Palantir's Path to Commercial Success Presentation

Palantir Path to Commercial Success Presenting to: Alex Karp & Executive Team at Palantir Asper School of Business Angus Cheung | Sunny Sun | Eden Sorrell | Raymond Franczuk

The road from the government to the commercial sector

Understanding the challenge Concentrated customer base Data privacy & security Public brand perception Challenges How can Palantir create a sustainable business model that aligns with social ethical values? Problem Goals Diversify revenue stream Industry data SaaS leader Enhanced public brand image Introduction Analysis Recommendation Implementation Conclusion

Our Recommendation DiversifyPalantir s revenue streams through targeted commercial presence 2 1 Define Values in the Commercial Space Focus Growth with Large Enterprise New Commercial 26% of Total Operating Profit Total 5Yr Profit $ 24M Enhanced brand perception

Should Palantir expand into commercial?

Commercial sector has significant potential External Internal $684B by 2030 Big Data Industrial efficiency revolution TAM of $56 billion Existing platform FOUNDRY Works w/ existing enterprise IT Commercial sector growth driven by efficiency targets that is a core strength Palantir has existing core competencies that could be leveraged Palantir is uniquely positioned to exploit the commercial sector market by leveraging its core competencies https://finance.yahoo.com/news/big-data-business-analytics-market- 140000660.html#:~:text=The%20global%20big%20data%20%26%20business,13.5%25%20from%202021%20to%202030. Introduction Analysis Recommendation Implementation Conclusion

Should Palantir expand into commercial? No Yes Should Palantir grow its sales and marketing team?

Commercial success requires sales and marketing outreach Internal Sales & Marketing Team Strategic Sales Partnership 125 customers globally Expand global reach Triple sales force to 100 33 on staff IBM 36 industries Need more sales & marketing staff to grow the commercial business to reach new customers A strategic partnership with IBM would not be beneficial for either party Palantir needs to grow its sales and marketing staff internally to successfully expand in the commercial sector Introduction Analysis Recommendation Implementation Conclusion

Should Palantir expand into commercial? No Yes How should Palantir address the social ethical challenges? Grow sales and marketing team? Yes No Internally

Social activists and consumers are concerned with data privacy Increased public awareness Trackable personal data Nefarious uses of data Project Gotham Driving social activism against Palantir regarding its ethical and social obligations Opportunity for Palantir to refocus the commercial sectors data policies and strategy to prevent data mismanagement at all levels Improved brand perception Palantir must target the commercial sector strategically away from personal data Introduction Analysis Recommendation Implementation Conclusion

Should Palantir expand into commercial? No Yes Grow sales and marketing team? Yes No Internally How to address social ethical challenges? Broad commercial platform Targeted away from personal data

Understanding stakeholders for Palantirs business Motivations Reservations Government Data Security | Ethics Efficiency | Data Insights Commercial Efficiency | Profits Costs | PR | Ethics Better products/services Data Privacy Consumers - Data | Ethics Social Activists Share Value Costs | Risks Investors Employment | Opportunities Ethics Employees Introduction Analysis Recommendation Implementation Conclusion

Pathway to success for Palantir Concentrated customer base Data privacy & security Public brand perception Introduction Analysis Recommendation Implementation Conclusion

How can Palantir create a sustainable business model that aligns with social ethical values?

Recommendation DiversifyPalantir s revenue streams through targeted commercial presence 2 1 Define Values in the Commercial Space Focus Growth with Large Enterprise $ 181 M Estimated 5-Yr Cost

Define Values in the Commercial Space 1 Internal Communication External Communication Defining Technology Boundaries Communication Strategy WHAT A. The need to manage public brand perception to grow in commercial sector B. Ease the concerns of data privacy and security WHY Enhanced brand image Integrated corporate culture for long term sustainable growth IMPACT Introduction Analysis Recommendation Implementation Conclusion

Defining Technology Boundaries 1 Corporate operating system/culture Three months Establish data collection boundaries Organizational roll-out and alignment Integration with training process Data: Commercial data, sensor data, fully anonymous and machine Data Update and standardize of employees responsibilities and duties Full support from Executive Team during cascade Establish Policy governing Multiple Communication Channels Focus on data transparency Executive team members with team leaders Introduction Analysis Recommendation Implementation Conclusion

Communication Strategy 1 Manage Brand Perception (Value driven communication) Total budget $30k/year Frequency Contents Channels Corporate culture: transparency & data privacy and security & responsibilities Most updated business partnership events Executive team members Twice a year Interviews/press releases Ex: Bloomberg, CNBC, The Washington Post, New York Times Targeting audiences: Public & Potential Commercial Partners Refreshing brand perception Ease social concerns Establish public relationship building Ongoing communication Introduction Analysis Recommendation Implementation Conclusion

Focus Growth with Large Enterprise 2 Lead the Industrial Efficiency Evolution Focus on Anonymous and Machine Data Foundry Essentials WHAT A. Driving industrial efficiency is a core Palantir competency B. Minimizing risk of Social & Ethical controversy and business damage C. Removing financial entry barriers to improve conversion WHY Significant growth in SaaS in the Commercial Space Improved PR and Brand Reputation positioning Palantir for further commercial growth IMPACT Introduction Analysis Recommendation Implementation Conclusion

Palantir is positioned to lead the charge in driving efficiency 2 Why hire Palantir? Target Organizations Target Markets Proven data analytics effectiveness Supply Chain & Logistics FedEx, UPS Wide reaching market exposure Boeing, GM, Ford, Tesla Manufacturing Value Proposition Stay competitive, even with the monoliths Solana, Duke Energy Energy Improve efficiency & reduce waste Organizations without their own Data Analytics Platforms Introduction Analysis Recommendation Implementation Conclusion

Focusing on anonymous and machine data will drive differentiation 2 Strictly anonymous human data in commercial space Machine and IoT sensors Existing organizational data Types of Data Palantir will be positioned as a Trusted Leader in the commercial space Prioritize tailored dashboards Empowering Organizations Assist organizations in data structuring and importing Narrowing focus to position Palantir as leader in the segment Marketing of large impacts for customers Building Trust and Confidence Introduction Analysis Recommendation Implementation Conclusion

Accelerate commercial market penetration through Foundry Essentials 2 Removing Pricing as a Barrier to Entry Foundry Essentials Details How to convert new customers? Grow sales team by (7) personnel Twice annual trade shows Case Studies & Press Releases $2.5M to $8M depending on functionality Include core functionalities tailored to customer s needs Previously 10M 100M Greater agility in attracting a wider commercial customer base. Increased conversion amongst large organizations Greater brand awareness and confidence Introduction Analysis Recommendation Implementation Conclusion

Understanding stakeholders for Palantirs business Motivations Reservations Government Data Security | Ethics Efficiency | Data Insights Commercial Efficiency | Profits Costs | PR | Ethics Better products/services Data Privacy Consumers - Data | Ethics Social Activists Share Value Costs | Risks Investors Employment | Opportunities Ethics Employees Introduction Analysis Recommendation Implementation Conclusion

Bringing it all together DiversifyPalantir s revenue streams through targeted commercial presence 2 1 Define Values in the Commercial Space Focus Growth with Large Enterprise Establish Foundation Springboard from Core Competencies Introduction Analysis Recommendation Implementation Conclusion

Of course we cannot forget about the core Government business Dedicated Sales & Software Development Stand-Alone Project Plan and Team Targeted Foundry Essentials Software Trusted Robust Technological use framework and core philosophy Continued pursuit of IL6 Reputable Greater confidence in compliance Resilient Increased Organizational Resiliency Improved organizational financial diversity Introduction Analysis Recommendation Implementation Conclusion

Timeline Year 2021 2022 2023 2024 2025 Quarter 1 2 3 4 1 2 3 4 1 2 3 4 1 2 3 4 1 2 3 4 Define Values in the Commercial Space Establish Policy governing the application of Technologies & Limitations Organizational Roll-Out and Alignment Communication Strategy (Press, Interviews) Focus Growth with Large Enterprise Bolster Internal Commercial Sales Team in USA Development and Launch of Foundry Essentials B2B Marketing to drive Commercial Growth Maintenance and Foundry Essentials Enhancement

Fundamental Assumptions Gross Margin 78% in Q1-2021 assumed same for new accounts 2021 Operating Margin of -33%, improving to +15% by 2025 Average Annual Revenue per New Account of $5 million Customer Attrition factored in as 5% reduction in new customer growth YOY Baseline CAGR of 49% based on case info 7 New Hires Average $100k/each Introduction Analysis Recommendation Implementation Conclusion

Total 5Yr Revenue $ 562 M Projected Revenue 5 Year Revenue 200,000 180,000 160,000 Main Revenue Driver New Commercial Accounts Beginning in 2022 140,000 USD Thousands 120,000 100,000 190,430 80,000 152,344 2025 Rev ($190M) = .3% of Total Addressable Commercial Market ($56B) 121,875 60,000 97,500 40,000 20,000 - - 2021 2022 2023 2024 2025 New Commercial Accounts Introduction Analysis Recommendation Implementation Conclusion

Total 5Yr Cost $ 183 M Project Specific Costs 5 Year Costs 70,000 Main Cost Driver Cost of Sales Total: $159M (87%) 60,000 50,000 USD Millions 40,000 One Time Capex Software Dev $10M (5%) 30,000 20,000 Sales Salary: $5.5 M Total 10,000 Ongoing Maintenance $2.3M per year - 2021 2022 2023 2024 2025 Cost of Sales Foundary Essentials Maintenance & Enhancement Additional Sales Salary Trade Shows & Marketing Press Releases Foundary Essentials Development Introduction Analysis Recommendation Implementation Conclusion

Total 5Yr Profit $ 379M Profit Summary Project Profit 250,000 200,000 2021 Loss: $10.7M 2025 Project Profit: $133 M 150,000 USD Millions 100,000 Diversified Revenue 2025 Project Profit = 26% Operating Profit 50,000 - (50,000) 2021 2022 2023 2024 2025 Project Revenue - 97,500 121,875 152,344 190,430 Project Profit (10,700) 67,170 84,566 106,332 133,561 Project Revenue Project Profit Introduction Analysis Recommendation Implementation Conclusion

KPIs KPI 2021 2022 2023 2024 2025 Attrition Rate 5% 5% 4.5% 4% 3% # of new commercial business partners 0 25 31 39 49 Sales & Marketing Team 40 42 44 46 48 Introduction Analysis Recommendation Implementation Conclusion

Risks Management Risks Mitigation 1 Increase touchpoints and review current business partners and have value- driven conversation Alienation of existing clients due to discriminatory pricing 2 Potential for data crossover breaches between commercial clients Cross-pollinate IL-5 data security technologies into commercial platform 2 Impact 1 3 3 Inadequate brand perception improvement leads to continued social activism against Palantir Invest in third-party software to better track and manage brand satisfaction (E.g. Meltwater) Probability Introduction Analysis Recommendation Implementation Conclusion

Looking to the future 2025+ Diversified revenue stream Improved brand perception 2021 Today Lack of consumer trust Government-dependent revenue

Conclusion Problem How can Palantir create a sustainable business model that aligns with social ethical values? DiversifyPalantir s revenue streams through targeted commercial presence Solution 2 1 Components Define Values in the Commercial Space Focus Growth with Large Enterprise New Commercial 26% of Total Operating Profit Enhanced brand perception Total 5Yr Project Profit $ 379M Impacts Introduction Analysis Recommendation Implementation Conclusion

Thank you! Questions?

Appendix

Appendix A 2021 2022 97,500.0 97,500.0 2023 121,875.0 121,875.0 2024 152,343.8 152,343.8 2025 190,429.7 190,429.7 Trend SUM 562,148 562,148 New Commercial Accounts Total Project Revenue - - New Commercial Accounts Total Cost of Sales - - (27,500.0) (27,500.0) (34,375.0) (34,375.0) (42,968.8) (42,968.8) (53,710.9) (53,710.9) (158,555) (158,555) Foundary Essentials Maintenance & Enhancement Additional Sales Salary Trade Shows & Marketing Press Releases Total Opex - (2,000.0) (900.0) (100.0) (30.0) (3,030.0) (2,100.0) (1,100.0) (103.0) (30.9) (3,333.9) (2,205.0) (1,300.0) (106.1) (31.8) (3,642.9) (2,315.3) (1,500.0) (109.3) (32.8) (3,957.3) (8,620) (5,500) (418) (126) (14,664) (10,000) (10,000) (700.0) - - (700.0) - Foundary Essentials Development Total Capex (10,000.0) (10,000.0) - - - - - - - - Project Profit (10,700) 66,970 84,166 105,732 132,761 378,930 Introduction Analysis Recommendation Implementation Conclusion

Should Palantir expand into commercial? Should Palantir invest in SPAC No Yes Yes No Should Palantir grow its sales & marketing team? How to address social attitudes Due to massive loss, don t need large sales team, 90% of growth came from existing customer base Consumer data Focus on IoT & industrial data No Yes Introduction Analysis Recommendation Implementation Conclusion