Hubspot Investor Day Presentation Deck

Long Term Financial Targets Remain Unchanged Long Term Target Model Gross Margin R&D % of revenue S&M % of revenue G&A % of revenue Operating Margin 2017 81% 15% 52% 12% 2% 1H'21 81% 19% 45% 9% 8% 81% - 83% 18% - 20% 30% -35% 8% -9% 20% - 25% 1 Consistent leverage, within range Long-term operating margin unchanged Long Term Target Model: These estimates reflect our current operating plan as of 10/12/2021 and are subject to change as future events and opportunities arise. All percentages are non-GAAP and exclude expenses associated with stock based compensation, amortization of acquired intangibles and acquisition related expenses. Please refer to appendix for a reconciliation of GAAP to non-GAAP figures.

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