Hubspot Investor Day Presentation Deck

GAAP to Non-GAAP Reconciliation GAAP net cash and cash equivalents provided by operating activites Purchases of property & equipment and capitalization of software development cost Repayment of 2022 Convertible Notes attributable to the debt discount Free cash flow $ '000s 2019 118,973 (53,846) 65,127 % of Revenues 18% -8% 0% 10% $ '000s 2020 88,913 (58,917) 49,048 79,044 % of Revenues 10% -7% 6% 9% $ '000s 2021 238,728 (61,865) 26,428 203,291 % of Revenues 18% -5% 2% 16% $ '000s 2022 273,174 (81,771) 191,403 % of Revenues 16% -5% 0% 11%

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