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
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
2018
69,718
(1,476)
(1,394)
66,848
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
0%
0%
11%
98,510
(3,127)
(3,201)
92,182
-9%
15%
0%
1%
6%
31,448
(2,829)
28,619
544,902
5,956
3,201
554,059
23% 158,237
-5% (33,748)
0%
-1%
(357)
18% 124,132
52% 340,685
-6% (36,599)
0%
0%
46%
15% 92,971
-3% (21,451)
304,086
2019
(552)
70,968
(46,991)
97,754
3,201
909
54,873
5%
0%
0%
0%
4%
15%
0%
0%
0%
14% 123,937
81%
1%
0%
0%
82%
% of
$ '000s Revenues
130,685
(4,408)
(2,340)
14%
-3%
0%
0%
11%
-7%
14%
0%
0%
8%
36,274
(2,536)
33,738
716,067
6,944
2,340
725,351
23% 205,589
-5% (39,366)
0%
0%
18%
50%
-5%
0%
0%
45% 401,450
2020
(1,287)
164,936
452,081
(50,552)
(79)
109,225
(24,626)
(545)
84,054
(50,828)
121,488
2,419
1,832
74,911
15%
0%
0%
0%
14%
4%
0%
0%
0%
4%
81%
1%
0%
0%
82%
23%
-4%
0%
0%
19%
51%
-6%
0%
0%
45%
12%
-3%
0%
0%
10%
-6%
14%
0%
0%
8%
Six months ended
June 30, 2021
% of
$ '000s Revenues
94,987
(2,892)
(475)
91,620
22,624
(1,523)
21,101
474,542
4,415
475
479,432
140,500
(26,564)
(684)
113,252
298,816
(32,600)
(207)
(367)
265,642
66,860
(12,277)
(516)
54,067
(31,634)
75,856
682
1,567
46,471
16%
0%
0%
0%
15%
4%
0%
0%
0%
4%
80%
1%
0%
0%
81%
24%
-4%
0%
0%
19%
50%
-6%
0%
0%
45%
11%
-2%
0%
0%
9%
-5%
13%
0%
0%
8%
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