#1HubSpot HubSpot Overview Q3 2023 କା#2Safe Harbor Statement 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 of future financial and operational performance and operational expenditures, expected growth, foreign currency movement, and business outlook, including our financial guidance for the third fiscal quarter of and full year 2023 and our long-term financial framework; statements regarding our positioning for future growth and market leadership; statements regarding the economic environment; and statements regarding expected market trends, future priorities, acquisitions (including our planned acquisition of Clearbit), and related investments, and market opportunities (including with respect to our expanding Total Addressable Market). 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 our history of losses; our ability to retain existing customers and add new customers; the continued growth of the market for a CRM platform; our ability to develop new products and and technologies and to differentiate our platform from competing products and technologies; our ability to complete and realize the anticipated benefits of the Clearbit acquisition; our ability to manage our growth effectively over the long-term to maintain our high level of service; our ability to maintain and expand relationships with our solutions partners; the price volatility of our common stock; the impact of geopolitical conflicts, inflation, foreign currency movement, and macroeconomic instability on our business, the broader economy, our workforce and operations, the markets in which we and our partners and customers operate, and our ability to forecast our future financial performance; regulatory and legislative developments on the use of artificial intelligence and machine learning; and other risks set forth under the caption "Risk Factors” in our 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. HubSpot 2#3HubSpot is a leading Customer Relationship Management platform for scaling companies Our mission is to help millions of organizations grow better. HubSpot 3#41 HubSpot at a Glance $2.1b TTM revenue 26% ¹ YOY growth $280m² TTM FCF 14% margin 194k customers 22% YOY growth 7.5k employees 120+³ countries As-reported YoY growth based on trailing twelve month period as of Q3 2023, compared to prior trailing twelve month period as of Q3 2022. 2 FCF = Free Cash Flow is a non-GAAP metric. Please refer to the end of this presentation for a reconciliation of GAAP to non-GAAP figures. 3 Customers located in 120+ countries globally. HubSpot 4#5ㄱ 7 K Our foundational choices • Focus on SMB • Move from app to suite to platform Build products organically • Deliver value before you monetize 5#6Websites Sales Productivity Marketing Automation Data Sync Service Ticketing Reporting Disconnected point solutions The SMB market is underserved Reporting Acquisition Data Acquisition Service Acquisition Analytics Acquisition Messaging Acquisition Marketing Automation Acquisition Cobbled enterprise solutions HubSpot 6#7HubSpot is well positioned to solve this problem Websites Sales Productivity Marketing Automation Data Sync Service Ticketing Reporting Disconnected point solutions $ Reporting Acquisition Data Acquisition Service Acquisition Analytics Acquisition Messaging Acquisition Marketing Automation Acquisition Cobbled enterprise solutions HubSpot 7#8To help our customers make connections, we've transformed from a single app to platform AI-Powered Marketing Hub™ Lead Generation Marketing Automation Sales Hub™ Prospecting Deal Management Unified Customer Data Marketplace Find integrations, templates & services Service Hub™ Help Desk Self Service CMS Hub Content Creation Content Management Smart CRM Customer Intelligence Academy Learn new skills, gain credentials Operations Hub™ Advanced Reporting Process Automation Commerce Hub Payments & Subscriptions Billing & Invoices Customization & Extensibility Network Join our community, grow your craft HubSpot 8#9AI Assistants AI Agents AI Insights ChatSpot GA by end of '23 HubSpot AI: Powering all Hubs + platform AI Assistant in Text Editors ● AI Content Recommendations AI Powered Image Generation Content remix to ads + social Generate campaign + social copy Generate marketing + sales emails • AI Chatbot (Available in Service Hub) AI-driven chatbots that respond to incoming support inquiries. AI Conversation Summaries ● AI Sales Email Summaries AI Driven Call Summaries ● Accelerated Sales Prospecting Integrated Content Generation Automation Cleanup ● AI Sales Forecasts AI Sales Talking Points • Deep Company Insights SEO Analysis AI-powered Smart CRM AI Assisted Report Creation AI Powered Content Ideas AI Knowledgebase Article Editing Action Item Identification Automatic CRM Associations Call Speaker Identification HubSpot CRM Integration Beta by end of '23 HubSpot 9#10What matters to our customers? Acquire customers 66 Quality rather than quantity. Sr. CRM Manager, Cambridge University Press (EE: 2000+) Make data-driven decisions 66 Being smarter with our data. Marketing Manager, Safe Contractors (EE: 101-500) Improve customer experience Winning where winning matters. coo, Owl Cyber Defence (EE: 101-500) Increase efficiency Don't scale chaos. Director Client Success, Sandler EAM Consulting (EE: 1-10) Thrive with AI 66 We want to show up like people, not bots. CIO, IDEO (EE: 101-500) Hubspolo#11Early stages of large TAM opportunity $51b¹ 2023 <10% Penetration across all product and customer segments ¹ Includes Total Addressable Market for software in HubSpot's core product groups including Marketing Hub, Sales Hub, Service Hub, Operations Hub and CMS Hub. Does not include Commerce Hub. Source: IDC and HubSpot estimates $77b¹ 2028#12Our focus is on driving broad and efficient distribution Who is buying Large Medium Small Digital, sales and partner-driven Digital and sales-driven Digital-driven How we are serving 12#13Building a company future generations will be proud of #2 Best Place to Work in 2022 by Glassdoor #3 Best CEOs for Women by Comparably 100 Best Companies to Work For® by Great Places to Work Best Workplaces for Millennials™ by Great Places to Work HubSpot13#14The HubSpot Journey Marketing Hub Launch '06 HubSpot founded Performable Acquisition '11 $50m '12 '13 CRM Launch Sales Hub Launch ¹ $100m '14 1 Sales Hub originally launched and branded as "Sidekick". 2 ARR: Annual Recurring Revenue. 3 Clearbit acquisition expected to be completed in the fourth quarter of 2023. '15 $250m '16 Service Hub Launch '17 $500m '18 '19 CMS Hub Launch P PieSync Acquisition '20 Operations Hub Launch 100K Customers $1b ARR 2 '21 Commerce Hub Launch Payments Launch Revenue Clearbit Acquisition 3 ¹22 $2b ARR 2 ¹23 HubSpot14#15HubSpot is positioned for long-term, durable growth Mission Aspiration Product Strategy Go-to-Market Strategy Company Strategy Help millions of organizations grow better. Become the #1 Customer Platform for scaling companies. Power our Engagement Hubs and Smart CRM with AI. Scale breadth of distribution with multiple GTM motions. Build an equitable, sustainable organization. 15#16Financial Overview Q3 2023#17Strong Revenue Growth $82m Q1'17 Quarterly Revenue $558m Q3'23 Q3'23 revenue $558m 24%¹ revenue growth yoy ¹ Excludes impact of foreign currency. Q3'23 revenue growth was 26% as reported and 24% in constant currency. Constant Currency is presented by converting current and comparative prior period operating results for entities reporting in currencies other than U.S. Dollars into U.S. Dollars at constant exchange rates rather than actual exchange rates in effect during the respective period. HubSpot 17#18Strong Customer Growth 31k Q1'17 Total Customers 194k Q3'23 Q3'23 customers 194k 22% customer growth yoy HubSpot18#19Growing Profitability with Scale $1m Q1'17 Quarterly Operating Profit 1 $90m Q3'23 Q3'23 operating profit¹ operating profit¹ margin ¹ Non-GAAP operating profit excludes expenses associated with stock based compensation, amortization of acquired intangible assets, acquisition related expenses and restructuring charges. Please refer to the end of this presentation for a reconciliation of GAAP to non-GAAP figures. $90m 16% HubSpot 19#20Philosophy on balancing growth and profitability K LA Drive durable revenue growth at scale Generate operating leverage as we scale toward long-term margin targets 20#21Strong Track Record of Profitable Growth $376m 2017 Annual Revenue 34% CAGR ¹ $2,145m 2023e 3 ¹ CAGR: compound annual growth rate. Based on as-reported revenue from 2017 to 2023e. 2 See definition and reconciliation of non-GAAP operating profit in appendix. 3 2023e = midpoint of FY 2023 revenue guidance as of November 8, 2023. $9m 2017 Annual Operating Profit 2 Operating Profit Margin (%, as reported) ² $317.5m 2023e 3 20% 0% HubSpot 21#22Increasing Free Cash Flow Generation $325 $0 $14m Q1'17 Trailing Twelve Month Free Cash Flow ¹ 1 Free Cash Flow Margin 1 (Trailing Twelve Month, %) 1 Free Cash Flow (Trailing Twelve Month, $m) $280m Q3'23 16% 0% Q3'23 free cash flow¹ $65m cash position $1.7b ¹ Free cash flow is a non-GAAP metric and 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. HubSpot22#23Long term financial targets Gross Margin R&D % of revenue S&M % of revenue G&A % of revenue Operating Margin 2022 83% 19% 45% 9% 10% Q1'23 Q2'23 84% 19% 44% 8% 13% 85% 20% 43% 8% 14% Q3'23 85% 19% 42% 8% 16% 2026 Target Model¹ 84% 20% 36% - 38% 8% 18% - 20% Long Term Target Model¹ 81% - 83% 20% 30% -35% 8% 20% - 25% ¹ These estimates reflect our current operating plan as of November 8, 2023 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 intangibles and acquisition related expenses. Percentages are based on actual values. Totals may not sum due to rounding. Please refer to appendix for a reconciliation of GAAP to non-GAAP figures. HubSpo23#24GAAP to Non-GAAP Reconciliations#25GAAP to Non-GAAP Reconciliations Cost of Revenue Subscription Stock-based compensation Amortization of acquired intangibles Gain on termination of operating leases Loss on disposal of fixed assets Non-GAAP subscription Professional services and other Stock-based compensation Gain on termination of operating leases Loss on disposal of fixed assets Non-GAAP professional services and other Gross Margin Gross margin Stock-based compensation Amortization of acquired intangible assets Gain on termination of operating leases Loss on disposal of fixed assets Non-GAAP gross margin Operating Expenses Research and development Stock-based compensation Acquisition/disposition related income Gain on termination of operating leases Loss on disposal of fixed assets Non-GAAP research and development Sales and marketing Stock-based compensation Amortization of acquired intangible assets Acquisition related expenses Gain on termination of operating leases Loss on disposal of fixed assets Non-GAAP sales and marketing General and administrative Stock-based compensation Acquisition related expenses Gain on termination of operating leases Loss on disposal of fixed assets Non-GAAP general and administrative Restructuring charges Loss from Operations Loss from operations Stock-based compensation Amortization of acquired intangible assets Acquisition related expenses Gain on termination of operating leases Loss on disposal of fixed assets Restructuring charges Non-GAAP loss from operations $ '000s 2020 130,685 (4,408) (2,340) 123.937 36,274 (2,536) 33,738 716,067 6,944 2,340 725,351 205,589 (39,366) (1,287) 164,936 452,081 (50,552) (79) 401.450 109,225 (24,626) (545) 84,054 (50,828) 121,488 2,419 1,832 74.911 % of Revenues 15% 0% 0% 0% 0% 14% 4% 0% 0% 0% 4% 81% 1% 0% 0% 0% 82% 23% -4% 0% 0% 0% 19% 51% -6% 0% 0% 0% 0% 45% 12% -3% 0% 0% 0% 10% 0% -6% 14% 0% 0% 0% 0% 0% 8% $ '000s 2021 211,132 (6,297) (937) 395 11 (600) 203,693 47,725 (3,092) 275 (415) 44,908 1,041,801 9,389 662 (670) 1,015 1,052,197 301,970 (61,614) (1,152) 1,346 (2.036) 238,514 649,681 (67,413) (389) (367) 1,839 (2,781) 580,570 144,949 (28,345) (568) 421 (636) 115,821 (54,799) 166,761 1,326 2,087 (4,276) 6,468 117,567 % of Revenues 16% 0% 0% 0% 0% 16% 4% 0% 0% 0% 3% 80% 1% 0% 0% 0% 81% 23% -5% 0% 0% 0% 18% 50% -5% 0% 0% 0% 0% 45% 11% -2% 0% 0% 0% 9% 0% -4% 13% 0% 0% 0% 0% 0% 9% $ '000s 2022 257,513 (9,076) (1,203) P 247,234 56,746 (4,393) 52,353 1,416,710 13,469 1,203 1,431,382 442,022 (107,517) 300 334,805 886,069 (107,640) (1,426) 777,003 197,720 (47,223) 150,497 (109,101) 275,849 2,629 (305) 169,072 % of Revenues 15% -1% 0% 0% 0% 14% 3% 0% 0% 0% 3% 82% 1% 0% 0% 0% 83% 26% -6% 0% 0% 0% 19% 51% -6% 0% 0% 0% 0% 45% 11% -3% 0% 0% 0% 9% 0% -6% 16% 0% 0% 0% 0% 0% 10% Three Months Ended March 31, 2023 $'000s 68,339 (2,745) (399) 65,195 13,707 (1,087) 12,620 419,574 3,832 399 423,805 127,683 (33,324) 94,359 250,683 (30,169) (446) 220,068 57,405 (15,712) 41,693 28,570 (44,767) 83,037 845 28,570 67,685 % of Revenues 14% -1% 0% 0% 0% 13% 3% 0% 0% 0% 3% 84% 1% 0% 0% 0% 84% 25% -7% 0% 0% 0% 19% 50% -6% 0% 0% 0% 0% 44% 11% -3% 0% 0% 0% 8% 6% -9% 17% 0% 0% 0% 0% 6% 13% Three Months Ended June 30, 2023 % of Revenues $'000s 73,824 (3,516) (405) 69,903 13,462 (1,459) 12,003 441,852 4,975 405 447,232 169,955 (64,060) 105,895 265,294 (38,625) (446) 226,223 61,222 (20,343) 40,879 63,880 (118.499) 128,003 851 63,880 74,235 14% -1% 0% 0% 0% 13% 3% 0% 0% 0% 2% 84% 1% 0% 0% 0% 85% 32% -12% 0% 0% 0% 20% 50% -7% 0% 0% 0% 0% 43% 12% -4% 0% 0% 0% 8% 12% -22% 24% 0% 0% 0% 0% 12% 14% Three Months Ended September 30, $ '000s 73,781 (3,157) (408) 70,216 13,745 (1,201) 12,544 470,031 4,358 408 474,797 156,871 (49,460) 107,411 271,448 (34,439) (1,903) 235,106 61,308 (19,249) 42,059 846 (20,442) 107,506 2,311 846 90,221 % of Revenues 13% -1% 0% 0% 0% 13% 2% 0% 0% 0% 2% 84% 1% 0% 0% 0% 85% 28% -9% 0% 0% 0% 19% 49% -6% 0% 0% 0% 0% 42% 11% -3% 0% 0% 0% 8% 0% -4% 19% 0% 0% 0% 0% 0% 16% 25#26GAAP to Non-GAAP Reconciliations Three Months Ended March 31, 2017 % of $'000s Revenu Three Months Ended June 30, 2017 % of $'000s Revenues Three Months Ended September 30, 2017 % of $'000s Revenues Gross Margin Gross margin Stock-based compensation Amortization of acquired intangible assets Non-GAAP gross margin Loss from Operations Loss from operations Stock-based compensation Amortization of acquired intangible assets Acquisition/disposition related income (expense Non-GAAP loss from operations Gross Margin Gross margin Stock-based compensation Amortization of acquired intangible assets Acquisition related expenses Non-GAAP gross margin Loss from Operations Loss from operations Stock-based compensation Amortization of acquired intangible assets Acquisition/disposition related income (expenses Non-GAAP loss from operations 65,180 564 9 65,753 (8,000) -10% 9,303 11% 16 0% 0% 2% 1,319 Three Months Ended September 30,2018 % of $'000s Revenu 106,061 1,194 494 79% 1% 0% 80% 107.749 494 802 5,858 80% 1% 0% 0% 82% (15,050) -11% 19.612 15% 0% 1% 4% 70,502 844 71,346 (10,577) 13,006 2,429 116,658 1,076 800 Three Months Ended December 31, 2018 % of $ '000s Revenu 118,534 (7,832) 20,927 79% 1% 0% 80% 800 289 14,184 -12% 15% 0% 0% 3% 81% 1% 1% 78,716 754 38 79,508 -5% 15% 1% 0% 10% (12,126) 12,110 38 439 461 122,220 1,633 800 0% 82% 124,653 hree Months Ende March 31, 2019 % of $'000s Revenu (9,036) 21,205 81% 1% 0% 81% 800 32 13.001 -12% 12% 0% 0% 0% 81% 1% 1% 0% 82% -6% 14% 1% 0% 9% Three Months Ended December 31, 2017 % of Revenues $'000s 85,485 823 50 86,358 (9,433) 12,898 50 827 4,342 hree Months Ende June 30, 2019 % of $'000s Revenu 132,113 1,488 800 134,401 81% 1% 0% 0% 82% (15,725) -10% 28,663 18% 800 0% 32 0% 13,770 8% 80% 1% 0% 81% -9% 12% 0% 1% 4% Three Months Ended March 31, 2018 % of $'000s Revenues 92,179 967 50 93,196 (11,324) 16,046 50 802 5,574 140,358 1,468 762 Three Months Ended September 30, 2019 % of $ '000s Revenu 142,588 (14,072) 23,791 762 30 10.511 80% 97,725 1% 1,163 0% 50 81% 98,938 -10% 14% 0% 1% 5% 81% 1% 0% 0% 82% Three Months Ended June 30,2018 % of $'000s Revenues -8% 14% 0% 0% 6% (14,052) 19,675 50 802 6,475 $ '000s 150,211 1,367 839 Three Months Ended December 31, 2019 % of Revenu 152,417 (8,158) 24,095 80% 1% 839 814 17,590 0% 81% -11% 16% 0% 1% 5% 81% 1% 0% 0% 82% -4% 13% 0% 0% 9% 26#27GAAP to Non-GAAP Reconciliations Three Months Ended March 31, 2020 % of Revenue Gross Margin Gross margin Stock-based compensation Amortization of acquired intangible assets Gain on termination of operating leases Loss on disposal of fixed assets Non-GAAP gross margin Loss from Operations Loss from operations Stock-based compensation Amortization of acquired intangible assets Acquisition/disposition related income (expenses) Gain on termination of operating leases Loss on disposal of fixed assets Non-GAAP loss from operations Gross Margin Gross margin Stock-based compensation Amortization of acquired intangible assets Non-GAAP gross margin Loss from Operations Loss from operations Stock-based compensation Amortization of acquired intangible assets Acquisition/disposition related income (expenses) Restructuring charges Non-GAAP loss from operations $ '000s 297,670 2,563 228 300,461 (8,237) គ្នគ្នភទ Three Months Ended December 31, 2021 % of $ '000s Revenue 45,914 318 170 160,683 1,505 880 38,165 163,068 (14,102) 27,463 900 333 14,594 81% 1% 0% 81% -2% 12% 0% 0% 0% 10% 81% 1% 0% 0% 0% 82% -7% 14% 0% 0% 0% 0% 7% Three Months Ended June 30, 2020 % of $ '000s Revenue 322,663 2,658 321 325,642 (11,154) 45,704 410 34,960 164,831 1,703 879 167,413 (13,625) 31,374 Three Months Ended March 31, 2022 % of $ '000s Revenue 899 518 19,166 82% 1% 0% 82% -3% 12% 0% 0% 0% 9% 81% 1% 0% 0% 0% 82% -7% 15% 0% 0% 0% 0% 9% 342,824 3,631 306 346,761 Three Months Ended September 30, 2020 % of $ '000s Revenue 185,782 1,792 442 10.355 188,016 (15,461) 31,186 462 340 Three Months Ended June 30, 2022 % of $ '000s Revenue 16,527 65% 1% 0% 66% (118,499) -22% 128,003 24% 851 0% 0% 0% 2% 81% 1% 0% 0% 0% 82% -7% 14% 0% 0% 0% 0% 7% $'000s 361,831 3,479 292 365,602 (19,596) 107,506 2,311 Three Months Ended December 31, 2020 % of Revenue 90,221 $ '000s 204,771 1,945 139 Three Months Ended September 30, 2022 % of Revenue 206,855 (7,641) 31,466 24,624 65% 1% 0% 66% 159 640 -4% 19% 0% 0% 0% 16% 81% 1% 0% 0% 0% 82% $'000s -3% 12% 0% 0% 0% 0% 10% 389,393 3,673 283 393,349 (13,486) 76,768 729 Three Months Ended Three Months Ended March 31, 2021 June 30, 2021 % of % of Revenu Revenue $ '000s Three Months Ended December 31, 2022 % of Revenue 64,011 226,631 2,007 239 228,877 (15,032) 32,423 345 1,195 18,931 83% 1% 0% 84% -3% 16% 0% 0% 0% 14% 81% 1% 0% 0% 0% 81% -5% 12% 0% 0% 0% 0% 419,574 3,832 399 423,805 7% (44,767) 83,037 845 28,570 67,685 $ '000s 247,911 2,408 236 250,555 Three Months Ended March 31, 2023 % of $'000s Revenue (16,602) 43,433 337 372 27,540 84% 1% 0% 84% -9% 17% 0% 0% 6% 13% 80% 1% 0% 0% 0% 81% -5% 14% 0% 0% 0% 0% 9% 441,852 4,975 405 447,232 (118,499) 128,003 851 Three Months Ended September 30, 2021 % of $'000s Revenue Three Months Ended June 30, 2023 % of $'000s Revenue 63,880 74,235 269,589 2,408 234 (670) 1,015 272,576 (14,927) 44,987 326 350 (4,276) 6,468 32,928 84% 1% 0% 85% -22% 24% 0% 0% 12% 14% 79% 1% 0% 0% 0% 80% -4% 13% 0% 0% -1% 2% 10% Three Months Ended September 30, 2023 % of Revenue $ '000s 470,031 4,358 408 474,797 (19,596) 107,506 2,311 90,221 84% 1% 0% 85% -4% 19% 0% 0% 0% 16% 27#28GAAP to Non-GAAP Reconciliations June 30, 2017 $ '000s 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 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 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 Capitalization of software development costs Repayment of 2022 Convertible Notes attributable to the debt discount Payment of restructuring charges Free cash flow March 31, 2017 $ '000s GAAP net cash and cash equivalents provided by (used in) operating activitie Purchases of property & equipment 35,279 (14,983) (5,925) 14,371 December 31, 2018 $'000s 84,851 (22,305) (11,168) 51,378 September 30, 2020 $'000s 75,878 (46,972) (19,979) 48,675 57,602 June 30, 2022 $'000s 35,364 (15,592) (6,577) 13,195 March 31, 2019 $'000s 260,984 (36,252) (36,649) 13,400 201.483 95,845 (20,331) (11,373) 64,141 December 31, 2020 $ '000s 88,913 (37,318) (21,599) 49,048 79,044 September 30, 2022 $'000s September 30, 2017 '000s June 30, 2019 $'000s 37,893 (17,528) (6,882) 278,395 (42,711) (38,851) 1,971 198,804 13,483 96,041 (23,051) (10,690) 62,300 March 31, 2021 $ '000s 128,602 (30,143) (24,171) 58.853 133,141 December 31, 2022 $'000s 273,177 (37,426) (44,345) December 31, 2017 $'000s September 30, 2019 $'000s 191,406 49,614 (20,276) (7,071) 22,267 104,193 (26,814) (11,581) 65,798 June 30, 2021 $'000s 200,483 (28,123) (27,857) 13,401 157,904 March 31, 2023 $'000s 272,021 (30,796) (49,745) 22,513 213,993 March 31, 2018 $ '000s 57,244 (20,680) (8,077) 28,487 December 31, 2019 $'000s 118,972 (40,372) (13,474) 65,126 September 30, 2021 $ '000s 204,469 (26,920) (31,593) 24,830 170,786 June 30, 2023 $'000s 307,643 (33,343) (56,009) 32,938 251,229 June 30,2018 $'000s 62,018 (20,514) (9,537) 31,967 March 31, 2020 $'000s 104,267 (47,249) (15,422) 41,596 December 31, 2021 $'000s 238,728 (28,726) (33,139) 26,428 203,291 September 30, 2023 $ '000s 336,625 (31,073) (62,283) 37,163 280.432 September 30,2018 $ '000s 65,734 (21,875) (10,491) 33,368 June 30, 2020 $'000s 56,880 (48,257) (18,309) 48,675 38,989 March 31, 2022 $ '000s 258,254 (34,699) (35,520) 16.623 204,658 28