Investor Presentation Q1 2021 Important Information 2 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, st ...

HubSpot Inc (NYSE:HUBS) Q1 2021 Earnings Conference Call May 5, 2021 4:30 PM ET Company Participants Chuck MacGlashing - Head of Investor Relations Dharmesh Shah - Co-Founder and Chief Technology Officer Yamini Rangan - Chief Customer Officer Kate Bueker - Chief Financial Officer Conference Call Participants Brian Peterson - Raymond James Samad Samana - Jefferies Alex Zukin - Wolfe Research Stan Zlotsky - Morgan Stanley Mark Murphy - JPMorgan DJ Hynes - Canaccord Genuity Brad Sills - BofA Securities Arjun B ...

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, 2021 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 ...

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, 2020 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 incorp ...

| --- | --- | |-------------------------|---------| | | | | | | | | | | | | | | | | | | | O Investor Presentation | | | Q4 2020 | | | | | | | | | | | | | HubSpot | 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 ...

Financial Data and Key Metrics Changes - In Q4 2020, revenue growth reaccelerated to 35% year-over-year, with subscription revenue growing 36% and services revenue increasing 9% [17][18] - Full year 2020 revenue grew 31% as reported, with subscription revenue up 32% and services revenue up 5% [17][18] - Net income for Q4 was $20 million or $0.40 per diluted share, while full year net income was $64 million or $1.32 per diluted share [23] - Free cash flow in Q4 was $46 million or 18% of revenue, and $79 million or 9% of revenue for the full year [24] Business Line Data and Key Metrics Changes - Strong demand was observed across all product hubs, particularly in the enterprise tier, with many companies purchasing multiple hubs [13][14] - Average subscription revenue per customer was nearly $9,800, slightly up sequentially but down a few points year-over-year [18] - Customer dollar retention and net revenue retention rates reached record levels in Q4 [18][41] Market Data and Key Metrics Changes - Domestic revenue grew 27% in Q4, while international revenue growth was 40% year-over-year in constant currency and 47% as reported [19] - International revenue represented 44% of total revenue in Q4, up 3 points year-over-year [19] Company Strategy and Development Direction - The company aims to continue investing aggressively in its business to meet demand and drive innovation for long-term growth [22][96] - HubSpot is transitioning from a marketing app to a comprehensive CRM platform, with plans for further product improvements and new offerings [45][85] - The company is focused on enhancing customer experiences and expanding its market presence, particularly in the CRM space [49][74] Management's Comments on Operating Environment and Future Outlook - Management noted that the COVID-19 pandemic accelerated the digital transformation of businesses, leading to increased demand for HubSpot's solutions [11][48] - The company anticipates revenue growth of 32% year-over-year for Q1 2021 and 32% for the full year, with a focus on continued investment in the business [26][28] - Management expressed confidence in maintaining high retention rates and customer satisfaction, which are critical for future growth [60] Other Important Information - HubSpot was recognized as the number 2 Best Global Software Seller according to user reviews on G2 Crowd, reflecting its strong market position [14] - The company has made a $20 million commitment to social impact investing in partnership with Howard University [31] Q&A Session Summary Question: Insights on marketing budget shifts towards digital - Management noted strong momentum across all product tiers and geographies, indicating a positive outlook for digital marketing budgets [36] Question: Impact of real estate costs and T&E levels post-pandemic - Management emphasized a focus on reinvesting in the business rather than expecting significant margin improvements from reduced costs [38] Question: Net retention and new customer bookings - Management reported record customer dollar retention and strong upgrade rates, contributing positively to net retention [41] Question: Future growth from the Starter Growth Suite - Management expressed confidence in the Starter Growth Suite's ability to drive customer retention and conversion rates [51] Question: International revenue growth strategies - Management highlighted strong performance in both domestic and international markets, with expectations for continued growth in international revenue [54][56] Question: Product adoption trends among new customers - Management observed increased adoption of the full suite of products among new customers, indicating a positive trend in platform utilization [58] Question: Investment focus areas for R&D and go-to-market strategies - Management confirmed ongoing investments in R&D and go-to-market strategies to support demand and enhance product offerings [94][96]

Investor Presentation Q3 2020 Important Information 2 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, st ...

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, 2020 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 ...

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, 2020 OR ☐ TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934 25 First Street Cambridge, Massachusetts 02141 (Address of principal executive offices) (Zip Code) (888) 482-7768 (Registrant's telephone number, including area code) Securities registered p ...

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, 2020 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 ...