MULTIPLE WAYS TO BE SUCCESSFUL: KNOW YOUR MODEL AND NAIL IT 1 Yr CAC Payback, 100% Retention 2 Yr CAC Payback, 115% Retention Revenue Results in same cash flow S&M Costs $24 Cash Flows (Gross Profit – S&M) $24 aber 4 years $16 $13 $15 $10 $12 $12 $10 $10 $10 $10 $8 $0 $1 ($8) ($8) ($16) Year 1 Year 2 Year 3 Year 4 Year 1 Year 2 Year 3 Year 4 Note: Assumed 80% gross margin, and no other expenses. www.bvp.com/cloud 32