Growing Profitability with Scale

GAAP to Non-GAAP Reconciliations Three Months Ended March 31, 2017 $'000s % of Revenu Three Months Ended June 30, 2017 % of $'000s Revenues $'000s Revenues Three Months Ended September 30, 2017 % of Three Months Ended December 31, 2017 $ '000s % of Revenues Three Months Ended March 31, 2018 % of $'000s Revenues Three Months Ended June 30,2018 % of $'000s Revenues Gross Margin Gross margin 65,180 79% 70,502 79% 78,716 81% Stock-based compensation 564 1% 844 1% 754 1% Amortization of acquired intangible assets 9 Non-GAAP gross margin 65,753 0% 80% 0% 71,346 80% 38 79,508 0% 81% 85,485 823 50 86,358 80% 1% 92,179 80% 97,725 80% 967 1% 1,163 1% 0% 50 0% 50 0% 81% 93,196 81% 98,938 81% Loss from Operations Loss from operations Stock-based compensation Amortization of acquired intangible assets Acquisition/disposition related income (expense) Non-GAAP loss from operations (8,000) -10% 9,303 11% (10,577) 13,006 -12% (12,126) -12% (9,433) -9% (11,324) -10% (14,052) -11% 15% 12,110 12% 12,898 12% 16,046 14% 19,675 16% 16 0% 0% 38 0% 50 0% 50 0% 50 0% 0% 0% 439 0% 827 1% 802 1% 802 1% 1,319 2% 2.429 3% 461 0% 4,342 4% 5,574 5% 6,475 5% Three Months Ended September 30,2018 $ '000s % of Revenu $ '000s Three Months Ended December 31, 2018 % of Revenu hree Months Ende March 31, 2019 % of $'000s Revenu hree Months Ende June 30, 2019 % of $'000s Revenu $ '000s Three Months Ended September 30, 2019 % of Revenu Three Months Ended December 31, 2019 % of $ '000s Revenu 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 1% 800 0% 762 0% 839 0% Acquisition/disposition related income (expenses) 802 1% 289 0% 32 0% 32 0% 30 0% 814 0% Non-GAAP loss from operations 5,858 4% 14,184 10% 13,001 9% 13,770 8% 10,511 6% 17,590 9% HubSpot

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