HubSpot's Journey

Gross Margin Gross margin GAAP to Non-GAAP Reconciliation Stock-based compensation Amortization of acquired intangible assets Gain on termination of operating leases Loss on disposal of fixed assets Non-GAAP gross margin Loss from Operations 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 Three Months Ended December 31, 2021 $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues 164,831 81% 185,782 81% 204,771 81% 226,631 81% 247,911 80% 269,589 1,703 1% 1,792 1% 1,945 1% 2,007 1% 2,408 1% 2,408 79% 1% 297,670 81% 2,563 1% 879 0% 442 0% 139 0% 239 0% 236 0% 234 0% 228 0% 0% 0% 0% - 0% 0% (670) 0% - 0% 0% 0% 0% 0% 0% 1,015 0% 0% 167,413 82% 188,016 82% 206,855 82% 228,877 81% 250,555 81% 272,576 80% 300,461 81% Loss from operations Stock-based compensation (13,625) 31,374 Amortization of acquired intangible assets 899 Acquisition related expenses 518 Gain on termination of operating leases Loss on disposal of fixed assets Non-GAAP loss from operations 19,166 ****** (15,461) -7% (7,641) -3% (15,032) -5% (16,602) -5% (14,927) -4% (8,237) -2% 31,186 14% 31,466 12% 32,423 12% 43,433 14% 44,987 13% 45,914 12% 462 0% 159 0% 345 0% 337 0% 326 0% 318 0% 340 0% 640 0% 1,195 0% 372 0% 350 0% 170 0% 0% 0% 0% 0% (4,276) -1% 0% 0% 0% 0% 0% 6,468 2% 0% 16,527 7% 24,624 10% 18,931 7% 27,540 9% 32.928 10% 38,165 10% 27

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