Hubspot Investor Day Presentation Deck
GAAP to Non-GAAP Reconciliation
Cost of Revenue
Subscription
Stock-based compensation
Amortization of acquired intangibles
Acquisition related expenses
Non-GAAP subscription
Professional services and other
Stock-based compensation
Amortization of acquired intangibles
Acquisition related expenses
Non-GAAP professional services and other
Gross Margin
Gross margin
Stock-based compensation
Amortization of acquired intangible assets
Acquisition related expenses
Non-GAAP gross margin
Operating Expenses
Research and development
Stock-based compensation
Amortization of acquired intangible assets
Acquisition related expenses
Non-GAAP research and development
Sales and marketing
Stock-based compensation
Amortization of acquired intangible assets
Acquisition related expenses
Non-GAAP sales and marketing
General and administrative
Stock-based compensation
Amortization of acquired intangible assets
Acquisition related expenses
Non-GAAP general and administrative
Loss from Operations
Loss from operations
Stock-based compensation
Amortization of acquired intangible assets
Acquisition related expenses
Non-GAAP (loss) income from operations
$'000s
2016
41,182
(512)
(57)
40,613
20,683
(1,640)
19,043
209,102
2,152
57
211,311
45,997
(8,828)
37,169
162,647
(13,352)
(27)
149,268
45,120
(8,343)
36,777
(44,662)
32,675
84
(11,903)
% of
Revenues
15%
0%
0%
0%
15%
8%
-1%
0%
0%
7%
77%
1%
0%
0%
78%
17%
-3%
0%
0%
14%
60%
-5%
0%
0%
55%
17%
-3%
0%
0%
14%
-16%
12%
0%
0%
-4%
$ '000s
2017
51,563
(658)
(96)
50,809
24,166
(2,327)
21,839
299,883
2,985
96
302,964
70,373
(12,816)
(1,266)
56,291
212,859
(19,016)
(7)
193,836
56,787
(12,500)
44,287
(40,136)
47,317
103
1,266
8,550
% of
Revenues
14%
0%
0%
0%
14%
6%
-1%
0%
0%
6%
80%
1%
0%
0%
81%
19%
-3%
0%
0%
15%
57%
-5%
0%
0%
52%
15%
-3%
0%
0%
12%
-11%
13%
0%
0%
2%
$ '000s
69,718
(1,476)
(1,394)
66,848
2018
30,639
(2,924)
27,715
412,623
4,400
1,394
418,417
117,603
(23,328)
(2,696)
91,579
267,444
(31,099)
236,345
75,834
(17,434)
58,400
(48,258)
76,261
1,394
2,696
32,093
% of
Revenues
14%
0%
0%
0%
13%
6%
-1%
0%
0%
5%
80%
1%
0%
0%
82%
% of
$'000s Revenues
98,510
(3,127)
(3,201)
92,182
31,448
(2,829)
28,619
544,902
5,956
3,201
554,059
(33,748)
23% 158,237
-5%
0%
-1%
18%
(357)
124,132
52% 340,685
-6% (36,599)
0%
0%
46%
304,086
15% 92,971
-3% (21,451)
0%
0%
11%
2019
(552)
70,968
-9% (46,991)
15%
97,754
3,201
0%
1%
6%
909
54,873
15%
0%
0%
0%
14%
5%
0%
0%
0%
4%
81%
1%
0%
0%
82%
23%
-5%
0%
0%
18%
50%
-5%
0%
0%
45%
14%
-3%
0%
0%
11%
-7%
14%
0%
0%
8%
Six months ended
June 30, 2020
% of
Revenues
$ '000s
60,134
(1,973)
(1,759)
56,402
16,927
(1,235)
15,692
325,514
3,208
1,759
330,481
95,573
(18,819)
(657)
76,097
204,928
(23,684)
(39)
181,205
52,741
(13,126)
(194)
39,421
(27,728)
58,837
1,798
851
33,758
15%
0%
0%
0%
14%
4%
0%
0%
0%
4%
81%
1%
0%
0%
82%
24%
-5%
0%
0%
19%
51%
-6%
0%
0%
45%
13%
-3%
0%
0%
10%
-7%
15%
0%
0%
8%
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