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Long-Range Strategies The strategy you want to achieve How do we win in the long-run? What big or transformative goals are we pursuing? Do we need to revisit the long-range outcomes we’ve set? VISION To lead the future of mobility, enriching lives around the world with the safest and most sustainable ways of moving people MISSION Make sustainable transportation accessible for all VALUES Excellence Teamwork Innovation Courage Leading a Sustainable Future 2025 STRATEGY TYPE FY 2025 - 2027 PILLARS Become the preferred customer option for electric vehicles Modernize our Business & Operating Model to Accelerate Be a great place to work OUTCOMES Achieve $200M in Global Sales by 2025 Achieve >50% market share by cars sold in North America by 2025 Reach 30% of revenue from international markets for electric vehicles Complete a digital transformation with a fully integrated tech stack Adapt operating rhythm to iterate faster as a reaction to market changes 50% of all entry level employees are women Launch a bi-annual employee-wide satisfaction survey Attain 85% retention of top talent Long-Range Strategies Operating Cadence Strategy alignment and achievement cycle Are we moving fast enough to win our race? Do we get information fast enough to control our destiny? Market Segment Strategy Checkpoints Thu, Nov 19 · 10:00 - 11:00am View series +3 Send Summary Meeting Details Add: Put action items in: Market Segment Strategy Topics for Discussion Add a topic Focus on Thought Leadership Ads growth from 6% to 15% 6% of 15 by Roger M Work with marketing on the new budget Market Segment Strategy: Jack Mack Jun 02 Added by Robin K FOCUS on the right market segments and deliver highly differentiated value CompanyELT: Jack Mack 57% by Jack C Identify the core group of customers that will likely use the beta version of Digipay release 2.x.7 Mar 02 Takeaways Add takeaways here What’s blocking us from moving this? Do we need to allocate some resources? Glen Rogers · 10:00am Mar 2 Add takeaway for this topic @James Please add any Q2 budget items to Robin’s tracker| We are seeing a steady decline net retention, despite overall bookings going up. It looks like sales reps are not focusing on our high expansion segments, but continuing to on the quick wins that hurt us down the line. Need to stay focused on high value markets in lieu of high price accounts that churn. Elaine Blomquist · 10:12am Mar 2 Add takeaway for this topic Draft next ad campaign for launch next week Market Segment Strategy: Carlo Marco Mar 24 Added by: Jack C Long-Range Strategies Long-Range Strategies Objectives & Key Results Strategy elements and results needed this year  Is everyone really aligned on the strategy? What progress do we expect to make this quarter and how is it measured? Do disparate team and department efforts add up to results? company COMPANY ELT Show: Teams I manage and co-manage My Objectives My OKRs My Directs’ OKRs FOCUS on on the right market segment with stand-out value 52% Q3 2022 - 16 days left 84% of new custumer bookings (ARR) are from customers in our target segments 84 of 85 Jack CEOMack As of July 4, 2023 85% revenue retention in our target customer segments (GRR) 79% of 85% As of July 4, 2023 Jack CEOMack 75% weekly active users (WAU) across all accounts in target segments 72% of 75% As of June 10, 2023 Berry Browser Re-vamp strategic use cases are final and embedded in sales, marketing and product mgmt 75% of 100% Jack CEOMack As of June 30, 2023 30 target segments customers have the Snazzy v1 release in production EOQ 21 of 30 As of June 28, 2023 Sally Services CUSTOMERS have an exceptional experience with our products and our people 55% ECONOMICS have an exceptional experience with our products and our people 62% PEOPLE have the career experience of a lifetime and strong connections here 43% Q3 2023 - 16 days left Q3 2023 - 16 days left Q3 2023 - 16 days left Create and roll out 50 new customer delight features 40 of 50 · Product Management Projected: 45 Jan 1 - Mar 31 2022 60 40 20 0 Jan 1 Jan 15 Jan 29 Feb 12 Feb 26 Objectives & Key Results Workstreams & Actions Actions needed to achieve results Are we focused on the work that drives those outcomes?... or work that competes with them? Is the work progressing as expected? Strategic Use Cases Company ELT Mar 01, 2023 - Dec 31, 2023 : GOOD HEALTH : SLOW PACE : P2 PRIORITY 66 3 2 22 72% Board View List View Calendar Recent Activity 2 Objectives Files Filter Use Cases 12 Write new copy for the Product page, approve with brand team, and pass to SLT for feedback / signoff. Mar 6, 2023 Manny Admina 2 15 2 Follow up on Tier 1 and Tier 2 account materials Mar 8, 2023 Manny Admina 1 2 1 Focus personas on Tier 1 accounts Apr 4, 2023 Maria Cmoso 2 Define 7 CMO personas Jan 10, 2023 Roger Larson 2 15 Re-look at the persona for chief of staff - they are the key decision makers CX Implementation 9 Deliver final personas and CMO agenda POV to CX, Sales and exec team May 3, 2023 Barry Bosser 1 Update messaging playbook Mar 1, 2023 Rachel Palmera 1 8 Define agenda and curriculum for CX team training on CMO agenda, personas and the new use cases Jun 10, 2023 Maddie Jones 5 2 Get the right folks out to 5 of the right industry events in the next 30 days. Mar 13, 2023 Maria Cmoso 1 Identify the personas that will likely use the beta version of Digipay. Sales Enablement 7 Onboarding checklists for each use case Jun 12, 2023 Manny Admina 2 Update overview deck to reflect latest persona work and distribute to the field. May 3, 2023 Joe Smarts 6 2 Draft demo script for updated CMO use case April 12, 2023 Maria Cmoso 3 Schedule deep dive training sessions for East and West sales teams. May 15, 2023 Manny Admina 5 Update demo instances to address the latest use cases. Roadmap 2 Review product roadmap to address Tier 1 and 2 customer use cases May 18, 2023 Roger Smithson 2 6 Draft roadmap deck to share with executive buyers at key customers Jun 1, 2023 Roger Smithson 1 1 Marketing Implementation Update website home and product pages to address key persona use cases. March 6, 2023 Maria Cmoso 2 3 Update campaign list to target key personas in Tier 1 and Tier 2 accounts in the CRM March 8, 2023 Ellen Argent 4 1 Roll CMO persona and use case work into new email and social campaigns April 4, 2023 Maria Cmoso Case study drafts with candidate CMOs Apr Maria Cmoso 2 Work with CX and sales to identify chief of staff candidates for updated case studies. Objectives Teamwork Meetings & Reviews Search WorkBoard Create 3 Sales Enablement 4 Review product roadmap to address Tier 1 and 3 customer use cases Manny Admina Review materials for Q2 sales leadership kickoff Jack CEOmack Jun 23, 2023 Jun 29, 2023 Long-Range Strategies Workstreams & Actions Scorecards & Ops Reviews Accountability for outcomes and actions Are we achieving what we intended thus far? Where are the issues and roadblocks that need attention? What is working and why? Needle movers for the market 85% Gross Margin by End of Year Gross margins move from 74% to 79% $4B Revenue FY23 85% revenue retention in our target customer segments (GRR) $92.1M in Tier 1 and Tier 2 customer upsell sales 1.9B Renewals Decrease customer churn rate (CCR) from 12%-7% $1B total spend Actual 82% 77% $1.52b 83.8% $74m $1.87b 10.12% $280m Target 85% 79% $4b 85% $92 $1.9b 7% $1b Progress Chart Status Looking ahead Fixed costs are crushing us here. Leases in NY & Austin run out in Q2 and should provide a bump we need. Q1 target and leading indicator for FY23 gross margins. Slowdown in Q1 is hitting us hard – some big deals delayed to Q2. Pipeline is healthy - expect a turnaround next quarter Leading indicator for Revenue - need a plan to course correct Digipay upsells are strong this quarter in our target segments. Market has reacted neutral to price increases which is encouraging: increases outpacing impacts of inflation on COGS Exec sponsor departures at Kikasco and Acme hit Q1 hard, but health scores for Q2 renewal accounts look strong. Q1 QBR Scorecard Long-Range Strategies Scorecards & Ops Reviews Long-Range Strategies The strategy you want to achieve How do we win in the long-run? What big or transformative goals are we pursuing? Do we need to revisit the long-range outcomes we’ve set? VISION To lead the future of mobility, enriching lives around the world with the safest and most sustainable ways of moving people MISSION Make sustainable transportation accessible for all VALUES Excellence Teamwork Innovation Courage Leading a Sustainable Future 2025 STRATEGY TYPE FY 2025 - 2027 PILLARS Become the preferred customer option for electric vehicles Modernize our Business & Operating Model to Accelerate Be a great place to work OUTCOMES Achieve $200M in Global Sales by 2025 Achieve >50% market share by cars sold in North America by 2025 Reach 30% of revenue from international markets for electric vehicles Complete a digital transformation with a fully integrated tech stack Adapt operating rhythm to iterate faster as a reaction to market changes 50% of all entry level employees are women Launch a bi-annual employee-wide satisfaction survey Attain 85% retention of top talent Long-Range Strategies Strategy Execution