Hubspot Investor Presentation Deck

GAAP to Non-GAAP Reconciliations June 30, 2017 $ '000s GAAP net cash and cash equivalents provided by (used in) operating activities Purchases of property & equipment Capitalization of software development costs Repayment of 2022 Convertible Notes attributable to the debt discount Free cash flow GAAP net cash and cash equivalents provided by (used in) operating activities Purchases of property & equipment Capitalization of software development costs Repayment of 2022 Convertible Notes attributable to the debt discount Free cash flow GAAP net cash and cash equivalents provided by (used in) operating activities Purchases of property & equipment Capitalization of software development costs Repayment of 2022 Convertible Notes attributable to the debt discount Free cash flow Capitalization of software development costs Repayment of 2022 Convertible Notes attributable to the debt discount Payment of restructuring charges Free cash flow GAAP net cash and cash equivalents provided by (used in) operating activitie Purchases of property & equipment * All amounts are trailing twelve months March 31, 2017 $ '000s 35,279 (14,983) (5,925) 14,371 December 31, 2018 $'000s 84,851 (22,305) (11,168) 51,378 September 30, 2020 $'000s 75,878 (46,972) (19,979) 48,675 57,602 June 30, 2022 $'000s 260,984 (36,252) (36,649) 13,400 35,364 (15,592) (6,577) 13,195 201,483 March 31, 2019 $'000s 95,845 (20,331) (11,373) December 31, 2020 $ '000s 64,141 88,913 (37,318) (21,599) 49,048 79,044 September 30, 2022 $'000s September 30, 2017 '000s June 30, 2019 $'000s 37,893 (17,528) (6,882) 278,395 (42,711) (38,851) 1,971 198,804 13,483 96,041 (23,051) (10,690) 62,300 March 31, 2021 $ '000s 128,602 (30,143) (24,171) 58.853 133,141 December 31, 2022 $'000s 273,177 (37,426) (44,345) December 31, 2017 $'000s September 30, 2019 $'000s 191,406 49,614 (20,276) (7,071) 22,267 104,193 (26,814) (11,581) 65,798 June 30, 2021 $'000s 200,483 (28,123) (27,857) 13,401 157,904 March 31, 2023 $'000s 272,021 (30,796) (49,745) 22,513 213,993 March 31, 2018 $ '000s 57,244 (20,680) (8,077) 28,487 December 31, 2019 $'000s 118,972 (40,372) (13,474) 65,126 September 30, 2021 $ '000s 204,469 (26,920) (31,593) 24,830 170,786 June 30, 2023 $ '000s 307,643 (33,343) (56,009) 32,938 251,229 June 30,2018 $'000s 62,018 (20,514) (9,537) 31,967 March 31, 2020 $'000s 104,267 (47,249) (15,422) 41,596 December 31, 2021 $'000s 238,728 (28,726) (33,139) 26,428 203,291 September 30,2018 $ '000s 65,734 (21,875) (10,491) 33,368 June 30, 2020 $'000s 56,880 (48,257) (18,309) 48,675 38,989 March 31, 2022 $ '000s 258,254 (34,699) (35,520) 16,623 204,658 HubSpot

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