Hubspot marketing-3q15-v6-final

256 views

Published on

latest investor marketing presentation

Published in: Investor Relations
0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
256
On SlideShare
0
From Embeds
0
Number of Embeds
13
Actions
Shares
0
Downloads
5
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Hubspot marketing-3q15-v6-final

  1. 1. 1
  2. 2. 2 This presentation includes certain “forward-looking statements" within the meaning of the Private Securities Litigation Reform Act of 1995, including statements concerning our position to execute on our growth strategy in the mid-market, and our ability to expand our leadership position and market opportunity for our inbound platform. These forward-looking statements include, but are not limited to, plans, objectives, expectations and intentions and other statements contained in this press release that are not historical facts and statements identified by words such as "expects," "anticipates," "intends," "plans," "believes," "seeks," "estimates" or words of similar meaning. These forward-looking statements reflect our current views about our plans, intentions, expectations, strategies and prospects, which are based on the information currently available to us and on assumptions we have made. Although we believe that our plans, intentions, expectations, strategies and prospects as reflected in or suggested by those forward-looking statements are reasonable, we can give no assurance that the plans, intentions, expectations or strategies will be attained or achieved. Furthermore, actual results may differ materially from those described in the forward-looking statements and will be affected by a variety of risks and factors that are beyond our control including, without limitation, our history of losses, our ability to retain existing customers and add new customers, the continued growth of the market for an inbound platform; our ability to differentiate our platform from competing products and technologies; our ability to manage our growth effectively to maintain our high level of service; our ability to maintain and expand relationships with our marketing agency partners; our ability to successfully recruit and retain highly-qualified personnel; the price volatility of our common stock, and other risks set forth under the caption "Risk Factors" in our Quarterly Report on Form 10-Q filed on August 6, 2015 and our other SEC filings. We assume no obligation to update any forward-looking statements contained in this document as a result of new information, future events or otherwise. Safe Harbor
  3. 3. 3
  4. 4. An inbound marketing and sales SaaS platform Focused on the mid-market 15,500+ customers 4
  5. 5. 5 Continued Momentum Since IPO GROWTH DRIVERS: Domestic | International | Upsell Customer REVENUE CUSTOMERS ASRPC
  6. 6. ..The Marketing Playbook IS BROKENIs 6
  7. 7. VS. Cold Calling eMail Spam Ads SEO Blogging Social INBOUNDTRADITIONAL 7
  8. 8. VISITOR LEAD Landing PagesCalls-to-action Automation Blogging Social SEOWebsite 8
  9. 9. VISITOR All-In-One Marketing PlatformLEAD 9
  10. 10. Platform > ∑ Point Solutions 10
  11. 11. Screenshot from HubSpot product, 9/18/14 Blogging + SEO 11
  12. 12. VISITOR LEAD CUSTOMER Social Inbox + Inbound Database Screenshot from HubSpot product, March 2015 12
  13. 13. Website + Inbound Database 13
  14. 14. 3M companies X $10,127/year >$30.4 Billion Total Addressable Market 1 – 10 employees 10 – 2000 employees 2000+ employees -3.0M is US, CAN, and Europe. 1.6M mid-market businesses with a web presence in the United States and Canada. 1.4M mid-market businesses with a web presence in Europe. -AMI Partners data, 2014. Avg. Subscription Revenue per Customer from Q2’15 14
  15. 15. The Power of Inbound Screenshot from HubSpot product, 7/27/15 15
  16. 16. 2,500+ Agency Partners 16
  17. 17. The Inbound Movement Available in 9 languages 10,000+ Conference Attendees 2,500+ Partners 125,000+ Members Trained and certified 17,000+ professionals 2.0+ million Monthly Visits BLOG 17 Stats as of July 27, 2015.
  18. 18. HubSpot customers see an average 5.7x increase in lead generation after 12 months Source: Internal Analysis of >3,000 customers, 2014 Month 1 Month 12Customer Age In Months 18
  19. 19. Customer Growth 19 5,783 8,159 10,111 13,607 14,746 2006 2007 2008 2009 2010 2011 2012 2013 2014 Q1'15 15,839 Q2’15
  20. 20. Pricing as of July 28, 2015 HubSpot Pricing Upgrade based on contact database size. Upgrade based on features. 20
  21. 21. Average Subscription Revenue Per Customer 21 $5,395 $6,580 $7,752 $8,926 $9,740 $- $1,000 $2,000 $3,000 $4,000 $5,000 $6,000 $7,000 $8,000 $9,000 $10,000 2011 2012 2013 2014 Q1'15 Q2'15 Editions Editions + Contacts $10,127
  22. 22. 2009 2010 2011 2012 2013 2014 Revenue Growth $6.6M $15.4M $28.6M $51.6M $77.6M $115.9M 22 $38.2M 58% Y/Y $42.9M 58% Y/Y Q1’15 Q2’15
  23. 23. Key Financial Metrics Key financial metrics 2011 2012 2013 2014 Q1’15 Q2’15 Gross Margin 61% 70% 65% 70% 73% 75% % of revenue R&D 27% 19% 18% 17% 15% 15% S&M 82% 66% 67% 63% 57% 56% G&A 21% 16% 19% 18% 17% 16% Operating (Loss) / Income % (69%) (31%) (39%) (28%) (16%) (13%) All percentages for historical period are non-GAAP and exclude expenses associated with stock based compensation and amortization of acquired intangibles. Please refer to the end of this presentation for a reconciliation of GAAP to non-GAAP figures. 23
  24. 24. ..The Sales Playbook IS BROKENIs 24
  25. 25. OPPORTUNITY CUSTOMER Lead Enrichment Lead Sourcing Content Management CRM System Email Optimization 25
  26. 26. OPPORTUNITY CUSTOMER HubSpot CRM SIDEKICK CRM is for managing sales; Sidekick is for making sales 26
  27. 27. Sidekick. A free, lightweight set of inbox productivity tools that sales folks will love. • Track email opens & clicks, schedule emails, and leverage templates right from your inbox • Surfaces useful details about the contacts & companies you are communicating with • Connects to HubSpot Marketing, Salesforce or HubSpot CRM • Free, $10 & $ 50 user/month versions 27Screenshot of Sidekick product, March 2015.
  28. 28. LEAD OPPORTUNITY CUSTOMER All-In-One Marketing & Sales Platform VISITOR 28
  29. 29. 29
  30. 30. Develop New Products 30 Growth Strategy Large Domestic Opportunity Large International Opportunity Upsell Customer Base 1 2 3 4
  31. 31. Thank You 31
  32. 32. GAAP to Non-GAAP Reconciliation 32 HubSpot, Inc. GAAP to Non-GAAP Reconciliation $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues $ '000s % of Revenues Cost of Revenue Subscription* 4,964 17% 9,689 19% 18,745 24% 23,655 20% 5,668 21% 7,484 17% Stock-based compensation (16) 0% (27) 0% (50) 0% (128) 0% (24) 0% (92) 0% Amortization of acquired intangibles (130) 0% (224) 0% (359) 0% (118) 0% (43) 0% (19) 0% Non-GAAP subscription* 4,818 17% 9,438 18% 18,336 24% 23,409 20% 5,601 21% 7,373 17% Professional services and other 6,368 22% 6,004 12% 8,759 11% 11,425 10% 2,614 10% 3,789 9% Stock-based compensation (131) 0% (100) 0% (211) 0% (498) 0% (83) 0% (347) -1% Amortization of acquired intangibles - 0% - 0% - 0% - 0% - 0% - 0% Non-GAAP professional services and other 6,237 22% 5,904 11% 8,548 11% 10,927 9% 2,531 9% 3,442 8% Gross Profit Gross Profit* 17,221 60% 35,911 70% 50,130 65% 80,796 70% 18,816 69% 31,668 74% Stock-based compensation 147 1% 127 0% 261 0% 626 1% 107 0% 439 1% Amortization of acquired intangibles 130 0% 224 0% 359 0% 118 0% 43 0% 19 0% Non-GAAP gross profit* 17,498 61% 36,262 70% 50,750 65% 81,540 70% 18,966 70% 32,126 75% Operating Expenses Research and development 10,031 35% 10,585 21% 15,018 19% 25,638 22% 4,948 18% 8,158 19% Stock-based compensation (2,341) -8% (739) -1% (691) -1% (6,190) -5% (153) -1% (1,629) -4% Amortization of acquired intangibles - 0% - 0% - 0% - 0% - 0% - 0% Non-GAAP research and development 7,690 27% 9,846 19% 14,327 18% 19,448 17% 4,795 18% 6,529 15% Sales and marketing 24,088 84% 34,949 68% 53,158 68% 78,809 68% 17,094 63% 26,291 61% Stock-based compensation (647) -2% (691) -1% (1,194) -2% (5,596) -5% (475) -2% (2,077) -5% Amortization of acquired intangibles - 0% - 0% - 0% (20) 0% (7) 0% (7) 0% Non-GAAP sales and marketing 23,441 82% 34,258 66% 51,964 67% 73,193 63% 16,612 61% 24,207 56% General and administrative* 7,517 26% 9,117 18% 16,204 21% 24,958 22% 5,051 19% 8,541 20% Stock-based compensation (1,484) -5% (958) -2% (1,318) -2% (3,946) -3% (441) -2% (1,497) -3% Amortization of acquired intangibles - 0% - 0% - 0% - 0% - 0% - 0% Non-GAAP general and administrative* 6,033 21% 8,159 16% 14,886 19% 21,012 18% 4,610 17% 7,044 16% Loss from Operations Loss from operations (24,415) -86% (18,740) -36% (34,250) -44% (48,609) -42% (8,277) -31% (11,322) -26% Stock-based compensation 4,619 16% 2,515 5% 3,464 4% 16,358 14% 1,176 4% 5,642 13% Amortization of acquired intangibles 130 0% 224 0% 359 0% 138 0% 50 0% 26 0% Non-GAAP loss from operations (19,666) -69% (16,001) -31% (30,427) -39% (32,113) -28% (7,051) -26% (5,654) -13% * Amounts have been adjusted from prior SEC filings for reclassification of customer credit card fees from cost of revenue, subscription to general and administrative expenses to conform with current year's presentation, Three Months Ended June 30, 20152014 Year ended December 31, 2011 2012 2013 Three Months Ended June 30, 2014
  33. 33. HubSpot CRM. Say goodbye to manual tasks and confusing features. Say hello to HubSpot CRM. • Stores a companies’ most important prospect & customer data • Designed with ease of use for small companies in mind • Optional integration with HubSpot’s Marketing platform and Sidekick • Free product anyone can use, integrates seamlessly with paid add-ons (Sidekick) 33Screenshot of CRM Product, March 2015.

×