HubSpot Q3'23 Financial Results

GAAP to Non-GAAP Reconciliations 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, 2020 Three Months Ended June 30, 2020 $'000s % of Revenue $ '000s % of Revenue $ '000s Three Months Ended September 30, 2020 % of Revenue Three Months Ended December 31, 2020 Three Months Ended Three Months Ended March 31, 2021 June 30, 2021 Three Months Ended September 30, 2021 $'000s % of Revenue % of $ '000s Revenu $ '000s % of Revenue $ '000s % of Revenue 160,683 81% 164,831 81% 185,782 81% 204,771 81% 226,631 81% 247,911 80% 269,589 79% 1,505 1% 1,703 1% 1,792 1% 1,945 1% 2,007 1% 2,408 1% 2,408 1% 880 0% 879 0% 442 0% 139 0% 239 0% 236 0% 234 0% 0% 0% 0% 0% 0% 0% (670) 0% 0% 0% 0% 0% 0% 0% 1,015 0% 163,068 82% 167,413 82% 188,016 82% 206,855 82% 228,877 81% 250,555 81% 272,576 80% Non-GAAP gross margin Loss from Operations Loss from operations Stock-based compensation (14,102) -7% (13,625) -7% (15,461) -7% (7,641) -3% (15,032) -5% (16,602) -5% (14,927) -4% 27,463 14% 31,374 15% 31.186 14% 31,466 12% 32,423 12% 43,433 14% 44,987 13% Amortization of acquired intangible assets 900 0% 899 0% 462 0% 159 0% 345 0% 337 0% 326 0% Acquisition/disposition related income (expenses) 333 0% 518 0% 340 0% 640 0% 1,195 0% 372 0% 350 0% Gain on termination of operating leases 0% 0% 0% 0% 0% 0% (4,276) -1% Loss on disposal of fixed assets 0% 0% 0% 0% 0% 0% 6,468 2% Non-GAAP loss from operations 14,594 7% 19,166 9% 16,527 7% 24,624 10% 18,931 7% 27,540 9% 32,928 10% Three Months Ended December 31, 2021 Three Months Ended March 31, 2022 Three Months Ended June 30, 2022 Three Months Ended September 30, 2022 Three Months Ended December 31, 2022 $ '000s % of Revenue $'000s % of Revenue $ '000s % of Revenue $'000s % of Revenue $'000s % of Revenue $ '000s Three Months Ended March 31, 2023 % of Revenue Three Months Ended June 30, 2023 Three Months Ended September 30, 2023 $ '000s % of Revenue $ '000s % of Revenue Gross Margin Gross margin 297,670 81% 322,663 82% 342,824 65% 361,831 65% 389,393 83% 419,574 84% 441,852 84% 470,031 84% Stock-based compensation 2,563 1% 2,658 1% 3,631 1% 3,479 1% 3,673 1% 3,832 1% 4,975 1% 4,358 1% Amortization of acquired intangible assets 228 0% 321 0% 306 0% 292 0% 283 0% 399 0% 405 0% 408 0% Non-GAAP gross margin 300,461 81% 325,642 82% 346,761 66% 365,602 66% 393,349 84% 423,805 84% 447,232 85% 474,797 85% Loss from Operations Loss from operations (8,237) -2% (11,154) -3% (118,499) -22% (19,596) -4% (13,486) -3% (44,767) -9% (118,499) -22% (19,596) -4% Stock-based compensation 45,914 12% 45,704 12% 128,003 24% 107,506 19% 76,768 16% 83,037 17% 128,003 24% 107,506 19% Amortization of acquired intangible assets 318 0% 410 0% 851 0% 2,311 0% 729 0% 845 0% 851 0% 2,311 0% Acquisition/disposition related income (expenses) 170 0% 0% 0% 0% 0% 0% 0% 0% Restructuring charges 0% 0% 0% 0% 0% 28,570 6% 63,880 12% 0% Non-GAAP loss from operations 38,165 10% 34,960 9% 10,355 2% 90,221 16% 64,011 14% 67,685 13% 74,235 14% 90,221 16% 27

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