HubSpot Growth Strategy

GAAP to Non-GAAP Reconciliation Three Months Ended September 30,2018 Three Months Ended December 31, 2018 Three Months Ended March 31, 2019 Three Months Ended June 30, 2019 Three Months Ended September 30, 2019 Three Months Ended December 31, 2019 $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $'000s % of Revenues $ '000s % of Revenues 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 Stock-based compensation (15,050) 19,612 -11% Amortization of acquired intangible assets 494 Acquisition related expenses 802 Non-GAAP loss from operations 5,858 ཊྛིཾཡྻོ ཚོ ཚོ * (7,832) -5% (9,036) -6% (15,725) -10% (14,072) -8% (8,158) -4% 15% 20,927 15% 21,205 14% 28,663 18% 23,791 14% 24,095 13% 800 1% 800 289 0% 32 14,184 10% 13,001 ៖ ៖ ៖ 800 0% 762 0% 839 0% 0% 32 0% 30 0% 814 0% 13,770 8% 10,511 6% 17,590 9% Three Months Ended March 31, 2020 Three Months Ended June 30, 2020 $ '000s % of Revenues % of $ '000s Revenues Gross Margin Gross margin 160,683 81% 164,831 81% Stock-based compensation 1,505 1% 1,703 1% Amortization of acquired intangible assets 880 0% 879 0% Acquisition related expenses 0% 0% Non-GAAP gross margin 163,068 82% 167,413 82% Loss from Operations Loss from operations (14,102) -7% (13,625) -7% Stock-based compensation 27,463 14% 31,374 15% Amortization of acquired intangible assets 900 0% 899 0% Acquisition related expenses 333 0% 518 0% Non-GAAP loss from operations 14,594 7% 19,166 9% 29

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