Jefferies Technology Conference. Ken Bond Senior Vice President May 3, 2017

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1 Jefferies Technology Conference Ken Bond Senior Vice President May 3, 2017

2 Safe Harbor Statement Statements in this presentation relating to s future plans, expectations, beliefs, intentions and prospects, are forward-looking statements and are subject to material risks and uncertainties. Many factors could affect our current expectations and our actual results, and could cause actual results to differ materially. A detailed discussion of these factors and other risks that affect our business is contained in our U.S. Securities and Exchange Commission (SEC) filings, including our most recent reports on Form 10-K and Form 10-Q, particularly under the heading Risk Factors. Copies of these filings are available online from the SEC or by contacting s Investor Relations (IR) Department at (650) or by clicking on SEC Filings on s IR website at All information set forth in this presentation is current as of May 9, undertakes no duty to update any statement in light of new information or future events.

3 Non-GAAP Financial Measures To supplement our financial results presented on a GAAP basis, we use non-gaap measures, which exclude certain business combination accounting entries and expenses related to acquisitions and other significant expenses including stock based compensation, that we believe are helpful in understanding our past financial performance and our future results. Our non-gaap financial measures are not meant to be considered in isolation or as a substitute for comparable GAAP measures, and should be read only in conjunction with our consolidated financial statements prepared in accordance with GAAP. Today s discussion includes certain non-gaap financial measures, which were included in our earnings releases. A PDF copy of these press releases and financial tables, which include a GAAP to non-gaap reconciliation, can be viewed and downloaded on the Investor Relations website at

4 Revenue Opportunity Labor Hardware Software 4

5 Revenue Opportunity Cloud 5

6 Revenue Opportunity Labor Labor Labor Cloud Hardware Hardware Hardware Software Software Software Enterprise (5,000+) Mid-Market (1,000-5,000) Small Business (100-1,000) Micro Business (<100) 6

7 Revenue Opportunity Labor Labor Cloud Cloud Hardware Hardware Software Software Enterprise (5,000+) Mid-Market (1,000-5,000) Small Business (100-1,000) Micro Business (<100) 7

8 Revenue Opportunity Labor Cloud Cloud NetSuite Cloud Hardware Software Enterprise (5,000+) Mid-Market (1,000-5,000) Small Business (100-1,000) Micro Business (<100) 8

9 Revenue Model: Cumulative Revenue - On-Premise Year 0 Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Year 8 Year 9 Year 10 On-Premise Assumes NSL of $100 and support of $20/year thereafter. 9

10 Revenue Model: Cumulative Revenue - Cloud Subscription X X Year 0 Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Year 8 Year 9 Year Cloud On-Premise Assumes that SaaS or PaaS spend is ~2X to ~4X software support spend. 10

11 Revenue Model: Cumulative Revenue - Comparison X X Year 0 Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Year 8 Year 9 Year Cloud On-Premise Assumes that SaaS or PaaS spend is ~2X to ~4X software support spend. 11

12 Revenue Model: Cumulative Revenue - Difference Year 0 Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Year 8 Year 9 Year 10 Difference in Cumulative Revenue

13 Customer Adoption Curve

14 What happens when the Customer Adoption Curve meets the Business Model Change? Year 0 Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 Year 7 Year 8 Year 9 Year

15 On-Premise & Cloud Revenue Trailing Twelve Months 35,000 30,000 25,000 20,000 15,000 10,000 5,000 0 Feb 12 May 12 Aug 12 Nov 12 Feb 13 May 13 Aug 13 Nov 13 Feb 14 May 14 Aug 14 Nov 14 Feb 15 May 15 Aug 15 Nov 15 Feb 16 May 16 Aug 16 Nov 16 Feb 17 Software Support New Software License SaaS-PaaS Trailing 12 Month Non-GAAP results in USD. 15

16 On-Premise & Cloud Revenue Trailing Twelve Months 35,000 30,000 25,000 20,000 15,000 10,000 5,000 0 Feb 12 May 12 Aug 12 Nov 12 Feb 13 May 13 Aug 13 Nov 13 Feb 14 May 14 Aug 14 Nov 14 Feb 15 May 15 Aug 15 Nov 15 Feb 16 May 16 Aug 16 Nov 16 Feb 17 Software Support New Software License SaaS-PaaS Trailing 12 Month Non-GAAP results in USD. 16

17 Revenue $ Growth Trailing Twelve Month 2,500 2,000 1,500 1, ,000-1,500-2,000 Feb 13 May 13 Aug 13 Nov 13 Feb 14 May 14 Aug 14 Nov 14 Feb 15 May 15 Aug 15 Nov 15 Feb 16 May 16 Aug 16 Nov 16 Feb 17 Software Support New Software License SaaS-PaaS Total Trailing 12 Month Non-GAAP results in USD. Columns represent y/y dollar growth of TTM results, while line represents total of columns. 17

18 Gross Profit $ Growth Trailing Twelve Month 2,500 2,000 1,500 1, ,000-1,500-2,000 Feb 13 May 13 Aug 13 Nov 13 Feb 14 May 14 Aug 14 Nov 14 Feb 15 May 15 Aug 15 Nov 15 Feb 16 May 16 Aug 16 Nov 16 Feb 17 Software Hardware Services Total Trailing 12 Month Non-GAAP results in USD. Columns represent y/y dollar growth of TTM results, while line represents total of columns. 18

19 Cloud: Software-as-a-Service Enterprise Performance Mgmt Enterprise Resource Planning Supply Chain Management Human Capital Management B2B Customer Experience B2C Customer Experience Vertical Industry Applications Governance Risk & Compliance

20 Cloud: Software-as-a-Service Enterprise Performance Mgmt Enterprise Resource Planning Supply Chain Management Human Capital Management B2B Customer Experience B2C Customer Experience Vertical Industry Applications Governance Risk & Compliance

21 ERP/EPM Average Deal Size 2,800 ERP/EPM SaaS customers with $300K ARR avg Number of Customers * Does NOT include ~12,000 NetSuite customers Content was presented at 2016 Financial Analyst Meeting, September

22 ERP/EPM... adding new customers & growing ARR Up-Sell Average Deal Size MFG SCM 2,800 ERP/EPM SaaS customers with $300K ARR avg Close Bigger Deals >15K On-Prem Customers >8K Customers in Pipeline Market Share Gain Number of Customers * Does NOT include ~12,000 NetSuite customers Content was presented at 2016 Financial Analyst Meeting, September

23 ERP/EPM... adding new customers & growing ARR Gain Share Organically Average Deal Size MFG Up-Sell SCM 2,800 ERP/EPM SaaS customers with $300K ARR average Close Bigger Deals >15K On-Prem Customers and Grow the ARR Number of Customers >8K Customers in Pipeline Market Share Gain 3,700+ ERP/EPM Customers as of Q3 FY17 * Does NOT include ~12,000 NetSuite customers Content was presented at 2016 Financial Analyst Meeting, September

24 Applications/SaaS Market Size & Players ERP SCM EPM HCM Marketing $31B $13B $4B $16B $5B $8B $6B Sales Service Share of Market Intuit Sage Microsoft JDA Infor Microsoft Infor Anaplan IBM Kronos ADP Workday Adobe Google IBM Salesforce Veeva Microsoft Salesforce Amdocs Zendesk Salesforce Adobe Size of Market Source: Annualized data from IDC H Software Tracker, including pure-play cloud companies. 24

25 Applications/SaaS Market Size & Players ERP SCM EPM HCM Marketing $31B $13B $4B $16B $5B $8B $6B Sales Service Share of Market Intuit Sage Microsoft JDA Infor Microsoft Infor Anaplan IBM Kronos ADP Workday Adobe Google IBM Salesforce Veeva Microsoft Salesforce Amdocs Zendesk Salesforce Adobe Size of Market Source: Annualized data from IDC H Software Tracker, including pure-play cloud companies. 25

26 Applications/SaaS Market Size & Players ERP SCM EPM HCM Marketing $31B $13B $4B $16B $5B $8B $6B Sales Service Share of Market Intuit Sage Microsoft JDA Infor Microsoft Infor Anaplan IBM Kronos ADP Workday Adobe Google IBM Salesforce Veeva Microsoft Salesforce Amdocs Zendesk Salesforce Adobe Size of Market Source: Annualized data from IDC H Software Tracker, including pure-play cloud companies. 26

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