Growing Profitability with Scale

GAAP to Non-GAAP Reconciliations Gross Margin Gross margin Stock-based compensation Amortization of acquired intangible assets Gain on termination of operating leases Loss on disposal of fixed assets Non-GAAP gross margin Loss from Operations Loss from operations Stock-based compensation Three Months Ended March 31, 2020 Three Months Ended June 30, 2020 $'000s % of Revenue $ '000s % of Revenue $ '000s Three Months Ended September 30, 2020 % of Revenue Three Months Ended December 31, 2020 Three Months Ended Three Months Ended March 31, 2021 June 30, 2021 Three Months Ended September 30, 2021 $'000s % of Revenue % of $ '000s Revenu $ '000s % of Revenue $ '000s % of Revenue 160,683 81% 164,831 81% 185,782 81% 204,771 81% 226,631 81% 247,911 80% 269,589 79% 1,505 1% 1,703 1% 1,792 1% 1,945 1% 2,007 1% 2,408 1% 2,408 1% 880 0% 879 0% 442 0% 139 0% 239 0% 236 0% 234 0% 0% 0% 0% 0% 0% 0% (670) 0% 0% 0% 0% 0% 0% 0% 1,015 0% 163,068 82% 167,413 82% 188,016 82% 206,855 82% 228,877 81% 250,555 81% 272,576 80% (14,102) -7% (13,625) -7% (15,461) -7% (7,641) -3% (15,032) -5% (16,602) -5% (14,927) -4% 27,463 14% 31,374 15% 31,186 14% 31,466 12% 32,423 12% 43,433 14% 44,987 13% Amortization of acquired intangible assets 900 0% 899 0% 462 0% 159 0% 345 0% 337 0% 326 0% Acquisition/disposition related income (expenses) 333 0% 518 0% 340 0% 640 0% 1,195 0% 372 0% 350 0% Gain on termination of operating leases 0% 0% 0% 0% 0% 0% (4,276) -1% Loss on disposal of fixed assets 0% 0% 0% 0% 0% 0% 6,468 2% Non-GAAP loss from operations 14,594 7% 19,166 9% 16,527 7% 24,624 10% 18,931 7% 27,540 9% 32,928 10% Three Months Ended December 31, 2021 Three Months Ended March 31, 2022 Three Months Ended June 30, 2022 Three Months Ended September 30, 2022 $ '000s % of Revenue $'000s % of Revenue $ '000s % of Revenue $ '000s % of Revenue $'000s Three Months Ended December 31, 2022 % of Revenue Three Months Ended March 31, 2023 Three Months Ended June 30, 2023 $ '000s % of Revenue % of $ '000s Revenue Gross Margin Gross margin 297,670 81% 322,663 82% 342,824 68% Stock-based compensation 2,563 1% 2,658 1% 3,631 1% 361,831 3,479 82% 389,393 83% 419,574 84% 441,852 84% 1% 3,673 1% 3,832 1% 4,975 1% Amortization of acquired intangible assets 228 0% 321 0% 306 0% Non-GAAP gross margin 300,461 81% 325,642 82% 346,761 69% 292 365,602 0% 283 0% 399 0% 82% 393,349 84% 423,805 84% 405 447,232 0% 85% Loss from Operations Loss from operations (8,237) -2% (11,154) -3% (44,767) -9% (32,213) -7% (13,486) -3% (44,767) -9% (118,499) -22% Stock-based compensation 45,914 12% 45,704 12% 83,037 17% 72,213 16% 76,768 16% 83,037 17% 128,003 24% Amortization of acquired intangible assets 318 0% 410 0% 845 0% 738 0% 729 0% 845 0% 851 0% Acquisition/disposition related income (expenses) 170 0% 0% 0% 0% 0% 0% 0% Restructuring charges 0% 0% 0% 0% 0% 28,570 6% 63,880 12% Non-GAAP loss from operations 38,165 10% 34,960 9% 39,115 8% 40,738 9% 64,011 14% 67,685 13% 74,235 14% HubSpot

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