Hubspot Investor Day Presentation Deck
GAAP to
Non-GAAP
Reconciliation
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 (expenses)
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
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
Non-GAAP (loss) income from operations
$'000s
2018
69,718
(1,476)
(1,394)
66,848
30,639
(2,924)
27,715
412,623
4,400
1,394
418,417
117,603
(23,328)
(2,696)
91,579
267,444
(31,099)
236,345
75,834
(17,434)
58,400
(48,258)
76,261
1,394
2,696
32,093
% of
Revenues
14%
0%
0%
0%
0%
13%
6%
-1%
0%
0%
5%
2019
% of
$'000s Revenues
0%
0%
0%
82%
98,510
(3,127)
(3,201)
92,182
31,448
(2,829)
28,619
80% 544,902
1%
5,956
3,201
554,059
23% 158,237
-5% (33,748)
-1% (357)
0%
0%
18% 124,132
52% 340,685
-6%
(36,599)
0%
0%
0%
0%
46% 304,086
15%
92,971
-3% (21,451)
0%
(552)
0%
0%
11% 70,968
i
-9% (46,991)
15%
0%
1%
97,754
3,201
909
0%
0%
6%
54,873
15%
0%
0%
0%
0%
14%
5%
0%
0%
0%
4%
81%
1%
0%
0%
0%
82%
23%
-5%
0%
0%
0%
18%
50%
-5%
0%
0%
0%
0%
45%
14%
-3%
0%
0%
0%
11%
-7%
14%
0%
0%
0%
0%
8%
$'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%
2021
% of
$'000s Revenues
211,132
(6,297)
(937)
395
(600)
203,693
47,725
(3,092)
275
(415)
44,493
81% 1,041,801
1%
0%
-6%
14%
0%
0%
0%
0%
8%
9,389
937
(670)
0%
0%
82% 1,052,472
1,015
23% 301,970
-4% (61,614)
0%
(1,152)
0%
1,346
0%
(2,036)
19% 238,514
51% 649,681
-6% (67,413)
0%
(389)
0%
(367)
0%
0%
45%
12%
-3%
0%
0%
0%
10%
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
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%
-4%
13%
0%
0%
0%
0%
9%
Six months ended
June 30, 2022
% of
$'000s Revenues
123,815
(4,206)
(627)
118,982
28,052
(2,083)
25,969
665,487
6,289
627
672,403
211,650
(48,684)
300
113,252
421,396
(49,052)
(535)
265,642
95,845
(22,844)
(19)
54,067
(63,404)
126,869
1,162
(281)
64,346
15%
-1%
0%
0%
0%
15%
3%
0%
0%
0%
3%
81%
1%
0%
0%
0%
82%
26%
-6%
0%
0%
0%
14%
52%
-6%
0%
0%
0%
0%
33%
12%
-3%
0%
0%
0%
7%
-8%
16%
0%
0%
0%
0%
8%
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