HubSpot Overview

GAAP to Non-GAAP Reconciliations Three Months Ended Three Months Ended 2018 2019 2020 2021 March 31, 2022 June 30, 2022 Three Months Ended September 30, $ '000s % of Revenues % of $ '000s Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ 000s % of Revenues $ '000s % of Revenues Cost of Revenue Subscription Stock-based compensation 69,718 14% 98,510 130,685 15% (1,476) 0% (3,127) Amortization of acquired intangibles (1,394) 0% (3,201) Gain on termination of operating leases 0% Loss on disposal of fixed assets 0% Non-GAAP subscription 66,848 13% 92,182 Professional services and other 30,639 6% 31,448 Stock-based compensation (2,924) -1% (2,829) Gain on termination of operating leases 0% Loss on disposal of fixed assets 0% Non-GAAP professional services and other 27,715 5% 28,619 Gross Margin Gross margin 412,623 80% 544,902 Stock-based compensation 4,400 1% 5,956 Amortization of acquired intangible assets 1,394 0% 3,201 Gain on termination of operating leases 0% Loss on disposal of fixed assets 0% Non-GAAP gross margin Operating Expenses 418,417 82% 554,059 ************** (4,408) 0% 211,132 (6,297) 16% 59,384 15% 0% (1,823) 0% 64,431 (2,383) 15% 67,648 15% -1% (2,311) -1% (2,340) 0% (937) 0% (321) 0% (306) 0% (292) 0% 0% 395 0% 0% 0% 0% 0% (600) 0% 0% 0% 0% 123,937 14% 203,693 16% 57,240 14% 61,742 15% 65,045 15% 36,274 4% 47,725 4% 13,552 3% 14,500 3% 14.479 3% (2,536) 0% (3,092) 0% (835) 0% (1,248) 0% (1,168) 0% 0% 275 0% 0% 0% 0% 0% (415) 0% 0% 0% 0% 33,738 4% 44,908 3% 12,717 3% 13,252 3% 13,311 3% 716,067 81% 1,041,801 80% 322,663 82% 342,824 81% 361,831 82% 6,944 1% 9,389 1% 2,658 1% 3,631 1% 3,479 1% 2,340 0% 662 0% 321 0% 306 0% 292 0% 0% (670) 0% 0% 0% 0% 0% 1.015 0% 0% 0% 0% 725,351 82% 1,052,197 81% 325.642 82% 346,761 82% 365,602 82% Research and development 117,603 23% 158,237 205,589 23% 301,970 23% 92,736 23% 118,914 28% 114,038 26% Stock-based compensation (23,328) -5% (33,748) (39,366) -4% (61,614) -5% (16,986) -4% (31,698) -8% (28,585) -6% Acquisition/disposition related income (2,696) -1% (357) (1,287) 0% (1,152) 0% 0% 300 0% 0% Gain on termination of operating leases 0% 0% 1,346 0% 0% 0% 0% Loss on disposal of fixed assets 0% 0% (2,036) 0% 0% 0% 0% Non-GAAP research and development 91,579 18% 124,132 164,936 19% 238,514 18% 75,750 19% 87,516 21% 85,453 19% Sales and marketing 267,444 52% 340,685 452,081 51% 649,681 50% 197,134 50% 224,262 53% 229,541 52% Stock-based compensation (31,099) -6% (36,599) (50,552) -6% (67,413) -5% (16,869) -4% (32,183) -8% (28,060) -6% Amortization of acquired intangible assets 0% (79) 0% (389) 0% (89) 0% (446) 0% (446) 0% Acquisition related expenses 0% 0% (367) 0% 0% 0% 0% Gain on termination of operating leases 0% 0% 1,839 0% 0% 0% 0% Loss on disposal of fixed assets 0% 0% (2,781) 0% 0% 0% 0% Non-GAAP sales and marketing 236,345 46% 304,086 45% 401,450 45% 580,570 45% 180,176 46% 191,633 45% 201,035 45% General and administrative 75,834 15% 92,971 109,225 12% 144,949 11% 43,947 11% 51,898 12% 50,465 11% Stock-based compensation (17,434) -3% (21,451) (24,626) -3% (28,345) -2% (9,191) -2% (13,653) -3% (12,089) -3% Acquisition related expenses 0% (552) (545) 0% (568) 0% 0% (19) 0% 0% Gain on termination of operating leases 0% 0% 0% 421 0% 0% 0% 0% Loss on disposal of fixed assets 0% 0% 0% (636) 0% 0% 0% 0% Non-GAAP general and administrative 58,400 11% 70,968 84,054 10% 115,821 9% 34,756 9% 38,226 9% 38,376 9% HubSpot

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