Hubspot Investor Presentation Deck

Long Term Financial Targets Gross Margin R&D % of revenue S&M % of revenue G&A % of revenue Operating Margin 2020 82% 19% 45% 10% 8% 2021 81% 18% 45% 9% 9% 2022 83% 19% 45% 9% 10% Q1 2023 Q2 2023 84% 19% 44% 8% 13% 85% 20% 43% 8% 14% Long Term Target ¹ 81% - 83% 18% - 20% 30% -35% 8% - 9% 20% - 25% ¹ These estimates reflect our current operating plan as of 8/2/2023 and are subject to change as future events and opportunities arise. All percentages are non-GAAP and exclude expenses associated with stock based compensation, amortization of acquired intangible assets and acquisition related expenses. Please refer to the end of this presentation for a reconciliation of GAAP to non-GAAP figures. HubSpot 21

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