ICONIQ Growth - ARR & Customer Funnel Template.xlsx

	B	D	E	F	G	H	I	J	K	L	M	N	O	P	Q	S	T	U
1	[Insert your company logo]	Illustrative example using randomized data (not a benchmark for best in class, not a proxy for independent management decisions, not ICONIQ Growth data)
2	Legend	($ in M), except where noted	CY2021				CY2022				CY2023				CY2024	Annual
3	Input Values		Q1A	Q2A	Q3A	Q4A	Q1A	Q2A	Q3A	Q4A	Q1A	Q2F	Q3F	Q4F	Q1F	2021A	2022A	2023A
4	Calculated	ARR Funnel	Mar-21	Jun-21	Sep-21	Dec-21	Mar-22	Jun-22	Sep-22	Dec-22	Mar-23	Jun-23	Sep-23	Dec-23	Mar-24	Dec-21	Dec-22	Dec-23
5	"A" = Actual	Beginning ARR	$0.6	$0.8	$1.2	$1.6	$2.1	$2.8	$3.9	$5.0	$6.2	$7.4	$9.7	$11.8	$14.7	$0.6	$2.1	$6.2
6	"F" = Forecast	New Logo	$0.3	$0.5	$0.3	$0.5	$0.6	$1.0	$1.0	$1.0	$1.1	$1.7	$1.6	$2.3	$2.3	$1.5	$3.5	$6.7
7		Expansion	$0.0	$0.0	$0.1	$0.1	$0.2	$0.2	$0.5	$0.3	$0.4	$0.8	$0.9	$0.9	$0.9	$0.3	$1.2	$2.9
8		Gross New	$0.3	$0.5	$0.4	$0.6	$0.8	$1.2	$1.4	$1.3	$1.5	$2.5	$2.4	$3.2	$3.2	$1.8	$4.7	$9.6
9		Downsell	($0.1)	($0.1)	($0.1)	($0.1)	($0.1)	($0.1)	($0.1)	($0.1)	($0.1)	($0.1)	($0.1)	($0.1)	($0.1)	($0.2)	($0.2)	($0.2)
10		Logo Churn	($0.0)	($0.0)	$0.0	($0.0)	($0.1)	($0.1)	($0.2)	($0.1)	($0.2)	($0.2)	($0.3)	($0.3)	($0.3)	($0.1)	($0.4)	($0.9)
11		Gross Churn	($0.1)	($0.1)	($0.1)	($0.1)	($0.1)	($0.2)	($0.2)	($0.1)	($0.2)	($0.2)	($0.3)	($0.3)	($0.3)	($0.3)	($0.6)	($1.1)
12		Net New ARR	$0.2	$0.4	$0.4	$0.5	$0.7	$1.1	$1.2	$1.2	$1.2	$2.3	$2.1	$2.9	$2.9	$1.5	$4.1	$8.5
13		Ending ARR	$0.8	$1.2	$1.6	$2.1	$2.8	$3.9	$5.0	$6.2	$7.4	$9.7	$11.8	$14.7	$17.6	$2.1	$6.2	$14.7
14
15
16		% Y/Y Growth
17		New Logo YY Growth					116%	117%	186%	114%	92%	72%	64%	133%	109%		131%	90%
18		Expansion YY Growth					567%	1864%	392%	120%	80%	255%	91%	207%	150%		342%	149%
19		Gross New YY Growth					161%	159%	230%	115%	89%	105%	72%	149%	119%		162%	105%
20		Ending YY Growth	250%	245%	230%	225%	232%	210%	210%	191%	166%	152%	135%	137%	137%		191%	137%
21		Net New YY Growth					179%	164%	210%	129%	86%	114%	81%	144%	137%		166%	109%
22
23		% Q/Q Growth
24		New Logo QQ Growth		69%	(25%)	38%	24%	69%	(2%)	3%	12%	51%	(6%)	47%	0%
25		Expansion QQ Growth		(63%)	717%	39%	57%	10%	105%	(38%)	29%	117%	10%	0%	5%
26		Gross New QQ Growth		55%	(7%)	38%	31%	54%	18%	(10%)	15%	67%	(1%)	30%	1%
27		Ending QQ Growth		47%	31%	32%	31%	38%	31%	23%	20%	30%	22%	24%	20%
28		Net New QQ Growth		68%	(4%)	35%	29%	59%	12%	(0%)	5%	83%	(6%)	35%	2%
29
30		Churn & Retention
31		Gross Churn Rate, Qrtly	9%	6%	3%	4%	5%	5%	5%	2%	4%	3%	3%	2%	2%	19%	15%	10%
32		Annualized Gross Churn	34%	26%	14%	18%	19%	18%	22%	7%	14%	10%	12%	9%	8%	19%	15%	10%
33		Annualized Gross Retention	66%	74%	86%	82%	81%	82%	78%	93%	86%	90%	88%	91%	92%	81%	85%	90%
34
35		Net Churn Rate, Qrtly	4%	5%	(3%)	(2%)	(3%)	(2%)	(5%)	(3%)	(2%)	(7%)	(5%)	(4%)	(4%)	0%	(13%)	(17%)
36		Annualized Net Churn	18%	22%	(12%)	(10%)	(13%)	(8%)	(19%)	(13%)	(7%)	(26%)	(20%)	(16%)	(15%)	0%	(13%)	(17%)
37		Annualized Net Retention	82%	78%	112%	110%	113%	108%	119%	113%	107%	126%	120%	116%	115%	100%	113%	117%
38
39		% of Total
40		New Logo % Gross New ARR	90%	98%	79%	79%	74%	82%	68%	78%	76%	68%	65%	73%	72%	85%	75%	70%
41		Expansion % Gross New ARR	10%	2%	21%	21%	26%	18%	32%	22%	24%	32%	35%	27%	28%	15%	25%	30%
42		Downsell % Gross Churn	81%	74%	100%	61%	42%	33%	21%	48%	21%	23%	16%	16%	16%	76%	33%	18%
43		Logo Churn % Gross Churn	19%	26%	0%	39%	58%	67%	79%	52%	79%	77%	84%	84%	84%	24%	67%	82%
44
45		Targets & Attainment
46		Target Net New ARR	$0.2	$0.3	$0.4	$0.5	$0.6	$0.9	$1.2	$1.1	$1.2	$1.9	$2.2	$2.7	$2.8	$1.4	$3.8	$8.0
47		Target Ending ARR	$0.8	$1.2	$1.6	$2.1	$2.8	$3.7	$5.1	$6.1	$7.4	$9.4	$11.9	$14.6	$17.5	$2.1	$6.1	$14.6
48		Net New ARR Attainment	105%	118%	98%	105%	105%	118%	98%	105%	105%	118%	98%	105%	105%	106%	106%	106%
49		Ending ARR Attainment	101%	105%	100%	101%	101%	104%	100%	101%	101%	104%	100%	101%	101%	101%	101%	101%
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