Financial Data and Key Metrics Changes - Revenue grew 30% year-over-year in constant currency and 27% on an as-reported basis [5][39] - Operating margin increased by 4 percentage points year-over-year to 13% [5][28] - Net income was $62 million, or $1.20 per fully diluted share [28] - Free cash flow was $85 million, representing 17% of revenue [28] - Subscription revenue per customer grew 6% year-over-year in constant currency and 3% on an as-reported basis to $11,400 [12] Business Line Data and Key Metrics Changes - Total customers grew by 23% to over 177,000, with net customer additions of over 9,900 in the quarter [5][27] - Subscription revenue grew 27% year-over-year, while services and other revenue increased 12% on an as-reported basis [39] - Gross retention remained in the high 80s, while net revenue retention was 104%, down 3 points sequentially [40] Market Data and Key Metrics Changes - Domestic revenue grew 27% year-over-year, while international revenue growth was 33% in constant currency and 26% as reported [39] - International revenue represented 46% of total revenue [39] Company Strategy and Development Direction - The company aims to become the market share leader in marketing, sales, and service for scaling companies, focusing on product innovation and a bimodal go-to-market strategy [6][7] - The bimodal strategy targets both lower-end market volume and increased value for upmarket customers [5][6] - Generative AI is seen as a transformative opportunity, enabling SMBs to generate content, insights, and code more efficiently [9][10] Management's Comments on Operating Environment and Future Outlook - The macro environment remains challenging, with tight budgets and cautious spending from customers [13][22] - The company expects weak macroeconomic conditions to persist throughout 2023 [13] - Management remains focused on product innovation and consistent execution to drive sustainable growth [22][24] Other Important Information - The company expects total as-reported revenue for the full year of 2023 to be in the range of $2.08 billion to $2.088 billion, up 20% year-over-year at the midpoint [41] - Non-GAAP diluted net income per share is expected to be between $4.80 and $4.85 [29] Q&A Session All Questions and Answers Question: How does the company plan on monetizing generative AI? - The company focuses on delivering customer value first, with monetization to follow as they iterate and improve use cases [32][33] Question: What is the impact of free products on margins? - The free tools strategy is designed to create a wide top-of-funnel, leading to increased conversion rates from free to paid customers [48] Question: How is the company performing in terms of vendor consolidation? - The company is seeing customers consolidate multiple tools into HubSpot, which is expected to drive long-term growth [72] Question: What is the performance of direct versus partner business? - Both direct and partner businesses are executing as planned, with a healthy balance of sales coming from both channels [82] Question: What is driving the average revenue per customer higher? - Multi-hub adoption among professional and enterprise customers is driving growth, offset by the volume of starter customers [103]

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-Q (MARK ONE) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE QUARTERLY PERIOD ENDED March 31, 2023 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE TRANSITION PERIOD FROM TO COMMISSION FILE NUMBER 001-36680 HubSpot, Inc. (Exact name of registrant as specified in its charter) Delaware 20-2632791 (State or other jurisdiction of i ...

HubSpot HubSpot Overview Q4 2022 Safe Harbor Statement This presentation includes certain "forward-looking statements" within the meaning of the Private Securities Litigation Reform Act of 1995, including statements regarding management's expectations for future financial and operational performance and operational expenditures, expected growth, foreign currency movement, and business outlook, including our long-term financial framework; statements regarding our positioning for future growth and market lead ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-K (MARK ONE) ☒ ANNUAL REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE FISCAL YEAR ENDED DECEMBER 31, 2022 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE TRANSITION PERIOD FROM TO Commission File Number 001-36680 HubSpot, Inc. (Exact name of registrant as specified in its charter) (State or other jurisdiction of incorporation or organizat ...

HubSpot HubSpot Overview Q3 2022 Safe Harbor Statement This presentation includes certain "forward-looking statements" within the meaning of the Private Securities Litigation Reform Act of 1995, including statements regarding management's expectations for future financial and operational performance and operational expenditures, expected growth, foreign currency movement, and business outlook, including our long-term financial framework; statements regarding our positioning for future growth and market lead ...

HubSpot, Inc. (NYSE:HUBS) Q3 2022 Earnings Conference Call November 2, 2022 4:30 PM ET Company Participants Chuck MacGlashing - Head, Investor Relations Yamini Rangan - Chief Executive Officer Kate Bueker - Chief Financial Officer Dharmesh Shah - Co-Founder & Chief Technology Officer Conference Call Participants Brian Peterson - Raymond James Mark Murphy - JPMorgan Chase Samad Samana - Jefferies Arjun Bhatia - William Blair Rishi Jaluria - RBC Alex Zukin - Wolfe Research Gabriela Borges - Goldman Sachs Keit ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-Q (MARK ONE) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE QUARTERLY PERIOD ENDED September 30, 2022 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE TRANSITION PERIOD FROM TO COMMISSION FILE NUMBER 001-36680 HubSpot, Inc. (Exact name of registrant as specified in its charter) Delaware 20-2632791 (State or other jurisdiction ...

Investor Presentation Q2 2022 Important Information This presentation includes certain "forward-looking statements" within the meaning of the Private Securities Litigation Reform Act of 1995, including statements regarding management's expectations for future financial and operational performance and operating expenditures, expected growth, and business outlook, including our long-term financial framework; our focus on profitable growth; cash flow and margin improvement expectations; our product plans, stra ...

HubSpot, Inc. (NYSE:HUBS) Q2 2022 Earnings Conference Call August 4, 2022 4:30 PM ET Company Participants Chuck MacGlashing - Head, Investor Relations Yamini Rangan - Chief Executive Officer Dharmesh Shah - Co-Founder and Chief Technology Officer Kate Bueker - Chief Financial Officer Conference Call Participants Samad Samana - Jefferies Arjun Bhatia - William Blair Alex Zukin - Wolfe Research Brent Bracelin - Piper Sandler Keith Bachman - BMO Capital Markets Michael Turits - KeyBanc Rishi Jaluria - RBC Capi ...

UNITED STATES SECURITIES AND EXCHANGE COMMISSION Washington, D.C. 20549 FORM 10-Q (MARK ONE) ☒ QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE QUARTERLY PERIOD ENDED June 30, 2022 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 FOR THE TRANSITION PERIOD FROM TO COMMISSION FILE NUMBER 001-36680 HubSpot, Inc. (Exact name of registrant as specified in its charter) Delaware 20-2632791 (State or other jurisdiction of in ...