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 $'000s 2017 49,614 (27,347) 22.267 % of Revenues 13% -7% 0% 6% $ '000s 2018 84,851 (33,473) 51,378 % of Revenues 17% -7% 0% 10% 2019 % of $'000s Revenues 118,973 (53,846) 65.127 18% -8% 0% 10% 2020 % of $'000s Revenues 88,913 (58,917) 49.048 79.044 10% -7% 6% 9% As of June 30, 2021 % of Revenues $'000s 100,891 (27,167) 13,028 86,752 17% -5% 2% 15% 29

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