#111.monday.com Work OS Changing the way that people work and businesses operate Marketing Work Asset management Campaign planning HP 14,559 deve OS#2Safe Harbor Disclaimer This presentation has been prepared by monday.com Ltd. ("we," "us," "our," "monday.com" or the "Company"). This presentation (including oral commentary that accompanies this presentation) contains forward-looking statements, within the meaning of the safe harbor provisions of the Private Securities Litigation Reform Act of 1995. All statements contained in this presentation that do not relate to matters of historical fact should be considered forward-looking statements, including without limitation statements regarding the Company's future financial or business performance, plans, prospects, trends or strategies. These statements represent the Company's opinions, expectations, beliefs, intentions or estimates regarding the future, which may not be realized. In some cases, you can identify forward-looking statements by words such as "may," "might," "will," "could," "would," "should," "expect," "plan," "anticipate," "intend," "seek," "believe," "estimate," "predict," "potential," "continue," "contemplate," "possible" or the negative of these terms and similar statements of a future or forward-looking nature. These forward-looking statements involve known and unknown risks, uncertainties, changes in circumstances and other important factors, many of which are difficult to predict and beyond the Company's control, that may cause actual results, performance or achievements to be materially different from any future results, performance or achievements expressed or implied by the forward-looking statement. The Company believes these factors include, but are not limited to, our ability to predict our revenue and evaluate our business and future prospects; our ability to manage our growth effectively, execute our business plan or maintain high levels of service and customer satisfaction; our ability to achieve and maintain profitability and compete effectively with established companies, and new market entrants in a competitive and rapidly changing market; interruptions or performance problems associated with the technology or infrastructure underlying our platform; real or perceived errors, failures, vulnerabilities, or bugs in our Work OS; our ability to attract customers, grow our retention rates, expand usage within organizations and sell subscription plans; our ability to offer high-quality customer support; our ability to effectively develop and expand our direct sales capabilities; our ability to enhance our reputation and market awareness of our Work OS; actions by governments to restrict access to our platform in their countries; our ability to identify and integrate future acquisitions, strategic investments, partnerships or alliances; our ability to attract and retain highly skilled employees; our ability to raise additional capital or generate cash flows necessary to expand our operations and invest in new technologies; the market and software categories in which we participate; our ability to ensure that our Work OS interoperates with a variety of software applications that are developed by third parties; the success of our strategic relationships with third parties; privacy, data and cybersecurity incidents or any actual or perceived failure by monday.com to comply with privacy, data protection, information security, consumer privacy, data residency, or telecommunications laws, regulations, government access requests, and obligations; intellectual property disputes; changes in foreign exchange rates; general political or destabilizing events, including war, conflict or acts of terrorism; and other factors described in "Risk Factors" in our prospectus for the initial public offering of our ordinary shares filed with the SEC on June, 11, 2021 pursuant to Rule 424(b)(4) under the Securities Act of 1933, as amended. Should one or more of these risks or uncertainties materialize, the Company's actual operating and financial performance may differ in material respects from the performance projected in these forward-looking statements. The forward-looking statements included in this presentation are made only as of the date hereof. New risk factors and uncertainties may emerge from time to time, and it is not possible for management to predict all risk factors and uncertainties. Except as required by applicable law, the Company undertakes no obligation to publicly update or revise any estimates or forward- looking statements whether as a result of new information, future events or otherwise, or to refle occurrence of unanticipated events. This presentation contains certain supplemental financial measures that are not calculated pursuant to GAAP. The Company believes that these non-GAAP financial measures, when presented in conjunction with comparable GAAP measures, provide useful information about its operating results and enhance the overall ability to assess the Company's financial performance. These non-GAAP financial measures are in addition to, and not as a substitute for or superior to measures of financial performance prepared in accordance with GAAP. There are a number of limitations related to the use of these non-GAAP financial measures versus their most directly comparable GAAP equivalents. For example, other companies may calculate non-GAAP financial measures differently or may use other measures to evaluate their performance, all of which could reduce the usefulness of our non-GAAP financial measures as tools for comparison.#3monday.com FY-21 overview in numbers $382M Annualized revenue run rate 152K+ Total customers 90% Gross margin** 91% YoY revenue growth >135% Net dollar retention rate of customers with 10+ users* up from >130% for Q3-21 $9.9M Adjusted free cash flow** represents 3% of revenue * For definitions of ARR and Net dollar retention rate, see Appendix. ** Non-GAAP financial measures, see Appendix. Strong revenue growth Annual GAAP Revenue '19-'21 CAGR: 99% $78 FY-19 $161 FY-20 ~100% of our revenue is generated from subscriptions $308 FY-21#4Our success by the numbers - Q4-21 Financial Highlights $95.5M Revenue 200% YoY increase in customers with $50K ARR** comers, up from 264 793 in Q4-20*** 91% YOY revenue growth 72% Total ARR from customers with 10+ users** * Non-GAAP financial measures, see Appendix. ** For definitions of ARR and Net dollar retention rate, see Appendix. ***As of the end of each quarter 90% Gross margin* ($9.9M) Operating loss* represents (10%) of revenue $10.1M Adjusted free cash flow* represents 11% of revenue >1,050 Total headcount#5Serving teams and organizations of all kinds 8-8 Teams & orgs of all sizes 2 - 7,000 Land & expand Self-serve + flywheel sales model O 200+ countries 14 languages 한국어 中文 Español Português русский Français Deutsch K 200+ business industries Thousands of use cases Work management tools Software applications Creating a unified workspace Tech & non-tech industries ~70% non-tech for its simplicity and ease of use#6Expanding upmarket Increasing number of enterprise customers with more than $50K ARR We're focusing on security, control and governance to enable new enterprise deals and expansion. Robust board and item level permissions Audit log enhancements Domain block and IP restriction Multi-region support - EU region is fully operational * Information is as of the end of each quarter. 9 Q1-19 23 46 76 105 144 185 200% YoY growth 264 335 470 613 Q2-19 Q3-19 Q4-19 Q1-20 Q2-20 Q3-20 Q4-20 Q1-21 Q2-21 Q3-21 Number of enterprise customers with more than $50K ARR 793 Q4-21#7Traditional work software wasn't working Rigid architectures Forcing users to adapt to software rather than the other way around. • Development capabilities limited to a select few Creating a lack of speed and agility. Disconnected work tools and applications Causing work silos and loss of information.#811.monday.com Product demo monday.com Work OS Democratizing the power of software Watch now#9Pioneering a new category of software The monday.com Work OS ● Flexible and adaptable Built to change and grow with every customer Customizable no-code building blocks Easy enough for anyone to use ● One platform to run all aspects of work Where employees run and manage their everyday work Creating a single unified workspace Connective tissue integrating tools and aggregating data Softwer development ●00 Product development # Marketing +#10Built like no other software Simple-to-use building blocks that are powerful enough to drive the core functionality within any organization, in any industry, for any use case. monday workforms es to Stuck, notify project notify me every time period When Status changes to Stuck, notify board subscribers When Date arrives and Status is not Done, create an update Video annotation When status i something, notify someone every time to board Automations monday canvas -n State SONDIDOS COURS Team Work Dashboard 3,374 Board $50,796 9 Time tracking Views - ***** ****** *** The Workdocs Widgets The res Graham How Can you and the many goal?) Optima campaign performance Fatie bend efforts Increase SEO ring Sprint focus Columns Apps 32.600 10 2500 20 H A eeppinn a Turk, 10 Integrations NABER 23#11Building blocks Empowering anyone to build their own tools with no-code building blocks Built as a modular, non-rigid infrastructure Easy to adopt and easy to scale over time Users can fully customize their experience with our no-code and low-code capabilities nothing is predefined Every building block supports a compounding effect, allowing us to advance rapidly Workspaces Workdocs 1 Marketing Automations Widgets CRM 1 Views Softwer development Forms Columns Product development MI Work OS Integrations#12Connective layer Integrates with any tool. Automates any workflow Brings organizations' departments, applications and data into one unified workspace Serves as a connective layer, integrating with various digital tools across any organization Easily automates complex workflows to accelerate digital transformation, enhance organizational agility, boost productivity and increase operational efficiency & When a campaign goes live, create an item in marketing campaigns + Add to board When an issue is created in R&D tasks, create an item and sync future changes + Add to board M When an update is posted in weekly tasks, send it with Gmail + Add to board salesforce When an object meets these conditions, create an item and sync all future changes + Add to board in When date arrives, create a new post and share it + Add to board When a status changes to stuck, create an issue in bug report + Add to board zoom When starting a meeting on zoom, create an item and sync meeting details#13New products monday WorkForms Turn insight into action with monday WorkForms Customize any form using a no-code builder to reflect your brand (colors, backgrounds) Easily set conditions inside the form to get the right information and reduce the back and forth Share your WorkForms within seconds (website or link) and see results all in one place WorkForms Search everything Start a new form Start from scratch My workspace Beta New work request 5 responses Aviv Talmor 0 a Work request Q4 kickoff 50 responses Eylon Goren Ⓡ Contact us New creative request O 11 200k responses Jennifer Longb. Ⓡ Order form Created by everyone Canpaign brief No responses Bobby Fisher ... Ⓡ 2+ Upgrade Event feedback Last updated Give feedback E#14New products monday Canvas A collaborative space for teams to ideate, create and innovate. Together. Make meetings more visual and collaborative with multiple team members. Create user flows, customer journeys, processes, and more. Sketch ideas, brainstorm with Intuitive expressions and comments. ATOSO00 canvas Create Super great ideas!! Let's just start with the MVP Team Work Ideate together Finalize design What is this? Dana Juhn Michael Jordan Let's just start with the MVP How about this flow? Noam Ackerman YASS! Share 145% +#15Building blocks monday workdocs A unique building block that offers a powerful and flexible canvas to drive workflows forward and turn words into actions. +60K accounts already used monday workdocs +800K +17M workdocs rows of text +300K widgets & boards 11. D 5 of G Team sync A Normal Text = E D 9 monday.com workdocs is a new kind • of doc a Last seen 100% Ĵ 2 ✓ Saved#16Pricing model ~100% of our revenue is subscription-based Price is per user according to the subscription plan Individual $0 Up to 2 seats free forever For individuals looking to keep track of their tasks and work Basic $8 Total $24 / month Billed annually seat/ month Try for free For teams getting started with managing all their work in one place Standard seat/ month $10 Total $30 / month Billed annually Try for free For teams to collaborate externally & visualize their work in different ways Pro seat/ month $16 Total $48/month Billed annually Try for free For teams to streamline and control complex workflows and operations Enterprise Contact us For organizations seeking enterprise-grade project & workflow management#17Go-to-market strategy BL Rapid product innovation 기 КУ One platform, any products Expanding upmarket#18Rapid product innovation enables us to capture the market We are constantly expanding our existing capabilities, serving new industries and enterprise customers. Product launch 2014 Annual Revenue BigBrain- Our Bl system 2015 Mobile app 2016 Board Templates $11M 2017 10 Columns Views Sales & Partners group founded $32M 2018 Localization 13 Languages Automations Integrations $78M 2019 Dashboards Apps marketplace canvas workforms my work workdocs 2020 $161M $308M 2021 2022#19Rapid product innovation From 2018 1 View Timeline view 2000 1 Board Board Assets for pers SHO er intere Research for M 7 Columns ing on it 31, Sep Working on it Sept 19-21 Text column 4,738 #Integration #App#20Rapid product innovation To 2022 monday workforms When Status changes to Stuck, notify project manager notify every time When status is period ad to board When Status changes to Stuck, notify board subscribers When Date arrives and Status is not Done, create an update Video annotation Mera Bal When status is something, notify someone every time Add to board monday canvas wraca Unlimited Automations Creone wote AC-D1000 - Team Work Dashboard Overal progress S 3,374 1000 YASSI Board $50,796 Time tracking 96324 +11 Views 913499 04:42: 1 S Workdocs Graham Rowe Can you add the monthly goals? Optimize campaign performance Finalize rebrand efforts Increase SEO ranking O Timeline view +24 Widgets Sprint focus +34 Columns +108 Apps OSO 6 T 20000 Wh 22m 20 York, NY, USA NOVA O Son York 141, 1 +37 Integrations 4830 M.Q 27 28 C#21Rapid product innovation monday apps marketplace We opened the Work OS to external developers, rapidly expanding its capabilities and deepening our products. Q4 2020 Launched 108 Applications New marketplace payment platform Accelerates innovation Enterprise deal driver Supports multiple products 1.appsmarketplace Discover new apps to extend your monday.com Work OS monday.com Apps marketplace Staff Picks Marketplace Home. Featured Top Selling Daily Tools Essential Apps Browse by Category Solutions HR & Team Culture Marketing Project Management Sales Analytics Works On Select All Board View Dashboard Widget Item View Integration Template Find published app Eazyform The easiest and quickest way to create monday.com forms that look exactly the way you want them. Apps by monday.com xo Whiteboard by monday.com A shared, collaborative space where you can brainstorm, and create together s F * Ş Unito Connect and sync monday.com to Jira, Github, HubSpot, Zendesk, and more, and choose which information to flow back and forth across them. 09 Performance insights by monday.com Understand your workflow performance, easily see the duration tasks were "Stuck". 88 Manage Apps → O Ⓒ S M Help king status nday.com |J Developer se your team's availability and o's WFH, 000, or anything in +- Ma x= General Caster This brand new app includes a collection of automation recipes aimed at performing... DO DO#22One platform, many products We're taking one modular infrastructure and packaging our offerings into products, expanding to hundreds of industries and thousands of use cases without friction. Marketing pal CRM Work management AE monday Work OS Softwer development == Product development#23am planning s month t month Broad customer acquisition funnel Application form Q2 team iteration Project management Employee onboarding L Ensure that this date in the nem always starts Recruitment pipeline New applicants Event progress HR and recruitment Sales pipeline Opportunities Won deals Sales dashboard DE When a status changes to Done, notify item subscribers Team tasks $1,624,830 THE 555 555 CRM Quote Tasks dashboard Contact card Task management Digital assets Creative brief Facilities requests Open requests Working on it in D..... Marketing and creative Supplies dashboard Campaign timeline $1,624,830 Campaign planning This month Next month $9,452 Order form Operations Sprint planning This month Next month IT ticket Features roadmap M Software development IT requests New requests Done Sprint focus 45% Asset management wh IT 14,559 Bug t#24A customized user journey An example: CRM Product Targeted ads monday.com Manage sales, projects and marketing with a simple CRM Try for free Sales pipeline & A #monday.com Sales pipeline Customer projects Landing pages The CRM platform that is simple to set up and easy to use Manage everything in one place. monday.com lets you handle sales pipelines, customer onboarding, clients' projects, marketing, and much more! CRM dashboard Clients onboarding Blackstone Exports Evolve Marketing Inc Admiral Project & Co Get Started > Average deal sine $62,000 9 Marketing progress ‒‒‒‒‒ Get Started > Marketing campaigns 11. & Q Workspace C CRM Add Filters Q Search Overview Sales Dashboard Pipeline Analysis Collections Overview Account Management Hiring ▾ CRM Sales Team and Attainme... Contacts Lead Capturing CRM Accounts Management Invoices and Collections Activities board CRM ✩ Main Table New Item v Leads Deal name 4 Deal name 8 Deal name 5 Deal name 3 Deal name 9 Deal name 2 Deal name 1 Deal name 8 EcoATM test + Add Deals status Q Search Discovery opportunities for Product Solutions include our template store, integration center, email marketing, CSM, and more. Tasks 6 ta ts H tg1 tg1 19 Product Form Person > Filter ✓ 1 Sort Owner LeBron Jam... Lionel Messi LeBron Jam.... Stephen Curry Lionel Messi James Hard... Stephen Curry James Hard... Main View Ent AE 1 Owner 2 F 2 9 (2 8 2 65 + Add View 2 Team. Enterprise SMB Enterprise Enterprise SMB Mid Market Enterprise Mid Market Enterprise IE Activity Integrate Contacts O Phoenix Levy Leilani Krause Leilani Krause Leilani Krause Leilani Krause Phoenix Levy Madison Doyle Madison Doyle EcoATM test Stage Lead Lead Leed Negotiation Lead Lead Lead Add to board Automate/10 Lead Negotiation Priority Low High High High High High High High High ...#25ARR Expanding upmarket with different products, across any organization Bottom-up adoption Illustrative leading game publisher 1,200k 1,000k 800k 600k 400k 200k 5 Users $1k 700 Users $201k 2548 Users $758k 2000 Users $569k 4000 Users $1,128k HR Ops Marketing Creative Project management CS Software development Ok Jun-18 Dec-18 Jun-19 Dec-19 Jun-20 Dec-20 Jun-21 Dec-21 ARR Sales-led adoption Illustrative leading financial institution 800k 700k 600k 500k 400k 300k 200k 100k Ok Nov-19 1300 Users $300k 150 Users $52k Apr-20 1900 Users $410k Sep-20 HR Ops 2100 Users $514k Feb-21 Business units IT 3200 Users $710k Global communications Jul-21 Marketing Dec-21#26Expanding upmarket Every team, every industry, every use case NHL SEMRUSH THE STUDENT HOTEL jamf Canva BAUER MEDIA GROUP 127 OXY INTERIOR LOGIC GROUP lightspeed ifood WEALTH MANAGEMENT BBC STUDIOS TENNESSEE ONCOLOGY HOLT CAT PELOTON TON UNIVERSAL UNIVERSAL MUSIC GROUP (6#27Large and growing market opportunity Market trends: Organizations continue to digitize all aspects of work, across all industries Work is becoming much more distributed, cross- functional and reliant on software $22B Collaborative applications $5B Software development Total TAM $56B $4B Project management $14B Marketing campaign management $11B CRM Note: Based on IDC data for 2020, representing the relevant segments of the entire market#28Why we win 1 A new category of software Work OS is the future of work software 4 Flexible building blocks, open API, and apps marketplace ensure customers never hit a wall Virtually limitless 2 Fits organizations of all sizes, from teams of 2 to companies of over 7,000 5 Flexible and adaptable A core work tool Used on a daily basis by all information workers, both tech and non-tech Creating a unified workspace 3 Connecting departments, tools and data across the organization 6 Strong culture and values A key factor in our success and a key differentiator for our business#29Financial overview and update#30Consistent incremental revenue growth ($ Millions) Quarterly revenue Q4-21 YoY growth: 91% $13 $21 $17 $27 $32 $36 $43 $50 $59 $71 $83 II Q1-19 Q2-19 Q3-19 Q4-19 Q1-20 Q2-20 Q3-20 Q4-20 Q1-21 Q2-21 Q3-21 Q4-21 $95 Annual revenue '19-'21 CAGR: 99% $78 FY-19 $161 FY-20 $308 FY-21#31Strong net dollar retention rate All customers 107% 105% ii Q4-20 Q1-21 >111% Q2-21 >115% Q3-21 * For definition of net dollar retention rate, see Appendix. >120% Q4-21 Customers with 10+ users 119% Q4-20 121% Q1-21 >125% Q2-21 >130% Q3-21 >135% Q4-21#32Improving operating leverage Quarterly Expenses as a % of revenue* (47%) 107% 18% 10% Q4-20 (40%) 100% 19% 10% Q1-21 (14%) 79% 16% 9% Q2-21 (11%) 73% 17% 11% Q3-21 Operating Margin* * Non-GAAP financial measures, see Appendix. (10%) 73% 16% 12% Q4-21 S&M as % of Revenue* Annual Expenses as a % of revenue* R&D as % of Revenue* (91%) 148% 20% 9% FY-19 (53%) 113% 19% 9% FY-20 G&A as % of Revenue* (17%) 79% 17% 11% FY-21#33Investing in growth while improving cash efficiency Quarterly Adjusted Free Cash Flow* Margin (24%) Q4-20 (3%) Q1-21 (2%) Q2-21 3% * Non-GAAP financial measures, see Appendix. Q3-21 11% Q4-21 Adjusted free cash flow amounts to: ($11.9M), ($1.6M), ($1.5M), $2.9M and $10.1M for Q4-20, Q1-21, Q2-21, Q3-21 and Q4-21, respectively. Annual Adjusted Free Cash Flow* Margin "' (25%) (49%) FY-19 FY-20 3% FY-21 Adjusted free cash flow amounts to: ($38.4M), ($40.7M) and $9.9M for FY-19, FY-20 and FY-21, respectively.#3411.monday.com Thank you#3511.monday.com Appendix Supplementary materials#36Definitions (1) We calculate Net Dollar Retention Rate as of a period end by starting with the ARR from customers as of the 12 months prior to such period end ("Prior Period ARR"). We then calculate the ARR from these customers as of the current period end ("Current Period ARR"). The calculation of Current Period ARR includes any upsells, contraction and attrition. We then divide the total Current Period ARR by the total Prior Period ARR to arrive at the net dollar retention rate. We then use a weighted average of this calculation of our quarterly Net Dollar Retention Rate for the four quarters ending with the most recent quarter. (2) Annual recurring revenue ("ARR") is defined to mean, as of a measurement date, the annualized value of our customer subscription plans assuming that any contract that expires during the next 12 months is renewed on its existing terms. (3) Adjusted free cash flow includes net cash used in operating activities less cash used for purchases of property and equipment and capitalized software development costs, plus non-recurring expenditures such as capital expenditures from the purchases of property and equipment associated with the build-out of our corporate headquarters.#37Reconciliation of non-GAAP financial measures Adjusted free cash flow ($ in millions) Net cash provided by (used in) operating activities Purchase of PP&E Capitalized software development costs Purchase of build-out of new corporate headquarters Adjusted free cash flow Adjusted free cash flow margin FY-19 (36.7) (1.4) (0.3) (38.4) (49%) FY-20 (37.2) (4.4) (1.1) 2.0 (40.7) (25%) FY-21 16.3 (11.6) (2.2) 7.4 9.9 3%#38Reconciliation of non-GAAP financial measures Adjusted free cash flow (cont.) ($ in millions) Net cash provided by (used in) operating activities Purchase of PP&E Capitalized software development costs Purchase of build-out of new corporate headquarters Adjusted free cash flow Adjusted free cash flow margin Q4-20 (10.9) (1.7) (0.6) 1.3 (11.9) (24%) Q1-21 (0.6) (4.2) (0.5) 3.7 (1.6) (3%) Q2-21 (0.4) (1.4) (0.7) 1 (1.5) (2%) Q3-21 3.8 (3) (0.6) 2.7 2.9 3% Q4-21 13.5 (0.4) 10.1 11%#39Reconciliation of non-GAAP financial measures Non-GAAP operating loss ($ in thousands) Reconciliation of gross profit: GAAP gross profit Add: Share-based compensation Non-GAAP gross profit Reconciliation of gross margin: GAAP gross margin Non-GAAP adjustments Non-GAAP gross margin Reconciliation of operating expenses: GAAP research and development Less: Share-based compensation Non-GAAP research and development GAAP sales and marketing Less: Share-based compensation Non-GAAP sales and marketing FY-19 66,111 970 67,081 85% 1% 86% 24,637 9,396 15,241 118,534 3,283 115,251 FY-20 138,635 2,720 141,355 86% 2% 88% 43,480 12,142 31,338 191,353 10,068 181,285 FY-21 269,137 7,681 276,818 87% 3% 90% 73,686 21,779 51,907 268,083 23,135 244,948#40Reconciliation of non-GAAP financial measures Non-GAAP operating loss (cont.) ($ in thousands) Reconciliation of operating expenses (cont.): GAAP general and administrative Less: Share-based compensation Non-GAAP general and administrative Reconciliation of operating loss and margin: GAAP operating loss Add: Share-based compensation Non-GAAP operating loss GAAP operating margin Non-GAAP adjustments Non-GAAP operating margin FY-19 15,458 8,190 7,268 (92,518) 21,839 (70,679) (118%) 27% (91%) FY-20 54,339 39,415 14,924 (150,537) 64,345 (86,192) (93%) 40% (53%) FY-21 53,493 20,934 32,559 (126,125) 73,529 (52,596) (41%) 24% (17%)#41Reconciliation of non-GAAP financial measures Non-GAAP operating loss ($ in thousands) Reconciliation of gross profit: GAAP gross profit Add: Share-based compensation Non-GAAP gross profit Reconciliation of gross margin: GAAP gross margin Non-GAAP adjustments Non-GAAP gross margin Reconciliation of operating expenses: GAAP research and development Less: Share-based compensation Non-GAAP research and development GAAP sales and marketing Less: Share-based compensation Non-GAAP sales and marketing Q4-20 43,461 975 44,436 87% 2% 89% 11,428 2,177 9,251 56,901 3,128 53,773 Q1-21 51,048 1,531 52,579 87% 2% 89% 15,581 4,537 11,044 63,048 4,034 59,014 Q2-21 61,507 1,833 63,340 87% 3% 90% 16,271 5,068 11,203 61,057 5,536 55,521 Q3-21 72,805 2,107 74,912 88% 2% 90% 19,875 5,620 14,255 67,443 6,448 60,995 Q4-21 83,777 2,210 85,987 88% 2% 90% 21,959 6,554 15,405 76,535 7,117 69,418#42Reconciliation of non-GAAP financial measures Non-GAAP operating loss (cont.) ($ in thousands) Reconciliation of operating expenses (cont.): GAAP general and administrative Less: Share-based compensation Non-GAAP general and administrative Reconciliation of operating loss and margin: GAAP operating loss Add: Share-based compensation Non-GAAP operating loss GAAP operating margin Non-GAAP adjustments Non-GAAP operating margin Q4-20 36,828 31,742 5,086 (61,696) 38,022 (23,674) (123%) 76% (47%) Q1-21 10,266 4,438 5,828 (37,847) 14,540 (23,307) (64%) 24% (40%) Q2-21 11,648 5,121 6,527 (27,469) 17,558 (9,911) (39%) 25% (14%) Q3-21 14,698 5,587 9,111 (29,211) 19,762 (9,449) (35%) 24% (11%) Q4-21 16,881 5,788 11,093 (31,598) 21,669 (9,929) (33%) 23% (10%)