HubSpot's Journey

GAAP to Non-GAAP Reconciliation 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 December 31, 2016 $ '000s Trailing Twelve Months Ended Trailing Twelve Months Ended March 31, 2017 June 30, 2017 $ '000s $ '000s $ '000s Trailing Twelve Months Ended September 30, 2017 Trailing Twelve Months Ended December 31, 2017 $ '000s Trailing Twelve Months Ended March 31, 2018 19,366 (15,789) (5,749) 35,279 (14,983) (5,925) 35,364 37,893 (15,592) (17,528) (6,577) (6,882) (2,172) 14,371 13,195 13,483 $ '000s 49,614 57,244 (20,276) (7,071) (20,680) (8,077) 22,267 28,487 Trailing Twelve Months Ended June 30,2018 $'000s 62,018 (20,514) (9,537) 31,967 Trailing Twelve Months Ended Trailing Twelve Months Ended Trailing Twelve Months Ended Trailing Twelve Months Ended December 31, 2018 March 31, 2019 June 30, 2019 Trailing Twelve Months Ended September 30, 2019 Trailing Twelve Months Ended December 31, 2019 Trailing Twelve Months Ended March 31, 2020 $ '000s $ '000s $ '000s $ '000s $'000s $ '000s 65,734 84,851 95,845 96,041 (21,875) (22,305) (20,331) (23,051) 104,193 (26,814) 118,972 (40,372) 104,267 (47,249) (10,491) (11,168) (11,373) (10,690) (11,581) (13,474) (15,422) 33,368 51,378 64,141 62,300 65,798 65,126 41,596 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 September 30,2018 $ '000s 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 Trailing Twelve Months Ended March 31, 2020 $ '000s June 30, 2020 $'000s Trailing Twelve Months Ended September 30, 2020 Trailing Twelve Months Ended Trailing Twelve Months Ended Trailing Twelve Months Ended December 31, 2020 March 31, 2021 Juune 30, 2021 Trailing Twelve Months Ended September 30, 2021 Trailing Twelve Months Ended December 31, 2021 $ '000s $ '000s $'000s $ '000s $ '000s $ '000s 104,267 56,880 75,878 88,913 128,602 200,483 204,469 238,728 (47,249) (48,257) (46,972) (37,318) (30,143) (28,123) (26,920) (28,726) (15,422) (18,309) (19,979) (21,599) (24,171) (27,857) (31,593) (33,139) 48,675 48,675 49,048 58,853 13,401 24,830 26,428 41,596 38,989 57,602 79,044 133,141 157,904 170,786 203,291 ४ 28

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