HubSpot Growth Strategy
HubSpot, Inc.
GAAP to Non-GAAP Reconciliation
GAAP to Non-GAAP Reconciliation
2017
2018
2019
Three Months Ended
Three Months Ended
March 31, 2020
June 30, 2020
$'000s
% of Revenues
$'000s
% of Revenues
$'000s
% of Revenues
$'000s
% of Revenues
$'000s
% of Revenues
Cost of Revenue
Subscription
51,563
1496
69,718
14%
98,510
15%
29,734
15%
30,400
15%
Stock-based compensation
(658)
096
(1,476)
0%
(3,127)
0%
(898)
096
(1,075)
-196
Amortization of acquired intangibles
(96)
09
(1,394)
0%
(3,201)
Acquisition related expenses
096
0%
Non-GAAP subscription
50,809
14%
66,848
1396
92,182
Professional services and other
24,166
6%
30,639
6%
31,448
Stock-based compensation
(2,327)
-196
(2,924)
-1%
(2,829)
Amortization of acquired intangibles
09
0%
Acquisition related expenses
096
096
Non-GAAP professional services and other
21,839
6%
27,715
5%
28,619
咨咨瓷 添浴咨咨姿
(880)
09
(879)
0%
27,956
14%
28,446
8,551
496
8,377
(607)
0%
(628)
096
0%
7,944
496
7,749
清姿浴浴瓷 姿诺诺咨姿
Gross Margin
Gross margin
299,883
80%
412,623
544,902
81%
160,683
81%
Stock-based compensation
2,985
196
4,400
Amortization of acquired intangible assets
96
096
1,394
Acquisition related expenses
0%
Non-GAAP gross margin
302,964
81%
418,417
Operating Expenses
Research and development
70,373
1996
117,603
Stock-based compensation
(12,816)
-39
(23,328)
Amortization of acquired intangible assets
0%
Acquisition related expenses
(1,266)
09
(2,696)
Non-GAAP research and development
56,291
15%
91,579
18%
Sales and marketing
212,859
57%
267,444
Stock-based compensation
(19,016)
-5%
(31,099)
Amortization of acquired intangible assets
(7)
096
Acquisition related expenses
096
Non-GAAP sales and marketing
193,836
52%
236,345
46%
General and administrative
56,787
15%
75,834
Stock-based compensation
(12,500)
-3%
(17,434)
Amortization of acquired intangible assets
0%
Acquisition related expenses
096
* 488 48
5,956
196
1,505
196
164,831
1,703
81%
196
3,201
0%
880
0%
879
0%
0%
096
096
096
554,059
82%
163,068
82%
167,413
82%
158,237
239
46,202
23%
49,372
24%
-59
(33,748)
-5%
(8,708)
-496
(10,111)
-59
0%
0%
0%
(357)
096
(330)
09
096
124,132
18%
37,164
19%
38,934
19%
340,685
50%
102,328
51%
102,600
50%
(36,599)
-5%
(10,816)
-59
(12,868)
-6%
096
(20)
09
0%
096
0%
0%
304,086
45%
91,492
469
89,712
44%
92,971
14%
26,255
13%
26,484
1396
(21,451)
-3%
(6,434)
-3%
(6,692)
-3%
-
0%
096
096
(552)
096
(3)
096
096
Non-GAAP general and administrative
44,287
1296
58,400
11%
70,968
1196
19,818
10%
19,601
10%
Loss from Operations
Loss from operations
(40,136)
-11%
(48,258)
-9%
(46,991)
-79
Stock-based compensation
47,317
139
76,261
15%
97,754
1496
(14,102)
27,463
Amortization of acquired intangible assets
103
0%
1,394
096
3,201
0%
900
Acquisition related expenses
1,266
096
2,696
196
909
096
333
Non-GAAP loss from operations
8,550
296
32,093
69
54,873
896
14,594
ནཱརཱཎཧེཝཱ
བྷཱབྷཱམཎྜ
-7%
***
(13,625)
-79
1496
31,374
15%
09
0%
09
0%
79
19,166
9%
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