HubSpot Growth and Innovation Overview

GAAP to Non-GAAP Reconciliations Three Months Ended September 30, 2020 % of Revenues Three Months Ended December 31, 2020 $'000s Three Months Ended March 31, 2021 % of Revenues $ '000s Three Months Ended June 30, 2021 % of Revenue $'000s % of Revenue Three Months Ended March 31, 2020 Three Months Ended June 30, 2020 $ '000s % of Revenues $ '000s % of Revenues $ '000s Gross Margin Gross margin 160,683 81% 164,831 81% 185,782 81% 204,771 81% 226,631 81% 247,911 80% Stock-based compensation 1,505 1% Amortization of acquired intangible assets 880 0% Non-GAAP gross margin 163,068 82% 1,703 879 167,413 1% 1,792 1% 1,945 1% 2,007 1% 2,408 1% 0% 82% 442 188,016 0% 139 0% 239 0% 236 0% 82% 206,855 82% 228,877 81% 250,555 81% Loss from Operations Loss from operations Stock-based compensation Amortization of acquired intangible assets Acquisition/disposition related income (expenses) Non-GAAP loss from operations (14,102) 27,463 -7% (13,625) -7% (15,461) -7% (7,641) -3% (15,032) -5% (16,602) -5% 14% 31,374 15% 31,186 14% 31,466 12% 32,423 12% 43,433 14% 900 0% 899 0% 462 0% 159 0% 345 0% 337 0% 333 0% 518 0% 340 0% 640 0% 1,195 0% 372 0% 14,594 7% 19,166 9% 16,527 7% 24,624 10% 18,931 7% 27,540 9% Three Months Ended September 30, 2021 $ '000s % of Revenues $ '000s Three Months Ended December 31, 2021 % of Revenues Three Months Ended March 31, 2022 Three Months Ended June 30, 2022 Three Months Ended September 30, 2022 Three Months Ended December 31, 2022 $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues Gross Margin Gross margin Stock-based compensation Amortization of acquired intangible assets 269,589 79% 297,670 81% 322,663 82% 342,824 81% 361,831 82% 389,393 83% 2,408 1% 2,563 1% 2,658 1% 3,631 1% 3,479 1% 3,673 1% 234 0% 228 0% 321 0% 306 0% 292 0% 283 0% Acquisition related expenses 0% 0% 0% 0% 0% 0% Gain on termination of operating leases (670) 0% 0% 0% 0% 0% 0% Loss on disposal of fixed assets 1,015 0% 0% 0% 0% 0% 0% 272,576 80% 300,461 81% 325,642 82% 346,761 82% 365,602 82% 393,349 84% Non-GAAP gross margin Loss from Operations Loss from operations Stock-based compensation Amortization of acquired intangible assets Acquisition/disposition related income (expenses) Gain on termination of operating leases Loss on disposal of fixed assets Non-GAAP loss from operations (14,927) -4% (8,237) -2% (11,154) -3% (52,250) -12% (32,213) -7% (13,486) -3% 44,987 13% 45.914 12% 45,704 12% 81,165 19% 72,213 16% 76,768 16% 326 0% 318 0% 410 0% 752 0% 738 0% 729 0% 350 0% 170 0% 0% (281) 0% 0% 0% (4,276) -1% 0% 0% 0% 0% 0% 6,468 2% 0% 0% 0% 0% 0% 32,928 10% 38,165 10% 34,960 9% 29,386 7% 40.738 9% 64,011 14% HubSpot

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