Hubspot Investor Day Presentation Deck
GAAP to Non-
GAAP
Reconciliation
HubSpot, Inc.
GAAP to Non-GAAP Reconciliation
Cost of Revenue
Subscription
Stock-based compensation
Amortization of acquired intangibles
Gain on termination of operating leases
Loss on disposal of fixed assets
Non-GAAP subscription
Professional services and other
Stock-based compensation
Gain on termination of operating leases
Loss on disposal of fixed assets
Non-GAAP professional services and other
Gross Margin
Gross margin
Stock-based compensation
Amortization of acquired intangible assets
Gain on termination of operating leases
Loss on disposal of fixed assets
Non-GAAP gross margin
Operating Expenses
Research and development
Stock-based compensation
Acquisition/disposition related income
(expenses)
Gain on termination of operating leases
Loss on disposal of fixed assets
Non-GAAP research and development
Sales and marketing
Stock-based compensation
Amortization of acquired intangible assets
Acquisition related expenses
Gain on termination of operating leases
Loss on disposal of fixed assets
Non-GAAP sales and marketing
General and administrative
Stock-based compensation
Acquisition related expenses
Gain on termination of operating leases
Loss on disposal of fixed assets
Non-GAAP general and administrative
Restructuring charges
Loss from Operations
Loss from operations
Stock-based compensation
Amortization of acquired intangible assets
Acquisition related expenses
Gain on termination of operating leases
Loss on disposal of fixed assets
Restructuring charges
Non-GAAP loss from operations
2019
$'000s
98,510
(3,127)
(3,201)
92,182
31,448
(2,829)
28,619
544,902
5,956
3,201
554,059
158,237
(33,748)
(357)
124,132
340,685
(36,599)
304,086
92,971
(21,451)
(552)
70,968
(46,991)
97,754
3,201
909
54,873
% of
Revenues
15%
0%
0%
0%
0%
14%
5%
0%
0%
0%
4%
81%
1%
0%
0%
0%
82%
23%
-5%
0%
0%
0%
18%
50%
-5%
0%
0%
45%
14%
-3%
0%
0%
0%
11%
0%
-7%
14%
0%
0%
0%
0%
0%
8%
$'000s
2020
130,685
(4,408)
(2,340)
123,937
36,274
(2,536)
33,738
716,067
6,944
2,340
725,351
205,589
(39,366)
(1,287)
164,936
452,081
(50,552)
(79)
401,450
109,225
(24,626)
(545)
84,054
(50,828)
121,488
2,419
1,832
74,911
% of
Revenues
15%
0%
0%
0%
0%
14%
4%
0%
0%
0%
4%
81%
1%
0%
0%
0%
82%
23%
-4%
0%
0%
0%
19%
51%
-6%
0%
0%
0%
0%
45%
12%
-3%
0%
0%
0%
10%
0%
-6%
14%
0%
0%
0%
0%
0%
8%
$'000s
2021
211,132
(6,297)
(937)
395
(600)
203,693
47,725
(3,092)
275
(415)
44,908
1,041,801
9,389
662
(670)
1,015
1,052,197
301,970
(61,614)
(1,152)
1,346
(2,036)
238,514
649,681
(67,413)
(389)
(367)
1,839
(2,781)
580,570
144,949
(28,345)
(568)
421
(636)
115,821
(54,799)
166,761
1,326
2,087
(4,276)
6,468
117,567
% of
Revenues
16%
0%
0%
0%
0%
16%
4%
0%
0%
0%
3%
80%
1%
0%
0%
0%
81%
23%
-5%
0%
0%
0%
18%
50%
-5%
0%
0%
0%
0%
45%
11%
-2%
0%
0%
0%
9%
0%
-4%
13%
0%
0%
0%
0%
0%
9%
$ '000s
2022
257,513
(9,076)
(1,203)
247,234
56,746
(4,393)
52,353
1,416,710
13,469
1,203
1,431,382
442,022
(107,517)
300
334,805
886,069
(107,640)
(1,426)
777,003
197,720
(47,223)
150,497
(109,101)
275,849
2,629
(305)
169,072
% of
Revenues
15%
-1%
0%
0%
0%
14%
3%
0%
0%
0%
3%
82%
1%
0%
0%
0%
83%
26%
-6%
0%
0%
0%
19%
51%
-6%
0%
0%
0%
0%
45%
11%
-3%
0%
0%
0%
9%
0%
-6%
16%
0%
0%
0%
0%
0%
10%
Six Months Ended
June 30, 2023
$'000s
142,163
(6,261)
(804)
135,098
27,169
(2,546)
24,623
861,426
8,807
804
871,037
297,638
(97,384)
200,254
515,977
(68,794)
(892)
446,291
118,627
(36,055)
82,572
92,450
(163,266)
211,040
1,696
92,450
141,920
% of
Revenues
14%
-1%
0%
0%
0%
13%
3%
0%
0%
0%
2%
84%
1%
0%
0%
0%
85%
29%
-9%
0%
0%
0%
19%
50%
-7%
0%
0%
0%
0%
43%
12%
-3%
0%
0%
0%
8%
9%
-16%
20%
0%
0%
0%
0%
9%
14%View entire presentation