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Hubspot Results Presentation Deck

GAAP to Non-GAAP Reconciliation Trailing Twelve Months Ended Trailing Twelve Months Ended June 30, 2017 December 31, 2016 $'000s $ '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 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 19,366 (15,789) (5,749) Trailing Twelve Months Ended March 31, 2020 $'000s Trailing Twelve Months Ended September 30,2018 $'000s 104,267 (47,249) (15,422) (2,172) 41,596 65,734 (21,875) (10,491) Trailing Twelve Months Ended March 31, 2022 $ '000s 33,368 258,254 (29,805) (35,520) 16,623 209,552 Trailing Twelve Months Ended March 31, 2017 $'000s Trailing Twelve Months Ended June 30, 2020 $ '000s 35,279 (14,983) (5,925) Trailing Twelve Months Ended December 31, 2018 $'000s 56,880 (48,257) (18,309) 48,675 38,989 14,371 84,851 (22,305) (11,168) 51,378 Trailing Twelve Months Ended September 30, 2020 $ '000s 35,364 (15,592) (6,577) Trailing Twelve Months Ended March 31, 2019 $'000s 75,878 (46,972) (19,979) 48,675 57,602 13,195 95,845 (20,331) (11,373) 64,141 Trailing Twelve Months Ended September 30, 2017 $ '000s Trailing Twelve Months Ended December 31, 2020 $'000s 37,893 (17,528) (6,882) Trailing Twelve Months Ended June 30, 2019 $ '000s 88,913 (37,318) (21,599) 49,048 79,044 13,483 96,041 (23,051) (10,690) 62,300 Trailing Twelve Months Ended December 31, 2017 $ '000s Trailing Twelve Months Ended March 31, 2021 $'000s 49,614 (20,276) (7,071) Trailing Twelve Months Ended September 30, 2019 $ '000s 128,602 (30,143) (24,171) 58,853 133,141 22,267 104,193 (26,814) (11,581) 65,798 Trailing Twelve Months Ended March 31, 2018 $ '000s Trailing Twelve Months Ended Juune 30, 2021 $ '000s 57,244 (20,680) (8,077) Trailing Twelve Months Ended December 31, 2019 $ '000s 200,483 (28,123) (27,857) 13,401 157,904 28,487 118,972 (40,372) (13,474) 65,126 Trailing Twelve Months Ended June 30,2018 $ '000s Trailing Twelve Months Ended September 30, 2021 $ '000s 62,018 (20,514) (9,537) Trailing Twelve Months Ended March 31, 2020 $ '000s 204,469 (26,920) (31,593) 24,830 170,786 31,967 104,267 (47,249) (15,422) 41.596 Trailing Twelve Months Ended December 31, 2021 $'000s 238,728 (28,726) (33,139) 26,428 203,291 HubSpot

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