Hubspot Investor Presentation Deck

GAAP 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 $'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 % of Revenues 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% HubSpot

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