FROM GRIT TO GREAT G R I T Growth Retention Targeted GRIT (ARR) + Is Your Best + In The Bank + Spend = SCORE Friend (Efficiency) % YoY Growth % Annual Net Yrsof Runway Net New ARR / Retention Net Burn GOOD 3 –4 50 –200% 80 –150% 1 –3 Yrs 0.5 –1.5x BETTER 4 –6 BEST >6 S A A S T R A N N U A L 2 0 1 9