Hubspot Investor Presentation Deck

GAAP to Non-GAAP Reconciliations Three Months Ended March 31, 2017 % of $'000s Revenu Three Months Ended June 30, 2017 % of $'000s Revenues Three Months Ended September 30, 2017 % of $'000s Revenues Gross Margin Gross margin Stock-based compensation Amortization of acquired intangible assets Non-GAAP gross margin Loss from Operations Loss from operations Stock-based compensation Amortization of acquired intangible assets Acquisition/disposition related income (expense Non-GAAP loss from operations Gross Margin Gross margin Stock-based compensation Amortization of acquired intangible assets Acquisition related expenses Non-GAAP gross margin Loss from Operations Loss from operations Stock-based compensation Amortization of acquired intangible assets 65,180 564 9 65,753 Acquisition/disposition related income (expenses) Non-GAAP loss from operations (8,000) -10% 9,303 11% 16 0% 0% 2% 1,319 Three Months Ended September 30,2018 % of $'000s Revenu 106,061 1,194 494 79% 1% 0% 80% 107.749 494 802 5,858 80% 1% 0% 0% 82% (15,050) -11% 19,612 15% 0% 1% 4% 70,502 844 71,346 (10,577) 13,006 2,429 116,658 1,076 800 Three Months Ended December 31, 2018 % of $ '000s Revenu 118,534 79% 1% 0% 80% (7,832) 20,927 800 289 14,184 -12% 15% 0% 0% 3% 81% 1% 1% 78,716 754 38 79,508 -5% 15% 1% 0% 10% (12,126) 12,110 38 439 461 122,220 1,633 800 0% 82% 124,653 hree Months Ende March 31, 2019 % of $'000s Revenu (9,036) 21,205 81% 1% 0% 81% 800 32 13,001 -12% 12% 0% 0% 0% 81% 1% 1% 0% 82% -6% 14% 1% 0% 9% Three Months Ended December 31, 2017 % of Revenues $'000s 85,485 823 50 86,358 (9,433) 12,898 50 827 4,342 hree Months Ende June 30, 2019 % of $'000s Revenu 132,113 1,488 800 134,401 81% 1% 0% 0% 82% (15,725) -10% 28,663 18% 800 0% 32 0% 13,770 8% 80% 1% 0% 81% -9% 12% 0% 1% 4% Three Months Ended March 31, 2018 % of $'000s Revenues 92,179 967 50 93,196 (11,324) 16,046 50 802 5,574 140,358 1,468 762 Three Months Ended September 30, 2019 % of $ '000s Revenu 142,588 (14,072) 23,791 762 30 10,511 80% 97,725 1% 1,163 0% 50 81% 98,938 -10% 14% 0% 1% 5% 81% 1% 0% 0% 82% Three Months Ended June 30,2018 % of $'000s Revenues -8% 14% 0% 0% 6% (14,052) 19,675 50 802 6,475 $ '000s 150,211 1,367 839 Three Months Ended December 31, 2019 % of Revenu 152,417 (8,158) 24,095 80% 1% 839 814 17,590 0% 81% -11% 16% 0% 1% 5% 81% 1% 0% 0% 82% -4% 13% 0% 0% 9% HubSpot

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