Grow Better, HubSpot Snapshot

GAAP to Non-GAAP Reconciliation Three Months Ended September 30,2018 Three Months Ended December 31, 2018 Three Months Ended March 31, 2019 Three Months Ended June 30, 2019 Three Months Ended September 30, 2019 Three Months Ended December 31, 2019 $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues % of $ '000s 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% Stock-based compensation 1,194 1% 1,076 1% 1,633 1% 1,488 1% 1,468 1% 1,367 1% Amortization of acquired intangible assets 494 0% 800 1% 800 1% 800 0% 762 0% 839 0% Acquisition related expenses 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% Loss from Operations Loss from operations (15,050) -11% (7,832) -5% (9,036) -6% (15,725) -10% (14,072) -8% (8,158) -4% Stock-based compensation 19,612 15% 20,927 15% 21,205 14% 28,663 18% 23,791 14% 24,095 13% Amortization of acquired intangible assets 494 0% 800 1% 800 Acquisition related expenses 802 1% 289 0% 32 0% Non-GAAP loss from operations 5,858 4% 14,184 10% 13,001 ៖ ៖ ៖ 800 0% 762 0% 839 32 0% 30 0% 814 13,770 8% 10,511 6% 17,590 ៖ ៖ ៖ Three Months Ended March 31, 2020 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 $'000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues Gross Margin Gross margin 160,683 81% 164,831 81% 185,782 81% 204,771 81% 226,631 81% 247,911 80% Stock-based compensation 1,505 1% 1,703 1% 1,792 1% 1,945 1% 2,007 1% 2,408 1% Amortization of acquired intangible assets 880 0% 879 0% 442 0% 139 0% 239 0% 236 0% Acquisition related expenses 0% 0% 0% 0% 0% 0% Non-GAAP gross margin 163,068 82% 167,413 82% 188,016 82% 206,855 82% 228,877 81% 250,555 81% Loss from Operations Loss from operations (14,102) -7% (13,625) -7% (15,461) -7% (7,641) -3% (15,032) -5% (16,602) -5% Stock-based compensation 27,463 14% 31,374 15% 31,186 14% 31,466 12% 32,423 12% 43,433 14% Amortization of acquired intangible assets 900 0% 899 Acquisition related expenses 333 0% 518 Non-GAAP loss from operations 14,594 7% 19,166 ៖ ៖ ៖ 462 0% 159 0% 345 0% 337 0% 340 0% 640 0% 1,195 0% 372 0% 16,527 7% 24,624 10% 18,931 7% 27,540 9% 28

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