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Hubspot Results Presentation Deck

GAAP to Non-GAAP Reconciliation Three Months Ended December 31, 2016 % of Revenues Three Months Ended September 30, 2017 % of $'000s Revenues Gross Margin Gross margin Stock-based compensation Amortization of acquired intangible assets Acquisition related expenses Non-GAAP gross margin Loss from Operations Loss from operations Stock-based compensation Amortization of acquired intangible assets Acquisition related expenses Non-GAAP loss from operations Gross Margin Gross margin Stock-based compensation Amortization of acquired intangible assets Acquisition related expenses Non-GAAP gross margin Loss from Operations Loss from operations Stock-based compensation Amortization of acquired intangible assets Acquisition related expenses Non-GAAP loss from operations $'000s 59,557 551 13 60,121 (13,820) 9,274 20 (4,526) $ '000s Three Months Ended September 30,2018 % of Revenues 106,061 1,194 494 107,749 78% 1% 0% 0% 79% (15,050) 19,612 494 802 5,858 -18% 12% 0% 0% -6% 80% 1% 0% 0% 82% -11% 15% 0% 1% 4% Three Months Ended March 31, 2017 % of Revenues $ '000s 65,180 564 9 65,753 (8,000) 9,303 16 1,319 $ '000s Three Months Ended December 31, 2018 % of Revenues 116,658 1,076 800 118,534 (7,832) 20,92 79% 1% 0% 0% 80% 800 289 14,184 81% 1% 1% 0% 82% Three Months Ended June 30, 2017 % of Revenues -10% (10,577) 11% 13,006 0% 0% 2% -5% 15% 1% 0% 10% $ '000s 70,502 844 71,346 2,429 Three Months Ended March 31, 2019 % of $'000s Revenues 122,220 1,633 800 124,653 (9,036) 21,205 800 32 13,001 81% 1% 1% 0% 82% -6% 14% 1% 0% 9% 79% 1% 0% 0% 80% -12% 15% 0% 0% 3% 78,716 754 38 79,508 (12,126) 12,110 38 439 461 $'000s Three Months Ended June 30, 2019 % of Revenue 132,113 1,488 800 134,401 81% 1% 0% 0% 82% (15,725) -10% 28,663 18% 0% 0% 8% 800 32 13,770 81% 1% 0% 0% 81% -12% 12% 0% 0% 0% Three Months Ended December 31, 2017 % of Revenues $'000s $'000s 85,485 823 50 86,358 (9,433) 12,898 50 827 4,342 Three Months Ended September 30, 2019 % of Revenues 140,358 1,468 762 142,588 (14,072) 23,791 762 30 10,511 81% 1% 0% 0% 82% -8% 14% 0% 0% 6% Three Months Ended March 31, 2018 % of $'000s Revenues 80% 1% 0% 0% 81% 93,196 92,179 967 50 -9% (11,324) 12% 16,046 0% 50 802 1% 4% 5,574 Three Months Ended December 31, 2019 % of Revenues $'000s 150,211 1,367 839 152,417 (8,158) 24,095 839 814 17,590 -10% 14% 0% 1% 5% 81% 1% 0% 0% 82% 80% 1% 0% 0% 81% -4% 13% 0% 0% 9% Three Months Ended June 30,2018 % of $ '000s Revenues 97,725 1,163 50 98,938 (14,052) 19,675 50 802 6,475 $'000s 160,683 1,505 880 Three Months Ended March 31, 2020 163,068 80% 1% 0% 0% 81% (14,102) 27,463 900 333 14,594 -11% 16% 0% 1% 5% % of Revenues 81% 1% 0% 0% 82% -7% 14% 0% 0% 7% HubSpot

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