#1Investor Presentation Q4 2020 HubSpot#2Important Information This presentation includes certain "forward-looking statements" within the meaning of the Private Securities Litigation Reform Act of 1995, including statements regarding management's expectations for future financial and operational performance and operating expenditures, expected growth, and business outlook, including our long-term financial framework; our focus on profitable growth; cash flow and margin improvement expectations; our product plans, strategies, and trends; our ability to expand our total addressable market; our position to execute on our growth strategy and related growth drivers; our opportunities in international markets; and our ability to expand our leadership position and market opportunity for our CRM platform. These forward-looking statements include, but are not limited to, plans, objectives, expectations and intentions and other statements contained in this press release that are not historical facts and statements identified by words such as "expects," "anticipates," "intends," "plans," "believes," "seeks," "estimates" or words of similar meaning. These forward-looking statements reflect our current views about our plans, intentions, expectations, strategies and prospects, which are based on the information currently available to us and on assumptions we have made. Although we believe that our plans, intentions, expectations, strategies and prospects as reflected in or suggested by those forward-looking statements are reasonable, we can give no assurance that the plans, intentions, expectations or strategies will be attained or achieved. Furthermore, actual results may differ materially from those described in the forward-looking statements and will be affected by a variety of risks and factors that are beyond our control including, without limitation, risks associated with the impact of COVID-19 on our business, the broader economy, and our ability to forecast our future financial performance as a result of COVID-19; our history of losses, our ability to retain existing customers and add new customers, the continued growth of the market for an inbound platform; our ability to differentiate our platform from competing products and technologies; our ability to manage our growth effectively to maintain our high level of service; our ability to maintain and expand relationships with our solutions partners; our ability to successfully recruit and retain highly-qualified personnel; the price volatility of our common stock, and other risks set forth under the caption "Risk Factors" in our Annual Report on Form 10-K filed on February 16, 2021 and our other SEC filings. We assume no obligation to update any forward-looking statements contained in this document as a result of new information, future events or otherwise. 2#3HubSpot Overview We provide a growth platform with award-winning software, services, and support to transform the way organizations attract, engage, and delight customers. 103,000+ Total Customers 120+ 11 Countries Office Locations Worldwide 3#4HubSpot Snapshot • Recurring SaaS revenue model Growth platform for SMEs • Large, growing TAM • Balancing fast growth with profitability • Strong underlying unit economics • Experienced team 4#5HubSpot's Journey#6HubSpot's mission is to help millions of organizations grow better. a#7What does it mean to grow better? Where others annoy, you attract. Where others harass, you help. Where others ignore, you enable. Where others may sacrifice the customer experience to grow, you find ways to grow better. 7#8More than a kind sentiment, it's a key strategy Word of Mouth Google HubSpot Blog Review Sites 3% Industry Publications 3% Social Media 3% Source: HubSpot Customer Research June - 2018 13% How did you first learn about HubSpot? 26% 33% 8#9Customers Accelerate Growth But many companies view them as an afterthought. Marketing Sales Customers 9#10We've transformed our business around Promoters Added & Lost a new model of growth Traffic Added & Lost Customers Added & Lost Delight Customers Attract Engage The Flywheel Free Users Added & Lost 10#11Each time we reduce friction for our customers, we fuel our own flywheel. And we're working to enable millions of organizations to do the same. 11#12To do so, we evolved from an app to a suite... C Marketing Hub Sales Hub Marketing App > C Service Hub CMS Hub ● HubSpot CRM ...because the customer experience should be seamless. 12#13Employee Size 2000 200 20 2 We dramatically expanded our offering, and in turn, our TAM, through product development. HubSpot at IPO MARKETING SALES SERVICE CMS Employee Size 2000 200 20 2 HubSpot today MARKETING SALES SERVICE CMS because every company should be able to grow better, and no company should have to outgrow it. ४ 13#14Our Product Pricing Marketing Hub Sales Hub Service Hub CMS Hub Enterprise $3,200 + $1,200 + $1,200 + $900 Professional $890 + $500 + $400 + $300 Starter* $50 + $50 + $50 + CRM Free Growth Suite Bundle: 25% Off When Purchasing Marketing, Sales & Service Hubs At Any Pricing Tier ) *Our Starter Growth Suite pricing is $50 for a limited time. Note: All prices are monthly subscription prices. "+" indicates additional cost for Contacts for Marketing Hub customers and additional cost for Users for Sales Hub customers. 14#15All of that is just the beginning... Becoming a Platform Became a Suite Marketing Hub Began as an App C Marketing Hub CMS Hub HubSpot CRM Sales Hub Sales Hub Marketing C Service Hub CMS Hub ● HubSpot CRM Service Hub We're focused on helping companies grow better in ever expanding ways. 28 15#16The HubSpot Journey Marketing Hub Launch HubSpot founded CRM Launch Sales Hub* Launch : $100M revenue $50M Performable Acquisition revenue $1B+ ARR CMS Hub Launch Service Hub Launch PieSync Acquisition $250M revenue $500M revenue '06 '07 '08 '09 '10 '11 '12 '13 '14 '15 '16 '17 '18 '19 '20 *Originally launched and branded as "Sidekick" 100K+ customers#17HubSpot Grow Better#18Financial Review Q4 2020#19$300 Revenue growth is strong $225 $150 40% CAGR $75 $0 Q3'14* Q4'20 Revenue ($m) 19 *IPO CAGR: compound annual growth rate#20$m $120 $80 Large international growth opportunity International Revenue $40 57% CAGR $0 Q3'14* *IPO CAGR: compound annual growth rate Q4'20 Increasing % of Revenue Q3 2014* 22% Q4 2020 44% 20#2170% -32% Q3'14* Improving Levels of Profitability Gross Margin (Non-GAAP) Operating Margin (Non-GAAP) All percentages for historical periods are non-GAAP and exclude expenses associated with stock based compensation, amortization of acquired intangible assets and acquisition related expenses. Please refer to the end of this presentation for a reconciliation of GAAP to non-GAAP figures. *IPO 82% 9.8% Q4'20 21#22$100 $50 $0 Generating Positive Free Cash Flow $-50 Q3'14* Trailing Twelve Months Free Cash Flow ($m) All amounts are non-GAAP. Free cash flow is defined as cash and cash equivalents provided by (used in) operating activities less purchases of property and equipment and capitalization of software development costs. Please refer to the end of this presentation for a reconciliation of GAAP to non-GAAP figures. *IPO Q4'20 22#23Financial framework focused on profitable growth High Growth Growth Moderate Growth Revenue Growth >30% ≈30% <30% Operating Margin %* 1% - 2% increase per year 2% -3% increase per year Operating Cash Flow Revenue Growth 3% -4% increase per year *Theoretical operating margin % is non-GAAP and excludes expenses associated with stock based compensation, amortization of acquired intangible assets and acquisition related expenses. 23#24Long Term Financial Target 2016 2017 2018 2019 2020 Long Term Target Gross Margin 78% 81% 82% 82% 82% 81% - 83% R&D 14% 15% 18% 18% 19% 18% - 20% % of revenue S&M 55% 52% 46% 45% 45% 30% - 35% % of revenue G&A 14% 12% 11% 11% 10% 8% -9% % of revenue Operating Margin -4% 2% 6% 8% 8% 20%-25% Note: These estimates reflect our current operating plan as of 2/11/2021 and are subject to change as future events and opportunities arise. All percentages are non-GAAP and exclude expenses associated with stock based compensation, amortization of acquired intangible assets and acquisition related expenses. Please refer to the end of this presentation for a reconciliation of GAAP to non-GAAP figures. 24#25Appendix HubSpot#26MARKETING HUB Matching the way you market with the way people shop The HubSpot CRM Platform SALES HUB Matching the way you sell with the way people buy SERVICE HUB Matching how you service with the way people expect to be treated CMS HUB Matching enterprise-grade web power with consumer-grade ease of use Content Automation Analytics & Reporting Email Templates Profiles Email Tracking Ads & Social Sequences Conversations Tickets NPS Knowledge Base HUBSPOT CRM The foundation of the HubSpot CRM platform Contact Timeline Reporting Analytics Prospects Smart Content Partitioning Serverless Functions Website Themes#27GAAP to Non-GAAP Reconciliation Three Months Ended 2017 2018 2019 2020 December 31, 2020 $'000s % of Revenues $ '000s % of Revenues % of $ '000s Revenues $'000s % of Revenues $ '000s % of Revenues Cost of Revenue Subscription Stock-based compensation Amortization of acquired intangibles Acquisition related expenses Non-GAAP subscription Professional services and other 51,563 14% 69,718 14% 98,510 15% 130,685 15% 37,369 15% (658) 0% (1,476) 0% (3,127) 0% (4,408) 0% (1,294) -1% (96) 0% (1,394) 0% (3,201) 0% (2,340) 0% (139) 0% 0% 0% 0% 0% 0% 50,809 14% 66,848 13% 92,182 14% 123,937 14% 35,936 14% 24,166 6% 30,639 6% 31,448 5% 36,274 4% 9,925 4% Stock-based compensation (2,327) -1% (2,924) -1% (2,829) 0% (2,536) 0% (651) 0% Amortization of acquired intangibles 0% 0% 0% 0% 0% Acquisition related expenses 0% 0% 0% 0% 0% Non-GAAP professional services and other 21,839 6% 27,715 5% 28,619 4% 33,738 4% 9.274 4% Gross Margin Gross margin 299,883 80% 412,623 80% 544,902 81% 716,067 Stock-based compensation 2,985 1% 4,400 1% 5,956 1% 6,944 81% 1% 204,771 81% 1,945 1% Amortization of acquired intangible assets 96 0% 1,394 0% 3,201 0% 2,340 0% 139 0% Acquisition related expenses 0% 0% 0% 0% 0% Non-GAAP gross margin 302,964 81% 418,417 82% 554,059 82% 725,351 82% 206,855 82% Operating Expenses Research and development 70,373 19% 117,603 23% 158,237 23% 205,589 23% 55,564 22% Stock-based compensation. (12,816) -3% (23,328) -5% (33,748) -5% (39,366) -4% (10,303) -4% Amortization of acquired intangible assets 0% 0% 0% 0% 0% Acquisition related expenses (1,266) 0% (2,696) -1% (357) 0% (1,287) 0% (285) 0% Non-GAAP research and development 56,291 15% 91,579 18% 124,132 18% 164,936 19% 44,976 18% Sales and marketing 212,859. 57% 267,444 52% 340,685 50% 452,081 51% 127,851 51% Stock-based compensation (19,016) -5% (31,099) -6% (36,599) -5% (50,552) -6% (13,568) -5% Amortization of acquired intangible assets (7) 0% 0% 0% (79) 0% (20) 0% Acquisition related expenses 0% 0% 0% 0% 0% Non-GAAP sales and marketing 193,836 52% 236,345 46% 304,086 45% 401,450 45% 114,263 45% General and administrative 56,787 15% 75,834 15% 92,971 14% 109,225 12% 28,997 12% Stock-based compensation (12,500) -3% (17,434) -3% (21,451) -3% (24,626) -3% (5,650) -2% Amortization of acquired intangible assets 0% 0% 0% - 0% 0% Acquisition related expenses 0% 0% (552) 0% (545) 0% (355) 0% Non-GAAP general and administrative 44.287 12% 58,400 11% 70,968 11% 84,054 10% 22,992 9% Loss from Operations Loss from operations (40,136) -11% (48,258) -9% (46,991) -7% (50,828) -6% (7,641) -3% Stock-based compensation 47,317 13% 76,261 15% 97,754 14% 121,488 14% 31,466 12% Amortization of acquired intangible assets 103 0% 1,394 0% 3,201 0% 2,419 0% 159 0% Acquisition related expenses 1,266 0% 2,696 19 909 0% 1,832 0% 640 0% Non-GAAP loss from operations 8,550 2% 32,093 6% 54,873 8% 74,911 8% 24,624 10% 27#28GAAP to Non-GAAP Reconciliation Three Months Ended September 30, 2016 Three Months Ended December 31, 2016 % of Revenues $ '000s % of Revenues $ '000s % of Revenues Three Months Ended September 30, 2015 Three Months Ended December 31, 2015 Three Months Ended March 31, 2016 Three Months Ended June 30, 2016 $ '000s % of Revenues % of % of $ '000s Revenues $ '000s Revenues $ '000s Gross Margin Gross margin 35,233 74% 39,419 74% 44,989 76% 49,779 77% 54,777 78% 59,557 78% Stock-based compensation 404 1% 457 1% 418 1% 608 1% 577 1% 551 1% Amortization of acquired intangible assets 20 0% 20 0% 18 0% 13 0% 13 0% 13 0% Acquisition related expenses 0% 0% 0% 0% 0% 0% Non-GAAP gross margin 35,657 75% 39,896 75% 45,425 77% 50,400 78% 55,367 78% 60,121 79% Loss from Operations Loss from operations (13,290) -28% (10,449) -20% (9,861) -17% (11,030) -17% (9,951) -14% (13,820) -18% Stock-based compensation 4,510 9% 6,015 11% 6,231 11% 8,475 13% 8,695 12% 9,274 12% Amortization of acquired intangible assets 26 0% 26 0% 24 0% 20 0% 20 0% 20 0% Acquisition related expenses 0% 0% 0% 0% 0% 0% Non-GAAP loss from operations (8,754) -18% (4,408) -8% (3,606) -6% (2,535) -4% (1,236) -2% (4,526) -6% Three Months Ended March 31, 2017 Three Months Ended June 30, 2017 $ '000s % of Revenues $ '000s % of Revenues $ '000s Three Months Ended September 30, 2017 % of Revenues Three Months Ended December 31, 2017 Three Months Ended March 31, 2018 Three Months Ended June 30,2018 $ '000s % of Revenues $'000s % of Revenues $'000s % of Revenues Gross Margin Gross margin 65,180 Stock-based compensation 564 79% 1% 70,502 79% 78,716 81% 85,485 80% 92,179 80% 97,725 80% 844 1% 754 1% 823 1% 967 1% 1,163 1% Amortization of acquired intangible assets 9 0% 0% 38 0% 50 0% 50 0% 50 0% Acquisition related expenses 0% 0% 0% 0% 0% 0% Non-GAAP gross margin 65,753 80% 71,346 80% 79,508 81% 86,358 81% 93,196 81% 98,938 81% Loss from Operations Loss from operations (8,000) -10% (10,577) -12% (12,126) -12% (9,433) -9% (11,324) -10% (14,052) -11% Stock-based compensation 9,303 11% 13,006 15% 12,110 12% 12,898 12% 16,046 14% 19,675 16% Amortization of acquired intangible assets 16 0% 0% 38 0% 50 Ë 0% 50 0% 50 0% Acquisition related expenses 0% 0% 439 0% 827 802 1% 802 1% Non-GAAP loss from operations 1,319 2% 2,429 3% 461 0% 4,342 5,574 5% 6,475 5% 28#29GAAP to Non-GAAP Reconciliation Three Months Ended September 30,2018 Three Months Ended December 31, 2018 Three Months Ended March 31, 2019 Three Months Ended June 30, 2019 Three Months Ended September 30, 2019 Three Months Ended December 31, 2019 $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $'000s % of Revenues $ '000s % of Revenues Gross Margin Gross margin 106,061 80% 116,658 81% 122,220 81% 132,113 81% 140,358 81% 150,211 81% Stock-based compensation 1,194 1% 1,076 1% 1,633 1% 1,488 1% 1,468 1% 1,367 1% Amortization of acquired intangible assets 494 0% 800 1% 800 1% 800 0% 762 0% 839 0% Acquisition related expenses 0% 0% 0% 0% 0% 0% Non-GAAP gross margin 107,749 82% 118,534 82% 124,653 82% 134,401 82% 142,588 82% 152,417 82% Loss from Operations Loss from operations (15,050) -11% (7,832) -5% (9,036) -6% (15,725) -10% (14,072) -8% (8,158) -4% Stock-based compensation 19,612 15% 20,927 15% 21,205 14% 28,663 18% 23,791 14% 24,095 13% Amortization of acquired intangible assets 494 0% 800 1% 800 Acquisition related expenses 802 1% 289 0% 32 Non-GAAP loss from operations 5,858 4% 14,184 10% 13,001 ៖ ៖ ៖ 800 0% 762 0% 839 0% 32 0% 30 0% 814 0% 13,770 8% 10,511 6% 17,590 9% Three Months Ended March 31, 2020 Three Months Ended June 30, 2020 $ '000s % of Revenues $ '000s % of Revenues $ '000s Three Months Ended September 30, 2020 % of Revenues Three Months Ended December 31, 2020 $ '000s % of Revenues Gross Margin Gross margin 160,683 81% 164,831 81% 185,782 81% 204,771 81% Stock-based compensation 1,505 1% 1,703 1% 1,792 1% 1,945 1% Amortization of acquired intangible assets 880 0% 879 0% 442 0% 139 0% Acquisition related expenses 0% 0% 0% 0% Non-GAAP gross margin 163,068 82% 167,413 82% 188,016 82% 206,855 82% Loss from Operations Loss from operations (14,102) -7% (13,625) -7% (15,461) -7% (7,641) -3% Stock-based compensation 27,463 14% 31,374 15% 31,186 14% 31,466 12% Amortization of acquired intangible assets 900 0% 899 Acquisition related expenses 333 0% 518 Non-GAAP loss from operations 14,594 7% 19,166 ៖ ៩ ៖ 462 0% 159 0% 340 0% 640 0% 16,527 7% 24,624 10% 29#30Trailing Twelve Months Ended December 31, 2015 $ '000s GAAP to Non-GAAP Reconciliation Trailing Twelve Months Ended September 30, 2015 $ '000s Trailing Twelve Months Ended March 31, 2016 Trailing Twelve Months Ended June 30, 2016 Trailing Twelve Months Ended September 30, 2016 Trailing Twelve Months Ended December 31, 2016 $ '000s $ '000s $ '000s $ '000s GAAP net cash and cash equivalents provided by (used in) operating activites Purchases of property & equipment Capitalization of software development costs Free cash flow (4,815) (423) (3,556) (8,427) (3,829) (4,314) (12,200) (13,164) 3,571 (14,043) (4,978) (15,450) 10,635 (18,513) 19,733 (19,595) 19,366 (15,789) (5,034) (5,362) (5,749) (12,912) (5,224) (2,172) Trailing Twelve Months Ended March 31, 2017 Trailing Twelve Months Ended June 30, 2017 Trailing Twelve Months Ended September 30, 2017 Trailing Twelve Months Ended December 31, 2017 Trailing Twelve Months Ended March 31, 2018 Trailing Twelve Months Ended June 30,2018 $ '000s $ '000s $ '000s $ '000s $ '000s $ '000s GAAP net cash and cash equivalents provided by (used in) operating activites Purchases of property & equipment Capitalization of software development costs Free cash flow 35,279 (14,983) (5,925) 14,371 35,364 (15,592) (6,577) 13,195 37,893 49,614 57,244 62,018 (17,528) (20,276) (20,680) (20,514) (6,882) (7,071) (8,077) (9,537) 13,483 22,267 28,487 31,967 GAAP net cash and cash equivalents provided by (used in) operating activities Purchases of property & equipment Capitalization of software development costs Free cash flow GAAP net cash and cash equivalents provided by (used in) operating activities Purchases of property & equipment Capitalization of software development costs Repayment of 2022 Convertible Notes attributable to the debt discount Free cash flow Trailing Twelve Months Ended September 30,2018 Trailing Twelve Months Ended December 31, 2018 Trailing Twelve Months Ended March 31, 2019 Trailing Twelve Months Ended Trailing Twelve Months Ended June 30, 2019 September 30, 2019 Trailing Twelve Months Ended December 31, 2019 $ '000s $ '000s $ '000s $ '000s $ '000s $ '000s 65,734 (21,875) (10,491) 33,368 84,851 (22,305) (11,168) 51,378 95,845 (20,331) 96,041 (23,051) 104,193 118,972 (26,814) (40,372) (11,373) (10,690) (11,581) (13,474) 64,141 62,300 65,798 65,126 Trailing Twelve Months Ended March 31, 2020 Trailing Twelve Months Ended June 30, 2020 Trailing Twelve Months Ended September 30, 2020 Trailing Twelve Months Ended December 31, 2020 $ '000s $'000s $ '000s $ '000s 104,267 56,880 75,878 (47,249) (48,257) (46.972) 88,913 (37,318) (15,422) (18,309) (19,979) (21,599) 48,675 48,675 49,048 41,596 38,989 57,602 79,044 30