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Hubspot Results Presentation Deck

GAAP to Non-GAAP 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 Non-GAAP Reconciliation Loss from operations Stock-based compensation Amortization of acquired intangible assets Acquisition related 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 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 related expenses Gain on termination of operating leases Loss on disposal of fixed assets Non-GAAP loss from operations Three Months Ended June 30, 2020 $ '000s 164,831 1,703 879 167,413 (13,625) 31,374 899 518 19,166 Three Months Ended March 31, 2022 $ '000s 322,663 2,658 321 325,642 (11,154) 45,704 410 % of Revenues 34,960 81% 1% 0% 0% 0% 82% -7% 15% 0% 0% 0% 0% 9% % of Revenues 82% 1% 0% 0% 0% 82% -3% 12% 0% 0% 0% 0% 9% Three Months Ended September 30, 2020 % of Revenues $'000s 185,782 1,792 442 188,016 (15,461) 31,186 462 340 - 16,527 81% 1% 0% 0% 0% 82% -7% 14% 0% 0% 0% 0% 7% Three Months Ended December 31, 2020 % of Revenues $ '000s 204,771 1,945 139 - 206,855 (7,641) 31,466 159 640 24,624 81% 1% 0% 0% 0% 82% -3% 12% 0% 0% 0% 0% 10% Three Months Ended March 31, 2021 % of Revenues $ '000s 226,631 2,007 239 228,877 (15,032) 32,423 345 1,195 18,931 81% 1% 0% 0% 0% 81% -5% 12% 0% 0% 0% 0% 7% Three Months Ended June 30, 2021 % of Revenues $ '000s 247,911 2,408 236 250,555 (16,602) 43,433 337 372 27,540 80% 1% 0% 0% 0% 81% -5% 14% 0% 0% 0% 0% 9% Three Months Ended September 30, 2021 % of $'000s Revenues 269,589 2,408 234 (670) 1,015 272,576 (14,927) 44,987 326 350 (4,276) 6,468 32,928 79% 1% 0% 0% 0% 80% -4% 13% 0% 0% -1% 2% 10% Three Months Ended December 31, 2021 % of Revenues $ '000s 297,670 2,563 228 300,461 (8,237) 45,914 318 170 38,165 81% 1% 0% 0% 0% 81% -2% 12% 0% 0% 0% 0% 10% HubSpot

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