Hubspot Results Presentation Deck

Gross Margin R&D % of revenue S&M % of revenue G&A % of revenue Operating Margin Long Term Financial Target 2016 2017 2018 2019 2020 2021 Q1'22 78% 14% 55% 14% -4% 81% 15% 52% 12% 2% 82% 18% 46% 11% 6% 82% 18% 45% 11% 8% 82% 19% 45% 10% 8% 81% 18% 45% 9% 9% *Note: These estimates reflect our current operating plan as of 5/5/2022 and are subject to change as future events and opportunities arise. All percentages are non-GAAP and exclude expenses associated with stock based compensation, amortization of acquired intangible assets and acquisition related expenses. Please refer to the end of this presentation for a reconciliation of GAAP to non-GAAP figures. 82% 19% 46% 9% 9% Long Term Target 81% - 83% 18% - 20% 30% -35% 8% -9% 20% - 25% HubSpot

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