HubSpot Financials and Growth Strategy
GAAP
to Non-GAAP Reconciliation
Three Months Ended
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
28,619
33,738
2019
2020
2021
$'000s
% of Revenues
$'000s
% of
Revenues
$'000s
% of Revenues
98,510
15%
(3,127)
0%
130,685
(4,408)
15%
211,132
0%
(6,297)
(3,201)
0%
(2,340)
0%
(937)
0%
0%
395
0%
096
(600)
92,182
14%
123,937
14%
203,693
16%
31,448
(2,829)
盗咨咨咨姿
36,274
(2,536)
姿咨咨咨姿
47.725
(3,092)
275
(415)
虽苦苦苦酱酱 姿诺诺岩杰
March 31, 2022
44,908
09
12,717
$ '000s
% of Revenues
59,384
15%
(1,823)
0%
(321)
0%
0%
09
57,240
14%
13,552
3%
(835)
0%
0%
0%
3%
Gross Margin
Gross margin
544,902
81%
716,067
81%
1,041,801
80%
322,663
Stock-based compensation.
5,956
196
6,944
196
9,389
196
Amortization of acquired intangible assets.
3,201
0%
2,340
0%
662
096
2,658
321
Gain on termination of operating leases
0%
0%
0%
Loss on disposal of fixed assets
0%
0%
0%
554,059
82%
725,351
82%
1,051,852
81%
325,642
Non-GAAP gross margin
Operating Expenses
Research and development
158,237
Stock-based compensation
(33,748)
Acquisition related expenses
(357)
Gain on termination of operating leases
Loss on disposal of fixed assets
Non-GAAP research and development
124,132
Sales and marketing
Stock-based compensation
340,685
(36,599)
Amortization of acquired intangible assets
Acquisition related expenses
Gain on termination of operating leases
Loss on disposal of fixed assets
瓷瓷苦苦苦酱 卷带否咨
23%
205,589
23%
(39,366)
-496
(1,287)
301,970
(61,614)
164,936
19%
452,081
51%
(50,552)
(79)
8888
(1,152)
1,346
(2,036)
238,514
18%
649,681
-69
-070
(67,413)
(389)
096
(367)
1.839
(2,781)
Non-GAAP sales and marketing
304,086
45%
401,450
45%
580,570
General and administrative
92,971
14%
109,225
Stock-based compensation
(21,451)
-3%
(24,626)
1296
-3%
144,949
(28,345)
1156
Acquisition related expenses
(552)
0%
(545)
(568)
Gain on termination of operating leases
0%
421
Loss on disposal of fixed assets
0%
096
(636)
Non-GAAP general and administrative
70,968
11%
84,054
10%
115,821
酱添诺诺诺酱 憑添若若若若酱 当若若若添
92,736
23%
(16,986)
0%
75,750
19%
197,134
50%
(16,869)
(89)
180,176
46%
43,947
11%
(9,191)
34,756
**888*4 8 8 8 4 8 8 8 8 *****
Loss from Operations
Loss from operations
(46,991)
Stock-based compensation
97,754
14%
Amortization of acquired intangible assets
3,201
Acquisition related expenses
909
Gain on termination of operating leases
Loss on disposal of fixed assets
Non-GAAP loss from operations
54,873
**
-7%
(50,828)
-69
(54,799)
-456
(11,154)
-396
121,488
1496
166,761
13%
096
2,419
096
1,326
0%
45,704
410
1296
0%
1,8321
0%
2,087
0%
0%
0%
096
(4,276)
0%
0%
0%
6,468
0%
8%
74,911
896
117,567
9%
34,960
**
096
0%
096
996
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