HubSpot Growth Strategy

Trailing Twelve Months Ended December 31, 2015 $ '000s GAAP to Non-GAAP Reconciliation Trailing Twelve Months Ended September 30, 2015 $ '000s Trailing Twelve Months Ended March 31, 2016 Trailing Twelve Months Ended June 30, 2016 Trailing Twelve Months Ended September 30, 2016 Trailing Twelve Months Ended December 31, 2016 $ '000s $ '000s $ '000s $ '000s GAAP net cash and cash equivalents provided by (used in) operating activites Purchases of property & equipment Capitalization of software development costs Free cash flow (4,815) (423) (3,556) (8,427) (3,829) (4,314) (12,200) (13,164) 3,571 (14,043) (4,978) (15,450) 10,635 (18,513) 19,733 (19,595) 19,366 (15,789) (5,034) (5,362) (5,749) (12,912) (5,224) (2,172) Trailing Twelve Months Ended March 31, 2017 Trailing Twelve Months Ended June 30, 2017 Trailing Twelve Months Ended September 30, 2017 Trailing Twelve Months Ended December 31, 2017 Trailing Twelve Months Ended March 31, 2018 Trailing Twelve Months Ended June 30,2018 $ '000s $ '000s $ '000s $ '000s $ '000s $ '000s GAAP net cash and cash equivalents provided by (used in) operating activites Purchases of property & equipment Capitalization of software development costs Free cash flow 35,279 (14,983) (5,925) 14,371 35,364 (15,592) (6,577) 13,195 37,893 49,614 57,244 62,018 (17,528) (20,276) (20,680) (20,514) (6,882) (7,071) (8,077) (9,537) 13,483 22,267 28,487 31,967 GAAP net cash and cash equivalents provided by (used in) operating activities Purchases of property & equipment Capitalization of software development costs 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 Trailing Twelve Months Ended September 30,2018 Trailing Twelve Months Ended December 31, 2018 Trailing Twelve Months Ended March 31, 2019 Trailing Twelve Months Ended Trailing Twelve Months Ended June 30, 2019 Trailing Twelve Months Ended September 30, 2019 December 31, 2019 $ '000s $ '000s $ '000s $ '000s $ '000s $ '000s 65,734 84,851 95,845 (21,875) (22,305) (20,331) 96,041 (23,051) 104,193 118,972 (26,814) (40,372) (10,491) (11,168) (11,373) (10,690) (11,581) (13,474) 33,368 51,378 64,141 62,300 65,798 65,126 Trailing Twelve Months Ended Trailing Twelve Months Ended March 31, 2020 June 30, 2020 $ '000s $ '000s 104,267 (47,249) 56,880 (48,257) (15,422) 41,596 (18,309) 48,675 38,989 30

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