Appendix Page 22 Jens Hutzschenreuter, Digital Business Group: “one sales manager/team lead for 6-8 sales reps; one pre-sales for 3-6 SDRs, one SDR for 2-3 AEs” Jens Hutzschenreuter, Digital Business Group: “in growth stage, you see one VP of sales, 3 sales managers, 18 sales reps, 4-5 pre-sales guys, and relevant number of SDRs” Stefan Groschupf, Automation Hero: “in growth stage, each sales manager should have 6-8 AEs” Stefan Groschupf, Automation Hero: “1 SDR; 2-4 AEs, zero everything else for seed round” Stefan Groschupf, Automation Hero: “In general, you should have the following ratios at every stage: 1 SDR for 2 AE, 2 sales engineers for 3 AEs (if your product is very technical; if not, you need less, which is better for you, but don’t risk bad Proof of Concepts or custo- mer experience), 1 sales manager for 5-7 AEs maximum Amnon Drori, Octopai: Seed stage 1 AE, Series A 2-10 AEs, 1-2 sales engineers, 3-4 SDRs Jean Belanger, Cerebri AI: Seed stage 0 AE, Series A 2-4 AEs, 1-2 sales engineers, 1-2 SDRs Jens Hutzschenreuter, Digital Business Group: Seed stage 3 AE, Series A 8 AEs, 1 sales engineer, 3 SDRs Neil Ryland, Peakon: Seed stage 1 AE; Series A 2-4 AEs, all depends on market size and traction Peter Krauss: Seed stage 1 AE; Series A 2-4 AEs, 1-2 sales engineers, 2-4 SDRs 93