YEARS FROM $1M TO $100M ARR Public Cloud Companies $100 5.3 yrs 7.3 yrs 10.6 yrs $90 Top 25% Median Bottom $80 25% $70 M)in $60 (R $50 AR$ $40 $30 $20 $10 $0 1 2 3 4 5 6 7 8 9 10 11 12 13 14 Years S o u r c e : C a p I Q , i n t e r n a l s o u r c e s a n d c o m p a n y a n n o u n c e m e n t s . . Note: Use quarterly revenue times four as a proxy for ARR. Note: Assuming it takes 24 months from founding to $1M ARR if do not have actual data. S A A S T R A N N U A L 2 0 1 9