Investor Presentation July 2018
Legal Disclosure This presentation contains forward-looking statements within the meaning of the federal securities laws, including statements regarding future financial performance, business strategy and objectives, potential market and growth opportunities, technological or market trends, and projected sales and customer retention rates. We have based these forward-looking statements largely on our current expectations and projections about future events and financial trends that we believe may affect our financial condition, results of operations, business strategy, short-term and long-term business operations, and objectives and financial needs. These forward-looking statements are subject to a number of risks, uncertainties, assumptions, and other factors including, but not limited to, those described in our SEC filings. Moreover, we operate in a competitive and rapidly changing environment in which new risks emerge from time to time. It is not possible for us to predict all risks, nor can we assess the impact of all factors on our business or the extent to which any factor, or combination of factors, may cause our actual results or performance to differ materially from those contained in any forward-looking statements we may make. Although we believe that the expectations reflected in the forward looking statements are reasonable, these and other factors may cause our actual results, performance, or achievements to differ materially and adversely from those anticipated or implied in our forward-looking statements. All forward-looking statements contained herein are based on information available to us as of the date hereof and we do not ass ume any obligation to update these statements as a result of new information or future events, except as required by law. We may not actually achieve the plans, intentions, or expectations disclosed in our forward-looking statements and you should not place undue reliance on our forward-looking statements. In addition to U.S. GAAP financials, this presentation includes certain non-GAAP financial measures, including non-GAAP gross margin, calculated billings, free cash flow, non-GAAP operating expenses, and non-GAAP loss per share. These non-GAAP measures are in addition to, not a substitute for or superior to, measures of financial performance prepared in accordance with U.S. GAAP. Our non-GAAP financial measures may differ from the non-GAAP financial measures used by other companies. A reconciliation of these measures to the most directly comparable U.S. GAAP measure is included in the Appendix to these slides. Additional risks and uncertainties that could affect our financial results are included in filings we make with the SEC from time to time, including under the captions “Risk Factors” and “Management’s Discussion and Analysis of Financial Condition and Results of Operations.” These fi lings are available on our Investor Relations website at https://investors.smartsheet.com and on the SEC website at www.sec.gov. 2
A Powerful Platform for the Way You Work Today Smartsheet is designed to unleash the benefits of greater work agility and collaboration by providing a platform for organizations to plan, capture, manage, automate, and report on work at scale . 3
Available Market: $21+ Billion and Nearly 1 Billion Users 2017A $ 17.1Bn Collaborative 2017A Applications (1) $ 4.3Bn Project and Portfolio 865M knowledge workers (2) Management (1) 2021E $ 26.1Bn 3.0M collaborators (3) 2021E $ 5.5Bn 650k+ paying users (3) Notes 1. International Data Corporation, Semiannual Software Tracker, November 2017. 2. Forrester Research, Inc., Info Workers Will Erase The Boundary Between Enterprise and Consumer Technologies, August 30, 2012. 4 3. As of January 31, 2018.
How Work Gets Done Today Structured Unstructured or Dynamic 60% (1) 40% Clearly-defined, repeatable processes Work that has traditionally been managed that naturally fit into a system using email, docs, and spreadsheets ERP: Manage and Store Financial Data Contract management Parts ordering Brand launches Budget approvals CRM: Record a Sales Transaction Event planning Compliance HCM: Manage Employee Performance Reviews Employee onboarding Invoice Tracking ITSM: IT Ticketing and Help Desk Management Travel scheduling Case management SCM: Supply Chain Management M&A integration Website Management Notes 1. Gartner, Inc., Effortless Visibility Is Key to Managing Empowered Workers Without Losing Control, March 30, 2017. 5
Technical Expertise is an Impediment to Scaling with Existing Solutions No-Code Solutions for Business Users and Dynamic Use Cases 6
Over 2,000 Documented Use Cases AcrossAll Departments Sales IT Marketing Engineering Legal Operations Lead assignment Software migration Schedule deliveries Manage brand launches Feature development Patent app processing Sales enablement Help desk Track invoices Investor relations Bug tracking Case management Pipeline management IT ticketing Sales operations Event planning Case management Client onboarding Contract management Managing development Vendor requests Website management Due diligence review Transaction management Project Human Customer Industry Administrative Finance Management Resources Service Verticals Product initiation Travel scheduling Employee onboarding Audit preparation Issue escalation Claims adjusting Commissions calculation Meeting scheduling Off-boarding processing Purchase orders Assign tickets Clinical trial tracking M&A integration Compliance Talent acquisition Expense approvals Schedule employees Parts ordering Benefit tracking Budget approvals Returns processing Contractor scheduling Property management 7
Demonstrated Value Leads to 64,497 Continued 46,610 Expansion Deployed across all Increased Adoption within 11 business units 22,801 the Enterprise Rapid expansion into finance, HR, procurement 5,914 INTERNAL USERS Smartsheet auto - provisioning turned on, licenses instantly available 4,184 5,364 Marketing starts using for project 3,211 management 1,800 M&A team uses for acquisitions/ divestitures 431 1,369 IT adopts for global 323 15 projects: VOIP and ERP 193 First introduced to global operations team 93 EXTERNAL PARTNERS & VENDORS March 2018 Oct. 2013 Sept. 2014 June 2015 Dec. 2015 Feb. 2016 Nov. 2016 July 2017 Notes Reflects adoption within a Fortune 100 multinational customer over time. Statistics as of March 31, 2018. 8
The Smartsheet Platform for Work Execution 9
Capture Information collected in a structured and consistent format 10
Capture Premium Free Out-of-the Box APIs for Connectors Integrations Custom Integrations 11
Plan & Manage Align teams and organizations by connecting deadlines to workflows Unified view of work to keep teams on task and on Visualization tool for teams to organize, time by easily tracking multiple moving parts share, and act on workflows 12
Plan & Manage Align teams and organizations by connecting deadlines to workflows Single source of truth Interactive, comprehensive view for all project-related info keeps projects on track 13
Automate Automated actions triggered based on preset conditions + Deadline notifications Status updates Approval requests 14
Report Real-time visibility into work enables faster, more informed decision-making Real-time visibility into Landing pages for teams to easily locate the status of work and access resources available 15
Scale Consistency of work execution with reduced operational risk 16
Efficient Customer Acquisition Model 100,000+ Free Self Service Trial Users/month (1) Lead Scoring Integrated Content + Inside Sales Machine Learning Pay-per-Click Website Strategic Sales Collaborators Notes 1. During January 2017 to December 2017. 17
Growth Vectors Augment partnerships Enhance product Attract more Expand within Invest in customers existing customer base international growth and integrations features and functionality 18
Experienced Leadership Team Gene Farrell Mark Mader Jennifer Ceran Mike Arntz Chief Chief Senior VP Senior VP of Worldwide Executive Officer Financial Officer of Product Field Operations Andrew Lientz Kara Hamilton Paul Porrini Senior VP General Senior VP of People Operations Counsel of Engineering 19
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