The HubSpot Journey - Financial Review Q1 2020

GAAP to Non-GAAP Reconciliation Three Months Ended September 30,2018 $'000s % of Revenues $ '000s Three Months Ended December 31, 2018 % of Revenues Three Months Ended March 31, 2019 Three Months Ended June 30, 2019 Three Months Ended September 30, 2019 Three Months Ended December 31, 2019 Three Months Ended March 31, 2020 $ '000s % of Revenues $'000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues Gross Margin Gross margin 106,061 80% 116,658 81% 122,220 81% 132,113 81% 140,358 81% 150,211 81% 160,683 81% Stock-based compensation 1,194 1% 1,076 1% 1,633 1% 1,488 1% 1,468 1% 1,367 1% 1,505 1% Amortization of acquired intangible assets 494 0% 800 1% 800 1% 800 0% 762 0% 839 0% 880 0% Acquisition related expenses 0% 0% 0% 0% 0% 0% 0% Non-GAAP gross margin 107,749 82% 118,534 82% 124,653 82% 134,401 82% 142,588 82% 152,417 82% 163,068 82% Loss from Operations Loss from operations (15,050) -11% (7,832) -5% (9,036) Stock-based compensation 19,612 15% 20,927 15% 21,205 14% Amortization of acquired intangible assets 494 0% 800 1% 800 Acquisition related expenses 802 1% 289 0% 32 Non-GAAP loss from operations 5,858 4% 14,184 10% 13,001 ៖ ៖ ៖ ៖ (15,725) -10% (14,072) -8% (8,158) -4% (14,102) -7% 28,663 18% 23,791 14% 24,095 13% 27,463 14% 1% 800 0% 762 0% 839 0% 900 0% 32 0% 30 0% 814 0% 333 0% 13,770 8% 10,511 6% 17,590 9% 14,594 7% 29

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