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Hubspot Investor Day Presentation Deck

GAAP to Non-GAAP Reconciliation GAAP net cash and cash equivalents provided by operating activites Purchases of property & equipment and capitalization of software development costs Repayment of 2022 Convertible Notes attributable to the debt discount Free cash flow See definition of Free Cash Flow at the end of this presentation 2016 $ '000s 19,366 (21,538) (2,172) % of Revenues 7% -8% 0% -1% $ '000s 2017 49,614 (27,347) 22,267 % of Revenues 13% -7% 0% 6% 2018 $ '000s 84,851 (33,473) 51,378 % of Revenues 17% -7% 0% 10% 2019 $ '000s 118,973 (53,846) 65,127 Revenue S 18% -8% 0% 10% As of June 30, 2020 % of Revenues $ '000s (10,679) (30,060) 48,675 7,936 -3% -7% 12% 2% ga

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