Two Metrics to Track Assigned Quota vs Plan & New ARR $2,500 Number of Reps versus Plan Assigned Quota Plan Bookings 18 $2,000 16 14 $k $1,500 12 10 $1,000 8 Reps Plan 6 $500 4 2 0 $0 Q4-16 Q1-17 Q2-17 Q3-17 Q4-17 Q4-16 Q1-17 Q2-17 Q3-17 Q4-17