Non-GAAP Financial Measures

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Derek Jacobs
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1 Non-GAAP Financial Measures To supplement our consolidated financial statements, which are prepared and presented in accordance with GAAP, Pivotal provides investors with certain non-gaap financial measures, including: non- GAAP cost of subscription, non-gaap cost of services, non-gaap gross profit, non-gaap gross margin, non-gaap sales and marketing expense, non-gaap research and development expense, non- GAAP general and administrative expense, non-gaap operating loss, non-gaap operating margin, non-gaap net loss, non-gaap net loss per share and non-gaap weighted average shares outstanding. Certain of these non-gaap financial measures exclude stock-based compensation, amortization of intangible assets and gain on sale of investment. For more information on the comparable GAAP to non-gaap financial measures, please see the reconciliation included in the "Non-GAAP Recon" tab of this workbook and in the 2Q19 earnings press release posted on the investor relations website. Management believes non-gaap information is useful in evaluating the operating results, ongoing operations and for internal planning and forecasting purposes. Management also believes that non- GAAP financial measures provide consistency and comparability with past financial performance and assist investors with comparing Pivotal to other companies some of which use similar non-gaap financial measures to supplement their GAAP results. Management believes non-gaap financial measures are presented for supplemental informational purposes only and should not be considered a substitute for financial information presented in accordance with GAAP and may be different from similarly-titled non-gaap financial measures used by other companies. Pivotal excludes stock-based compensation because it is non-cash in nature and is excluded in order to facilitate comparisons to other companies results. Pivotal s excludes amortization of intangible assets because it is consistent with how management evaluates operating results and prepares financial plans and forecasts. While the purchase accounting for an acquisition reflects the accounting value assigned to intangible assets, management believes the GAAP impact of acquired intangible assets is not representative of long term operating results. Pivotal excludes gains/losses on sales of strategic investments because management believes these are more reflective of discrete events and less reflective of operating results in a particular period.

2 Summary of Second Quarter Fiscal 2019 Selected Supplemental Information (in millions, except per share amounts); (unaudited) Q2 FY19 Y/Y Growth Q/Q Growth % of Q2 FY19 Revenue Revenue & Earnings Results Subscription revenue $ % 8% 59% Services revenue $66.9 9% 2% 41% Total revenue $ % 6% 100% Non-GAAP EPS $(0.06) Non-GAAP Expenses & Profitability Subscription gross margin 93% 2 pts 1 pt Services gross margin 27% 4 pts 1 pt Total gross margin 66% 8 pts 2 pts Sales & marketing expense $ % (1)% 39% Research & development expense $41.6 9% 0% 25% General & administrative expense $ % 21% 11% Total operating expenses $ % 2% Operating expenses as a % of revenue 75% (6) pts (2) pts Operating loss $(14.6) (51)% (30)% Operating margin (9)% 15 pts 5 pts Net loss (PVTL) $(14.8) (45)% (36)% WASO % 15% Balance Sheet & Cash Flow Cash & cash equivalents $ % 4% CFOPs $ % 313% PPE $(2.2) (28)% 16% FCF $ % 530% ST deferred revenue $ % (6)% LT deferred revenue $ % (20)%

3 GAAP Condensed Consolidated Statements of Operations - Fiscal Quarters (in thousands, except per share amounts); (unaudited) Revenue: Subscription $ 53,423 $ 64,566 $ 66,050 $ 74,979 $ 90,121 $ 97,494 Services 67,787 61,444 62,922 58,265 65,614 66,914 Total revenue 121, , , , , ,408 Cost of revenue: Subscription 7,498 7,618 7,627 7,729 8,129 8,105 Services 51,535 48,726 47,875 49,786 51,162 53,129 Total cost of revenue 59,033 56,344 55,502 57,515 59,291 61,234 Gross profit 62,177 69,666 73,470 75,729 96, ,174 Operating expenses: Sales and marketing 52,157 52,875 54,295 61,860 69,138 70,550 Research and development 40,018 39,661 40,232 41,036 44,428 47,001 General and administrative 18,413 15,364 15,405 18,022 16,408 21,025 Total operating expenses 110, , , , , ,576 Loss from operations (48,411) (38,234) (36,462) (45,189) (33,530) (35,402) Other income (expense), net 721 1,910 (2,101) 1, Loss before provision for (benefit from) income taxes (47,690) (36,324) (38,563) (43,574) (33,221) (35,165) Provision for (benefit from) income taxes 3,654 (822) 786 (6,255) (664) 437 Net loss (51,344) (35,502) (39,349) (37,319) (32,557) (35,602) Less: Net loss (income) attributable to non-controlling interest (202) (5) Net loss attributable to Pivotal $ (51,546) $ (35,384) $ (39,349) $ (37,236) $ (32,515) $ (35,607) Net loss per share attributable to common stockholders, basic and diluted $ (0.76) $ (0.52) $ (0.57) $ (0.54) $ (0.31) $ (0.14) Weighted average shares outstanding used in computing net loss per share attributable to common stockholders, basic and diluted 67,953 68,330 68,753 69, , ,240

4 Non-GAAP Condensed Consolidated Statements of Operations - Fiscal Quarters (in thousands, except per share amounts); (unaudited) Revenue: Subscription $ 53,423 $ 64,566 $ 66,050 $ 74,979 $ 90,121 $ 97,494 Services 67,787 61,444 62,922 58,265 65,614 66,914 Total revenue 121, , , , , ,408 Cost of revenue: Subscription 6,105 6,213 6,147 6,574 7,470 7,261 Services 50,216 47,540 45,820 47,798 48,873 48,941 Total cost of revenue 56,321 53,753 51,967 54,372 56,343 56,202 Gross profit 64,889 72,257 77,005 78,872 99, ,206 Gross margin 54% 57% 60% 59% 64% 66% Operating expenses: Sales and marketing 49,265 49,946 50,489 58,057 64,661 63,952 Research and development 38,306 38,289 37,877 38,642 41,564 41,615 General and administrative 16,834 13,945 13,667 16,212 14,215 17,270 Total operating expenses 104, , , , , ,837 Loss from operations (39,516) (29,923) (25,028) (34,039) (21,048) (14,631) Operating margin (33)% (24)% (19)% (26)% (14)% (9)% Other income (expense), net 721 1,910 (2,101) 1,615 (2,925) 237 Loss before provision for (benefit from) income taxes (38,795) (28,013) (27,129) (32,424) (23,973) (14,394) Provision for (benefit from) income taxes 3,654 (822) 786 (6,255) (664) 437 Net loss (42,449) (27,191) (27,915) (26,169) (23,309) (14,831) Less: Net loss (income) attributable to non-controlling interest (202) (5) Net loss attributable to Pivotal $ (42,651) $ (27,073) $ (27,915) $ (26,086) $ (23,267) $ (14,836) Net loss per share attributable to common stockholders, basic and diluted $ (0.20) $ (0.13) $ (0.13) $ (0.12) $ (0.10) $ (0.06) Weighted average shares outstanding used in computing net loss per share attributable to common stockholders, basic and diluted 215, , , , , ,240

5 GAAP to Non-GAAP Reconciliations - Fiscal Quarters (in thousands, except per share amounts); (unaudited) GAAP subscription gross profit $ 45,925 $ 56,948 $ 58,423 $ 67,250 $ 81,992 $ 89,389 Stock-based compensation expense Amortization of acquired intangibles 1,300 1,318 1, Non-GAAP subscription gross profit $ 47,318 $ 58,353 $ 59,903 $ 68,405 $ 82,651 $ 90,233 Non-GAAP subscription gross margin 88.6% 90.4% 90.7% 91.2% 91.7% 92.6% GAAP services gross profit $ 16,252 $ 12,718 $ 15,047 $ 8,479 $ 14,452 $ 13,785 Stock-based compensation expense 1,319 1,186 2,055 1,988 2,289 4,188 Non-GAAP services gross profit $ 17,571 $ 13,904 $ 17,102 $ 10,467 $ 16,741 $ 17,973 Non-GAAP services gross margin 25.9% 22.6% 27.2% 18.0% 25.5% 26.9% GAAP total gross profit $ 62,177 $ 69,666 $ 73,470 $ 75,729 $ 96,444 $ 103,174 Stock-based compensation expense 1,412 1,273 2,217 2,166 2,516 4,599 Amortization of acquired intangibles 1,300 1,318 1, Non-GAAP total gross profit $ 64,889 $ 72,257 $ 77,005 $ 78,872 $ 99,392 $ 108,206 Non-GAAP total gross margin 53.5% 57.3% 59.7% 59.2% 63.8% 65.8% GAAP sales and marketing expense $ 52,157 $ 52,875 $ 54,295 $ 61,860 $ 69,138 $ 70,550 Stock-based compensation expense (1,655) (1,697) (2,574) (2,693) (3,571) (5,688) Amortization of acquired intangibles (1,237) (1,232) (1,232) (1,110) (906) (910) Non-GAAP sales and marketing expense $ 49,265 $ 49,946 $ 50,489 $ 58,057 $ 64,661 $ 63,952 Non-GAAP sales and marketing expense as a percentage of revenue 40.6% 39.6% 39.1% 43.6% 41.5% 38.9% GAAP research and development expense $ 40,018 $ 39,661 $ 40,232 $ 41,036 $ 44,428 $ 47,001 Stock-based compensation expense (1,712) (1,372) (2,355) (2,394) (2,864) (5,386) Non-GAAP research and development expense $ 38,306 $ 38,289 $ 37,877 $ 38,642 $ 41,564 $ 41,615 Non-GAAP research and development expense as a percentage of revenue 31.6% 30.4% 29.4% 29.0% 26.7% 25.3% GAAP general and administrative expense $ 18,413 $ 15,364 $ 15,405 $ 18,022 $ 16,408 $ 21,025 Stock-based compensation expense (1,228) (1,060) (1,379) (1,442) (1,810) (3,371) Amortization of acquired intangibles (351) (359) (359) (368) (383) (384) Non-GAAP general and administrative expense $ 16,834 $ 13,945 $ 13,667 $ 16,212 $ 14,215 $ 17,270 Non-GAAP general and administrative expense as a percentage of revenue 13.9% 11.1% 10.6% 12.2% 9.1% 10.5% GAAP total operating expenses $ 110,588 $ 107,900 $ 109,932 $ 120,918 $ 129,974 $ 138,576 Stock-based compensation expense (4,595) (4,129) (6,308) (6,529) (8,245) (14,445) Amortization of acquired intangibles (1,588) (1,591) (1,591) (1,478) (1,289) (1,294) Non-GAAP total operating expenses $ 104,405 $ 102,180 $ 102,033 $ 112,911 $ 120,440 $ 122,837 Non-GAAP total operating expenses as a percentage of revenue 86.1% 81.1% 79.1% 84.7% 77.3% 74.7% GAAP loss from operations $ (48,411) $ (38,234) $ (36,462) $ (45,189) $ (33,530) $ (35,402) Stock-based compensation expense 6,007 5,402 8,525 8,695 10,761 19,044 Amortization of acquired intangibles 2,888 2,909 2,909 2,455 1,721 1,727 Non-GAAP loss from operations $ (39,516) $ (29,923) $ (25,028) $ (34,039) $ (21,048) $ (14,631) Non-GAAP operating margin (32.6)% (23.7)% (19.4)% (25.5)% (13.5)% (8.9)% GAAP other income (expense), net $ 721 $ 1,910 $ (2,101) $ 1,615 $ 309 $ 237 Gain on sale of investment (3,234) - Non-GAAP other income (expense), net $ 721 $ 1,910 $ (2,101) $ 1,615 $ (2,925) $ 237 GAAP net loss attributable to Pivotal $ (51,546) $ (35,384) $ (39,349) $ (37,236) $ (32,515) $ (35,607) Stock-based compensation expense 6,007 5,402 8,525 8,695 10,761 19,044 Amortization of acquired intangibles 2,888 2,909 2,909 2,455 1,721 1,727 Gain on sale of investment (3,234) - Non-GAAP net loss attributable to Pivotal $ (42,651) $ (27,073) $ (27,915) $ (26,086) $ (23,267) $ (14,836) GAAP net loss per share $ (0.76) $ (0.52) $ (0.57) $ (0.54) $ (0.31) $ (0.14) Stock-based compensation expense Amortization of acquired intangibles Gain on sale of investment (0.03) - Impact of assumed preferred stock conversion Non-GAAP net loss per share $ (0.20) $ (0.13) $ (0.13) $ (0.12) $ (0.10) $ (0.06) GAAP weighted average shares outstanding 67,953 68,330 68,753 69, , ,240 Assumed preferred stock conversion 147, , , , ,628 - Non-GAAP weighted average shares outstanding 215, , , , , ,240

6 Condensed Consolidated Balance Sheets - Fiscal Quarters (in thousands); (unaudited) Assets Current assets: Cash and cash equivalents $ 125,478 $ 92,386 $ 52,229 $ 73,012 $ 645,466 $ 671,708 Accounts receivable, less allowance for doubtful accounts 103, , , , , ,443 Due from Parent ,096 10,825 1,531 Deferred sales commissions, current 32,115 30,948 31,500 38,937 38,080 35,594 Other assets, current 13,206 14,096 13,366 13,012 11,787 15,698 Total current assets 273, , , , , ,974 Property, plant and equipment, net 31,962 32,490 31,673 31,985 30,547 28,772 Intangible assets, net 34,924 32,015 29,107 26,651 24,930 21,752 Goodwill 696, , , , , ,226 Deferred income taxes Deferred sales commissions, noncurrent 18,780 19,495 18,161 24,890 24,550 23,960 Other assets, noncurrent 6,561 7,464 7,312 6,448 4,852 4,834 Total assets $ 1,062,799 $ 1,057,539 $ 1,011,825 $ 1,153,397 $ 1,668,627 $ 1,633,079 Liabilities, Redeemable Convertible Preferred Stock and Stockholders Equity (Deficit) Current liabilities: Accounts payable $ 6,085 $ 9,775 $ 18,964 $ 17,214 $ 12,565 $ 16,477 Due to Parent 47,815 30,852 19,956 15,451 14,689 11,576 Accrued expenses 47,190 54,524 45,786 64,251 43,980 46,935 Income taxes payable 2,278 1,389 1,553 1, ,312 Deferred revenue, current 175, , , , , ,727 Other liabilities, current 1,471 1,535 1,120 1,109 1,236 6,704 Total current liabilities 279, , , , , ,731 Deferred revenue, noncurrent 54,486 56,221 49,891 57,126 76,972 61,882 Deferred income taxes 7,667 7,617 7, Debt, noncurrent , Other liabilities, noncurrent 7,687 7,225 7,572 7,931 8,235 8,520 Total liabilities 349, , , , , ,264 Redeemable convertible preferred stock 1,248,327 1,248,327 1,248,327 1,248, Stockholders equity (deficit): Class A common stock Class B common stock ,755 1,755 Additional paid-in capital 486, , , ,113 2,414,731 2,436,568 Accumulated deficit (1,030,631) (1,066,015) (1,105,364) (1,142,600) (1,175,115) (1,210,722) Accumulated other comprehensive income 6,837 6,120 6,362 5,554 5,715 5,720 Total Pivotal stockholders equity (deficit) (536,218) (538,971) (566,937) (541,240) 1,247,901 1,234,140 Non-controlling interest Total stockholders equity (deficit) (535,305) (538,176) (566,142) (540,528) 1,248,571 1,234,815 Total liabilities, redeemable convertible preferred stock and stockholders equity (deficit) $ 1,062,799 $ 1,057,539 $ 1,011,825 $ 1,153,397 $ 1,668,627 $ 1,633,079

7 Condensed Consolidated Statements of Cash Flows (in thousands); (unaudited) Cash flows from operating activities: Net loss $ (51,344) $ (35,502) $ (39,349) $ (37,319) $ (32,557) $ (35,602) Adjustments to reconcile net loss to net cash provided by (used in) operating activities: Depreciation and amortization 5,323 5,750 5,659 5,505 4,755 4,599 Stock-based compensation expense 6,007 5,402 8,525 8,695 10,761 19,044 Provision for doubtful accounts Deferred income taxes 331 (122) 106 (7,284) (469) 64 Gain on sale of investment (3,234) - Other (375) 1,230 (5) ,449 Changes in assets and liabilities: Accounts receivable 42,126 (28,362) 438 (80,338) 29,886 46,454 Due from Parent - - (658) (438) (229) (7) Deferred sales commissions 2, (14,166) 1,197 3,075 Other assets (509) (3,237) 3,404 2,989 1,463 (3,920) Accounts payable 1,584 3,056 9,301 (1,305) (4,531) 3,984 Due to Parent (6,166) (16,962) (10,896) (960) (1,055) (2,130) Deferred revenue (13,012) 5,238 (7,826) 89,960 20,664 (31,218) Accrued expenses 5,641 7,827 (9,458) 17,539 (21,905) 5,692 Other liabilities 3,373 (1,287) (538) 6,497 Net cash provided by (used in) operating activities (4,449) (56,517) (39,802) (15,723) 4,451 18,369 Cash flows from investing activities: Additions to property, plant and equipment (5,422) (3,036) (2,591) (1,828) (1,879) (2,173) Proceeds from sale of investment ,234 - Net cash provided by (used in) investing activities (5,422) (3,036) (2,591) (1,828) 1,355 (2,173) Cash flows from financing activities: Proceeds from the initial public offering, net of issuance costs paid ,254 (2,580) Proceeds from the issuance of common stock 1,790 2,145 2,615 3,207 6,610 2,814 Contribution from DellEMC - 25,800-17,074 31,977 9,300 Borrowings on credit facility - - (855) 19,670 15,000 - Repayments on credit facility (35,000) - Net cash provided by financing activities 1,790 27,945 1,760 39, ,841 9,534 Effect of exchange rate changes on cash and cash equivalents (314) (1,484) 476 (1,617) Net increase (decrease) in cash and cash equivalents (8,395) (33,092) (40,157) 20, ,454 26,242 Cash and cash equivalents at beginning of period 133, ,478 92,386 52,229 73, ,466 Cash and cash equivalents at end of period $ 125,478 $ 92,386 $ 52,229 $ 73,012 $ 645,466 $ 671,708

8 Key Metrics - Fiscal Quarters Subscription customers y/y growth 33% 29% 26% 16% 20% 19% q/q growth 3% 5% 6% 2% 6% 4% Quarterly net new customer adds Dollar-based net expansion rate 164% 168% 165% 158% 156% 150% Key Metric Definitions Subscription Customers: We define the number of subscription customers as the organizations that have a subscription contract for our software resulting in at least $50,000 of annual revenue in that period. Dollar-Based Net Expansion Rate : Our dollar-based net expansion rate compares our subscription revenue from a common group of customers across comparable periods. We calculate our dollar-based net expansion rate for all periods on a trailing four-quarter basis.

Digital River, Inc. Second Quarter Results (Unaudited, in thousands) Subject to reclassification

Digital River, Inc. Second Quarter Results (Unaudited, in thousands) Subject to reclassification (Unaudited, in thousands) Condensed Consolidated Balance Sheets As of December 31, 2008 2007 Assets: Current assets Cash and cash equivalents $ 276,927 $ 381,788 Short-term investments 201,297 315,636