HUBSPOT, INC. 
HubSpot Overview
Q4 2023
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 of future financial and operational performance and operational expenditures, expected growth, foreign currency movement, and business outlook, including our financial guidance for the first fiscal quarter of and full year 2024 and our long-term financial framework; statements regarding our positioning for future growth and market leadership; statements regarding the economic environment; and statements regarding expected market trends, future priorities, and related investments, and market opportunities (including with respect to our expanding Total Addressable Market). 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, risks associated with our history of losses; our ability to retain existing customers and add new customers; the continued growth of the market for a CRM platform; our ability to develop new products and and technologies and to differentiate our platform from competing products and technologies, including artificial intelligence and machine learning technologies; our ability to realize the anticipated benefits of the Clearbit acquisition; our ability to manage our growth effectively over the long-term to maintain our high level of service; our ability to maintain and expand relationships with our solutions partners; the price volatility of our common stock; the impact of geopolitical conflicts, inflation, foreign currency movement, and macroeconomic instability on our business, the broader economy, our workforce and operations, the markets in which we and our partners and customers operate, and our ability to forecast our future financial performance; regulatory and legislative developments on the use of artificial intelligence and machine learning; and other risks set forth under the caption "Risk Factors" in our 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.
2
HubSpot is a leading Customer Relationship Management platform for scaling companies.
Our mission is to help millions of
organizations grow better.
3
HubSpot at a Glance
$2.2b $292m2205k37.7kTTM revenueTTM FCFcustomersemployees
25%1 | 13% | 23% | 135+4 |
YoY growth | margin | YoY growth | countries |
1 As-reported YoY growth based on trailing twelve month period as of Q4 2023, compared to prior trailing twelve month period as of Q4 2022. 2 FCF = Free Cash Flow is a non-GAAP | 4 |
metric. Please refer to the end of this presentation for a reconciliation of GAAP to non-GAAP figures. 3 Excludes Clearbit customers. 4 Customers located in 135+ countries globally. |
Our foundational choices
- Focus on SMB
- Move from app to suite to platform
- Build products organically
- Deliver value before you monetize
5
Sales
Productivity
Service
Ticketing
Websites
Data Sync
Marketing
Automation
Reporting
Disconnected point solutions
The SMB market
is underserved
Data Acquisition
Analytics
Reporting Acquisition
Acquisition
Messaging
Acquisition
Service
Acquisition
Marketing Automation
Acquisition
Cobbled enterprise solutions
6
HubSpot is well positioned to solve this problem
Sales | Data Acquisition | ||
Productivity | |||
Service | |||
Ticketing | Analytics | ||
Websites | Reporting | Acquisition | |
Acquisition | |||
Data Sync | |||
Messaging | |||
Acquisition | |||
Marketing | Service | ||
Automation | Reporting | Acquisition | Marketing Automation |
Acquisition
Disconnected point solutions | Cobbled enterprise solutions |
7
To help our customers make connections, we've transformed from a single app to a platform
AI-Powered
Lead Generation | Prospecting | Help Desk | Content Creation | Advanced Reporting | Payments & |
Marketing | Deal | Self Service | Content | Process | Subscriptions |
Automation | Management | Management | Automation | Billing & Invoices |
Smart CRM
Unified Customer Data | Customer Intelligence | Customization & Extensibility |
Marketplace | Academy | Network |
Find integrations, templates & services | Learn new skills, gain credentials | Join our community, grow your craft |
8
What matters to our customers?
Acquire | Make | Improve | Increase | Thrive with AI |
customers | data-driven | customer | efficiency | |
decisions | experience |
Quality rather | Being smarter | Winning where | Don't scale chaos. | We want to show up |
than quantity. | with our data. | winning | like people, not | |
matters. | bots. |
Sr. CRM Manager, | Marketing Manager, | COO, | Director Client Success, | CIO, IDEO |
Cambridge University | Safe Contractors | Owl Cyber Defence | Sandler EAM Consulting | (EE: 101-500) |
Press | (EE: 101-500) | (EE: 101-500) | (EE: 1-10) | |
(EE: 2000+) |
9
Early stages of large TAM opportunity
$51b1<10% $77b1Penetration across all product
and customer segments
2023 | 2028 |
- Includes Total Addressable Market for software in HubSpot's core product groups including Marketing Hub, Sales Hub, Service Hub, Operations Hub and CMS Hub. Does not include Commerce Hub. Source: IDC and HubSpot estimates
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Disclaimer
HubSpot Inc. published this content on 07 May 2024 and is solely responsible for the information contained therein. Distributed by Public, unedited and unaltered, on 07 May 2024 22:00:46 UTC.
