Growing Profitability with Scale

GAAP to Non-GAAP Reconciliations Three Months Ended 2020 $ '000s Revenues Cost of Revenue Subscription Stock-based compensation 130,685 15% (4,408) 0% Amortization of acquired intangibles (2,340) 0% % of $ '000s 2021 211,132 (6,297) (937) Revenues 2022 March 31, 2023 % of $ '000s % of Revenues $ '000s % of Revenues Three Months Ended June 30, 2023 % of $ *000s Revenues Gain on termination of operating leases 0% Loss on disposal of fixed assets 0% Non-GAAP subscription Professional services and other 123.937 14% 36,274 4% Stock-based compensation (2,536) 0% Gain on termination of operating leases 0% Loss on disposal of fixed assets 0% Non-GAAP professional services and other 33,738 4% Gross Margin Gross margin 716,067 81% Stock-based compensation 6,944 1% Amortization of acquired intangible assets 2,340 0% Gain on termination of operating leases 0% Loss on disposal of fixed assets 0% Non-GAAP gross margin Operating Expenses 725,351 82% AAAAAA|| 257,513 15% 68,339 14% 73,824 14% (9,076) -1% (2,745) -1% (3,516) -1% (1,203) 0% (399) 0% (405) 0% 0% 0% 0% (600) 0% 0% 0% 203,693 247,234 14% 65,195 13% 69,903 13% 47,725 56,746 3% 13,707 3% 13,462 3% (3,092) (4,393) 0% (1,087) 0% (1,459) 0% 0% 0% 0% (415) 0% 0% 0% 44,908 1,041,801 9,389 (670) 1,015 1,052,197 81% Research and development 205,589 23% Stock-based compensation (39,366) -4% Acquisition/disposition related income (1,287) 0% Gain on termination operating leases 0% Loss on disposal of fixed assets 0% Non-GAAP research and development 164,936 19% Sales and marketing 452,081 51% Stock-based compensation (50,552) -6% Amortization of acquired intangible assets (79) 0% Acquisition related expenses 0% Gain on termination of operating leases 0% Loss on disposal of fixed assets 0% Non-GAAP sales and marketing 401,450 45% General and administrative 109,225 12% Stock-based compensation (24,626) -3% 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) 442,022 26% 127,683 25% 169,955 (107,517) -6% (33,324) -7% (64,060) -12% 300 0% 0% 0% 0% 0% 0% 334.805 19% 94,359 19% 105,895 886,069 51% 250,683 50% 265,294 (107,640) -6% (30,169) -6% (38,625) (1,426) 0% (446) 0% (446) 0% 0% 0% 0% 0% 0% 777,003 45% 220,068 226,223 44% 197,720 11% 57,405 11% 61,222 (47,223) -3% (15,712) -3% (20,343) Acquisition related expenses (545) 0% (568) 0% 0% Gain on termination of operating leases 0% 0% 0% Loss on disposal of fixed assets 0% (636) 0% 0% 0% 40,879 Non-GAAP general and administrative 84,054 Restructuring charges 10% 0% 115,821 150,497 9% 41,693 8% 63,880 0% 0% 28,570 6% Loss from Operations Loss from operations (50,828) -6% (54,799) (109,101) -6% (44,767) -9% (118,499) 128,003 Stock-based compensation 121,488 14% 166,761 275,849 16% 83,037 17% 851 Amortization of acquired intangible assets 2,419 0% 1,326 2,629 0% 845 0% Acquisition related expenses 1,832 0% 2,087 (305) 0% 0% Gain on termination of operating leases 0% (4,276) 0% 0% Loss on disposal of fixed assets 0% 6.468 0% 0% 63,880 Restructuring charges Non-GAAP loss from operations 0% 0% 28,570 6% 74,235 74,911 8% 117.567 169,072 10% 67.685 13% ************* 52,353 3% 12,620 3% 12,003 2% 1,416,710 82% 419,574 84% 13,469 1% 3,832 1% 441,852 4,975 1,203 0% 399 0% 405 0% 0% 0% 0% 1,431,382 83% 423,805 84% 447,232 *************************** HubSpot

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