Hubspot Investor Day Presentation Deck
Early thoughts on 2023 Profitability
Gross Margin
R&D
% of revenue
S&M
% of revenue
G&A
% of revenue
Operating Margin
2022e
82%
20%
45%
9%
8%
2023
Continued investment in platform resilience and efficiency
Sustain investments in product innovation to drive future growth
Ensure sales capacity, while driving efficiencies in discretionary areas
Leverage through automation and scrutinizing discretionary expenses
Flat at 8%
Long-Term Target Model: These estimates reflect our current operating plan as of September 7, 2022 and are subject to change as future events and opportunities arise. 2022e: represents the current midpoint of
HubSpot's full year 2022 guidance. All percentages are non-GAAP and exclude expenses associated with stock based compensation, amortization of acquired intangibles and acquisition related expenses. Percentages are
based on actual values. Totals may not sum due to rounding. Please refer to appendix for a reconciliation of GAAP to non-GAAP figures.
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