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HubSpot Investor Marketing Deck 4q15

This presentation discusses HubSpot's position in the customer relationship management (CRM) software market and its growth strategies. HubSpot provides an all-in-one marketing and sales platform focused on the mid-market. It has over 18,000 customers and aims to continue growing through expanding its domestic and international markets, upselling to existing customers, and developing new products like HubSpot CRM and Sidekick. HubSpot sees opportunities to increase revenue per customer and further grow its total addressable market.

Investor Relations◦
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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 November 4, 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
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An inbound marketing and sales SaaS platform Focused on the mid-market 18,000+ customers 4Customers as of 12/31/15.
5 Continued Momentum Since IPO GROWTH DRIVERS: Domestic | International | Upsell Customer REVENUE CUSTOMERS ASRPC
The Marketing & Sales Playbook IS BROKEN 6
VS. Cold Calling eMail Spam Ads SEO Blogging Social INBOUNDTRADITIONAL 7
The first four years The last four years The next four years All In One 8
9 RevenueGrowth Time Sales Marketing Third Play Second Play First Play 9
LEAD OPPORTUNITY CUSTOMER All-In-One Marketing & Sales Growth Platform VISITOR 10
Platform > ∑ Point Solutions 11
Screenshot from HubSpot product, 9/18/14 Blogging + SEO 12
VISITOR LEAD CUSTOMER Social Inbox + Inbound Database Screenshot from HubSpot product, March 2015 13
Website + Inbound Database 14
15 Website Reporting Ads INBOUND15 Paid Product Launches
16 Total Addressable Market International increases companies & New products grow ASRPC 3M companies X $11,135 >$33 Billion >$33B -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 Q4’15
The Power of Inbound Screenshot from HubSpot product, 02/04/16 17
2,900+ Agency Partners 18Partners as of 12/31/15.
The Inbound Movement Available in 9 languages 14,000+ Registered Attendees 2,900+ Partners 130,000+ Members Trained and certified 27,000+ professionals 2.5 million Monthly Visits BLOG 19 Partners stat as of 12/31/15. All other stats as of February 5, 2016.
HubSpot customers see an average 5x increase in lead generation after 24 months Source: Internal Analysis of >3,000 customers, 2015 Month 1 Month 24Customer Age In Months 20
21Pricing as of December 31, 2015 HubSpot Pricing Today Upgrade based on contact database size. Upgrade based on features. Cross sell new products into both marketing and sales customers
$5,395 $6,580 $7,752 $8,926 $10,419 $- $2,000 $4,000 $6,000 $8,000 $10,000 $12,000 2011 2012 2013 2014 2015 22 Average Subscription Revenue Per Customer Editions + Contacts + Add Ons Editions Editions + Contacts $9,740 $10,127 $10,607 $11,135 1Q15 2Q15 3Q15 4Q15
23 Customer Growth 14,746 15,839 16,854 18,116 1Q15 2Q15 3Q15 4Q155,783 8,159 10,111 13,607 18,116 0 2,000 4,000 6,000 8,000 10,000 12,000 14,000 16,000 18,000 20,000 2011 2012 2013 2014 2015
24 Revenue Growth
Key Financial Metrics Key financial metrics 2011 2012 2013 2014 Q1’15 Q2’15 Q3’15 Q4’15 2015 Gross Margin 61% 70% 65% 70% 73% 75% 75% 75% 75% R&D 27% 19% 18% 17% 15% 15% 14% 14% 14% S&M 82% 66% 67% 63% 57% 56% 62% 55% 58% G&A 21% 16% 19% 18% 17% 16% 17% 15% 16% Operating (Loss) / Income % (69%) (31%) (39%) (28%) (16%) (13%) (18%) (-8%) (14%) CFFO (44%) (11%) (26%) (11%) (2%) 4% (8%) 5% 0% All percentages for historical period are non-GAAP (other than CFFO) 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. 26
Develop New Products 28 Growth Strategy Large Domestic Opportunity Large International Opportunity Upsell Customer Base 1 2 3 4
Thank You 29
GAAP to Non-GAAP Reconciliation 30
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) 31Screenshot of CRM Product, March 2015.
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 32Screenshot of Sidekick product, March 2015.