Increasing Free Cash Flow Generation

GAAP to Non-GAAP Reconciliations GAAP net cash and cash equivalents provided by (used in) operating activities Purchases of property & equipment Capitalization of software development costs Repayment of 2022 Convertible Notes attributable to the debt discount Free cash flow GAAP net cash and cash equivalents provided by (used in) operating activities Purchases of property & equipment Capitalization of software development costs Repayment of 2022 Convertible Notes attributable to the debt discount Free cash flow GAAP net cash and cash equivalents provided by (used in) operating activities Purchases of property & equipment Capitalization of software development costs Repayment of 2022 Convertible Notes attributable to the debt discount Free cash flow March 31, 2017 $'000s June 30, 2017 $ '000s September 30, 2017 '000s December 31, 2017 $ '000s March 31, 2018 $ '000s June 30,2018 $ '000s September 30,2018 $ '000s 35,279 35,364 37,893 49,614 57,244 62,018 (14,983) (5,925) 14.371 (15,592) (6,577) (17,528) (6,882) (20,276) (7,071) (20,680) 13,195 13,483 22,267 (8,077) 28,487 (20,514) (9,537) 31,967 65,734 (21,875) (10,491) 33,368 December 31, 2018 $ '000s March 31, 2019 $'000s June 30, 2019 $ '000s September 30, 2019 $ '000s December 31, 2019 $ '000s March 31, 2020 $ '000s June 30, 2020 $'000s 84,851 95,845 96,041 104,193 118,972 104,267 56,880 (22,305) (20,331) (23,051) (26,814) (40,372) (47,249) (48,257) (11,168) (11,373) (10,690) (11,581) (13,474) (15,422) (18,309) 48,675 51,378 64,141 62,300 65,798 65,126 41,596 38,989 September 30, 2020 December 31, 2020 March 31, 2021 $ '000s $ '000s $ '000s June 30, 2021 $ '000s September 30, 2021 $ '000s December 31, 2021 $ '000s March 31, 2022 $'000s 75,878 88,913 128,602 200,483 204,469 238.728 258,254 (46,972) (37,318) (30,143) (28,123) (26,920) (28,726) (34,699) (19,979) (21,599) (24,171) (27,857) (31,593) (33,139) (35,520) 48,675 49,048 58,853 13,401 24,830 26,428 16,623 57,602 79,044 133,141 157,904 170,786 203,291 204,658 June 30, 2022 September 30, 2022 $ '000s $ '000s December 31, 2022 '000s March 31, 2023 $ '000s 260,984 278,395 273,177 272,021 (36,252) (42,711) (37,426) (30,796) (36,649) (38,851) (44,345) (49,745) 13,400 1,971 - 22,513 201,483 198,804 191,406 213.993 GAAP net cash and cash equivalents provided by (used in) operating activitie Purchases of property & equipment Capitalization of software development costs Repayment of 2022 Convertible Notes attributable to the debt discount Payment of restructuring charges Free cash flow * All amounts are trailing twelve months HubSpot

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