 820 865 842 1,018 831 870 Deferred Revenue from Q-2 524 949 1,202 1,156 1,464 849 713 2,978 3,355 2,840 3,085 3,697 2,683 2,012 2,195 3,557 1,656 1,301 1,145 2,478 1,136 860 867 799 1,028 831 876 853 1,031 843 Deferred Revenue from Q-3 612 1,107 1,402 1,349 1,708 990 832 3,474 3,914 3,313 3,599 4,314 3,130 2,347 2,561 4,150 1,932 1,518 1,335 2,891 1,325 1,003 1,011 932 1,199 970 1,022 995 1,203 Deferred Revenue from Q-4 35 62 79 76 96 56 47 196 221 187 203 243 177 132 144 234 109 86 75 163 75 57 57 53 68 55 58 56 Deferred Revenue from Q-5 23 42 53 51 64 37 31 131 147 125 135 162 118 88 96 156 73 57 50 109 50 38 38 35 45 36 38 Deferred Revenue from Q-6 9 17 21 20 26 15 13 52 59 50 54 65 47 35 39 62 29 23 20 43 20 15 15 14 18 15 Deferred Revenue Q-7 7 12 16 15 19 11 9 39 44 37 41 49 35 26 29 47 22 17 15 33 15 11 11 11 14 Deferred Revenue Q-8+ 5 8 11 10 13 7 6 26 29 25 27 32 24 18 19 31 15 11 10 22 10 8 8 7 Past Due Revenue Rolloff 566 1,542 2,758 3,995 5,064 5,004 4,550 6,626 8,447 10,349 13,095 14,059 13,329 12,517 11,782 11,644 10,298 9,536 8,680 7,470 6,687 6,129 6,038 4,191 4,002 3,898 3,883 3,957 3,939 3,934 3,939 3,984 Deferred Revenue Q-9+ 2 4 5 5 6 4 3 13 15 12 14 16 12 9 10 16 7 6 5 11 5 4 4 4 Check - (0) (0) (0) (0) (0) (0) (0) (0) (0) (0) (0) (0) (0) (0) (0) 0 0 (0) (0) (0) (0) (0) 0 Past Due Deferred Revenue - 518 1,461 2,747 3,485 4,089 3,780 3,413 4,827 7,285 9,767 10,069 10,435 10,347 9,414 7,806 8,511 8,132 7,445 4,796 5,461 5,201 5,103 3,329 2,893 3,001 2,938 3,037 2,827 3,025 2,988 3,045 Deferred Revenue Adjustment - 1 3,689 4,256 3,245 2,114 - - - 1,471 762 1,256 963 463 365 234 564 429 129 692 129 - - - - - - - - - - - - - Deferred Revenue Adjustment - 2 - - - - - - - - - - - - - - - - (1,309) (965) (489) (321) (256) (120) (58) (35) - - - - - - - - Subscription Renewal Revenue Adjustments Miscellaneous Revenue -1 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Miscellaneous Revenue -2 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Miscellaneous Revenue -3 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Miscellaneous Revenue -4 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Miscellaneous Revenue -5 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Miscellaneous Revenue -6 - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Other Adjustments - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Corporate Adjustment - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - - Adjustment to Tie to Reported Revenue 9,865 10,256 11,214 9,876 1,487 2,589 3,421 3,687 2,568 2,198 1,189 1,273 1,147 364 421 256 56 96 159 - - - - - - - - - - - - - Renewal Revenue Adjustment Total 9,865 10,256 11,214 9,876 1,487 2,589 3,421 3,687 2,568 2,198 1,189 1,273 1,147 364 421 256 56 96 159 - - - - - - - - - - - - - Subscription Renewal Revenue Breakdown Renewal IQR 1,082 1,733 2,028 2,656 2,116 1,638 1,522 4,538 4,149 3,900 4,202 5,490 3,796 3,176 3,514 5,559 2,640 2,492 2,161 4,395 2,130 1,993 1,889 2,174 2,021 1,990 2,007 2,246 2,036 1,995 2,017 2,137 Renewal Deferred 3,689 9,072 14,915 20,990 30,429 31,223 30,979 31,557 33,441 35,551 38,530 38,557 41,927 43,853 44,559 44,188 46,567 46,185 45,746 40,646 43,169 42,672 42,557 39,769 37,802 37,300 37,642 37,993 38,756 38,534 38,512 38,245 Renewal Adjustments 9,865 10,256 11,214 9,876 1,487 2,589 3,421 3,687 2,568 2,198 1,189 1,273 1,147 364 421 256 56 96 159 - - - - - - - - - - - - - Subscription Renewal Revenue Breakdown (%) Renewal IQR % 7% 8% 7% 8% 6% 5% 4% 11% 10% 9% 10% 12% 8% 7% 7% 11% 5% 5% 4% 10% 5% 4% 4% 5% 5% 5% 5% 6% 5% 5% 5% 5% Renewal Deferred % 25% 43% 53% 63% 89% 88% 86% 79% 83% 85% 88% 85% 89% 93% 92% 88% 95% 95% 95% 90% 95% 96% 96% 95% 95% 95% 95% 94% 95% 95% 95% 95% Renewal Adjustment % 67% 49% 40% 29% 4% 7% 10% 9% 6% 5% 3% 3% 2% 1% 1% 1% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% Subscription Renewal Revenue Total 14,636 21,061 28,156 33,522 34,033 35,450 35,923 39,781 40,159 41,649 43,921 45,320 46,870 47,393 48,494 50,003 49,263 48,772 48,067 45,041 45,298 44,665 44,446 41,942 39,822 39,290 39,649 40,239 40,792 40,529 40,529 40,382 KPIs FY08 Q1 FY08 Q2 FY08 Q3 FY08 Q4 FY09 Q1 FY09 Q2 FY09 Q3 FY09 Q4 FY10 Q1 FY10 Q2 FY10 Q3 FY10 Q4 FY11 Q1 FY11 Q2 FY11 Q3 FY11 Q4 FY12 Q1 FY12 Q2 FY12 Q3 FY12 Q4 FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 FY15 Q1 FY15 Q2 FY15 Q3 FY15 Q4 Attach Rate 19% 14% 17% 15% 15% 12% 16% 12% 22% 16% 21% 15% 15% 14% 17% 19% 17% 16% 18% 16% 18% 18% 18% 18% 18% 18% 18% 18% 18% 18% 18% 18% Current Deal Resolution Metrics Current Win Rate 58% 65% 67% 80% 39% 56% 61% 68% 73% 62% 63% 71% 58% 68% 75% 84% 73% 82% 55% 70% 72% 72% 68% 68% 71% 71% 71% 71% 71% 71% 71% 71% Current Loss Rate 9% 9% 9% 8% 11% 8% 9% 9% 5% 8% 11% 4% 7% 8% 4% 5% 4% 4% 5% 7% 5% 5% 5% 5% 5% 5% 5% 5% 5% 5% 5% 5%
    • Early Win Rate #VALUE! #VALUE! #VALUE! 3% 7% 4% 6% 3% 7% 5% 3% 3% 9% 6% 5% 6% 12% 9% 6% 7% 8% 8% 12% 12% 10% 10% 10% 10% 10% 10% 10% 10% Early Loss Rate #VALUE! #VALUE! #VALUE! 0% 0% 0% 0% 0% 0% 1% 1% 0% 1% 0% 0% 0% 1% 1% 2% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% Current Slip Rate 17% 29% 17% 11% 16% 19% 8% 13% 12% 17% 15% 15% 12% 12% 11% 10% 19% 13% 19% 14% 14% 14% 14% 14% 14% 14% 14% 14% 14% 14% 14% 14% Other Adjustment Rate 15% -9% 0% -2% 26% 13% 15% 8% 2% 8% 7% 5% 14% 6% 5% -6% -9% -9% 14% 1% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% Total #VALUE! #VALUE! #VALUE! 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Past Due Deal Resolution Metrics Past Due Win Rate #DIV/0! 42% 45% 44% 42% 43% 43% 46% 38% 40% 60% 47% 53% 44% 53% 66% 38% 40% 42% 56% 40% 40% 40% 40% 40% 40% 40% 40% 40% 40% 40% 40% Past Due Loss Rate #DIV/0! 6% 6% 5% 6% 8% 7% 8% 8% 7% 9% 9% 17% 22% 16% 24% 22% 32% 22% 31% 25% 25% 25% 25% 25% 25% 25% 25% 25% 25% 25% 25% Past Due Slip Rate #DIV/0! 28% 27% 29% 32% 29% 19% 14% 48% 51% 29% 43% 30% 34% 31% 9% 40% 28% 36% 13% 35% 35% 35% 35% 35% 35% 35% 35% 35% 35% 35% 35% Other Adjustment Rate 0% 25% 22% 22% 20% 20% 31% 31% 6% 2% 1% 1% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% Total #DIV/0! 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Quarterly Revenue Breakdown FY08 Q1 FY08 Q2 FY08 Q3 FY08 Q4 FY09 Q1 FY09 Q2 FY09 Q3 FY09 Q4 FY10 Q1 FY10 Q2 FY10 Q3 FY10 Q4 FY11 Q1 FY11 Q2 FY11 Q3 FY11 Q4 FY12 Q1 FY12 Q2 FY12 Q3 FY12 Q4 FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 FY15 Q1 FY15 Q2 FY15 Q3 FY15 Q4 1st Yr. IQR % 12% 5% 3% 4% 2% 2% 2% 3% 2% 2% 3% 3% 2% 2% 2% 4% 2% 2% 3% 3% 3% 3% 3% 4% 2% 3% 3% 4% 2% 3% 3% 4% 1st Yr. Deferred % 0% 35% 40% 40% 72% 62% 33% 41% 38% 37% 35% 39% 44% 50% 43% 38% 46% 44% 47% 47% 47% 47% 47% 46% 48% 47% 47% 46% 48% 47% 47% 46% 1st Yr. Adjustment % 38% 10% 6% 6% -24% -14% 15% 6% 10% 10% 13% 8% 4% -2% 4% 9% 2% 4% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% Renewal IQR % 4% 4% 4% 4% 3% 2% 2% 6% 5% 5% 5% 6% 4% 3% 4% 6% 3% 3% 2% 5% 2% 2% 2% 3% 3% 3% 3% 3% 2% 2% 2% 3% Renewal Deferred % 13% 22% 26% 31% 45% 44% 43% 40% 42% 43% 44% 43% 45% 46% 46% 44% 47% 47% 48% 45% 48% 48% 48% 47% 47% 47% 47% 47% 48% 48% 48% 47% Renewal Adjustment % 34% 24% 20% 15% 2% 4% 5% 5% 3% 3% 1% 1% 1% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% Total 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% 100% Subscription KPI MAP FY08 Q1 FY08 Q2 FY08 Q3 FY08 Q4 FY09 Q1 FY09 Q2 FY09 Q3 FY09 Q4 FY10 Q1 FY10 Q2 FY10 Q3 FY10 Q4 FY11 Q1 FY11 Q2 FY11 Q3 FY11 Q4 FY12 Q1 FY12 Q2 FY12 Q3 FY12 Q4 FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 FY15 Q1 FY15 Q2 FY15 Q3 FY15 Q4 Services Attach Rate 19% 14% 17% 15% 15% 12% 16% 12% 22% 16% 21% 15% 15% 14% 17% 19% 17% 16% 18% 16% 18% 18% 18% 18% 18% 18% 18% 18% 18% 18% 18% 18% Subscription Current Win Rate 58% 65% 67% 80% 39% 56% 61% 68% 73% 62% 63% 71% 58% 68% 75% 84% 73% 82% 55% 70% 72% 72% 68% 68% 71% 71% 71% 71% 71% 71% 71% 71% Subscription Current Loss Rate 9% 9% 9% 8% 11% 8% 9% 9% 5% 8% 11% 4% 7% 8% 4% 5% 4% 4% 5% 7% 5% 5% 5% 5% 5% 5% 5% 5% 5% 5% 5% 5% Subscription Early Win Rate #VALUE! #VALUE! #VALUE! 3% 7% 4% 6% 3% 7% 5% 3% 3% 9% 6% 5% 6% 12% 9% 6% 7% 8% 8% 12% 12% 10% 10% 10% 10% 10% 10% 10% 10% Subscription Early Loss Rate #VALUE! #VALUE! #VALUE! 0% 0% 0% 0% 0% 0% 1% 1% 0% 1% 0% 0% 0% 1% 1% 2% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% 1% Subscription Current Slip Rate 17% 29% 17% 11% 16% 19% 8% 13% 12% 17% 15% 15% 12% 12% 11% 10% 19% 13% 19% 14% 14% 14% 14% 14% 14% 14% 14% 14% 14% 14% 14% 14% Subscription Past Due Win Rate #DIV/0! 42% 45% 44% 42% 43% 43% 46% 38% 40% 60% 47% 53% 44% 53% 66% 38% 40% 42% 56% 40% 40% 40% 40% 40% 40% 40% 40% 40% 40% 40% 40% Subscription Past Due Loss Rate #DIV/0! 6% 6% 5% 6% 8% 7% 8% 8% 7% 9% 9% 17% 22% 16% 24% 22% 32% 22% 31% 25% 25% 25% 25% 25% 25% 25% 25% 25% 25% 25% 25% Subscription Past Due Slip Rate #DIV/0! 28% 27% 29% 32% 29% 19% 14% 48% 51% 29% 43% 30% 34% 31% 9% 40% 28% 36% 13% 35% 35% 35% 35% 35% 35% 35% 35% 35% 35% 35% 35% SUMMARY FY08 Q1 FY08 Q2 FY08 Q3 FY08 Q4 FY09 Q1 FY09 Q2 FY09 Q3 FY09 Q4 FY10 Q1 FY10 Q2 FY10 Q3 FY10 Q4 FY11 Q1 FY11 Q2 FY11 Q3 FY11 Q4 FY12 Q1 FY12 Q2 FY12 Q3 FY12 Q4 FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 FY15 Q1 FY15 Q2 FY15 Q3 FY15 Q4 1st Yr. Subscription Bookings 5,983 5,362 5,656 9,250 3,327 3,628 6,123 6,537 5,247 4,784 6,742 6,580 4,135 4,059 4,426 7,765 3,568 4,268 5,416 5,290 4,030 5,065 5,526 6,206 4,191 5,268 5,747 6,454 4,359 5,478 5,976 6,712 Renewals Subscription Bookings 17,394 24,572 28,216 48,461 24,941 29,404 30,108 59,322 33,269 41,046 43,674 68,332 42,276 42,620 48,997 73,606 35,966 42,229 36,156 68,398 35,121 39,274 35,591 47,220 34,891 40,090 39,223 47,943 35,295 39,883 39,408 43,741 Total Subscription Bookings 23,377 29,934 33,872 57,711 28,268 33,032 36,231 65,859 38,516 45,830 50,416 74,912 46,411 46,679 53,422 81,371 39,534 46,496 41,572 73,688 39,151 44,339 41,117 53,426 39,083 45,358 44,969 54,397 39,654 45,361 45,385 50,453 1st Yr. Subscription Revenue 1,038 2,131 3,511 5,373 4,367 4,590 7,959 6,309 6,299 6,940 7,751 6,967 6,256 5,290 5,720 5,862 5,139 5,253 4,954 4,988 4,752 4,717 4,901 4,991 5,177 5,259 5,311 5,368 5,425 5,469 5,523 5,582 Renewals Subscription Revenue 14,636 21,061 28,156 33,522 34,033 35,450 35,923 39,781 40,159 41,649 43,921 45,320 46,870 47,393 48,494 50,003 49,263 48,772 48,067 45,041 45,298 44,665 44,446 41,942 39,822 39,290 39,649 40,239 40,792 40,529 40,529 40,382 Total Subscription Revenue 15,674 23,193 31,667 38,895 38,400 40,040 43,882 46,090 46,458 48,588 51,672 52,287 53,126 52,683 54,214 55,865 54,402 54,025 53,021 50,029 50,050 49,381 49,346 46,933 44,999 44,549 44,960 45,606 46,217 45,999 46,052 45,964 FY13 Total Subscription Bookings 178,033 FY13 Total Subscription Revenue 195,711 Key Plots - 10,000 20,000 30,000 40,000 50,000 60,000 FY11 Q1 FY11 Q2 FY11 Q3 FY11 Q4 FY12 Q1 FY12 Q2 FY12 Q3 FY12 Q4 FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 Subscription Renewal Revenue Renewal Deferred Renewal IQR Renewal Adjustments - 10,000 20,000 30,000 40,000 50,000 60,000 70,000 80,000 FY11 Q1 FY11 Q2 FY11 Q3 FY11 Q4 FY12 Q1 FY12 Q2 FY12 Q3 FY12 Q4 FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 Subscription Renewal Bookings Trend Early Bookings Current Bookings Past Due Bookings Other Adjustments 0% 20% 40% 60% 80% 100% 120% FY11 Q1 FY11 Q2 FY11 Q3 FY11 Q4 FY12 Q1 FY12 Q2 FY12 Q3 FY12 Q4 FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 Subscription Renewal Opportunity Base Composition Current Opportunity Base Past Due Opportunity Base
    • -20% 0% 20% 40% 60% 80% 100% 120% FY11 Q1 FY11 Q2 FY11 Q3 FY11 Q4 FY12 Q1 FY12 Q2 FY12 Q3 FY12 Q4 FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 Quarterly Revenue Breakdown Renewal Deferred % Renewal IQR % Renewal Adjustment % 1st Yr. Deferred % 1st Yr. IQR % 1st Yr. Adjustment % - 10,000 20,000 30,000 40,000 50,000 60,000 FY11 Q1 FY11 Q2 FY11 Q3 FY11 Q4 FY12 Q1 FY12 Q2 FY12 Q3 FY12 Q4 FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 Total Subscription Revenue Renewals Subscription Revenue 1st Yr. Subscription Revenue (1,000) - 1,000 2,000 3,000 4,000 5,000 6,000 7,000 FY11 Q1 FY11 Q2 FY11 Q3 FY11 Q4 FY12 Q1 FY12 Q2 FY12 Q3 FY12 Q4 FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 1st Yr. Subscription Revenue 1st Yr. Subscription Deferred 1st Yr. Subscription IQR 1st Yr. Adjustments Renewal Deferred Renewal IQR Renewal Adjustments 0% 10% 20% 30% 40% 50% 60% 70% 80% Services Attach Rate Subscription Current Win Rate Subscription Current Loss Rate Subscription Early Win Rate Subscription Early Loss RateSubscription Current Slip Rate Subscription Past Due Win Rate Subscription Past Due Loss Rate Subscription Past Due Slip Rate Subscription KPI MAP FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 -20% 0% 20% 40% 60% 80% 100% 120% FY11 Q1 FY11 Q2 FY11 Q3 FY11 Q4 FY12 Q1 FY12 Q2 FY12 Q3 FY12 Q4 FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 Current Deal Resolution Metrics Current Win Rate Current Loss Rate Early Win Rate Early Loss Rate Current Slip Rate Other Adjustment Rate 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% Early Bookings Current BookingsPast Due Bookings Subscription Renewal Bookings Composition FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 0.0% 5.0% 10.0% 15.0% 20.0% 25.0% 30.0% Q+1 Revenue Rate Q+2 Revenue Rate Q+3 Revenue Rate Q+4 Revenue Rate Q+5 Revenue Rate Q+6 Revenue Rate Q+7 Revenue Rate Q+8+ Revenue Rate Q+9+ Revenue Rate (Catch All QTR) Subscription Revenue Roll Off Rates 1st Yr. Subscription Revenue Rolloff Rates Current and Early Revenue Rolloff Rates Past Due Revenue Rolloff Rates
    • Sensitivity Tables 178,033 2.0% 3.0% 4.0% 5.0% 6.0% 195,711 2.0% 3.0% 4.0% 5.0% 6.0% 178,033 78.0% 79.0% 80.0% 81.0% 82.0% 195,711 78.0% 79.0% 80.0% 81.0% 82.0% 17.0% 176,457 176,651 176,845 177,039 177,234 17.0% 195,102 195,177 195,252 195,327 195,402 4.0% 177,063 178,221 179,377 180,533 181,687 4.0% 195,514 195,886 196,259 196,631 197,003 17.5% 177,039 177,239 177,439 177,639 177,839 17.5% 195,327 195,404 195,482 195,559 195,636 5.0% 176,392 177,549 178,705 179,860 181,014 5.0% 195,240 195,613 195,985 196,357 196,729 18.0% 177,622 177,827 178,033 178,238 178,444 18.0% 195,552 195,632 195,711 195,790 195,870 6.0% 175,721 176,877 178,033 179,187 180,341 6.0% 194,966 195,339 195,711 196,083 196,455 18.5% 178,204 178,415 178,626 178,838 179,049 18.5% 195,777 195,859 195,940 196,022 196,104 7.0% 175,050 176,206 177,361 178,515 179,668 7.0% 194,693 195,065 195,437 195,809 196,181 19.0% 178,786 179,003 179,220 179,437 179,654 19.0% 196,002 196,086 196,170 196,254 196,337 8.0% 174,378 175,534 176,689 177,842 178,995 8.0% 194,419 194,791 195,163 195,536 195,908 Sensitivity Plots | Deb Sahoo | MBA, Finance, University of Michigan | MS, EE, University of Southern California | B-Tech, EE, IIT | ©Reproduction and Duplication of this Material Without Permission is Prohibited 1st Yr. Subscription Booking Growth Rate 1st Yr. Subscription Booking Growth Rate AttachRate AttachRate Current + Early Win Rate Current+EarlyLossRate Current + Early Win Rate Current+EarlyLossRate FY13 Bookings FY13 BookingsFY13 Revenue FY13 Revenue 0% 20% 40% 60% 80% 100% 120% FY11 Q1 FY11 Q2 FY11 Q3 FY11 Q4 FY12 Q1 FY12 Q2 FY12 Q3 FY12 Q4 FY13 Q1 FY13 Q2 FY13 Q3 FY13 Q4 FY14 Q1 FY14 Q2 FY14 Q3 FY14 Q4 Past Due Deal Resolution Metrics Past Due Win Rate Past Due Loss Rate Past Due Slip Rate Other Adjustment Rate 176,000 177,000 178,000 179,000 180,000 16.5% 17.0% 17.5% 18.0% 18.5% 19.0% 19.5% FY13TotalSubscriptionBookings Attach Rate Subscription Bookings vs. Attach Rate For Various Growth in License 2.0% 3.0% 4.0% 5.0% 6.0% 195,000 195,500 196,000 196,500 16.5% 17.0% 17.5% 18.0% 18.5% 19.0% 19.5% FY13TotalSubscriptionRevenue Attach Rate Subscription Revenue vs. Attach Rate For Various Growth in License 2.0% 3.0% 4.0% 5.0% 6.0% 174,000 176,000 178,000 180,000 182,000 184,000 0.0% 2.0% 4.0% 6.0% 8.0% 10.0% FY13TotalSubscriptionBookings Current + Early Loss Rate Subscription Bookings vs. Loss Rate For Various Win Rates 78.0% 79.0% 80.0% 81.0% 82.0% 194,000 194,500 195,000 195,500 196,000 196,500 197,000 197,500 16.5% 17.0% 17.5% 18.0% 18.5% 19.0% 19.5% FY13TotalSubscriptionRevenue Current + Early Loss Rate Subscription Revenue vs. Attach Rate For Various Growth in License 78.0% 79.0% 80.0% 81.0% 82.0% 78.0% 79.0% 80.0% 81.0% 82.0% 170,000 172,000 174,000 176,000 178,000 180,000 182,000 4.0% 5.0% 6.0% 7.0% 8.0% Current+EarlyWinRateCurrent + Early Loss Rate Subscription Bookings vs. Loss Rate (Churn) & Win Rates 170,000 - 172,000 172,000 - 174,000 174,000 - 176,000 176,000 - 178,000 178,000 - 180,000 180,000 - 182,000 78.0% 79.0% 80.0% 81.0% 82.0% 193,000 193,500 194,000 194,500 195,000 195,500 196,000 196,500 197,000 197,500 4.0% 5.0% 6.0% 7.0% 8.0% Current+EarlyWinRate Current + Early Loss Rate Subscription Revenue vs. Loss Rate (Churn) & Win Rates 193,000 - 193,500 193,500 - 194,000 194,000 - 194,500 194,500 - 195,000 195,000 - 195,500 195,500 - 196,000 196,000 - 196,500 196,500 - 197,000 197,000 - 197,500