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  "presentationDate": "2022-05-01 00:00:00",
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  "notes": "The table includes a specific breakout for 2021 by segment size (>500 vs <500) and a $500M ARR benchmark.",
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      "text": "Note: LTV defined as Non-GAAP Subscription Gross Margin divided by Gross churn+Discount Rate. CAC Defined as Non-GAAP S&M Expense divided by Gross New ARR. 2021 Breakout includes allocation for S&M based on WKME estimates for >500 & <500.",
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      "text": "Investment in Enterprise & Commercial Sales segment in 2021 - Focus on higher LTV Segment. Sales Force & supporting team investments in '21 & '22 will increase LTV over time. US Sales efficiency nearly 1:1 for $1 in Sales Comp to $1 in Gross ARR.",
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      "text": "LTV:CAC Improving After Investment Years",
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