Enterprise License Operating Model Templat

Version 2020.10

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 Enterprise License Operating Model Templa
Cells in BLUE are inputs
Cells in BLACK are formulas, and should not be altered
Lightly shaded cells are drivers, and should be changed to match your business

Total Cash / Funding Needs can be found on the 'Model & Metrics' tab, line 80
All Staffing decisions should be input on the Staffing tab, which flows through each functional tab

Please note: compensation numbers are place holders and not S3's view of market

S3 Ventures “Operating Model Template” notes:

All inputs (business drivers) are in blue and shaded – everything else will auto-populate.
Start with the staffing tab and then work through the departments. As most of the cost of software and medical
In each department, we attempted to capture the typical cost buckets for most startups. If you have other cost
The revenue and cost of goods in the Income Statement comes from the green “Revenue” tab.
While we attempted to provide a template for some basic business models, the revenue drivers in your business
different than the simplistic view we have used in this model. Please add tabs as you see fit and link them eithe
revenue tab or directly into the ‘Income Statement’ tab. It is important to understand the real business drivers o
your company and incorporate those into this model.
Equity investments are an input in the Cash Flow statement.
At S3, we look at a handful of metrics that are remarkably consistent across the companies in which we invest. I
For enterprise license software companies:
Total operational expense divided by headcount usually lands at around $15k/head/month +/- $2k. This variabi
Salaries and Wages are 60%-75% of total operational expense.
Gross margins are 90%+.
 businesses is people, the timing and level of hires will be the largest cost drivers in the business.
ries or line items, you can add rows or drop them into the blank rows.

re out of these ranges, you may want to revisit your estimates.

mes from the type of workforce you have (local vs. offshore, very experienced vs. entry level, etc.).
Financial Model

Q120 Q120 Q220 Q220 Q220 Q320 Q320 Q320 Q420 Q420 Q420
Jan-20 Feb-20 Mar-20 Apr-20 May-20 Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20 Dec-20

INCOME STATEMENT

Revenue $ - $ - $ - $ 203,333 $ 3,333 $ 3,333 $ 206,667 $ 6,667 $ 6,667 $ 210,000 $ 10,000 $ 213,333
Cost of Revenue $ - $ - $ - $ 20,000 $ - $ - $ 20,000 $ - $ - $ 20,000 $ - $ 20,000
Gross Profit $ - $ - $ - $ 183,333 $ 3,333 $ 3,333 $ 186,667 $ 6,667 $ 6,667 $ 190,000 $ 10,000 $ 193,333
% margin n/a n/a n/a 90.2% 100.0% 100.0% 90.3% 100.0% 100.0% 90.5% 100.0% 90.6%

Operating Expenses:
Sales Expense 16,299 44,413 38,413 52,646 53,956 70,221 81,455 67,455 67,455 81,688 80,032 91,265
Marketing Expense 9,000 9,000 50,490 22,490 22,490 47,490 38,980 38,480 75,026 47,026 47,026 72,026
R&D Expense 46,664 30,664 30,664 30,664 42,763 39,763 51,367 48,367 48,367 61,454 58,454 58,454
G&A Expense 66,306 61,306 57,306 72,306 73,461 69,461 68,461 65,461 65,461 65,461 69,461 65,461
Total Operating Expenses $ 138,269 $ 145,383 $ 176,873 $ 178,106 $ 192,670 $ 226,935 $ 240,263 $ 219,763 $ 256,309 $ 255,630 $ 254,974 $ 287,207

EBITDA $ (138,269) $ (145,383) $ (176,873) $ 5,227 $ (189,337) $ (223,602) $ (53,596) $ (213,096) $ (249,643) $ (65,630) $ (244,974) $ (93,874)
% margin n/a n/a n/a 2.6% (5680.1%) (6708.1%) (25.9%) (3196.4%) (3744.6%) (31.3%) (2449.7%) (44.0%)

Less: Depreciation & Amortization -- -- -- -- -- -- -- -- -- -- -- --

Operating Income (EBIT) $ (138,269) $ (145,383) $ (176,873) $ 5,227 $ (189,337) $ (223,602) $ (53,596) $ (213,096) $ (249,643) $ (65,630) $ (244,974) $ (93,874)
% margin n/a n/a n/a 2.6% (5680.1%) (6708.1%) (25.9%) (3196.4%) (3744.6%) (31.3%) (2449.7%) (44.0%)

Interest (Expense) / Income -- -- -- -- -- -- -- -- -- -- -- --

Pre-Tax Income $ (138,269) $ (145,383) $ (176,873) $ 5,227 $ (189,337) $ (223,602) $ (53,596) $ (213,096) $ (249,643) $ (65,630) $ (244,974) $ (93,874)

Tax Expense (-) 0.0% -- -- -- -- -- -- -- -- -- -- -- --

Net Income $ (138,269) $ (145,383) $ (176,873) $ 5,227 $ (189,337) $ (223,602) $ (53,596) $ (213,096) $ (249,643) $ (65,630) $ (244,974) $ (93,874)
% margin n/a n/a n/a 2.6% (5680.1%) (6708.1%) (25.9%) (3196.4%) (3744.6%) (31.3%) (2449.7%) (44.0%)

BALANCE SHEET

Cash 1,000,000 851,731 706,348 529,475 360,958 378,698 151,763 (78,911) (88,263) (344,572) (590,613) (635,176) (912,794)
AR -- -- -- -- 240,000 -- -- 240,000 -- -- 240,000 -- 240,000
Fixed Assets -- 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000
Other Assets -- -- -- -- -- -- -- -- -- -- -- -- --
Total Assets $ 1,000,000 $ 861,731 $ 716,348 $ 539,475 $ 610,958 $ 388,698 $ 161,763 $ 171,089 $ (78,263) $ (334,572) $ (340,613) $ (625,176) $ (662,794)

AP -- -- -- -- 29,589 -- -- 29,589 -- -- 29,589 -- 29,589

Deferred Revenue -- -- -- -- 36,667 33,333 30,000 63,333 56,667 50,000 80,000 70,000 96,667
Other Liabilities -- -- -- -- -- -- -- -- -- -- -- -- --
Total Liabilities $ - $ - $ - $ - $ 66,256 $ 33,333 $ 30,000 $ 92,922 $ 56,667 $ 50,000 $ 109,589 $ 70,000 $ 126,256

Equity 1,000,000 861,731 716,348 539,475 544,702 355,365 131,763 78,167 (134,929) (384,572) (450,202) (695,176) (789,049)
Total Liabilities & Equity $ 1,000,000 $ 861,731 $ 716,348 $ 539,475 $ 610,958 $ 388,698 $ 161,763 $ 171,089 $ (78,263) $ (334,572) $ (340,613) $ (625,176) $ (662,794)

Balance Sheet Assumptions

Months Sales Outstanding 1 1 1 1 1 1 1 1 1 1 1 1 1
Days Sales Outstanding 30 30 30 30 30 30 30 30 30 30 30 30
Days Payables Outstanding 45 45 45 45 45 45 45 45 45 45 45 45 45

CASH FLOW

Net Income (138,269) (145,383) (176,873) 5,227 (189,337) (223,602) (53,596) (213,096) (249,643) (65,630) (244,974) (93,874)
D&A -- -- -- -- -- -- -- -- -- -- -- --
Changes in Net Working Capital:
AR -- -- -- (240,000) 240,000 -- (240,000) 240,000 -- (240,000) 240,000 (240,000)
Other Assets -- -- -- -- -- -- -- -- -- -- -- --
AP -- -- -- 29,589 (29,589) -- 29,589 (29,589) -- 29,589 (29,589) 29,589
Deferred Revenue -- -- -- 36,667 (3,333) (3,333) 33,333 (6,667) (6,667) 30,000 (10,000) 26,667
Other Liabilities -- -- -- -- -- -- -- -- -- -- -- --
Cash Flow From Operations $ (138,269) $ (145,383) $ (176,873) $ (168,517) $ 17,741 $ (226,935) $ (230,674) $ (9,352) $ (256,309) $ (246,041) $ (44,563) $ (277,618)

CONFIDENTIAL
Financial Model

Capital Expenditures 10,000 -- -- -- -- -- -- -- -- -- -- --

Cash Flow From Investing Activities (10,000) -- -- -- -- -- -- -- -- -- -- --

EQUITY INVESTMENT ====> -- -- -- -- -- -- -- -- -- -- -- --

Cash Flow From Financing Activities $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Beginning Cash Balance 1,000,000 851,731 706,348 529,475 360,958 378,698 151,763 (78,911) (88,263) (344,572) (590,613) (635,176)
Change in Cash (148,269) (145,383) (176,873) (168,517) 17,741 (226,935) (230,674) (9,352) (256,309) (246,041) (44,563) (277,618)
Ending Cash Balance / Cumulative Cash Needs $ 851,731 $ 706,348 $ 529,475 $ 360,958 $ 378,698 $ 151,763 $ (78,911) $ (88,263) $ (344,572) $ (590,613) $ (635,176) $ (912,794)

CONFIDENTIAL
Financial Model
Monthly Summaries
Q121 Q121 Q121 Q221 Q221 Q221 Q321 Q321 Q321 Q421 Q421 Q421 Q122 Q122
Jan-21 Feb-21 Mar-21 Apr-21 May-21 Jun-21 Jul-21 Aug-21 Sep-21 Oct-21 Nov-21 Dec-21 Jan-22 Feb-22

INCOME STATEMENT

Revenue $ 13,333 $ 13,333 $ 13,333 $ 216,667 $ 220,000 $ 20,000 $ 223,333 $ 226,667 $ 26,667 $ 230,000 $ 233,333 $ 440,000 $ 243,333 $ 246,667
Cost of Revenue $ - $ - $ - $ 20,000 $ 20,000 $ - $ 20,000 $ 20,000 $ - $ 20,000 $ 20,000 $ 40,000 $ 20,000 $ 20,000
Gross Profit $ 13,333 $ 13,333 $ 13,333 $ 196,667 $ 200,000 $ 20,000 $ 203,333 $ 206,667 $ 26,667 $ 210,000 $ 213,333 $ 400,000 $ 223,333 $ 226,667
% margin 100.0% 100.0% 100.0% 90.8% 90.9% 100.0% 91.0% 91.2% 100.0% 91.3% 91.4% 90.9% 91.8% 91.9%

Operating Expenses:
Sales Expense 77,532 78,022 78,022 107,071 104,541 90,897 120,440 117,674 103,674 117,907 118,289 145,099 128,333 128,566
Marketing Expense 54,526 66,073 88,428 63,428 63,428 88,428 63,784 77,831 111,585 83,585 83,585 108,585 83,585 83,792
R&D Expense 69,077 71,176 77,309 74,309 86,674 83,674 83,926 83,926 83,926 84,223 96,322 93,322 103,322 93,589
G&A Expense 85,564 86,564 82,564 97,564 87,683 86,683 97,827 91,827 91,827 91,827 95,827 91,827 92,183 92,183
Total Operating Expenses $ 286,700 $ 301,835 $ 326,323 $ 342,372 $ 342,327 $ 349,683 $ 365,978 $ 371,258 $ 391,012 $ 377,542 $ 394,022 $ 438,832 $ 407,422 $ 398,130

EBITDA $ (273,367) $ (288,501) $ (312,990) $ (145,705) $ (142,327) $ (329,683) $ (162,645) $ (164,591) $ (364,345) $ (167,542) $ (180,689) $ (38,832) $ (184,088) $ (171,463)
% margin (2050.3%) (2163.8%) (2347.4%) (67.2%) (64.7%) (1648.4%) (72.8%) (72.6%) (1366.3%) (72.8%) (77.4%) (8.8%) (75.7%) (69.5%)

Less: Depreciation & Amortization -- -- -- -- -- -- -- -- -- -- -- -- -- --

Operating Income (EBIT) $ (273,367) $ (288,501) $ (312,990) $ (145,705) $ (142,327) $ (329,683) $ (162,645) $ (164,591) $ (364,345) $ (167,542) $ (180,689) $ (38,832) $ (184,088) $ (171,463)
% margin (2050.3%) (2163.8%) (2347.4%) (67.2%) (64.7%) (1648.4%) (72.8%) (72.6%) (1366.3%) (72.8%) (77.4%) (8.8%) (75.7%) (69.5%)

Interest (Expense) / Income -- -- -- -- -- -- -- -- -- -- -- -- -- --

Pre-Tax Income $ (273,367) $ (288,501) $ (312,990) $ (145,705) $ (142,327) $ (329,683) $ (162,645) $ (164,591) $ (364,345) $ (167,542) $ (180,689) $ (38,832) $ (184,088) $ (171,463)

Tax Expense (-) -- -- -- -- -- -- -- -- -- -- -- -- -- --

Net Income $ (273,367) $ (288,501) $ (312,990) $ (145,705) $ (142,327) $ (329,683) $ (162,645) $ (164,591) $ (364,345) $ (167,542) $ (180,689) $ (38,832) $ (184,088) $ (171,463)
% margin (2050.3%) (2163.8%) (2347.4%) (67.2%) (64.7%) (1648.4%) (72.8%) (72.6%) (1366.3%) (72.8%) (77.4%) (8.8%) (75.7%) (69.5%)

BALANCE SHEET

Cash (989,083) 2,709,083 2,382,760 2,049,977 1,967,650 1,828,378 1,471,989 1,360,731 1,180,130 812,178 678,156 468,913 531,902 353,772
AR -- -- -- 280,000 240,000 -- 280,000 240,000 -- 280,000 240,000 520,000 240,000 240,000
Fixed Assets 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000
Other Assets -- -- -- -- -- -- -- -- -- -- -- -- -- --
Total Assets $ (979,083) $ 2,719,083 $ 2,392,760 $ 2,339,977 $ 2,217,650 $ 1,838,378 $ 1,761,989 $ 1,610,731 $ 1,190,130 $ 1,102,178 $ 928,156 $ 998,913 $ 781,902 $ 603,772

AP -- -- -- 29,589 29,589 -- 29,589 29,589 -- 29,589 29,589 59,178 29,589 29,589

Deferred Revenue 83,333 70,000 56,667 120,000 140,000 120,000 176,667 190,000 163,333 213,333 220,000 300,000 296,667 290,000
Other Liabilities -- -- -- -- -- -- -- -- -- -- -- -- -- --
Total Liabilities $ 83,333 $ 70,000 $ 56,667 $ 149,589 $ 169,589 $ 120,000 $ 206,256 $ 219,589 $ 163,333 $ 242,922 $ 249,589 $ 359,178 $ 326,256 $ 319,589

Equity (1,062,416) 2,649,083 2,336,093 2,190,388 2,048,061 1,718,378 1,555,733 1,391,142 1,026,797 859,255 678,567 639,735 455,646 284,183
Total Liabilities & Equity $ (979,083) $ 2,719,083 $ 2,392,760 $ 2,339,977 $ 2,217,650 $ 1,838,378 $ 1,761,989 $ 1,610,731 $ 1,190,130 $ 1,102,178 $ 928,156 $ 998,913 $ 781,902 $ 603,772

Balance Sheet Assumptions

Months Sales Outstanding 1 1 1 1 1 1 1 1 1 1 1 1 1 1
Days Sales Outstanding 30 30 30 30 30 30 30 30 30 30 30 30 30 30
Days Payables Outstanding 45 45 45 45 45 45 45 45 45 45 45 45 45 45

CASH FLOW

Net Income (273,367) (288,501) (312,990) (145,705) (142,327) (329,683) (162,645) (164,591) (364,345) (167,542) (180,689) (38,832) (184,088) (171,463)
D&A -- -- -- -- -- -- -- -- -- -- -- -- -- --
Changes in Net Working Capital:
AR 240,000 -- -- (280,000) 40,000 240,000 (280,000) 40,000 240,000 (280,000) 40,000 (280,000) 280,000 --
Other Assets -- -- -- -- -- -- -- -- -- -- -- -- -- --
AP (29,589) -- -- 29,589 -- (29,589) 29,589 -- (29,589) 29,589 -- 29,589 (29,589) --
Deferred Revenue (13,333) (13,333) (13,333) 63,333 20,000 (20,000) 56,667 13,333 (26,667) 50,000 6,667 80,000 (3,333) (6,667)
Other Liabilities -- -- -- -- -- -- -- -- -- -- -- -- -- --
Cash Flow From Operations $ (76,289) $ (301,835) $ (326,323) $ (332,783) $ (82,327) $ (139,272) $ (356,389) $ (111,258) $ (180,601) $ (367,952) $ (134,022) $ (209,243) $ 62,989 $ (178,130)

CONFIDENTIAL
Financial Model
Monthly Summaries
Capital Expenditures -- -- -- -- -- -- -- -- -- -- -- -- -- --
Cash Flow From Investing Activities -- -- -- -- -- -- -- -- -- -- -- -- -- --

EQUITY INVESTMENT ====> -- 4,000,000 -- -- -- -- -- -- -- -- -- -- -- --

Cash Flow From Financing Activities $ - $ 4,000,000 $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Beginning Cash Balance (912,794) (989,083) 2,709,083 2,382,760 2,049,977 1,967,650 1,828,378 1,471,989 1,360,731 1,180,130 812,178 678,156 468,913 531,902
Change in Cash (76,289) 3,698,165 (326,323) (332,783) (82,327) (139,272) (356,389) (111,258) (180,601) (367,952) (134,022) (209,243) 62,989 (178,130)
Ending Cash Balance / Cumulative Cash Needs $ (989,083) $ 2,709,083 $ 2,382,760 $ 2,049,977 $ 1,967,650 $ 1,828,378 $ 1,471,989 $ 1,360,731 $ 1,180,130 $ 812,178 $ 678,156 $ 468,913 $ 531,902 $ 353,772

CONFIDENTIAL
Financial Model

Q122 Q222 Q222 Q222 Q322 Q322 Q322 Q422 Q422 Q422
Mar-22 Apr-22 May-22 Jun-22 Jul-22 Aug-22 Sep-22 Oct-22 Nov-22 Dec-22

INCOME STATEMENT

Revenue $ 453,333 $ 460,000 $ 466,667 $ 473,333 $ 480,000 $ 486,667 $ 493,333 $ 703,333 $ 510,000 $ 720,000
Cost of Revenue $ 40,000 $ 40,000 $ 40,000 $ 40,000 $ 40,000 $ 40,000 $ 40,000 $ 60,000 $ 40,000 $ 60,000
Gross Profit $ 413,333 $ 420,000 $ 426,667 $ 433,333 $ 440,000 $ 446,667 $ 453,333 $ 643,333 $ 470,000 $ 660,000
% margin 91.2% 91.3% 91.4% 91.5% 91.7% 91.8% 91.9% 91.5% 92.2% 91.7%

Operating Expenses:
Sales Expense 143,033 160,020 173,786 171,253 171,956 172,423 189,189 200,889 187,355 202,204
Marketing Expense 119,350 91,350 91,350 116,350 91,350 91,557 127,322 99,322 99,322 124,322
R&D Expense 93,767 93,767 105,144 102,144 102,144 113,254 110,254 119,386 116,653 116,653
G&A Expense 92,183 107,183 97,183 92,183 109,452 103,452 103,452 103,452 103,452 103,452
Total Operating Expenses $ 448,332 $ 452,320 $ 467,462 $ 481,929 $ 474,902 $ 480,686 $ 530,217 $ 523,050 $ 506,783 $ 546,631

EBITDA $ (34,998) $ (32,320) $ (40,795) $ (48,595) $ (34,902) $ (34,020) $ (76,884) $ 120,284 $ (36,783) $ 113,369
% margin (7.7%) (7.0%) (8.7%) (10.3%) (7.3%) (7.0%) (15.6%) 17.1% (7.2%) 15.7%

Less: Depreciation & Amortization -- -- -- -- -- -- -- -- -- --

Operating Income (EBIT) $ (34,998) $ (32,320) $ (40,795) $ (48,595) $ (34,902) $ (34,020) $ (76,884) $ 120,284 $ (36,783) $ 113,369
% margin (7.7%) (7.0%) (8.7%) (10.3%) (7.3%) (7.0%) (15.6%) 17.1% (7.2%) 15.7%

Interest (Expense) / Income -- -- -- -- -- -- -- -- -- --

Pre-Tax Income $ (34,998) $ (32,320) $ (40,795) $ (48,595) $ (34,902) $ (34,020) $ (76,884) $ 120,284 $ (36,783) $ 113,369

Tax Expense (-) -- -- -- -- -- -- -- -- -- --

Net Income $ (34,998) $ (32,320) $ (40,795) $ (48,595) $ (34,902) $ (34,020) $ (76,884) $ 120,284 $ (36,783) $ 113,369
% margin (7.7%) (7.0%) (8.7%) (10.3%) (7.3%) (7.0%) (15.6%) 17.1% (7.2%) 15.7%

BALANCE SHEET

Cash 135,030 122,710 175,248 173,320 138,417 177,731 127,514 54,053 277,681 220,639
AR 480,000 560,000 520,000 480,000 560,000 520,000 480,000 800,000 520,000 840,000
Fixed Assets 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000
Other Assets -- -- -- -- -- -- -- -- -- --
Total Assets $ 625,030 $ 692,710 $ 705,248 $ 663,320 $ 708,417 $ 707,731 $ 617,514 $ 864,053 $ 807,681 $ 1,070,639

AP 59,178 59,178 59,178 59,178 59,178 59,178 59,178 88,767 59,178 88,767
Deferred Revenue 316,667 416,667 470,000 476,667 556,667 590,000 576,667 673,333 683,333 803,333
Other Liabilities -- -- -- -- -- -- -- -- -- --
Total Liabilities $ 375,845 $ 475,845 $ 529,178 $ 535,845 $ 615,845 $ 649,178 $ 635,845 $ 762,100 $ 742,511 $ 892,100

Equity 249,185 216,865 176,070 127,475 92,573 58,553 (18,331) 101,953 65,170 178,538
Total Liabilities & Equity $ 625,030 $ 692,710 $ 705,248 $ 663,320 $ 708,417 $ 707,731 $ 617,514 $ 864,053 $ 807,681 $ 1,070,639

Balance Sheet Assumptions

Months Sales Outstanding 1 1 1 1 1 1 1 1 1 ###
1
Days Sales Outstanding 30 30 30 30 30 30 30 30 30 30
Days Payables Outstanding 45 45 45 45 45 45 45 45 45 45
###

CASH FLOW

Net Income (34,998) (32,320) (40,795) (48,595) (34,902) (34,020) (76,884) 120,284 (36,783) 113,369
D&A -- -- -- -- -- -- -- -- -- --
Changes in Net Working Capital:
AR (240,000) (80,000) 40,000 40,000 (80,000) 40,000 40,000 (320,000) 280,000 (320,000)
Other Assets -- -- -- -- -- -- -- -- -- --
AP 29,589 -- -- -- -- -- -- 29,589 (29,589) 29,589
Deferred Revenue 26,667 100,000 53,333 6,667 80,000 33,333 (13,333) 96,667 10,000 120,000
Other Liabilities -- -- -- -- -- -- -- -- -- --
Cash Flow From Operations $ (218,743) $ (12,320) $ 52,538 $ (1,929) $ (34,902) $ 39,314 $ (50,217) $ (73,460) $ 223,628 $ (57,042)

CONFIDENTIAL
Financial Model

Capital Expenditures -- -- -- -- -- -- -- -- -- --
Cash Flow From Investing Activities -- -- -- -- -- -- -- -- -- --

EQUITY INVESTMENT ====> -- -- -- -- -- -- -- -- -- --

Cash Flow From Financing Activities $ - $ - $ - $ - $ - $ - $ - $ - $ - $ -

Beginning Cash Balance 353,772 135,030 122,710 175,248 173,320 138,417 177,731 127,514 54,053 277,681
Change in Cash (218,743) (12,320) 52,538 (1,929) (34,902) 39,314 (50,217) (73,460) 223,628 (57,042)
Ending Cash Balance / Cumulative Cash Needs $ 135,030 $ 122,710 $ 175,248 $ 173,320 $ 138,417 $ 177,731 $ 127,514 $ 54,053 $ 277,681 $ 220,639

CONFIDENTIAL
Financial Model
Quarterly Summaries
Jan-20 Apr-20 Jul-20 Oct-20 Jan-21 Apr-21 Jul-21 Oct-21
Q120 Q220 Q320 Q420 Q121 Q221 Q321 Q421

INCOME STATEMENT

Revenue $ - $ 210,000 $ 220,000 $ 433,333 $ 40,000 $ 456,667 $ 476,667 $ 903,333

Cost of Revenue $ - $ 20,000 $ 20,000 $ 40,000 $ - $ 40,000 $ 40,000 $ 80,000
Gross Profit $ - $ 190,000 $ 200,000 $ 393,333 $ 40,000 $ 416,667 $ 436,667 $ 823,333
% margin n/a 90.5% 90.9% 90.8% 100.0% 91.2% 91.6% 91.1%

Operating Expenses:
Sales Expense 99,125 176,824 216,364 252,985 233,575 302,509 341,788 381,295
Marketing Expense 68,490 92,470 152,486 166,079 209,027 215,285 253,200 275,754
R&D Expense 107,991 113,189 148,101 178,363 217,562 244,657 251,779 273,867
G&A Expense 184,919 215,229 199,384 200,384 254,693 271,931 281,481 279,481
Total Operating Expenses $ 460,525 $ 597,712 $ 716,335 $ 797,811 $ 914,858 $ 1,034,382 $ 1,128,247 $ 1,210,396

EBITDA $ (460,525) $ (407,712) $ (516,335) $ (404,478) $ (874,858) $ (617,715) $ (691,581) $ (387,062)

% margin n/a (194.1%) (234.7%) (93.3%) (2187.1%) (135.3%) (145.1%) (42.8%)

Less: Depreciation & Amortization -- -- -- -- -- -- -- --

Operating Income (EBIT) $ (460,525) $ (407,712) $ (516,335) $ (404,478) $ (874,858) $ (617,715) $ (691,581) $ (387,062)
% margin n/a (194.1%) (234.7%) (93.3%) (2187.1%) (135.3%) (145.1%) (42.8%)

Interest (Expense) / Income -- -- -- -- -- -- -- --

Pre-Tax Income $ (460,525) $ (407,712) $ (516,335) $ (404,478) $ (874,858) $ (617,715) $ (691,581) $ (387,062)

Tax Expense (-) -- -- -- -- -- -- -- --

Net Income $ (460,525) $ (407,712) $ (516,335) $ (404,478) $ (874,858) $ (617,715) $ (691,581) $ (387,062)
% margin n/a (194.1%) (234.7%) (93.3%) (2187.1%) (135.3%) (145.1%) (42.8%)

BALANCE SHEET

Cash 529,475 151,763 (344,572) (912,794) 2,382,760 1,828,378 1,180,130 468,913

AR -- -- -- 240,000 -- -- -- 520,000
Fixed Assets 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000
Other Assets -- -- -- -- -- -- -- --
Total Assets $ 539,475 $ 161,763 $ (334,572) $ (662,794) $ 2,392,760 $ 1,838,378 $ 1,190,130 $ 998,913

AP -- -- -- 29,589 -- -- -- 59,178
Deferred Revenue -- 30,000 50,000 96,667 56,667 120,000 163,333 300,000
Other Liabilities -- -- -- -- -- -- -- --
Total Liabilities $ - $ 30,000 $ 50,000 $ 126,256 $ 56,667 $ 120,000 $ 163,333 $ 359,178

Equity 539,475 131,763 (384,572) (789,049) 2,336,093 1,718,378 1,026,797 639,735

Total Liabilities & Equity $ 539,475 $ 161,763 $ (334,572) $ (662,794) $ 2,392,760 $ 1,838,378 $ 1,190,130 $ 998,913

Balance Sheet Assumptions

Months Sales Outstanding 1 1 1 1 1 1 1 1
Days Sales Outstanding 30 30 30 30 30 30 30 30
Days Payables Outstanding 45 45 45 45 45 45 45 45

CASH FLOW

Net Income (460,525) (407,712) (516,335) (404,478) (874,858) (617,715) (691,581) (387,062)
D&A - - - - - - - -
Changes in Net Working Capital:
AR - - - (240,000) 240,000 - - (520,000)
Other Assets - - - - - - - -
AP - - - 29,589 (29,589) - - 59,178
Deferred Revenue - 30,000 20,000 46,667 (40,000) 63,333 43,333 136,667
Other Liabilities - - - - - - - -
Cash Flow From Operations $ (460,525) $ (377,712) $ (496,335) $ (568,222) $ (704,447) $ (554,382) $ (648,247) $ (711,218)

CONFIDENTIAL
Financial Model
Quarterly Summaries
Capital Expenditures 10,000 - - - - - - -
Cash Flow From Investing Activities (450,525) (377,712) (496,335) (568,222) (704,447) (554,382) (648,247) (711,218)

EQUITY INVESTMENT ====> - - - - 4,000,000 - - -

Cash Flow From Financing Activities $ (450,525) $ (377,712) $ (496,335) $ (568,222) $ 3,295,553 $ (554,382) $ (648,247) $ (711,218)

Beginning Cash Balance 1,000,000 529,475 151,763 (344,572) (912,794) 2,382,760 1,828,378 1,180,130
Change in Cash (470,525) (377,712) (496,335) (568,222) 3,295,553 (554,382) (648,247) (711,218)
Ending Cash Balance / Cumulative Cash Needs $ 529,475 $ 151,763 $ (344,572) $ (912,794) $ 2,382,760 $ 1,828,378 $ 1,180,130 $ 468,913

CONFIDENTIAL
Reporting Summary

Revenue vs Total Expenses: Monthly

$800,000
$700,000
$600,000
$500,000
$400,000
$300,000
$200,000
$100,000
$-
20 0 0 0 20 20 21 1 21 1 21 21 22 2 22 2 22 22
n- -2 -2 l- 2 p- v- n- r-2 y- l- 2 p- v- n- r-2 y- l- 2 p- v-
Ja ar ay Ju S e o J a a a Ju S e o J a a a Ju S e o
M M N M M N M M N

Revenue Total Expense

Cash
$3,000,000

$2,500,000

$2,000,000

$1,500,000

$1,000,000

$500,000

$-
20 r-20 -2
0
-2
0 20 20 21 r-21 21 l-21 21 21 22 r-22 22 l-22 22 22
$(500,000) n- a ay ul ep- ov- n- a a y- u ep- ov- n- a a y- u ep- ov-
Ja M M J S N J a M M J S N J a M M J S N
$(1,000,000)

$(1,500,000)

Cash ($)
 Revenue vs Expenses: Yearly Operating Exp
$7,000,000

$6,000,000

$5,000,000

$4,000,000 $799,915
$3,000,000

$2,000,000
$547,644
$1,000,000
22 l- 2
2 22 22
y- Ju ep- ov- $-
S N 2020 2021 2022

Revenue Total Expense

AR vs AP
$900,000
$800,000
$700,000
$600,000
$500,000
$400,000
$300,000
$200,000
2 22 22
l- 2 p- v- $100,000
Ju S e N o
$-
20 0 0 0 20 20 21 1 1 1 21 21 22 2 2 2 22 22
a n- a r-2 ay-2 ul- 2
ep- ov- a n- a r-2 ay-2 ul- 2
ep- ov- a n- a r-2 ay-2 ul- 2
ep- ov-
J M M J S N J M M J S N J M M J S N

AR AP
 Operating Expense Breakdown: 2020 Operating Expense Breakdown: 2021

Sales Expense Sales Expense

$799,915 $745,299
Marketing Expense $1,087,585 $1,259,168 Marketing Expens

$479,525 R&D Expense $987,865 R&D Expense

$953,266
$547,644

G&A Expense G&A Expense

Headcount Summary
40

35

30

25

20

15

10

-
2 2 2 22 22 20 0 20 0 20 20 21 1 21 1 21 21 22 2 22 2 22 22
-2
ay
-2
ul
-2 p- v- n- r-2 y- l- 2 p- v- n- r-2 y- l- 2 p- v- n- r-2 y- l- 2 p- v-
M J S e N o J a M
a
M
a Ju S e N o J a M
a
M
a Ju S e N o J a M
a
M
a Ju S e N o

SALES MARKETING R&D G&A

ense Breakdown: 2021

Sales Expense

1,259,168 Marketing Expense

R&D Expense
53,266

G&A Expense

22 2 22 2 22 22
n- r-2 y- l- 2 p- v-
J a M
a
M
a Ju S e N o

A
Actual vs. Budget Variance Template

Variance Actual Budget Variance

Variance
Report Mar-20 Mar-20 Description
Revenue
Revenue $ -

Cost of Revenue $ -

Gross Profit $ - $ - $ -
Expenses
[Describe reason for
Sales Expense $ -
variance here]

Marketing Expense $ -

R&D Expense $ -

G&A Expense $ -

Operating Expenses $ - $ - $ -

EBITDA $ - $ - $ -

Cash $ -

Notes:
Actual - Actual monthly results
Budget - Monthly value decided on at the beginning of the year and approved by the BOD
 Actual Budget Variance Budget
YTD YTD YTD 2020

$ -

$ -

$ - $ - $ -

$ -

$ -

$ -

$ -

$ - $ - $ - $ -

$ - $ - $ - $ -
Waterfall Chart Templates
Year: 2020
Cash on Hand Jan-20 Feb-20 Mar-20 Apr-20 May-20
2020 Plan
Jan-20
Feb-20 $ -
Mar-20 $ - $ -
Apr-20 $ - $ - $ -
May-20 $ - $ - $ - $ -
Jun-20 $ - $ - $ - $ - $ -
Jul-20 $ - $ - $ - $ - $ -
Aug-20 $ - $ - $ - $ - $ -
Sep-20 $ - $ - $ - $ - $ -
Oct-20 $ - $ - $ - $ - $ -
Nov-20 $ - $ - $ - $ - $ -
Dec-20 $ - $ - $ - $ - $ -
Actual $ - $ - $ - $ - $ -
Variance from Plan $ -

Bookings Jan-20 Feb-20 Mar-20 Apr-20 May-20

2020 Plan
Jan-20
Feb-20 $ -
Mar-20 $ - $ -
Apr-20 $ - $ - $ -
May-20 $ - $ - $ - $ -
Jun-20 $ - $ - $ - $ - $ -
Jul-20 $ - $ - $ - $ - $ -
Aug-20 $ - $ - $ - $ - $ -
Sep-20 $ - $ - $ - $ - $ -
Oct-20 $ - $ - $ - $ - $ -
Nov-20 $ - $ - $ - $ - $ -
Dec-20 $ - $ - $ - $ - $ -
Actual $ - $ - $ - $ - $ -
Variance from Plan $ - $ - $ - $ - $ -
YTD $ - $ - $ - $ - $ -
YTD Plan $ - $ - $ - $ - $ -
% of YTD Plan 0.0% 0.0% 0.0% 0.0% 0.0%

Revenue Jan-20 Feb-20 Mar-20 Apr-20 May-20

2020 Plan
Jan-20
Feb-20 $ -
Mar-20 $ - $ -
Apr-20 $ - $ - $ -
May-20 $ - $ - $ - $ -
Jun-20 $ - $ - $ - $ - $ -
Jul-20 $ - $ - $ - $ - $ -
Aug-20 $ - $ - $ - $ - $ -
Sep-20 $ - $ - $ - $ - $ -
Oct-20 $ - $ - $ - $ - $ -
 Nov-20 $ - $ - $ - $ - $ -
Dec-20 $ - $ - $ - $ - $ -
Actual $ - $ - $ - $ - $ -
Variance from Plan $ - $ - $ - $ - $ -
YTD $ - $ - $ - $ - $ -
YTD Plan $ - $ - $ - $ - $ -
% of YTD Plan 0.0% 0.0% 0.0% 0.0% 0.0%

MRR Jan-20 Feb-20 Mar-20 Apr-20 May-20

2020 Plan
Jan-20
Feb-20 $ -
Mar-20 $ - $ -
Apr-20 $ - $ - $ -
May-20 $ - $ - $ - $ -
Jun-20 $ - $ - $ - $ - $ -
Jul-20 $ - $ - $ - $ - $ -
Aug-20 $ - $ - $ - $ - $ -
Sep-20 $ - $ - $ - $ - $ -
Oct-20 $ - $ - $ - $ - $ -
Nov-20 $ - $ - $ - $ - $ -
Dec-20 $ - $ - $ - $ - $ -
Actual $ - $ - $ - $ - $ -
Variance from Plan $ - $ - $ - $ - $ -
YTD $ - $ - $ - $ - $ -
YTD Plan $ - $ - $ - $ - $ -
% of YTD Plan 0.0% 0.0% 0.0% 0.0% 0.0%

Opex Jan-20 Feb-20 Mar-20 Apr-20 May-20

2020 Plan
Jan-20
Feb-20 $ -
Mar-20 $ - $ -
Apr-20 $ - $ - $ -
May-20 $ - $ - $ - $ -
Jun-20 $ - $ - $ - $ - $ -
Jul-20 $ - $ - $ - $ - $ -
Aug-20 $ - $ - $ - $ - $ -
Sep-20 $ - $ - $ - $ - $ -
Oct-20 $ - $ - $ - $ - $ -
Nov-20 $ - $ - $ - $ - $ -
Dec-20 $ - $ - $ - $ - $ -
Actual $ - $ - $ - $ - $ -
Variance from Plan $ - $ - $ - $ - $ -
YTD $ - $ - $ - $ - $ -
YTD Plan $ - $ - $ - $ - $ -
% of YTD Plan 0.0% 0.0% 0.0% 0.0% 0.0%

Headcount Jan-20 Feb-20 Mar-20 Apr-20 May-20

2020 Plan
Jan-20
Feb-20
Mar-20
 Apr-20
May-20
Jun-20
Jul-20
Aug-20
Sep-20
Oct-20
Nov-20
Dec-20
Actual 0 0 0 0 0
Variance from Plan 0 0 0 0 0
 Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20

$ -
$ - $ -
$ - $ - $ -
$ - $ - $ - $ -
$ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -

Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20

$ -
$ - $ -
$ - $ - $ -
$ - $ - $ - $ -
$ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
0.0% 0.0% 0.0% 0.0% 0.0% 0.0%

Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20

$ -
$ - $ -
$ - $ - $ -
$ - $ - $ - $ -
$ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
0.0% 0.0% 0.0% 0.0% 0.0% 0.0%

Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20

$ -
$ - $ -
$ - $ - $ -
$ - $ - $ - $ -
$ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
0.0% 0.0% 0.0% 0.0% 0.0% 0.0%

Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20

$ -
$ - $ -
$ - $ - $ -
$ - $ - $ - $ -
$ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
$ - $ - $ - $ - $ - $ -
0.0% 0.0% 0.0% 0.0% 0.0% 0.0%

Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20

0 0 0 0 0 0
0 0 0 0 0 0
 Dec-20

$ -

Dec-20 2020

$ -
$ -
$ -
$ -
0.0%

Dec-20 2020
$ -
$ -
$ -
$ -
$ -
0.0%

Dec-20 2020
$ -

$ -
$ -
$ -
$ -
0.0%

Dec-20 2020

$ -
$ -
$ -
$ -
0.0%

Dec-20
0
0
Enterprise Software

Enterprise License Revenue Model Jan-20 Feb-20 Mar-20 Apr-20 May-20 Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20 Dec-20

Perpetual Licenses Sold -- -- -- 1 -- -- 1 -- -- 1 -- 1

License Sale Price $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000
One-Time License Sale Revenue $ - $ - $ - $ 200,000 $ - $ - $ 200,000 $ - $ - $ 200,000 $ - $ 200,000

Annual Maintenance Bookings 20.0% $ - $ - $ - $ 40,000 $ - $ - $ 40,000 $ - $ - $ 40,000 $ - $ 40,000

Assumes maintenance renewal every 12 months

Non-Recurring Revenue $ - $ - $ - $ 200,000 $ - $ - $ 200,000 $ - $ - $ 200,000 $ - $ 200,000

Recurring Maintenance Revenue (GAAP) $ - $ - $ - $ 3,333 $ 3,333 $ 3,333 $ 6,667 $ 6,667 $ 6,667 $ 10,000 $ 10,000 $ 13,333
Total GAAP Revenue $ - $ - $ - $ 203,333 $ 3,333 $ 3,333 $ 206,667 $ 6,667 $ 6,667 $ 210,000 $ 10,000 $ 213,333

Total Revenue (Cash Basis) $ - $ - $ - $ 240,000 $ - $ - $ 240,000 $ - $ - $ 240,000 $ - $ 240,000

COST OF GOODS
Training & Installation $ 10,000 / license - - - 10,000 - - 10,000 - - 10,000 - 10,000
Implementation $ 10,000 / license - - - 10,000 - - 10,000 - - 10,000 - 10,000
Other - - - - - - - - - - - -
Total Cost of Revenue $ - $ - $ - $ 20,000 $ - $ - $ 20,000 $ - $ - $ 20,000 $ - $ 20,000

Gross Profit $ - $ - $ - $ 183,333 $ 3,333 $ 3,333 $ 186,667 $ 6,667 $ 6,667 $ 190,000 $ 10,000 $ 193,333
% margin n/a n/a n/a 91.7% n/a n/a 93.3% n/a n/a 95.0% n/a 96.7%

Commissions 7.0% - - - 14,233 233 233 14,467 467 467 14,700 700 14,933
Contribution $ - $ - $ - $ 169,100 $ 3,100 $ 3,100 $ 172,200 $ 6,200 $ 6,200 $ 175,300 $ 9,300 $ 178,400
% margin n/a n/a n/a 84.6% n/a n/a 86.1% n/a n/a 87.6% n/a 89.2%

CONFIDENTIAL
Enterprise Software

Enterprise License Revenue Model Jan-21 Feb-21 Mar-21 Apr-21 May-21 Jun-21 Jul-21 Aug-21 Sep-21 Oct-21 Nov-21 Dec-21

Perpetual Licenses Sold -- -- -- 1 1 -- 1 1 -- 1 1 2

License Sale Price $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000 $ 200,000
One-Time License Sale Revenue $ - $ - $ - $ 200,000 $ 200,000 $ - $ 200,000 $ 200,000 $ - $ 200,000 $ 200,000 $ 400,000

Annual Maintenance Bookings 20.0% $ - $ - $ - $ 80,000 $ 40,000 $ - $ 80,000 $ 40,000 $ - $ 80,000 $ 40,000 $ 120,000
Assumes maintenance renewal every 12 months

Non-Recurring Revenue $ - $ - $ - $ 200,000 $ 200,000 $ - $ 200,000 $ 200,000 $ - $ 200,000 $ 200,000 $ 400,000

Recurring Maintenance Revenue (GAAP) $ 13,333 $ 13,333 $ 13,333 $ 16,667 $ 20,000 $ 20,000 $ 23,333 $ 26,667 $ 26,667 $ 30,000 $ 33,333 $ 40,000
Total GAAP Revenue $ 13,333 $ 13,333 $ 13,333 $ 216,667 $ 220,000 $ 20,000 $ 223,333 $ 226,667 $ 26,667 $ 230,000 $ 233,333 $ 440,000

Total Revenue (Cash Basis) $ - $ - $ - $ 280,000 $ 240,000 $ - $ 280,000 $ 240,000 $ - $ 280,000 $ 240,000 $ 520,000

COST OF GOODS
Training & Installation $ 10,000 / license - - - 10,000 10,000 - 10,000 10,000 - 10,000 10,000 20,000
Implementation $ 10,000 / license - - - 10,000 10,000 - 10,000 10,000 - 10,000 10,000 20,000
Other - - - - - - - - - - - -
Total Cost of Revenue $ - $ - $ - $ 20,000 $ 20,000 $ - $ 20,000 $ 20,000 $ - $ 20,000 $ 20,000 $ 40,000

Gross Profit $ 13,333 $ 13,333 $ 13,333 $ 196,667 $ 200,000 $ 20,000 $ 203,333 $ 206,667 $ 26,667 $ 210,000 $ 213,333 $ 400,000
% margin n/a n/a n/a 98.3% 100.0% n/a 101.7% 103.3% n/a 105.0% 106.7% 100.0%

Commissions 7.0% 933 933 933 15,167 15,400 1,400 15,633 15,867 1,867 16,100 16,333 30,800
Contribution $ 12,400 $ 12,400 $ 12,400 $ 181,500 $ 184,600 $ 18,600 $ 187,700 $ 190,800 $ 24,800 $ 193,900 $ 197,000 $ 369,200
% margin n/a n/a n/a 90.8% 92.3% n/a 93.9% 95.4% n/a 97.0% 98.5% 92.3%

CONFIDENTIAL
Sales Expenses

SALES Jan-20 Feb-20 Mar-20 Apr-20 May-20 Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20 Dec-20

HEADCOUNT 1 3 3 3 4 5 5 5 5 5 6 6

PAYROLL
Salaries 7,500 21,250 21,250 21,250 27,917 37,917 37,917 37,917 37,917 37,917 42,083 42,083
Benefits & Taxes 1,399 3,963 3,963 3,963 5,206 7,071 7,071 7,071 7,071 7,071 7,849 7,849
Commissions - - - 14,233 233 233 14,467 467 467 14,700 700 14,933
TOTAL PAYROLL 8,899 25,213 25,213 39,446 33,356 45,221 59,455 45,455 45,455 59,688 50,632 64,865

CONTRACTORS
Monthly Expense -- / month - - - - - - - - - - - -
Other - - - - - - - - - - - -
TOTAL CONTRACTORS - - - - - - - - - - - -

DUES & SUBSCRIPTIONS

Software License $300 / FTE / month 300 900 900 900 1,200 1,500 1,500 1,500 1,500 1,500 1,800 1,800
Other - - - - - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS 300 900 900 900 1,200 1,500 1,500 1,500 1,500 1,500 1,800 1,800

EQUIPMENT & TELECOM

Computer $3,000 / New FTE 3,000 6,000 - - 3,000 3,000 - - - - 3,000 -
Cell Phones $100 / FTE / month 100 300 300 300 400 500 500 500 500 500 600 600
Other - - - - - - - - - - - -
TOTAL EQUIPMENT & TELECOM 3,100 6,300 300 300 3,400 3,500 500 500 500 500 3,600 600

T&E
Standard T&E $4,000 / FTE / month 4,000 12,000 12,000 12,000 16,000 20,000 20,000 20,000 20,000 20,000 24,000 24,000
Other - - - - - - - - - - - -
TOTAL T&E 4,000 12,000 12,000 12,000 16,000 20,000 20,000 20,000 20,000 20,000 24,000 24,000

OTHER EXPENSES
Expense -- / month - - - - - - - - - - - -
Expense -- / month - - - - - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - - - - - -

OTHER EXPENSES
Expense - - - - - - - - - - - -
Expense - - - - - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - - - - - -

TOTAL SALES EXPENSES $ 16,299 $ 44,413 $ 38,413 $ 52,646 $ 53,956 $ 70,221 $ 81,455 $ 67,455 $ 67,455 $ 81,688 $ 80,032 $ 91,265

CONFIDENTIAL
Sales Expenses

SALES Jan-21 Feb-21 Mar-21 Apr-21 May-21 Jun-21 Jul-21 Aug-21 Sep-21 Oct-21 Nov-21 Dec-21

HEADCOUNT 6 6 6 7 7 7 8 8 8 8 8 9

PAYROLL
Salaries 42,308 42,721 42,721 48,971 49,171 49,471 56,138 56,138 56,138 56,138 56,263 60,429
Benefits & Taxes 7,891 7,967 7,967 9,133 9,170 9,226 10,470 10,470 10,470 10,470 10,493 11,270
Commissions 933 933 933 15,167 15,400 1,400 15,633 15,867 1,867 16,100 16,333 30,800
TOTAL PAYROLL 51,132 51,622 51,622 73,271 73,741 60,097 82,240 82,474 68,474 82,707 83,089 102,499

CONTRACTORS
Monthly Expense -- / month - - - - - - - - - - - -
Other - - - - - - - - - - - -
TOTAL CONTRACTORS - - - - - - - - - - - -

DUES & SUBSCRIPTIONS

Software License $300 / FTE / month 1,800 1,800 1,800 2,100 2,100 2,100 2,400 2,400 2,400 2,400 2,400 2,700
Other - - - - - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS 1,800 1,800 1,800 2,100 2,100 2,100 2,400 2,400 2,400 2,400 2,400 2,700

EQUIPMENT & TELECOM

Computer $3,000 / New FTE - - - 3,000 - - 3,000 - - - - 3,000
Cell Phones $100 / FTE / month 600 600 600 700 700 700 800 800 800 800 800 900
Other - - - - - - - - - - - -
TOTAL EQUIPMENT & TELECOM 600 600 600 3,700 700 700 3,800 800 800 800 800 3,900

T&E
Standard T&E $4,000 / FTE / month 24,000 24,000 24,000 28,000 28,000 28,000 32,000 32,000 32,000 32,000 32,000 36,000
Other - - - - - - - - - - - -
TOTAL T&E 24,000 24,000 24,000 28,000 28,000 28,000 32,000 32,000 32,000 32,000 32,000 36,000

OTHER EXPENSES
Expense -- / month - - - - - - - - - - - -
Expense -- / month - - - - - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - - - - - -

OTHER EXPENSES
Expense - - - - - - - - - - - -
Expense - - - - - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - - - - - -

TOTAL SALES EXPENSES $ 77,532 $ 78,022 $ 78,022 $ 107,071 $ 104,541 $ 90,897 $ 120,440 $ 117,674 $ 103,674 $ 117,907 $ 118,289 $ 145,099

CONFIDENTIAL
Sales Expenses

SALES Jan-22 Feb-22 Mar-22 Apr-22 May-22 Jun-22 Jul-22 Aug-22 Sep-22 Oct-22 Nov-22 Dec-22

HEADCOUNT 9 9 9 10 11 11 11 11 12 12 12 12

PAYROLL
Salaries 60,429 60,429 60,429 68,117 75,617 75,617 75,817 75,817 83,317 83,317 83,317 83,442
Benefits & Taxes 11,270 11,270 11,270 12,704 14,103 14,103 14,140 14,140 15,539 15,539 15,539 15,562
Commissions 17,033 17,267 31,733 32,200 32,667 33,133 33,600 34,067 34,533 49,233 35,700 50,400
TOTAL PAYROLL 88,733 88,966 103,433 113,020 122,386 122,853 123,556 124,023 133,389 148,089 134,555 149,404

CONTRACTORS
Monthly Expense -- / month - - - - - - - - - - - -
Other - - - - - - - - - - - -
TOTAL CONTRACTORS - - - - - - - - - - - -

DUES & SUBSCRIPTIONS

Software License $300 / FTE / month 2,700 2,700 2,700 3,000 3,300 3,300 3,300 3,300 3,600 3,600 3,600 3,600
Other - - - - - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS 2,700 2,700 2,700 3,000 3,300 3,300 3,300 3,300 3,600 3,600 3,600 3,600

EQUIPMENT & TELECOM

Computer $3,000 / New FTE - - - 3,000 3,000 - - - 3,000 - - -
Cell Phones $100 / FTE / month 900 900 900 1,000 1,100 1,100 1,100 1,100 1,200 1,200 1,200 1,200
Other - - - - - - - - - - - -
TOTAL EQUIPMENT & TELECOM 900 900 900 4,000 4,100 1,100 1,100 1,100 4,200 1,200 1,200 1,200

T&E
Standard T&E $4,000 / FTE / month 36,000 36,000 36,000 40,000 44,000 44,000 44,000 44,000 48,000 48,000 48,000 48,000
Other - - - - - - - - - - - -
TOTAL T&E 36,000 36,000 36,000 40,000 44,000 44,000 44,000 44,000 48,000 48,000 48,000 48,000

OTHER EXPENSES
Expense -- / month - - - - - - - - - - - -
Expense -- / month - - - - - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - - - - - -

OTHER EXPENSES
Expense - - - - - - - - - - - -
Expense - - - - - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - - - - - -

TOTAL SALES EXPENSES $ 128,333 $ 128,566 $ 143,033 $ 160,020 $ 173,786 $ 171,253 $ 171,956 $ 172,423 $ 189,189 $ 200,889 $ 187,355 $ 202,204

CONFIDENTIAL
Sales Expenses

SALES Q120 Q220 Q320 Q420 Q121 Q221 Q321 Q421

HEADCOUNT 3 5 5 6 6 7 8 9

PAYROLL
Salaries 50,000 87,083 113,750 122,083 127,750 147,613 168,413 172,829
Benefits & Taxes 9,325 16,241 21,214 22,769 23,825 27,530 31,409 32,233
Commissions - 14,700 15,400 30,333 2,800 31,967 33,367 63,233
TOTAL PAYROLL 59,325 118,024 150,364 175,185 154,375 207,109 233,188 268,295

CONTRACTORS
Monthly Expense -- / month - - - - - - - -
Other - - - - - - - -
TOTAL CONTRACTORS - - - - - - - -

DUES & SUBSCRIPTIONS

Software License $300 / FTE / month 2,100 3,600 4,500 5,100 5,400 6,300 7,200 7,500
Other - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS 2,100 3,600 4,500 5,100 5,400 6,300 7,200 7,500

EQUIPMENT & TELECOM

Computer $3,000 / New FTE 9,000 6,000 - 3,000 - 3,000 3,000 3,000
Cell Phones $100 / FTE / month 700 1,200 1,500 1,700 1,800 2,100 2,400 2,500
Other - - - - - - - -
TOTAL EQUIPMENT & TELECOM 9,700 7,200 1,500 4,700 1,800 5,100 5,400 5,500

T&E
Standard T&E $4,000 / FTE / month 28,000 48,000 60,000 68,000 72,000 84,000 96,000 100,000
Other - - - - - - - -
TOTAL T&E 28,000 48,000 60,000 68,000 72,000 84,000 96,000 100,000

OTHER EXPENSES
Expense -- / month - - - - - - - -
Expense -- / month - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - -

OTHER EXPENSES
Expense - - - - - - - -
Expense - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - -

TOTAL SALES EXPENSES $ 99,125 $ 176,824 $ 216,364 $ 252,985 $ 233,575 $ 302,509 $ 341,788 $ 381,295

CONFIDENTIAL
Marketing Expenses

MARKETING Jan-20 Feb-20 Mar-20 Apr-20 May-20 Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20 Dec-20

HEADCOUNT - - 1 1 1 1 2 2 3 3 3 3

PAYROLL
Salaries - - 10,000 10,000 10,000 10,000 20,000 20,000 25,833 25,833 25,833 25,833
Benefits & Taxes - - 1,865 1,865 1,865 1,865 3,730 3,730 4,818 4,818 4,818 4,818
TOTAL PAYROLL - - 11,865 11,865 11,865 11,865 23,730 23,730 30,651 30,651 30,651 30,651

CONTRACTORS
PR Firm $7,500 / month - - - - - - - - - - - -
Other - - - - - - - - - - - -
TOTAL CONTRACTORS - - - - - - - - - - - -

DUES & SUBSCRIPTIONS

License / Subscription $1,000 / FTE / month - - 1,000 1,000 1,000 1,000 2,000 2,000 3,000 3,000 3,000 3,000
Other - - - - - - - - - - - -
Other - - - - - - - - - - - -
Other - - - - - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS - - 1,000 1,000 1,000 1,000 2,000 2,000 3,000 3,000 3,000 3,000

EQUIPMENT & TELECOM

Computer $3,000 / New FTE - - 3,000 - - - 3,000 - 3,000 - - -
Cell Phones $125 / FTE / month - - 125 125 125 125 250 250 375 375 375 375
Other - - - - - - - - - - - -
TOTAL EQUIPMENT & TELECOM - - 3,125 125 125 125 3,250 250 3,375 375 375 375

T&E
Standard T&E $500 / FTE / month - - 500 500 500 500 1,000 1,000 1,500 1,500 1,500 1,500
Other - - - - - - - - - - - -
TOTAL T&E - - 500 500 500 500 1,000 1,000 1,500 1,500 1,500 1,500

TRADESHOWS
Tradeshows $25,000 / quarter - - 25,000 - - 25,000 - - 25,000 - - 25,000
Other Collateral $4,000 / month 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000
TOTAL TRADESHOWS 4,000 4,000 29,000 4,000 4,000 29,000 4,000 4,000 29,000 4,000 4,000 29,000

ONLINE MARKETING
SEO - - - - - - - - - - - -
Online Advertising $5,000 / month 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000
Lead Gen - - - - - - - 2,500 2,500 2,500 2,500 2,500
TOTAL ONLINE MARKETING 5,000 5,000 5,000 5,000 5,000 5,000 5,000 7,500 7,500 7,500 7,500 7,500

TOTAL MARKETING EXPENSES $ 9,000 $ 9,000 $ 50,490 $ 22,490 $ 22,490 $ 47,490 $ 38,980 $ 38,480 $ 75,026 $ 47,026 $ 47,026 $ 72,026

CONFIDENTIAL
Marketing Expenses

MARKETING Jan-21 Feb-21 Mar-21 Apr-21 May-21 Jun-21 Jul-21 Aug-21 Sep-21 Oct-21 Nov-21 Dec-21

HEADCOUNT 3 4 4 4 4 4 4 5 6 6 6 6

PAYROLL
Salaries 25,833 31,667 31,967 31,967 31,967 31,967 32,267 38,100 44,108 44,108 44,108 44,108
Benefits & Taxes 4,818 5,906 5,962 5,962 5,962 5,962 6,018 7,106 8,226 8,226 8,226 8,226
TOTAL PAYROLL 30,651 37,573 37,928 37,928 37,928 37,928 38,284 45,206 52,335 52,335 52,335 52,335

CONTRACTORS
PR Firm $7,500 / month 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500
Other - - - - - - - - - - - -
TOTAL CONTRACTORS 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500

DUES & SUBSCRIPTIONS

License / Subscription $1,000 / FTE / month 3,000 4,000 4,000 4,000 4,000 4,000 4,000 5,000 6,000 6,000 6,000 6,000
Other - - - - - - - - - - - -
Other - - - - - - - - - - - -
Other - - - - - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS 3,000 4,000 4,000 4,000 4,000 4,000 4,000 5,000 6,000 6,000 6,000 6,000

EQUIPMENT & TELECOM

Computer $3,000 / New FTE - 3,000 - - - - - 3,000 3,000 - - -
Cell Phones $125 / FTE / month 375 500 500 500 500 500 500 625 750 750 750 750
Other - - - - - - - - - - - -
TOTAL EQUIPMENT & TELECOM 375 3,500 500 500 500 500 500 3,625 3,750 750 750 750

T&E
Standard T&E $500 / FTE / month 1,500 2,000 2,000 2,000 2,000 2,000 2,000 2,500 3,000 3,000 3,000 3,000
Other - - - - - - - - - - - -
TOTAL T&E 1,500 2,000 2,000 2,000 2,000 2,000 2,000 2,500 3,000 3,000 3,000 3,000

TRADESHOWS
Tradeshows $25,000 / quarter - - 25,000 - - 25,000 - - 25,000 - - 25,000
Other Collateral $4,000 / month 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000
TOTAL TRADESHOWS 4,000 4,000 29,000 4,000 4,000 29,000 4,000 4,000 29,000 4,000 4,000 29,000

ONLINE MARKETING
SEO - - - - - - - - - - - -
Online Advertising $5,000 / month 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000
Lead Gen 2,500 2,500 2,500 2,500 2,500 2,500 2,500 5,000 5,000 5,000 5,000 5,000
TOTAL ONLINE MARKETING 7,500 7,500 7,500 7,500 7,500 7,500 7,500 10,000 10,000 10,000 10,000 10,000

TOTAL MARKETING EXPENSES $ 54,526 $ 66,073 $ 88,428 $ 63,428 $ 63,428 $ 88,428 $ 63,784 $ 77,831 $ 111,585 $ 83,585 $ 83,585 $ 108,585

CONFIDENTIAL
Marketing Expenses

MARKETING Jan-22 Feb-22 Mar-22 Apr-22 May-22 Jun-22 Jul-22 Aug-22 Sep-22 Oct-22 Nov-22 Dec-22

HEADCOUNT 6 6 7 7 7 7 7 7 8 8 8 8

PAYROLL
Salaries 44,108 44,283 49,283 49,283 49,283 49,283 49,283 49,458 54,633 54,633 54,633 54,633
Benefits & Taxes 8,226 8,259 9,191 9,191 9,191 9,191 9,191 9,224 10,189 10,189 10,189 10,189
TOTAL PAYROLL 52,335 52,542 58,475 58,475 58,475 58,475 58,475 58,682 64,822 64,822 64,822 64,822

CONTRACTORS
PR Firm $7,500 / month 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500
Other - - - - - - - - - - - -
TOTAL CONTRACTORS 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500

DUES & SUBSCRIPTIONS

License / Subscription $1,000 / FTE / month 6,000 6,000 7,000 7,000 7,000 7,000 7,000 7,000 8,000 8,000 8,000 8,000
Other - - - - - - - - - - - -
Other - - - - - - - - - - - -
Other - - - - - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS 6,000 6,000 7,000 7,000 7,000 7,000 7,000 7,000 8,000 8,000 8,000 8,000

EQUIPMENT & TELECOM

Computer $3,000 / New FTE - - 3,000 - - - - - 3,000 - - -
Cell Phones $125 / FTE / month 750 750 875 875 875 875 875 875 1,000 1,000 1,000 1,000
Other - - - - - - - - - - - -
TOTAL EQUIPMENT & TELECOM 750 750 3,875 875 875 875 875 875 4,000 1,000 1,000 1,000

T&E
Standard T&E $500 / FTE / month 3,000 3,000 3,500 3,500 3,500 3,500 3,500 3,500 4,000 4,000 4,000 4,000
Other - - - - - - - - - - - -
TOTAL T&E 3,000 3,000 3,500 3,500 3,500 3,500 3,500 3,500 4,000 4,000 4,000 4,000

TRADESHOWS
Tradeshows $25,000 / quarter - - 25,000 - - 25,000 - - 25,000 - - 25,000
Other Collateral $4,000 / month 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000 4,000
TOTAL TRADESHOWS 4,000 4,000 29,000 4,000 4,000 29,000 4,000 4,000 29,000 4,000 4,000 29,000

ONLINE MARKETING
SEO - - - - - - - - - - - -
Online Advertising $5,000 / month 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000
Lead Gen 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000
TOTAL ONLINE MARKETING 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000

TOTAL MARKETING EXPENSES $ 83,585 $ 83,792 $ 119,350 $ 91,350 $ 91,350 $ 116,350 $ 91,350 $ 91,557 $ 127,322 $ 99,322 $ 99,322 $ 124,322

CONFIDENTIAL
Marketing Expenses

MARKETING Q120 Q220 Q320 Q420 Q121 Q221 Q321 Q421

HEADCOUNT 1 1 3 3 4 4 6 6

PAYROLL
Salaries 10,000 30,000 65,833 77,500 89,467 95,900 114,475 132,325
Benefits & Taxes 1,865 5,595 12,278 14,454 16,686 17,885 21,350 24,679
TOTAL PAYROLL 11,865 35,595 78,111 91,954 106,152 113,785 135,825 157,004

CONTRACTORS
PR Firm $7,500 / month - - - - 22,500 22,500 22,500 22,500
Other - - - - - - - -
TOTAL CONTRACTORS - - - - 22,500 22,500 22,500 22,500

DUES & SUBSCRIPTIONS

License / Subscription $1,000 / FTE / month 1,000 3,000 7,000 9,000 11,000 12,000 15,000 18,000
Other - - - - - - - -
Other - - - - - - - -
Other - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS 1,000 3,000 7,000 9,000 11,000 12,000 15,000 18,000

EQUIPMENT & TELECOM

Computer $3,000 / New FTE 3,000 - 6,000 - 3,000 - 6,000 -
Cell Phones $125 / FTE / month 125 375 875 1,125 1,375 1,500 1,875 2,250
Other - - - - - - - -
TOTAL EQUIPMENT & TELECOM 3,125 375 6,875 1,125 4,375 1,500 7,875 2,250

T&E
Standard T&E $500 / FTE / month 500 1,500 3,500 4,500 5,500 6,000 7,500 9,000
Other - - - - - - - -
TOTAL T&E 500 1,500 3,500 4,500 5,500 6,000 7,500 9,000

TRADESHOWS
Tradeshows $25,000 / quarter 25,000 25,000 25,000 25,000 25,000 25,000 25,000 25,000
Other Collateral $4,000 / month 12,000 12,000 12,000 12,000 12,000 12,000 12,000 12,000
TOTAL TRADESHOWS 37,000 37,000 37,000 37,000 37,000 37,000 37,000 37,000

ONLINE MARKETING
SEO - - - - - - - -
Online Advertising $5,000 / month 15,000 15,000 15,000 15,000 15,000 15,000 15,000 15,000
Lead Gen - - 5,000 7,500 7,500 7,500 12,500 15,000
TOTAL ONLINE MARKETING 15,000 15,000 20,000 22,500 22,500 22,500 27,500 30,000

TOTAL MARKETING EXPENSES $ 68,490 $ 92,470 $ 152,486 $ 166,079 $ 209,027 $ 215,285 $ 253,200 $ 275,754

CONFIDENTIAL
Research & Development Expenses

R&D Jan-20 Feb-20 Mar-20 Apr-20 May-20 Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20 Dec-20

HEADCOUNT 2 2 2 2 3 3 4 4 4 5 5 5

PAYROLL
Salaries 17,500 17,500 17,500 17,500 25,000 25,000 32,083 32,083 32,083 40,417 40,417 40,417
Benefits & Taxes 3,264 3,264 3,264 3,264 4,663 4,663 5,984 5,984 5,984 7,538 7,538 7,538
TOTAL PAYROLL 20,764 20,764 20,764 20,764 29,663 29,663 38,067 38,067 38,067 47,954 47,954 47,954

CONTRACTORS
Monthly Expense $7,000 / month 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000
Other - - - - - - - - - - - -
TOTAL CONTRACTORS 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000

DUES & SUBSCRIPTIONS

Bug Tracking $2,500 / month 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500
Source Control $10,000 / year 10,000 - - - - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS 12,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500

EQUIPMENT & TELECOM

Computer $3,000 / New FTE 6,000 - - - 3,000 - 3,000 - - 3,000 - -
Cell Phones $100 / FTE / month 200 200 200 200 300 300 400 400 400 500 500 500
Other - - - - - - - - - - - -
TOTAL EQUIPMENT & TELECOM 6,200 200 200 200 3,300 300 3,400 400 400 3,500 500 500

T&E
Standard T&E $100 / FTE / month 200 200 200 200 300 300 400 400 400 500 500 500
Other - - - - - - - - - - - -
TOTAL T&E 200 200 200 200 300 300 400 400 400 500 500 500

OTHER EXPENSES
Expense -- / month - - - - - - - - - - - -
Expense -- / month - - - - - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - - - - - -

OTHER EXPENSES
Expense - - - - - - - - - - - -
Expense - - - - - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - - - - - -

TOTAL R&D EXPENSES $ 46,664 $ 30,664 $ 30,664 $ 30,664 $ 42,763 $ 39,763 $ 51,367 $ 48,367 $ 48,367 $ 61,454 $ 58,454 $ 58,454

CONFIDENTIAL
Research & Development Expenses

R&D Jan-21 Feb-21 Mar-21 Apr-21 May-21 Jun-21 Jul-21 Aug-21 Sep-21 Oct-21 Nov-21 Dec-21

HEADCOUNT 5 6 7 7 8 8 8 8 8 8 9 9

PAYROLL
Salaries 40,942 48,442 53,442 53,442 61,167 61,167 61,379 61,379 61,379 61,629 69,129 69,129
Benefits & Taxes 7,636 9,034 9,967 9,967 11,408 11,408 11,447 11,447 11,447 11,494 12,893 12,893
TOTAL PAYROLL 48,577 57,476 63,409 63,409 72,574 72,574 72,826 72,826 72,826 73,123 82,022 82,022

CONTRACTORS
Monthly Expense $7,000 / month 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000
Other - - - - - - - - - - - -
TOTAL CONTRACTORS 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000

DUES & SUBSCRIPTIONS

Bug Tracking $2,500 / month 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500
Source Control $10,000 / year 10,000 - - - - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS 12,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500

EQUIPMENT & TELECOM

Computer $3,000 / New FTE - 3,000 3,000 - 3,000 - - - - - 3,000 -
Cell Phones $100 / FTE / month 500 600 700 700 800 800 800 800 800 800 900 900
Other - - - - - - - - - - - -
TOTAL EQUIPMENT & TELECOM 500 3,600 3,700 700 3,800 800 800 800 800 800 3,900 900

T&E
Standard T&E $100 / FTE / month 500 600 700 700 800 800 800 800 800 800 900 900
Other - - - - - - - - - - - -
TOTAL T&E 500 600 700 700 800 800 800 800 800 800 900 900

OTHER EXPENSES
Expense -- / month - - - - - - - - - - - -
Expense -- / month - - - - - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - - - - - -

OTHER EXPENSES
Expense - - - - - - - - - - - -
Expense - - - - - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - - - - - -

TOTAL R&D EXPENSES $ 69,077 $ 71,176 $ 77,309 $ 74,309 $ 86,674 $ 83,674 $ 83,926 $ 83,926 $ 83,926 $ 84,223 $ 96,322 $ 93,322

CONFIDENTIAL
Research & Development Expenses

R&D Jan-22 Feb-22 Mar-22 Apr-22 May-22 Jun-22 Jul-22 Aug-22 Sep-22 Oct-22 Nov-22 Dec-22

HEADCOUNT 9 9 9 9 10 10 10 11 11 12 12 12

PAYROLL
Salaries 69,129 69,354 69,504 69,504 76,396 76,396 76,396 83,063 83,063 88,063 88,288 88,288
Benefits & Taxes 12,893 12,935 12,963 12,963 14,248 14,248 14,248 15,491 15,491 16,424 16,466 16,466
TOTAL PAYROLL 82,022 82,289 82,467 82,467 90,644 90,644 90,644 98,554 98,554 104,486 104,753 104,753

CONTRACTORS
Monthly Expense $7,000 / month 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000
Other - - - - - - - - - - - -
TOTAL CONTRACTORS 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000

DUES & SUBSCRIPTIONS

Bug Tracking $2,500 / month 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500
Source Control $10,000 / year 10,000 - - - - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS 12,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500 2,500

EQUIPMENT & TELECOM

Computer $3,000 / New FTE - - - - 3,000 - - 3,000 - 3,000 - -
Cell Phones $100 / FTE / month 900 900 900 900 1,000 1,000 1,000 1,100 1,100 1,200 1,200 1,200
Other - - - - - - - - - - - -
TOTAL EQUIPMENT & TELECOM 900 900 900 900 4,000 1,000 1,000 4,100 1,100 4,200 1,200 1,200

T&E
Standard T&E $100 / FTE / month 900 900 900 900 1,000 1,000 1,000 1,100 1,100 1,200 1,200 1,200
Other - - - - - - - - - - - -
TOTAL T&E 900 900 900 900 1,000 1,000 1,000 1,100 1,100 1,200 1,200 1,200

OTHER EXPENSES
Expense -- / month - - - - - - - - - - - -
Expense -- / month - - - - - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - - - - - -

OTHER EXPENSES
Expense - - - - - - - - - - - -
Expense - - - - - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - - - - - -

TOTAL R&D EXPENSES $ 103,322 $ 93,589 $ 93,767 $ 93,767 $ 105,144 $ 102,144 $ 102,144 $ 113,254 $ 110,254 $ 119,386 $ 116,653 $ 116,653

CONFIDENTIAL
Research & Development Expenses

R&D Q120 Q220 Q320 Q420 Q121 Q221 Q321 Q421

HEADCOUNT 2 3 4 5 7 8 8 9

PAYROLL
Salaries 52,500 67,500 96,250 121,250 142,825 175,775 184,138 199,888
Benefits & Taxes 9,791 12,589 17,951 22,613 26,637 32,782 34,342 37,279
TOTAL PAYROLL 62,291 80,089 114,201 143,863 169,462 208,557 218,479 237,167

CONTRACTORS
Monthly Expense $7,000 / month 21,000 21,000 21,000 21,000 21,000 21,000 21,000 21,000
Other - - - - - - - -
TOTAL CONTRACTORS 21,000 21,000 21,000 21,000 21,000 21,000 21,000 21,000

DUES & SUBSCRIPTIONS

Bug Tracking $2,500 / month 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500
Source Control $10,000 / year 10,000 - - 10,000 10,000 - - -
TOTAL DUES & SUBSCRIPTIONS 17,500 7,500 7,500 17,500 17,500 7,500 7,500 7,500

EQUIPMENT & TELECOM

Computer $3,000 / New FTE 6,000 3,000 3,000 3,000 6,000 3,000 - 3,000
Cell Phones $100 / FTE / month 600 800 1,200 1,500 1,800 2,300 2,400 2,600
Other - - - - - - - -
TOTAL EQUIPMENT & TELECOM 6,600 3,800 4,200 4,500 7,800 5,300 2,400 5,600

T&E
Standard T&E $100 / FTE / month 600 800 1,200 1,500 1,800 2,300 2,400 2,600
Other - - - - - - - -
TOTAL T&E 600 800 1,200 1,500 1,800 2,300 2,400 2,600

OTHER EXPENSES
Expense -- / month - - - - - - - -
Expense -- / month - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - -

OTHER EXPENSES
Expense - - - - - - - -
Expense - - - - - - - -
TOTAL OTHER EXPENSES - - - - - - - -

TOTAL R&D EXPENSES $ 107,991 $ 113,189 $ 148,101 $ 188,363 $ 217,562 $ 244,657 $ 251,779 $ 273,867

CONFIDENTIAL
General & Administrative Expenses

G&A Jan-20 Feb-20 Mar-20 Apr-20 May-20 Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20 Dec-20

HEADCOUNT 3 3 3 3 4 4 4 4 4 4 4 4

PAYROLL
Salaries 29,167 29,167 29,167 29,167 32,500 32,500 32,500 32,500 32,500 32,500 32,500 32,500
Benefits & Taxes 5,440 5,440 5,440 5,440 6,061 6,061 6,061 6,061 6,061 6,061 6,061 6,061
TOTAL PAYROLL 34,606 34,606 34,606 34,606 38,561 38,561 38,561 38,561 38,561 38,561 38,561 38,561

CONTRACTORS
Outsourced Finance -- / month - - - - - - - - - - - -
Tax & Audit / Review - - - 15,000 5,000 - - - - - - -
Valuation - - - - - - 3,000 - - - - -
Legal - IP - - - - - - - - - - - -
Legal - Transacton - - - - - - - - - - - -
Legal - General Corporate 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000
TOTAL CONTRACTORS 1,000 1,000 1,000 16,000 6,000 1,000 4,000 1,000 1,000 1,000 1,000 1,000

DUES & SUBSCRIPTIONS

Monthly Subscription $100 / FTE / month 300 300 300 300 400 400 400 400 400 400 400 400
Other - - - - - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS 300 300 300 300 400 400 400 400 400 400 400 400

EQUIPMENT & TELECOM

Computer $3,000 / New FTE 9,000 - - - 3,000 - - - - - - -
Cell Phones $100 / FTE / month 300 300 300 300 400 400 400 400 400 400 400 400
Corporate Landline / VOIP $500 / month 500 500 500 500 500 500 500 500 500 500 500 500
Corporate Internet $200 / month 200 200 200 200 200 200 200 200 200 200 200 200
Miscellaneous Equipment $1,000 / month 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000
TOTAL EQUIPMENT & TELECOM 11,000 2,000 2,000 2,000 5,100 2,100 2,100 2,100 2,100 2,100 2,100 2,100

T&E
Standard T&E $4,000 / FTE / month 12,000 12,000 12,000 12,000 16,000 16,000 16,000 16,000 16,000 16,000 16,000 16,000
Other - - - - - - - - - - - -
TOTAL T&E 12,000 12,000 12,000 12,000 16,000 16,000 16,000 16,000 16,000 16,000 16,000 16,000

INSURANCE
General Liability $4,000 / year - - - - - 4,000 - - - - - -
E&O $4,000 / year - - - - - - - - - - 4,000 -
D&O $4,000 / year - 4,000 - - - - - - - - - -
Other - - - - - - - - - - - -
TOTAL INSURANCE - 4,000 - - - 4,000 - - - - 4,000 -

OFFICE
Rent $7,000 / month 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000
Utilities $250 / month 250 250 250 250 250 250 250 250 250 250 250 250
Office Supplies $150 / month 150 150 150 150 150 150 150 150 150 150 150 150
TOTAL OFFICE 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400

TOTAL G&A EXPENSES $ 66,306 $ 61,306 $ 57,306 $ 72,306 $ 73,461 $ 69,461 $ 68,461 $ 65,461 $ 65,461 $ 65,461 $ 69,461 $ 65,461

CONFIDENTIAL
General & Administrative Expenses

G&A Jan-21 Feb-21 Mar-21 Apr-21 May-21 Jun-21 Jul-21 Aug-21 Sep-21 Oct-21 Nov-21 Dec-21

HEADCOUNT 5 5 5 5 5 5 6 6 6 6 6 6

PAYROLL
Salaries 43,375 43,375 43,375 43,375 43,475 43,475 47,642 47,642 47,642 47,642 47,642 47,642
Benefits & Taxes 8,089 8,089 8,089 8,089 8,108 8,108 8,885 8,885 8,885 8,885 8,885 8,885
TOTAL PAYROLL 51,464 51,464 51,464 51,464 51,583 51,583 56,527 56,527 56,527 56,527 56,527 56,527

CONTRACTORS
Outsourced Finance -- / month - - - - - - - - - - - -
Tax & Audit / Review - - - 15,000 5,000 - - - - - - -
Valuation - - - - - - 3,000 - - - - -
Legal - IP - - - - - - - - - - - -
Legal - Transacton - - - - - - - - - - - -
Legal - General Corporate 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000
TOTAL CONTRACTORS 1,000 1,000 1,000 16,000 6,000 1,000 4,000 1,000 1,000 1,000 1,000 1,000

DUES & SUBSCRIPTIONS

Monthly Subscription $100 / FTE / month 500 500 500 500 500 500 600 600 600 600 600 600
Other - - - - - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS 500 500 500 500 500 500 600 600 600 600 600 600

EQUIPMENT & TELECOM

Computer $3,000 / New FTE 3,000 - - - - - 3,000 - - - - -
Cell Phones $100 / FTE / month 500 500 500 500 500 500 600 600 600 600 600 600
Corporate Landline / VOIP $500 / month 500 500 500 500 500 500 500 500 500 500 500 500
Corporate Internet $200 / month 200 200 200 200 200 200 200 200 200 200 200 200
Miscellaneous Equipment $1,000 / month 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000
TOTAL EQUIPMENT & TELECOM 5,200 2,200 2,200 2,200 2,200 2,200 5,300 2,300 2,300 2,300 2,300 2,300

T&E
Standard T&E $4,000 / FTE / month 20,000 20,000 20,000 20,000 20,000 20,000 24,000 24,000 24,000 24,000 24,000 24,000
Other - - - - - - - - - - - -
TOTAL T&E 20,000 20,000 20,000 20,000 20,000 20,000 24,000 24,000 24,000 24,000 24,000 24,000

INSURANCE
General Liability $4,000 / year - - - - - 4,000 - - - - - -
E&O $4,000 / year - - - - - - - - - - 4,000 -
D&O $4,000 / year - 4,000 - - - - - - - - - -
Other - - - - - - - - - - - -
TOTAL INSURANCE - 4,000 - - - 4,000 - - - - 4,000 -

OFFICE
Rent $7,000 / month 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000
Utilities $250 / month 250 250 250 250 250 250 250 250 250 250 250 250
Office Supplies $150 / month 150 150 150 150 150 150 150 150 150 150 150 150
TOTAL OFFICE 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400

TOTAL G&A EXPENSES $ 85,564 $ 86,564 $ 82,564 $ 97,564 $ 87,683 $ 86,683 $ 97,827 $ 91,827 $ 91,827 $ 91,827 $ 95,827 $ 91,827

CONFIDENTIAL
General & Administrative Expenses

G&A Jan-22 Feb-22 Mar-22 Apr-22 May-22 Jun-22 Jul-22 Aug-22 Sep-22 Oct-22 Nov-22 Dec-22

HEADCOUNT 6 6 6 6 6 6 7 7 7 7 7 7

PAYROLL
Salaries 47,942 47,942 47,942 47,942 47,942 47,942 53,900 53,900 53,900 53,900 53,900 53,900
Benefits & Taxes 8,941 8,941 8,941 8,941 8,941 8,941 10,052 10,052 10,052 10,052 10,052 10,052
TOTAL PAYROLL 56,883 56,883 56,883 56,883 56,883 56,883 63,952 63,952 63,952 63,952 63,952 63,952

CONTRACTORS
Outsourced Finance -- / month - - - - - - - - - - - -
Tax & Audit / Review - - - 15,000 5,000 - - - - - - -
Valuation - - - - - - 3,000 - - - - -
Legal - IP - - - - - - - - - - - -
Legal - Transacton - - - - - - - - - - - -
Legal - General Corporate 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000
TOTAL CONTRACTORS 1,000 1,000 1,000 16,000 6,000 1,000 4,000 1,000 1,000 1,000 1,000 1,000

DUES & SUBSCRIPTIONS

Monthly Subscription $100 / FTE / month 600 600 600 600 600 600 700 700 700 700 700 700
Other - - - - - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS 600 600 600 600 600 600 700 700 700 700 700 700

EQUIPMENT & TELECOM

Computer $3,000 / New FTE - - - - - - 3,000 - - - - -
Cell Phones $100 / FTE / month 600 600 600 600 600 600 700 700 700 700 700 700
Corporate Landline / VOIP $500 / month 500 500 500 500 500 500 500 500 500 500 500 500
Corporate Internet $200 / month 200 200 200 200 200 200 200 200 200 200 200 200
Miscellaneous Equipment $1,000 / month 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000 1,000
TOTAL EQUIPMENT & TELECOM 2,300 2,300 2,300 2,300 2,300 2,300 5,400 2,400 2,400 2,400 2,400 2,400

T&E
Standard T&E $4,000 / FTE / month 24,000 24,000 24,000 24,000 24,000 24,000 28,000 28,000 28,000 28,000 28,000 28,000
Other - - - - - - - - - - - -
TOTAL T&E 24,000 24,000 24,000 24,000 24,000 24,000 28,000 28,000 28,000 28,000 28,000 28,000

INSURANCE
General Liability $4,000 / year - - - - - 4,000 - - - - - -
E&O $4,000 / year - - - - - - - - - - 4,000 -
D&O $4,000 / year - 4,000 - - - - - - - - - -
Other - - - - - - - - - - - -
TOTAL INSURANCE

OFFICE
Rent $7,000 / month 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000 7,000
Utilities $250 / month 250 250 250 250 250 250 250 250 250 250 250 250
Office Supplies $150 / month 150 150 150 150 150 150 150 150 150 150 150 150
TOTAL OFFICE 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400 7,400

TOTAL G&A EXPENSES $ 92,183 $ 92,183 $ 92,183 $ 107,183 $ 97,183 $ 92,183 $ 109,452 $ 103,452 $ 103,452 $ 103,452 $ 103,452 $ 103,452

CONFIDENTIAL
General & Administrative Expenses

G&A Q120 Q220 Q320 Q420 Q121 Q221 Q321 Q421

HEADCOUNT 3 4 4 4 5 5 6 6

PAYROLL
Salaries 87,500 94,167 97,500 97,500 130,125 130,325 142,925 142,925
Benefits & Taxes 16,319 17,562 18,184 18,184 24,268 24,306 26,656 26,656
TOTAL PAYROLL 103,819 111,729 115,684 115,684 154,393 154,631 169,581 169,581

CONTRACTORS
Outsourced Finance -- / month - - - - - - - -
Tax & Audit / Review - 20,000 - - - 20,000 - -
Valuation - - 3,000 - - - 3,000 -
Legal - IP - - - - - - - -
Legal - Transacton - - - - - - - -
Legal - General Corporate 3,000 3,000 3,000 3,000 3,000 3,000 3,000 3,000
TOTAL CONTRACTORS 3,000 23,000 6,000 3,000 3,000 23,000 6,000 3,000

DUES & SUBSCRIPTIONS

Monthly Subscription $100 / FTE / month 900 1,100 1,200 1,200 1,500 1,500 1,800 1,800
Other - - - - - - - -
TOTAL DUES & SUBSCRIPTIONS 900 1,100 1,200 1,200 1,500 1,500 1,800 1,800

EQUIPMENT & TELECOM

Computer $3,000 / New FTE 9,000 3,000 - - 3,000 - 3,000 -
Cell Phones $100 / FTE / month 900 1,100 1,200 1,200 1,500 1,500 1,800 1,800
Corporate Landline / VOIP $500 / month 1,500 1,500 1,500 1,500 1,500 1,500 1,500 1,500
Corporate Internet $200 / month 600 600 600 600 600 600 600 600
Miscellaneous Equipment $1,000 / month 3,000 3,000 3,000 3,000 3,000 3,000 3,000 3,000
TOTAL EQUIPMENT & TELECOM 15,000 9,200 6,300 6,300 9,600 6,600 9,900 6,900

T&E
Standard T&E $4,000 / FTE / month 36,000 44,000 48,000 48,000 60,000 60,000 72,000 72,000
Other - - - - - - - -
TOTAL T&E 36,000 44,000 48,000 48,000 60,000 60,000 72,000 72,000

INSURANCE
General Liability $4,000 / year - 4,000 - - - 4,000 - -
E&O $4,000 / year - - - 4,000 - - - 4,000
D&O $4,000 / year 4,000 - - - 4,000 - - -
Other - - - - - - - -
TOTAL INSURANCE 4,000 4,000 - 4,000 4,000 4,000 - 4,000

OFFICE
Rent $7,000 / month 21,000 21,000 21,000 21,000 21,000 21,000 21,000 21,000
Utilities $250 / month 750 750 750 750 750 750 750 750
Office Supplies $150 / month 450 450 450 450 450 450 450 450
TOTAL OFFICE 22,200 22,200 22,200 22,200 22,200 22,200 22,200 22,200

TOTAL G&A EXPENSES $ 184,919 $ 215,229 $ 199,384 $ 200,384 $ 254,693 $ 271,931 $ 281,481 $ 279,481

CONFIDENTIAL
Staffing Model

Broad Assumptions
Annnual Raise 3.00%
Taxes 8.65%
Benefits 10.00%

Last Name First Name Title Ann Salary Start Jan-20 Feb-20 Mar-20 Apr-20 May-20 Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20 Dec-20

SALES
VP Sales 120,000 Jun-20 - - - - - 10,000 10,000 10,000 10,000 10,000 10,000 10,000
Sales Rep 90,000 Jan-20 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500
Sales Rep 90,000 Feb-20 - 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500
Sales Support 50,000 Nov-20 - - - - - - - - - - 4,167 4,167
Sales Rep 75,000 Feb-20 - 6,250 6,250 6,250 6,250 6,250 6,250 6,250 6,250 6,250 6,250 6,250
Sales Rep 75,000 Apr-21 - - - - - - - - - - - -
Sales Support 50,000 Dec-21 - - - - - - - - - - - -
Sales Engineer 80,000 May-20 - - - - 6,667 6,667 6,667 6,667 6,667 6,667 6,667 6,667
Sales Engineer 80,000 Jul-21 - - - - - - - - - - - -
Sales Rep 90,000 Apr-22 - - - - - - - - - - - -
Sales Rep 90,000 May-22 - - - - - - - - - - - -
Sales Rep 90,000 Sep-22 - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
Headcount 1 3 3 3 4 5 5 5 5 5 6 6
Salaries 7,500 21,250 21,250 21,250 27,917 37,917 37,917 37,917 37,917 37,917 42,083 42,083
Benefits 750 2,125 2,125 2,125 2,792 3,792 3,792 3,792 3,792 3,792 4,208 4,208
TOTAL SALES
Taxes 649 1,838 1,838 1,838 2,415 3,280 3,280 3,280 3,280 3,280 3,640 3,640
Fully Loaded Comp $ 8,899 $ 25,213 $ 25,213 $ 25,213 $ 33,123 $ 44,988 $ 44,988 $ 44,988 $ 44,988 $ 44,988 $ 49,932 $ 49,932
Total Comp / FTE $ 8,899 $ 8,404 $ 8,404 $ 8,404 $ 8,281 $ 8,998 $ 8,998 $ 8,998 $ 8,998 $ 8,998 $ 8,322 $ 8,322

MARKETING

VP Marketing 120,000 Jul-20 - - - - - - 10,000 10,000 10,000 10,000 10,000 10,000

VP Product 120,000 Mar-20 - - 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000
Marcomm Manager 70,000 Feb-21 - - - - - - - - - - - -
Community Manager 70,000 Aug-21 - - - - - - - - - - - -
Product Manager 70,000 Sep-20 - - - - - - - - 5,833 5,833 5,833 5,833
Product Manager 70,000 Sep-21 - - - - - - - - - - - -
Event Coordinator 60,000 Mar-22 - - - - - - - - - - - -
Marketing Analyst 60,000 Sep-22 - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -

Headcount - - 1 1 1 1 2 2 3 3 3 3
Salaries - - 10,000 10,000 10,000 10,000 20,000 20,000 25,833 25,833 25,833 25,833
Benefits - - 1,000 1,000 1,000 1,000 2,000 2,000 2,583 2,583 2,583 2,583
TOTAL MARKETING
Taxes - - 865 865 865 865 1,730 1,730 2,235 2,235 2,235 2,235
Fully Loaded Comp $ - $ - $ 11,865 $ 11,865 $ 11,865 $ 11,865 $ 23,730 $ 23,730 $ 30,651 $ 30,651 $ 30,651 $ 30,651
Total Comp / FTE $ - $ - $ 11,865 $ 11,865 $ 11,865 $ 11,865 $ 11,865 $ 11,865 $ 10,217 $ 10,217 $ 10,217 $ 10,217

R&D

VP Engineering / R&D 120,000 Jan-20 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000
Architect 100,000 Oct-20 - - - - - - - - - 8,333 8,333 8,333
Developer 90,000 Jan-20 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500
Developer 90,000 May-20 - - - - 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500
Developer 90,000 Feb-21 - - - - - - - - - - - -
Developer 90,000 May-21 - - - - - - - - - - - -
Developer 90,000 Nov-21 - - - - - - - - - - - -
Developer 80,000 May-22 - - - - - - - - - - - -
Developer 80,000 Aug-22 - - - - - - - - - - - -
Operations Manager 60,000 Mar-21 - - - - - - - - - - - -
QA 60,000 Oct-22 - - - - - - - - - - - -
Dev Ops 85,000 Jul-20 - - - - - - 7,083 7,083 7,083 7,083 7,083 7,083
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -

CONFIDENTIAL
Staffing Model

Broad Assumptions
Annnual Raise 3.00%
Taxes 8.65%
Benefits 10.00%

Last Name First Name Title Ann Salary Start Jan-20 Feb-20 Mar-20 Apr-20 May-20 Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20 Dec-20

- - - - - - - - - - - - -

Headcount 2 2 2 2 3 3 4 4 4 5 5 5
Salaries 17,500 17,500 17,500 17,500 25,000 25,000 32,083 32,083 32,083 40,417 40,417 40,417
Benefits 1,750 1,750 1,750 1,750 2,500 2,500 3,208 3,208 3,208 4,042 4,042 4,042
TOTAL R&D
Taxes 1,514 1,514 1,514 1,514 2,163 2,163 2,775 2,775 2,775 3,496 3,496 3,496
Fully Loaded Comp $ 20,764 $ 20,764 $ 20,764 $ 20,764 $ 29,663 $ 29,663 $ 38,067 $ 38,067 $ 38,067 $ 47,954 $ 47,954 $ 47,954
Total Comp / FTE $ 10,382 $ 10,382 $ 10,382 $ 10,382 $ 9,888 $ 9,888 $ 9,517 $ 9,517 $ 9,517 $ 9,591 $ 9,591 $ 9,591

CONFIDENTIAL
Staffing Model

Broad Assumptions
Annnual Raise 3.00%
Taxes 8.65%
Benefits 10.00%

Last Name First Name Title Ann Salary Start Jan-20 Feb-20 Mar-20 Apr-20 May-20 Jun-20 Jul-20 Aug-20 Sep-20 Oct-20 Nov-20 Dec-20

G&A

CEO 150,000 Jan-20 12,500 12,500 12,500 12,500 12,500 12,500 12,500 12,500 12,500 12,500 12,500 12,500
CTO 130,000 Jan-20 10,833 10,833 10,833 10,833 10,833 10,833 10,833 10,833 10,833 10,833 10,833 10,833
CFO 120,000 Jan-21 - - - - - - - - - - - -
Admin 40,000 May-20 - - - - 3,333 3,333 3,333 3,333 3,333 3,333 3,333 3,333
Controller 70,000 Jan-20 5,833 5,833 5,833 5,833 5,833 5,833 5,833 5,833 5,833 5,833 5,833 5,833
Accounting 50,000 Jul-21 - - - - - - - - - - - -
FP&A Analyst 70,000 Jul-22 - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -

Headcount 3 3 3 3 4 4 4 4 4 4 4 4
Salaries 29,167 29,167 29,167 29,167 32,500 32,500 32,500 32,500 32,500 32,500 32,500 32,500
Benefits 2,917 2,917 2,917 2,917 3,250 3,250 3,250 3,250 3,250 3,250 3,250 3,250
TOTAL G&A
Taxes 2,523 2,523 2,523 2,523 2,811 2,811 2,811 2,811 2,811 2,811 2,811 2,811
Fully Loaded Comp $ 34,606 $ 34,606 $ 34,606 $ 34,606 $ 38,561 $ 38,561 $ 38,561 $ 38,561 $ 38,561 $ 38,561 $ 38,561 $ 38,561
Total Comp / FTE $ 11,535 $ 11,535 $ 11,535 $ 11,535 $ 9,640 $ 9,640 $ 9,640 $ 9,640 $ 9,640 $ 9,640 $ 9,640 $ 9,640

CONFIDENTIAL
Staffing Model

Broad Assumptions
Annnual Raise 3.00%
Taxes 8.65%
Benefits 10.00%

Last Name First Name Title Ann Salary Start Jan-21 Feb-21 Mar-21 Apr-21 May-21 Jun-21 Jul-21 Aug-21 Sep-21 Oct-21 Nov-21 Dec-21

SALES
VP Sales 120,000 Jun-20 10,000 10,000 10,000 10,000 10,000 10,300 10,300 10,300 10,300 10,300 10,300 10,300
Sales Rep 90,000 Jan-20 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725
Sales Rep 90,000 Feb-20 7,500 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725
Sales Support 50,000 Nov-20 4,167 4,167 4,167 4,167 4,167 4,167 4,167 4,167 4,167 4,167 4,292 4,292
Sales Rep 75,000 Feb-20 6,250 6,438 6,438 6,438 6,438 6,438 6,438 6,438 6,438 6,438 6,438 6,438
Sales Rep 75,000 Apr-21 - - - 6,250 6,250 6,250 6,250 6,250 6,250 6,250 6,250 6,250
Sales Support 50,000 Dec-21 - - - - - - - - - - - 4,167
Sales Engineer 80,000 May-20 6,667 6,667 6,667 6,667 6,867 6,867 6,867 6,867 6,867 6,867 6,867 6,867
Sales Engineer 80,000 Jul-21 - - - - - - 6,667 6,667 6,667 6,667 6,667 6,667
Sales Rep 90,000 Apr-22 - - - - - - - - - - - -
Sales Rep 90,000 May-22 - - - - - - - - - - - -
Sales Rep 90,000 Sep-22 - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
Headcount 6 6 6 7 7 7 8 8 8 8 8 9
Salaries 42,308 42,721 42,721 48,971 49,171 49,471 56,138 56,138 56,138 56,138 56,263 60,429
Benefits 4,231 4,272 4,272 4,897 4,917 4,947 5,614 5,614 5,614 5,614 5,626 6,043
TOTAL SALES
Taxes 3,660 3,695 3,695 4,236 4,253 4,279 4,856 4,856 4,856 4,856 4,867 5,227
Fully Loaded Comp $ 50,199 $ 50,688 $ 50,688 $ 58,104 $ 58,341 $ 58,697 $ 66,607 $ 66,607 $ 66,607 $ 66,607 $ 66,755 $ 71,699
Total Comp / FTE $ 8,366 $ 8,448 $ 8,448 $ 8,301 $ 8,334 $ 8,385 $ 8,326 $ 8,326 $ 8,326 $ 8,326 $ 8,344 $ 7,967

MARKETING

VP Marketing 120,000 Jul-20 10,000 10,000 10,000 10,000 10,000 10,000 10,300 10,300 10,300 10,300 10,300 10,300
VP Product 120,000 Mar-20 10,000 10,000 10,300 10,300 10,300 10,300 10,300 10,300 10,300 10,300 10,300 10,300
Marcomm Manager 70,000 Feb-21 - 5,833 5,833 5,833 5,833 5,833 5,833 5,833 5,833 5,833 5,833 5,833
Community Manager 70,000 Aug-21 - - - - - - - 5,833 5,833 5,833 5,833 5,833
Product Manager 70,000 Sep-20 5,833 5,833 5,833 5,833 5,833 5,833 5,833 5,833 6,008 6,008 6,008 6,008
Product Manager 70,000 Sep-21 - - - - - - - - 5,833 5,833 5,833 5,833
Event Coordinator 60,000 Mar-22 - - - - - - - - - - - -
Marketing Analyst 60,000 Sep-22 - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -

Headcount 3 4 4 4 4 4 4 5 6 6 6 6
Salaries 25,833 31,667 31,967 31,967 31,967 31,967 32,267 38,100 44,108 44,108 44,108 44,108
Benefits 2,583 3,167 3,197 3,197 3,197 3,197 3,227 3,810 4,411 4,411 4,411 4,411
TOTAL MARKETING
Taxes 2,235 2,739 2,765 2,765 2,765 2,765 2,791 3,296 3,815 3,815 3,815 3,815
Fully Loaded Comp $ 30,651 $ 37,572 $ 37,928 $ 37,928 $ 37,928 $ 37,928 $ 38,284 $ 45,206 $ 52,335 $ 52,335 $ 52,335 $ 52,335
Total Comp / FTE $ 10,217 $ 9,393 $ 9,482 $ 9,482 $ 9,482 $ 9,482 $ 9,571 $ 9,041 $ 8,722 $ 8,722 $ 8,722 $ 8,722

R&D

VP Engineering / R&D 120,000 Jan-20 10,300 10,300 10,300 10,300 10,300 10,300 10,300 10,300 10,300 10,300 10,300 10,300
Architect 100,000 Oct-20 8,333 8,333 8,333 8,333 8,333 8,333 8,333 8,333 8,333 8,583 8,583 8,583
Developer 90,000 Jan-20 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725
Developer 90,000 May-20 7,500 7,500 7,500 7,500 7,725 7,725 7,725 7,725 7,725 7,725 7,725 7,725
Developer 90,000 Feb-21 - 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500
Developer 90,000 May-21 - - - - 7,500 7,500 7,500 7,500 7,500 7,500 7,500 7,500
Developer 90,000 Nov-21 - - - - - - - - - - 7,500 7,500
Developer 80,000 May-22 - - - - - - - - - - - -
Developer 80,000 Aug-22 - - - - - - - - - - - -
Operations Manager 60,000 Mar-21 - - 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000 5,000
QA 60,000 Oct-22 - - - - - - - - - - - -
Dev Ops 85,000 Jul-20 7,083 7,083 7,083 7,083 7,083 7,083 7,296 7,296 7,296 7,296 7,296 7,296
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -

CONFIDENTIAL
Staffing Model

Broad Assumptions
Annnual Raise 3.00%
Taxes 8.65%
Benefits 10.00%

Last Name First Name Title Ann Salary Start Jan-21 Feb-21 Mar-21 Apr-21 May-21 Jun-21 Jul-21 Aug-21 Sep-21 Oct-21 Nov-21 Dec-21

- - - - - - - - - - - - -

Headcount 5 6 7 7 8 8 8 8 8 8 9 9
Salaries 40,942 48,442 53,442 53,442 61,167 61,167 61,379 61,379 61,379 61,629 69,129 69,129
Benefits 4,094 4,844 5,344 5,344 6,117 6,117 6,138 6,138 6,138 6,163 6,913 6,913
TOTAL R&D
Taxes 3,541 4,190 4,623 4,623 5,291 5,291 5,309 5,309 5,309 5,331 5,980 5,980
Fully Loaded Comp $ 48,577 $ 57,476 $ 63,409 $ 63,409 $ 72,574 $ 72,574 $ 72,826 $ 72,826 $ 72,826 $ 73,123 $ 82,022 $ 82,022
Total Comp / FTE $ 9,715 $ 9,579 $ 9,058 $ 9,058 $ 9,072 $ 9,072 $ 9,103 $ 9,103 $ 9,103 $ 9,140 $ 9,114 $ 9,114

CONFIDENTIAL
Staffing Model

Broad Assumptions
Annnual Raise 3.00%
Taxes 8.65%
Benefits 10.00%

Last Name First Name Title Ann Salary Start Jan-21 Feb-21 Mar-21 Apr-21 May-21 Jun-21 Jul-21 Aug-21 Sep-21 Oct-21 Nov-21 Dec-21

G&A

CEO 150,000 Jan-20 12,875 12,875 12,875 12,875 12,875 12,875 12,875 12,875 12,875 12,875 12,875 12,875
CTO 130,000 Jan-20 11,158 11,158 11,158 11,158 11,158 11,158 11,158 11,158 11,158 11,158 11,158 11,158
CFO 120,000 Jan-21 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000 10,000
Admin 40,000 May-20 3,333 3,333 3,333 3,333 3,433 3,433 3,433 3,433 3,433 3,433 3,433 3,433
Controller 70,000 Jan-20 6,008 6,008 6,008 6,008 6,008 6,008 6,008 6,008 6,008 6,008 6,008 6,008
Accounting 50,000 Jul-21 - - - - - - 4,167 4,167 4,167 4,167 4,167 4,167
FP&A Analyst 70,000 Jul-22 - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -
- - - - - - - - - - - - -

Headcount 5 5 5 5 5 5 6 6 6 6 6 6
Salaries 43,375 43,375 43,375 43,375 43,475 43,475 47,642 47,642 47,642 47,642 47,642 47,642
Benefits 4,338 4,338 4,338 4,338 4,348 4,348 4,764 4,764 4,764 4,764 4,764 4,764
TOTAL G&A
Taxes 3,752 3,752 3,752 3,752 3,761 3,761 4,121 4,121 4,121 4,121 4,121 4,121
Fully Loaded Comp $ 51,464 $ 51,464 $ 51,464 $ 51,464 $ 51,583 $ 51,583 $ 56,527 $ 56,527 $ 56,527 $ 56,527 $ 56,527 $ 56,527
Total Comp / FTE $ 10,293 $ 10,293 $ 10,293 $ 10,293 $ 10,317 $ 10,317 $ 9,421 $ 9,421 $ 9,421 $ 9,421 $ 9,421 $ 9,421

CONFIDENTIAL