#1Investor Presentation Q3 2021 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 previously announced leadership changes, 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 Quarterly Report on Form 10-Q filed on November 3, 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 CRM platform with award-winning software, services, and support to transform the way organizations attract, engage, and delight customers. ~128,000 Total Customers 120+ 13 Countries Office Locations Worldwide 3#4HubSpot Snapshot . CRM platform for SMEs • Large and growing TAM opportunity • Delivering durable growth at scale • Balancing fast growth with profitability • Recurring SaaS revenue model • Strong underlying unit economics . Extensive App & Solutions Partner ecosystem 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 26% 13% Review Sites 3% Industry Publications 3% Social Media 3% Source: HubSpot Customer Research June - 2018 How did you first learn about HubSpot? 33% 8#9Customers Accelerate Growth But many companies view them as an afterthought. Marketing Sales Customers 9#10We've transformed our business around a new model of growth Strangers Attract Promoters Delight Growth Engage Customers The Flywheel Prospects 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 platform... C Marketing 32B eCommerc Operations Sales ၁ Marketing CRM Service Solution Partners CMS Developers App Partners ...because the customer experience should be seamless. 12#13Employee Size We dramatically expanded our offering, and in turn, our TAM, through product development 2000 HubSpot at IPO MARKETING HubSpot today MARKETING SALES SERVICE CMS OPERATIONS 2000 200 20 2 200 20 2 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 CMS Operations Hub Hub Hub Enterprise $3,200 + $1,200 + $1,200 + $1,200 $2,000 Professional $890 + $500 + $400 + $400 $800 Starter $50 + $50 + $50 + $25 $50 Free Tools ( CRM Suite: Get access to every Starter, Professional, or Enterprise product, bundled together at a discounted rate. Note: All prices are monthly subscription prices. "+" indicates additional cost for Contacts for Marketing Hub customers and additional cost for Users for Sales and Service Hub customers. 14#15Began as an App All of that is just the beginning... Became a Suite Becoming a Platform C Marketing Sales C Marketing Service CMS Operations BeCommerc Operations Sales Marketing CRM Service Solution Partners CMS Developers App Partners We're focused on helping companies grow better in ever expanding ways. 15#16The HubSpot Journey Marketing Hub Launch 340 CRM Launch 240 Service Hub Launch Performable Hubspot founded Acquisition $50M Sales Hub Launch " $250M $100M $500M CMS Hub Launch Operations Hub Launch 100K - customers PieSync Acquisition $1B ARR '06 '11 '12 '13 '14 '15 '16 '17 '18 '19 '20 *Originally launched and branded as "Sidekick" 121 122 22 Revenue 16#17HubSpot Grow Better#18Financial Review Q3 2021#19$375 $250 Revenue growth is strong $125 41% CAGR $0 Q3'14* Q3'21 Revenue ($m) 19 *IPO CAGR: compound annual growth rate#20$m $180 $120 $60 CLE $0 Q3'14* Large international growth opportunity International Revenue *IPO CAGR: compound annual growth rate Increasing % of Revenue 57% CAGR Q3 2014* 22% Q3'21 Q3 2021 46% 20#2170% -32% Q3'14* Strong Unit Economics Delivering Sustainable 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 80% 9.7% Q3'21 ४ 21#22$200 $100 $0 Generating Positive Free Cash Flow ($100) Q3'14* Trailing Twelve Months Free Cash Flow ($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 Q3'21 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 Q1 Q2 2021 2021 2021 Q3 Long Term Target Gross Margin 78% 81% 82% 82% 82% 81% 81% 80% 81% - 83% R&D 14% 15% 18% 18% 19% 20% 18% 17% 18% - 20% % of revenue S&M 55% 52% 46% 45% 45% 45% 45% 45% 30% - 35% % of revenue G&A 14% 12% 11% 11% 10% 9% 9% 8% 8% -9% % of revenue Operating Margin -4% 2% 6% 8% 8% 7% 9% 10% 20%-25% Note: These estimates reflect our current operating plan as of 11/03/2021 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#26GAAP to Non-GAAP Reconciliation 2020 Three Months Ended March 31, 2021 Three Months Ended June 30, 2021 $'000s % of Revenues $'000s % of Revenues $ '000s % of Revenues Three Months Ended September, 2021 $'000s % of Revenues 1596 煎诺诺兰诺瓷 瓷咨咨咨姿 130,685 (4,408) 15% 0% 43,853 16% (1,310) 0% (2,340) 096 (239) 0% 51,134 (1,582) (236) 16% -1% 57,547 (1,660) 096 (234) 096 - 0% - 0% 0% 0% 0% 0% 395 (600) 123,937 14% 42,304 15% 49,316 16% 55,448 5% 36,274 49 10,881 4% 11,743 496 12,059 (2,536) 096 (697) 096 (826) 0% 0% 0% 0% (748) 275 0% 0% 0% 0% 33,738 4% 10,184 4% 10,917 4% (415) 11,171 米诺诺君咨q 姿诺诺诺器 2018 $ '000s % of Revenues $ '000s 2019 % of Revenues 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 69,718 14% 98,510 (1,476) 0% (3,127) (1,394) 09 (3,201) - 0% 0% 66,848 13% 92,182 14% 30,639 6% 31,448 (2,924) -19 (2,829) Gain on termination of operating leases 0% Loss on disposal of fixed assets 0% Non-GAAP professional services and other 27,715 5% 28,619 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 412,623 80% 544,902 81% 716,067 4,400 1% 5,956 196 1,394 0% 3,201 0% 096 888 0% 6,944 2,340 418,417 8296 554,059 8256 725,351 Research and development. 117,603 23% 158,237 23% 205,589 Stock-based compensation (23,328) -5% (33,748) -5% (39,366) Acquisition related expenses (2,696) -19 (357) 0% (1,287) Gain on termination of operating leases 0% 0% Loss on disposal of fixed assets 0% 09 Non-GAAP research and development 91,579 18% 124,132 18% 164,936 Sales and marketing 267,444 52% 340,685 50% 452,081 Stock-based compensation (31,099) -6% (36,599) -5% (50,552) Amortization of acquired intangible assets 0% 09 (79) Acquisition related expenses 096 0% Gain on termination of operating leases 0% Loss on disposal of fixed assets 0% Non-GAAP sales and marketing 236,345 469 304,086 45% 401,450 General and administrative 75,834 15% 92,971 1496 109,225 Stock-based compensation (17,434) -35 (21,451) -35 (24,626) Acquisition related expenses 096 (552) 0% (545) Gain on termination of operating leases 0% 0% Loss on disposal of fixed assets 0% 0% Non-GAAP general and administrative 58,400 11% 70,968 11% 84,054 ཊྛོ*ཨཽ88 ༄ཨཽ*** {****** སྦོ***** 226,631 2,007 81% 196 247,911 80% 2,408 196 269,589 2,408 79% 196 239 0% 236 0% 234 0% 0% 0% (670) 0% - 0% 0% 1,015 0% 228,877 81% 250,555 81% 272,576 80% 68,396 (11,484) 72,104 (15,080) 23% -5% 78,473 (18,449) (344) 19% 56,568 141,017 (13,629) (106) (367) 126,915 - 26,463 Loss from Operations Loss from operations (48,258) -996 (46,991) -7% (50,828) -6% Stock-based compensation 76.251 1596 97,754 14% 121,488 14% (15,032) 32,423 Amortization of acquired intangible assets 1,394 056 3,201 0% 2,419 056 345 Acquisition related expenses 2,696 1% 909 0% 1,832 0% 1,195 Gain on termination of operating leases 0% 0% Loss on disposal of fixed assets 09 0% Non-GAAP loss from operations 32,093 696 54,873 8% 74,911 8% 18,931 888888 8 8 8 8 8 ******* (340) 0% (337) 0% 1,345 0% (2,036) 20% 56,684 18 % 58,997 157,799 51% 170,016 (18,971) -6% (17,302) (101) 0% (92) 0% 0% 0% 1,839 (2,781) 138,727 45% 151,680 32,250 11% 34,610 (5,303) (484) (6,974) (32) 11% -25 36,027 (6,828) 0% (13) 0% 421 096 (636) 27,604 9% 28,971 * *************** (16,602) -5% (14,927) 43,433 14% 44,987 -4% 13% 337 0% 326 0% 372 0% 350 0% 0% (4,276) -1% 0% 6,468 2% 27,540 9% 32,928 10% 26#27GAAP 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% 27#28to Non-GAAP Reconciliation GAAP to 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% Amortization of acquired intangible assets 494 0% 800 1% Acquisition related expenses 802 1% 289 Non-GAAP loss from operations 5,858 4% 14,184 0% 10% བྷབྷཡཿཎྜ 21,205 14% 28,663 18% 23,791 14% 24,095 13% 800 1% 800 0% 762 0% 839 0% 0% 32 0% 30 0% 814 0% 13,001 9% 13,770 8% 10,511 6% 17,590 9% Three Months Ended March 31, 2020 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 $'000s % of Revenues $'000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $'000s % of Revenues $'000s % of Revenues Gross Margin Gross margin 160,683 81% 164,831 81% 185,782 81% 204,771 81% 226,631 81% 247,911 80% 269,589 79% Stock-based compensation Amortization of acquired intangible assets 1,505 19 1,703 1% 1,792 1% 1,945 19 2,007 1% 2,408 1% 2,408 19 880 0% 879 0% 442 0% 139 0% 239 0% 236 0% 234 0% Acquisition related expenses 0% 0% 0% 0% 0% 0% 0% Gain on termination of operating leases 0% 0% 0% 0% 0% 0% (670) 0% Loss on disposal of fixed assets 0% 0% 0% 0% 0% 0% 1,015 0% Non-GAAP gross margin 163,068 82% 167,413 82% 188,016 82% 206,855 82% 228,877 81% 250,555 81% 272,576 80% Loss from Operations Loss from operations (14,102) -7% (13,625) -7% (15,461) -7% (7,641) -3% (15,032) Stock-based compensation 27,463 14% 31,374 15% 31,186 14% 31,466 12% 32,423 12% Amortization of acquired intangible assets 900 0% 899 0% 462 0% 159. 0% 345 Acquisition related expenses 333 0% 518 0% 340 0% 640 0% 1,195 Gain on termination of operating leases 0% 0% - 0% 0% Loss on disposal of fixed assets 096 0% 0% 0% Non-GAAP loss from operations 14,594 7% 19,166 9% 16,527 7% 24,624 10% 18,931 ༈ ནྲྀ Ë ༔ རྞ ཙྩོ ༈ -5% (16,602) -5% 43,433 14% 0% 337 0% 372 - 27,540 ទុំ ៖ ៖ ៖ ៖ ៖ ៖ (14,927) -4% 44,987 13% 326 0% 350 0% (4,276) -196 6,468 2% 32,928 10% 28#29Trailing Twelve Months Ended December 31, 2015 $ '000s GAAP to Non-GAAP 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 Trailing Twelve Months Ended March 31, 2020 June 30, 2020 Trailing Twelve Months Ended September 30, 2020 Trailing Twelve Months Ended December 31, 2020 Trailing Twelve Months Ended March 31, 2021 Trailing Twelve Months Ended Juune 30, 2021 Trailing Twelve Months Ended September 30, 2021 $'000s $'000s $ '000s $'000s $'000s $'000s $ '000s 104,267 56,880 75,878 88,913 128,602 200,483 204,469 (47,249) (48,257) (46,972) (37,318) (30,143) (28,123) (26,920) (15,422) (18,309) (19,979) (21,599) (24,171) (27,857) (31,593) 48,675 48,675 49,048 58,853 13,401 24,830 41,596 38,989 57,602 79,044 133,141 157,904 170,786 29