HubSpot Long-Term Growth Strategy

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 December 31, 2020 Three Months Ended March 31, 2021 Three Months Ended June 30, 2021 Three Months Ended September 30, 2021 Three Months Ended December 31, 2021 Three Months Ended March 31, 2020 Three Months Ended June 30, 2020 Three Months Ended September 30, 2020 $ '000s % of Revenue $ '000s % of Revenue % of $ '000s Revenue $ '000s % of Revenue $'000s % of Revenu $ '000s % of Revenue $ '000s % of Revenue $'000s % of Revenues 160,683 81% 164,831 81% 185,782 81% 204,771 81% 226,631 81% 247,911 80% 269,589 79% 297,670 81% 1,505 1% 1,703 1% 1,792 1% 1,945 1% 2,007 1% 2,408 1% 2,408 1% 2,563 1% 880 0% 879 0% 442 0% 139 0% 239 0% 236 0% 234 0% 228 0% 0% 0% 0% 0% 0% 0% (670) 0% 0% 0% 0% 0% 0% 0% 0% 1,015 0% 0% 163,068 82% 167,413 82% 188,016 82% 206,855 82% 228,877 81% 250,555 81% 272,576 80% 300,461 81% (14,102) -7% (13,625) -7% (15,461) -7% (7,641) -3% (15,032) -5% (16,602) -5% (14,927) -4% (8,237) -2% 27,463 14% 31,374 15% 31,186 14% 31,466 12% 32,423 12% 43,433 14% 44,987 13% 45,914 12% Amortization of acquired intangible assets 900 0% 899 0% 462 0% 159 0% 345 0% 337 0% 326 0% 318 0% Acquisition/disposition related income (expenses) 333 0% 518 0% 340 0% 640 0% 1,195 0% 372 0% 350 0% 170 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 0% 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% 38,165 10% 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 Amortization of acquired intangible assets Acquisition/disposition related income (expenses) Restructuring charges Non-GAAP loss from operations Three Months Ended March 31, 2022 Three Months Ended June 30, 2022 Three Months Ended September 30, 2022 $ '000s % of Revenues $ '000s % of Revenues $'000s % of Revenues $'000s Three Months Ended December 31, 2022 % of Revenues $'000s Three Months Ended March 31, 2023 % of Revenues Three Months Ended June 30, 2023 $'000s % of Revenues Three Months Ended September 30, 2023 % of Three Months Ended December 31, 2023 $ '000s Revenues $ '000s % of Revenues 322,663 82% 342,824 65% 361,831 65% 389,393 83% 419,574 84% 441,852 84% 470,031 84% 493,279 85% 2,658 1% 3,631 1% 3,479 1% 3,673 1% 3,832 1% 4,975 1% 4,358 1% 4,752 1% 321 0% 306 0% 292 0% 283 0% 399 0% 405 0% 408 0% 911 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 0% 325,642 82% 346,761 66% 365,602 66% 393,349 84% 423,805 84% 447,232 85% 474,797 85% 498,942 86% (11,154) -3% (118,499) -22% (20,442) -4% (13,486) -3% (44,767) -9% (118,499) -22% (20,442) -4% (24,346) -4% 45,704 12% 128,003 24% 107,506 19% 76,768 16% 83,037 17% 128,003 24% 107,506 19% 113,726 20% 410 0% 851 0% 2,311 0% 729 0% 845 0% 851 0% 2,311 0% 1,304 0% 0% 0% 0% 0% 0% 0% - 0% 3,906 1% 0% 0% 0% 0% 28,570 6% 63,880 12% 846 0% 3,547 1% 34,960 9% 10,355 2% 89.375 16% 64,011 14% 67,685 13% 74,235 14% 90,221 16% 101,684 17% 26

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