HubSpot's Financial Growth and Customer Acquisition Strategy slide image

HubSpot's Financial Growth and Customer Acquisition Strategy

GAAP to Non-GAAP Reconciliation 2018 2019 Three Months Ended March 31, 2021 $'000s % of Revenues $'000s % of Revenues Cost of Revenue Subscription Stock-based compensation Amortization of acquired intangibles Acquisition related expenses Non-GAAP subscription Professional services and other 69,718 14% 98,510 (1,476) 09 (3,127) (1,394) 096 (3,201) 0% 66,848 139 92,182 30,639 696 31,448 Stock-based compensation (2,924) -196 (2,829) Amortization of acquired intangibles 096 Acquisition related expenses 0% Non-GAAP professional services and other 27,715 5% 28,619 酱香米瓷瓷 添咨咨浴姿 2020 $'000s % of Revenues % of $'000s Revenues 130,685 (4,408) 15% 43,853 16% 09 (1,310) 0% (2,340) 096 (239) 0% 096 09 123,937 1496 42,304 15% 36,274 4% 10,881 4% (2,536) 09 (697) 0% 096 0% 09 0% 33,738 49 10,184 4% Gross Margin Gross margin 412,623 Stock-based compensation 4,400 Amortization of acquired intangible assets 1,394 Acquisition related expenses Non-GAAP gross margin 418,417 Operating Expenses Research and development 117,603 Stock-based compensation (23,328) Amortization of acquired intangible assets Acquisition related expenses (2,696) Non-GAAP research and development 91,579 Sales and marketing Stock-based compensation 267,444 (31,099) Amortization of acquired intangible assets Acquisition related expenses Non-GAAP sales and marketing 236,345 General and administrative 75,834 Stock-based compensation (17,434) Amortization of acquired intangible assets Acquisition related expenses Non-GAAP general and administrative 58,400 Loss from Operations Loss from operations (48,258) Stock-based compensation 76,261 Amortization of acquired intangible assets 1,394 Acquisition related expenses 2,696 Non-GAAP loss from operations 32,093 番西苦苦器 尚诺诺姿酱 姿姿诺诺罩 番湯诺诺咨 * គឺ ៖ ៖ ៖ ****** 544,902 81% 716,067 81% 226,631 81% 5,956 6,944 196 2,007 196 3,201 2,340 09 239 0% 096 0% 554,059 82% 725,351 82% 228,877 81% 158,237 23% 205,589 239 68,396 24% -596 (33,748) -5% (39,366) -496 (11,484) -4% 0% 0% 0% (357) (1,287) 0% (344) 0% 124,132 18% 164,936 19% 56,568 20% 340,685 50% 452,081 51% 141,017 50% (36,599) -59 (50,552) -6% (13,629) -5% (79) 09 (106) 0% 0% 09 (367) 0% 304,086 45% 401,450 45% 126,915 45% 92,971 14% 109,225 12% 32,250 11% (21,451) -39 (24,626) -39 (5,303) -29 096 0% (552) 096 (545) 0% (484) 0% 70,968 11% 84,054 10% 26,463 996 (46,991) 97,754 -79 (50,828) -6% 14% 121,488 1496 (15,032) 32,423 -5% 129 3,201 0% 2,419 096 345 909 0% 1,832 09 1,195 54,873 8% 74,911 896 18,931 79 ** 0% 0% 26
View entire presentation