Hubspot Investor Presentation Deck

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

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