HubSpot Financials and Growth Strategy

GAAP to Non-GAAP Non-GAAP Reconciliation 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 Three Months Ended June 30, 2020 Three Months Ended September 30, 2020 Three Months Ended December 31, 2020 Three Months Ended March 31, 2021 Three Months Ended June 30, 2021 Three Months Ended September 30, 2021 Three Months Ended December 31, 2021 $ '000s % of Revenues $'000s % of Revenues % of $ '000s Revenues $ '000s % of Revenues $'000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues 164,831 81% 1,703 1% 185,782 1,792 81% 204,771 81% 226,631 81% 247,911 1% 1,945 19 2,007 1% 2,408 80% 1% 269,589 79% 297,670 81% 2,408 1% 2,563 1% 879 0% 442 0% 139 0% 239 0% 236 0% 234 0% 228 0% - 0% - 0% 0% - 0% 0% (670) 0% 0% 0% 0% 0% 0% 0% 1,015 0% 0% 167,413 82% 188,016 82% 206,855 82% 228,877 81% 250,555 81% 272,576 80% 300,461 81% Loss from Operations Loss from operations Stock-based compensation (13,625) 31,374 -7% (15,461) -7% (7,641) -3% (15,032) -5% (16,602) -5% (14,927) -4% (8,237) -2% 15% 31,186 14% 31,466 12% 32,423 12% 43,433 14% 44,987 13% 45,914 12% Amortization of acquired intangible assets 899 0% 462 0% 159 0% 345 0% 337 0% 326 0% 318 0% Acquisition related expenses 518 0% 340 0% 640 0% 1,195 0% 372 0% 350 0% 170 0% Gain on termination of operating leases 0% 0% 0% 0% 0% (4,276) -1% 0% Loss on disposal of fixed assets Non-GAAP loss from operations 0% 0% 0% 0% 0% 6,468 2% 0% 19,166 9% 16,527 7% 24,624 10% 18,931 7% 27,540 9% 32,928 10% 38,165 10% Gross Margin Gross margin Stock-based compensation Amortization of acquired intangible assets Gain on termination of operating leases Loss on disposal of fixed assets Three Months Ended March 31, 2022 % of $ '000s Revenues 322,663 82% 2,658 1% 321 0% 0% 0% 325,642 82% Non-GAAP gross margin Loss from Operations Loss from operations (11,154) -3% Stock-based compensation 45,704 12% Amortization of acquired intangible assets 410 0% Acquisition related expenses 0% Gain on termination of operating leases 0% Loss on disposal of fixed assets Non-GAAP loss from operations 0% 34,960 9% HubSpot

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