What’s causing our 15% Bookings Gap? Q2 Sales QBR What’s causing our 15% Bookings Gap? PLAN $8M $6M $4M Bookings Gap $2M ACTUAL Q3 Q2 Q1 Q2 Q3 Q4 Q1 OpsPanda| Sales Executive QBR

Parameters Affecting Bookings vs. Plan Bookings Gap caused by high rep attrition and elongated rep ramp 80% of goal 51 $14.5M 92 Days Sales Rep Headcount Start of Quarter Pipeline Pipeline Velocity 66% of goal $27k 67 Days Avg. Deal Size New Rep Ramp OpsPanda| Sales Executive QBR

We continue to lose reps at a higher rate than expected Sales Rep Attrition We continue to lose reps at a higher rate than expected Attrition Actual 5 Attrition Plan 3 3 4 2 2 1 1 Q3 Q4 Q1 Q2 OpsPanda| Sales Executive QBR

New Rep Ramp Time As we’ve added new products rep ramp has slowed 67 Days 60 Days 60 50 Days 40 Days 40 35 Days 20 Q2 Q3 Q4 Q1 Q2 OpsPanda| Sales Executive QBR

Q2 Regional Bookings Recap North America continues to outperform +10% +5% -8% -12% 100% of goal $900k $4.3M $1.2M $1.2M North America EMEA APAC Inside Sales OpsPanda| Sales Executive QBR

Q2 Bookings by Product Horizon 4.3 continues to underperform 100% of goal Platform +15% Horizon 4.3 -20% +5% Unlimited OpsPanda| Sales Executive QBR

TOTAL WEIGHTED PIPELINE = $3.7M Stage 5: NEGOTIATION $401k STAGE 4: PROPOSAL $2,080k STAGE 3: VALIDATION $5,080k STAGE 2: DISCOVERY $3,290k STAGE 1: QUALIFICATION $1,120k TOTAL WEIGHTED PIPELINE Pipeline is healthy, and distribution of deals across stages is within plan range for start of the quarter TOTAL WEIGHTED PIPELINE = $3.7M OpsPanda| Sales Executive QBR

Pipeline Projected Close Date by Stage The quarter is heavily back-end weighted 7 ¾ of deals to close in final month 6 5 Pipeline Stage 4 3 2 1 30 60 90 Projected Close Date OpsPanda| Sales Executive QBR

Q2 Cumulative Pipeline Build Lead generation was strong but back-end loaded $6.6M Actual $6M $6M $4M $4M Plan $2M $3.3M $2M $1.6M Apr May Jun OpsPanda| Sales Executive QBR