The HubSpot Journey - Financial Review Q1 2020

GAAP to Non-GAAP Reconciliation 2017 2018 2019 Three Months Ended March 31, 2020 $'000s % of Revenues $'000s % of Revenues $'000s % of Revenues Cost of Revenue Subscription Stock-based compensation 51,563 14% 69,718 14% 98,510 (658) 096 (1,476) 0% (3,127) Amortization of acquired intangibles (96) 096 (1,394) 09 (3,201) Acquisition related expenses 096 0% Non-GAAP subscription 50,809 1496 66,848 13% 92,182 14% Professional services and other 24,166 6% 30,639 Stock-based compensation (2,327) -196 (2,924) Amortization of acquired intangibles 096 Acquisition related expenses 0% Non-GAAP professional services and other 21,839 6% 27,715 盗姿咨咨盗 6% 31,448 (2,829) 096 28,619 瓷苦苦苦瓷添浴浴咨姿 $'000s % of Revenues 29,734 (898) 15% 096 (880) 096 09 27,956 14% 8,551 496 (607) 0% 096 09 7,944 496 Gross Margin Gross margin 299,883 80% 412,623 80% 544,902 Stock-based compensation 2,985 196 4,400 19 5,956 81% 196 160,683 81% 1,505 196 Amortization of acquired intangible assets 96 096 1,394 0% 3,201 0% 880 096 Acquisition related expenses 096 09 0% 0% Non-GAAP gross margin 302,964 81% 418,417 829 554,059 82% 163,068 8296 Operating Expenses Research and development 70,373 199 117,603 23% 158,237 239 46,202 23% Stock-based compensation (12,816) -39% (23,328) -5% (33,748) -5% (8,708) -496 Amortization of acquired intangible assets - 0% 096 0% - 0% Acquisition related expenses (1,266) 096 (2,696) -196 (357) 096 (330) 0% Non-GAAP research and development 56,291 15% 91,579 18% 124,132 18% 37,164 199 Sales and marketing 212,859 57% 267,444 52% 340,685 50% 102,328 5196 Stock-based compensation (19,016) -5% (31,099) -6% (36,599) -5% (10,816) -59 Amortization of acquired intangible assets (7) 09 0% 0% (20) 0% Acquisition related expenses 0% 0% 09 096 Non-GAAP sales and marketing 193,836 52% 236,345 46% 304,086 45% 91,492 46% General and administrative 56,787 15% 75,834 15% 92,971 14% 26,255 13% Stock-based compensation (12,500) -39 (17,434) -39 (21,451) -3% (6,434) -3% Amortization of acquired intangible assets 0% 09 0% 0% Acquisition related expenses 0% 09 (552) 096 (3) 096 Non-GAAP general and administrative 44,287 1296 58,400 11% 70,968 11% 19,818 109 Loss from Operations Loss from operations (40,136) -11% (48,258) -9% (46,991) -7% (14,102) -7% Stock-based compensation 47,317 13% 76,261 15% 97,754 1496 27,463 14% Amortization of acquired intangible assets 103 096 1,394 09 3,201 0% 900 096 Acquisition related expenses 1,266 096 2,696 19 909 09 333 096 Non-GAAP loss from operations 8,550 296 32,093 6% 54,873 8% 14,594 796 27

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