The HubSpot Journey - Financial Review Q1 2020

GAAP to Non-GAAP Reconciliation GAAP net cash and cash equivalents provided by (used in) operating activites Purchases of property & equipment Capitalization of software development costs Free cash flow GAAP net cash and cash equivalents provided by (used in) operating activites Purchases of property & equipment Capitalization of software development costs Free cash flow GAAP net cash and cash equivalents provided by (used in) operating activites Purchases of property & equipment Capitalization of software development costs Free cash flow Trailing Twelve Months Ended September 30, 2015 $ '000s Trailing Twelve Months Ended December 31, 2015 Trailing Twelve Months Ended March 31, 2016 Trailing Twelve Months Ended June 30, 2016 Trailing Twelve Months Ended September 30, 2016 Trailing Twelve Months Ended December 31, 2016 $ '000s $ '000s $ '000s $ '000s $ '000s (4,815) (423) (3,556) (8,427) 3,571 (14,043) 10,635 (18,513) 19,733 (3,829) (4,314) (4,978) (5,034) (12,200) (13,164) (15,450) (12,912) (19,595) (5,362) (5,224) 19,366 (15,789) (5,749) (2,172) Trailing Twelve Months Ended March 31, 2017 $ '000s 35,279 (14,983) Trailing Twelve Months Ended June 30, 2017 Trailing Twelve Months Ended September 30, 2017 Trailing Twelve Months Ended December 31, 2017 Trailing Twelve Months Ended March 31, 2018 Trailing Twelve Months Ended June 30,2018 $ '000s $'000s $ '000s $ '000s $ '000s 35,364 (15,592) 37,893 49,614 57,244 62,018 (17,528) (20,276) (20,680) (20,514) (5,925) 14,371 (6,577) (6,882) (7,071) (8,077) (9,537) 13,195 13,483 22,267 28,487 31,967 Trailing Twelve Months Ended September 30,2018 Trailing Twelve Months Ended Trailing Twelve Months Trailing Twelve Months Trailing Twelve Months Trailing Twelve Months Trailing Twelve Months Ended December 31, 2018 March 31, 2019 $ '000s Ended June 30, 2019 $ '000s Ended September 30, 2019 $ '000s Ended December 31, 2019 Ended March 31, 2020 $ '000s $ '000s $'000s $ '000s 65,734 (21,875) (10,491) 84,851 (22,305) (11,168) 95,845 96,041 104,193 118,972 104,267 (20,331) (23,051) (26,814) (40,372) (47,249) (11,373) (10,690) (11,581) (13,474) (15,422) 33,368 51,378 64,141 62,300 65,798 65,126 41,596 ४ 30

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