Logo - Full (Color)
Skip to content

News & Press Releases

INVESTOR RELATIONS

← Back to news list

HubSpot Reports Q2 2021 Results

August 4, 2021

Brian Halligan to step into Executive Chairman role effective September 7, 2021; HubSpot executive Yamini Rangan to be named next CEO

HubSpot, Inc. (NYSE: HUBS), the customer relationship management (CRM) platform for scaling companies, today announced financial results for the second quarter ended June 30, 2021. The company also announced that Brian Halligan will step into the role of Executive Chairman of HubSpot’s Board of Directors as of September 7, 2021. The Board has appointed Yamini Rangan, HubSpot’s current Chief Customer Officer, to succeed him.


Financial Highlights:

 

Revenue
  • Total revenue was $310.8 million, up 53% compared to Q2'20.
    • Subscription revenue was $300.4 million, up 53% compared to Q2'20.
    • Professional services and other revenue was $10.4 million, up 44% compared to Q2'20.

 

Operating Income (Loss)
  • GAAP operating margin was (5.3%), compared to (6.7%) in Q2'20.
  • Non-GAAP operating margin was 8.9%, compared to 9.4% in Q2'20.
  • GAAP operating loss was ($16.6) million, compared to ($13.6) million in Q2'20.
  • Non-GAAP operating income was $27.5 million, compared to $19.2 million in Q2'20.

 

Net Income (Loss)
  • GAAP net loss was ($24.6) million, or ($0.53) per basic and diluted share, compared to ($29.4) million, or ($0.67) per basic and diluted share in Q2'20.
  • Non-GAAP net income was $21.6 million, or $0.46 per basic and $0.43 per diluted share, compared to $16.7 million, or $0.38 per basic and $0.34 per diluted share in Q2'20.
  • Weighted average basic and diluted shares outstanding for GAAP net loss per share was 46.8 million, compared to 44.1 million basic and diluted shares in Q2'20.
  • Weighted average basic and diluted shares outstanding for non-GAAP net income per share was 46.8 million and 50.6 million respectively, compared to 44.1 million and 48.4 million, respectively in Q2'20.

 

Balance Sheet and Cash Flow
  • The company’s cash, cash equivalents, and short-term and long-term investments balance was $1,297 million as of June 30, 2021.
  • During the second quarter, the company generated $41.4 million of operating cash flow, excluding the $3.2 million used for the repayment of our convertible notes, compared to $15.0 million during Q2'20, which excluded the $48.7 million used for the repayment of our convertible notes.
  • During the second quarter, the company generated $25.6 million of free cash flow, compared to $0.8 million during Q2'20.

 

Additional Recent Business Highlights
  • Grew total customers to 121,048 at June 30, 2021, up 40% from June 30, 2020.
  • Total average subscription revenue per customer was $10,198 during the second quarter of 2021, up 8% compared to the second quarter of 2020.

“We finished out the first half of the year with yet another quarter of strong performance across the business,” said Yamini Rangan, Chief Customer Officer at HubSpot. “With the launch of CMS Hub Starter and recent improvements to CMS Hub Professional and Enterprise, we’re well-positioned to continue to support our customers through the ongoing trend of digital transformation as more companies have to adapt to doing business online.”

 

Business Outlook
Based on information available as of August 4, 2021, HubSpot is issuing guidance for the third quarter of 2021 and full year 2021 as indicated below.


Third Quarter 2021:

  • Total revenue is expected to be in the range of $325 million to $327 million.
  • Non-GAAP operating income is expected to be in the range of $27 million to $29 million.
  • Non-GAAP net income per common share is expected to be in the range of $0.42 to $0.44. This assumes approximately 50.6 million weighted average diluted shares outstanding.

 

Full Year 2021:
  • Total revenue is expected to be in the range of $1,268 million to $1,272 million.
  • Non-GAAP operating income is expected to be in the range of $107 million to $109 million.
  • Non-GAAP net income per common share is expected to be in the range of $1.67 to $1.69. This assumes approximately 50.5 million weighted average diluted shares outstanding.

 

Yamini Rangan to Take Reins September 7, 2021
Brian Halligan will step into the role of Executive Chairman of HubSpot’s Board of Directors as of September 7, 2021. Yamini Rangan will succeed Halligan and will step into the CEO role effective September 7, 2021. Rangan will also join HubSpot’s Board of Directors at that time. Halligan will work closely with Rangan to ensure a smooth transition.
 
“As Dharmesh and I have thought about what the next 15 years and beyond look like for HubSpot, it’s become clear to us that we have an opportunity to make some important changes now that will set us up for long term success,” said Brian Halligan, co-founder and CEO of HubSpot. “I’ve also been thinking a lot about how I can have the most impact on HubSpot moving forward, and moving to the Executive Chairman role feels like a natural fit. That transition wouldn’t be possible if I weren’t incredibly confident in Yamini’s ability to lead HubSpot.”
 
“Since the day she arrived, Yamini has made HubSpot better,” continued Dharmesh Shah, co-founder and CTO of HubSpot. “From reducing friction for our customers, to leading the company with clarity and empathy, Yamini has proven she is ready to take on the role of CEO to help both HubSpot and our customers grow better. I know I speak for both Brian and I when I say that we’re thrilled to have her take on this role and can’t wait to work together to lead the company.”
 
“I’m deeply humbled, grateful and excited to take on this new opportunity in partnership with Brian, Dharmesh, and the entire HubSpot team,” said Rangan. “It was Brian and Dharmesh’s visionary leadership as founders that got us here today, and that leadership will continue to be invaluable as HubSpot grows. I’m excited to continue working together to build innovative products, create a remarkable culture for our employees, and ultimately make HubSpot the #1 CRM platform for scaling companies.”

 

Use of Non-GAAP Financial Measures
In our earnings press releases, conference calls, slide presentations, and webcasts, we may use or discuss non-GAAP financial measures, as defined by Regulation G. The GAAP financial measure most directly comparable to each non-GAAP financial measure used or discussed, and a reconciliation of the differences between each non-GAAP financial measure and the comparable GAAP financial measure, are included in this press release after the consolidated financial statements. Our earnings press releases containing such non-GAAP reconciliations can be found in the Investors section of our website ir.hubspot.com. 


Conference Call Information

HubSpot will host a conference call on Wednesday August 4, 2021 at 4:30 p.m. Eastern Time (ET) to discuss the company’s first quarter financial results and its business outlook. To register for this conference call, please use this dial in registration link or visit HubSpot's Investor Relations website at ir.hubspot.com. After registering, a confirmation email will be sent, including dial-in details and a unique code for entry. Participants who wish to register for the conference call webcast please use this link.

Following the conference call, a replay will be available at (800) 585-8367 (domestic) or (416) 621-4642 (international). The replay passcode is 6587506. An archived webcast of this conference call will also be available on HubSpot's Investor Relations website at ir.hubspot.com.

The company has used, and intends to continue to use, the investor relations portion of its website as a means of disclosing material non-public information and for complying with disclosure obligations under Regulation FD.

 

About HubSpot
HubSpot is a leading CRM platform that provides software and support to help companies grow better. The platform includes marketing, sales, service, operations, and website management products that start free and scale to meet our customers' needs at any stage of growth. Today, over 121,000 customers across more than 120 countries use HubSpot's powerful and easy-to-use tools and integrations to attract, engage, and delight customers. Learn more at
www.hubspot.com.

 

Cautionary Language Concerning Forward-Looking Statements
This press release 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, and business outlook, including our financial guidance for the third fiscal quarter of and full year 2021; and statements regarding our positioning for future growth and market leadership; statements regarding the announced leadership transitions; statements regarding expected market trends, future investments, and opportunities. 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 the impact of COVID-19 on our business, the broader economy, our workforce and operations, and our ability to forecast our future financial performance as a result of COVID-19; 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 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 solutions 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 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.

 

Consolidated Balance Sheets

(in thousands)
 
 
June 30,
 
 
December 31,
 
 
 
2021
 
 
2020
 
Assets
 
 
 
 
 
 
Current assets:
 
 
 
 
 
 
Cash and cash equivalents
 
$
338,336
 
 
$
378,123
 
Short-term investments
 
 
875,395
 
 
 
873,073
 
Accounts receivable
 
 
117,030
 
 
 
126,433
 
Deferred commission expense
 
 
52,941
 
 
 
44,576
 
Prepaid expenses and other current assets
 
 
42,626
 
 
 
34,716
 
Total current assets
 
 
1,426,328
 
 
 
1,456,921
 
Long-term investments
 
 
83,762
 
 
 
30,697
 
Property and equipment, net
 
 
97,885
 
 
 
101,123
 
Capitalized software development costs, net
 
 
33,513
 
 
 
24,943
 
Right-of-use assets
 
 
257,323
 
 
 
275,893
 
Deferred commission expense, net of current portion
 
 
35,211
 
 
 
28,296
 
Other assets
 
 
25,157
 
 
 
13,893
 
Intangible assets, net
 
 
11,644
 
 
 
10,282
 
Goodwill
 
 
47,789
 
 
 
31,318
 
Total assets
 
$
2,018,612
 
 
$
1,973,366
 
Liabilities and stockholders’ equity
 
 
 
 
 
 
Current liabilities:
 
 
 
 
 
 
Accounts payable
 
$
12,178
 
 
$
13,540
 
Accrued compensation costs
 
 
51,986
 
 
 
44,054
 
Accrued expenses and other current liabilities
 
 
44,744
 
 
 
37,184
 
Convertible senior notes
 
 
64,762
 
 
 
7,837
 
Operating lease liabilities
 
 
31,410
 
 
 
30,020
 
Deferred revenue
 
 
358,830
 
 
 
312,866
 
Total current liabilities
 
 
563,910
 
 
 
445,501
 
Operating lease liabilities, net of current portion
 
 
259,696
 
 
 
279,664
 
Deferred revenue, net of current portion
 
 
3,403
 
 
 
3,636
 
Other long-term liabilities
 
 
12,056
 
 
 
10,811
 
Convertible senior notes, net of current portion
 
 
373,863
 
 
 
471,099
 
Total liabilities
 
 
1,212,928
 
 
 
1,210,711
 
Stockholders’ equity:
 
 
 
 
 
 
Common stock
 
 
47
 
 
 
46
 
Additional paid-in capital
 
 
1,334,301
 
 
 
1,241,167
 
Accumulated other comprehensive income
 
 
2,228
 
 
 
4,603
 
Accumulated deficit
 
 
(530,892
)
 
 
(483,161
)
Total stockholders’ equity
 
 
805,684
 
 
 
762,655
 
Total liabilities and stockholders’ equity
 
$
2,018,612
 
 
$
1,973,366
 

 

Consolidated Statements of Operations

(in thousands, except per share data)
 
For the Three Months Ended June 30,
 
 
For the Six Months Ended June 30,
 
 
2021
 
 
2020
 
 
2021
 
 
2020
 
Revenues:
 
 
 
 
 
 
 
 
 
 
 
Subscription
$
300,423
 
 
$
196,415
 
 
$
570,686
 
 
$
387,643
 
Professional services and other
 
10,365
 
 
 
7,193
 
 
 
21,467
 
 
 
14,932
 
Total revenue
 
310,788
 
 
 
203,608
 
 
 
592,153
 
 
 
402,575
 
Cost of revenues:
 
 
 
 
 
 
 
 
 
 
 
Subscription
 
51,134
 
 
 
30,400
 
 
 
94,986
 
 
 
60,135
 
Professional services and other
 
11,743
 
 
 
8,377
 
 
 
22,625
 
 
 
16,926
 
Total cost of revenues
 
62,877
 
 
 
38,777
 
 
 
117,611
 
 
 
77,061
 
Gross profit
 
247,911
 
 
 
164,831
 
 
 
474,542
 
 
 
325,514
 
Operating expenses:
 
 
 
 
 
 
 
 
 
 
 
Research and development
 
72,104
 
 
 
49,372
 
 
 
140,500
 
 
 
95,573
 
Sales and marketing
 
157,799
 
 
 
102,600
 
 
 
298,817
 
 
 
204,928
 
General and administrative
 
34,610
 
 
 
26,484
 
 
 
66,860
 
 
 
52,741
 
Total operating expenses
 
264,513
 
 
 
178,456
 
 
 
506,177
 
 
 
353,242
 
Loss from operations
 
(16,602
)
 
 
(13,625
)
 
 
(31,635
)
 
 
(27,728
)
Other expense:
 
 
 
 
 
 
 
 
 
 
 
Interest income
 
341
 
 
 
2,135
 
 
 
816
 
 
 
6,192
 
Interest expense
 
(7,179
)
 
 
(16,809
)
 
 
(16,578
)
 
 
(22,761
)
Other income (expense)
 
528
 
 
 
(91
)
 
 
1,188
 
 
 
(1,143
)
Total other expense
 
(6,310
)
 
 
(14,765
)
 
 
(14,574
)
 
 
(17,712
)
Loss before income tax expense
 
(22,912
)
 
 
(28,390
)
 
 
(46,209
)
 
 
(45,440
)
Income tax benefit (expense)
 
(1,660
)
 
 
(1,011
)
 
 
(1,522
)
 
 
(1,677
)
Net loss
$
(24,572
)
 
$
(29,401
)
 
$
(47,731
)
 
$
(47,117
)
Net loss per share, basic and diluted
$
(0.53
)
 
$
(0.67
)
 
$
(1.02
)
 
$
(1.08
)
Weighted average common shares used in
computing basic and diluted net loss per share:
 
46,777
 
 
 
44,130
 
 
 
46,603
 
 
 
43,703
 

 

Consolidated Statements of Cash Flows

(in thousands)
 
For the Three Months Ended June 30,
 
 
For the Six Months Ended June 30,
 
 
2021
 
 
2020
 
 
2021
 
 
2020
 
Operating Activities:
 
 
 
 
 
 
 
 
 
 
 
Net loss
 
(24,572
)
 
$
(29,401
)
 
$
(47,731
)
 
$
(47,117
)
Adjustments to reconcile net loss to net cash and cash equivalents provided
by operating activities
 
 
 
 
 
 
 
 
 
 
 
Depreciation and amortization
 
10,528
 
 
 
8,972
 
 
 
21,736
 
 
 
17,683
 
Stock-based compensation
 
43,433
 
 
 
31,374
 
 
 
75,856
 
 
 
58,837
 
Loss on early extinguishment of 2022 Convertible Notes
 
682
 
 
 
10,493
 
 
 
3,088
 
 
 
10,493
 
Repayment of 2022 Convertible Notes attributable to the debt discount
 
(3,223
)
 
 
(48,675
)
 
 
(13,028
)
 
 
(48,675
)
Gain on strategic investments
 
(1,022
)
 
 
 
 
(1,022
)
 
 
Benefit from deferred income taxes
 
(114
)
 
 
(165
)
 
 
(1,120
)
 
 
(422
)
Amortization of debt discount and issuance costs
 
6,019
 
 
 
5,959
 
 
 
12,512
 
 
 
11,662
 
Amortization (accretion) of bond discount
 
1,155
 
 
 
(1,336
)
 
 
1,670
 
 
 
(3,490
)
Unrealized currency translation
 
329
 
 
 
(597
)
 
 
280
 
 
 
184
 
Changes in assets and liabilities
 
 
 
 
 
 
 
 
 
 
 
Accounts receivable
 
(7,531
)
 
 
(3,850
)
 
 
8,944
 
 
 
5,930
 
Prepaid expenses and other assets
 
(10,409
)
 
 
(5,313
)
 
 
(7,694
)
 
 
(20,420
)
Deferred commission expense
 
(10,097
)
 
 
(4,314
)
 
 
(16,402
)
 
 
(5,837
)
Right-of-use assets
 
8,193
 
 
 
7,675
 
 
 
18,547
 
 
 
13,398
 
Accounts payable
 
(5,867
)
 
 
342
 
 
 
(1,269
)
 
 
1,837
 
Accrued expenses and other liabilities
 
17,962
 
 
 
5,883
 
 
 
15,533
 
 
 
444
 
Operating lease liabilities
 
(9,102
)
 
 
(7,033
)
 
 
(18,374
)
 
 
(12,314
)
Deferred revenue
 
21,827
 
 
 
(3,704
)
 
 
49,365
 
 
 
7,128
 
Net cash and cash equivalents provided by (used in) operating
activities
 
38,191
 
 
 
(33,690
)
 
 
100,891
 
 
 
(10,679
)
Investing Activities:
 
 
 
 
 
 
 
 
 
 
 
Purchases of investments
 
(291,775
)
 
 
(527,139
)
 
 
(654,063
)
 
 
(967,028
)
Maturities of investments
 
219,684
 
 
 
327,127
 
 
 
596,602
 
 
 
710,002
 
Sale of investments
 
 
 
10,932
 
 
 
 
 
10,932
 
Equity method investment
 
(792
)
 
 
 
 
(3,100
)
 
 
Acquisition of a business, net of cash acquired
 
 
 
 
 
(16,810
)
 
 
Purchases of property and equipment
 
(6,779
)
 
 
(8,799
)
 
 
(10,746
)
 
 
(19,897
)
Capitalization of software development costs
 
(9,080
)
 
 
(5,394
)
 
 
(16,421
)
 
 
(10,163
)
Purchases of strategic investments
 
(4,352
)
 
 
(1,000
)
 
 
(6,202
)
 
 
(1,000
)
Net cash and cash equivalents used in investing activities
 
(93,094
)
 
 
(204,273
)
 
 
(110,740
)
 
 
(277,154
)
Financing Activities:
 
 
 
 
 
 
 
 
 
 
 
Proceeds from issuance of 2025 Convertible Notes, net of issuance costs paid
of $9.4 million
 
 
 
450,614
 
 
 
 
 
450,614
 
Proceeds from settlement of Convertible Note Hedges related to the 2022
Convertible Notes
 
2
 
 
 
362,492
 
 
 
725
 
 
 
362,492
 
Payments for settlement of Warrants related to the 2022 Convertible Notes
 
 
 
(327,543
)
 
 
 
 
(327,543
)
Repayment of 2022 Convertible Notes attributable to the principal
 
(9,509
)
 
 
(234,366
)
 
 
(45,409
)
 
 
(234,366
)
Payments for Capped Call Options related to the 2025 Convertible Notes
 
 
 
(50,600
)
 
 
 
 
(50,600
)
Employee taxes paid related to the net share settlement of stock-based awards
 
(3,949
)
 
 
(1,259
)
 
 
(6,913
)
 
 
(2,200
)
Proceeds related to the issuance of common stock under stock plans
 
8,529
 
 
 
8,354
 
 
 
24,868
 
 
 
15,208
 
Repayments of finance lease obligations
 
 
 
2
 
 
 
 
 
(28
)
Net cash and cash equivalents (used in) provided by financing
activities
 
(4,927
)
 
 
207,694
 
 
 
(26,729
)
 
 
213,577
 
Effect of exchange rate changes on cash, cash equivalents and restricted cash
 
668
 
 
 
1,670
 
 
 
(3,209
)
 
 
(144
)
Net increase in cash, cash equivalents and restricted cash
 
(59,162
)
 
 
(28,599
)
 
 
(39,787
)
 
 
(74,400
)
Cash, cash equivalents and restricted cash, beginning of period
 
400,527
 
 
 
232,714
 
 
 
381,152
 
 
 
278,515
 
Cash, cash equivalents and restricted cash, end of period
$
341,365
 
 
$
204,115
 
 
$
341,365
 
 
$
204,115
 

 

Reconciliation of non-GAAP operating income and operating margin

(in thousands, except percentages)
 
Three Months Ended June 30,
 
 
Six Months Ended June 30,
 
 
2021
 
2020
 
 
2021
 
2020
 
GAAP operating loss
$
(16,602
)
$
(13,625
)
 
$
(31,635
)
$
(27,728
)
Stock-based compensation
 
43,433
 
 
31,374
 
 
 
75,856
 
 
58,837
 
Amortization of acquired intangible assets
 
337
 
 
899
 
 
 
682
 
 
1,798
 
Acquisition related expenses
 
372
 
 
518
 
 
 
1,567
 
 
851
 
Non-GAAP operating income
$
27,540
 
$
19,166
 
 
$
46,470
 
$
33,758
 
 
 
 
 
 
 
 
 
 
 
GAAP operating margin
 
(5.3
%)
 
(6.7
%)
 
 
(5.3
%)
 
(6.9
%)
Non-GAAP operating margin
 
8.9
%
 
9.4
%
 
 
7.8
%
 
8.4
%

 

Reconciliation of non-GAAP net income

(in thousands, except per share amounts)
 
Three Months Ended June 30,
 
 
Six Months Ended June 30,
 
 
2021
 
2020
 
 
2021
 
2020
 
GAAP net loss
$
(24,572
)
 
(29,401
)
 
$
(47,731
)
$
(47,117
)
Stock-based compensation
 
43,433
 
 
31,374
 
 
 
75,856
 
 
58,837
 
Amortization of acquired intangibles assets
 
337
 
 
899
 
 
 
682
 
 
1,798
 
Acquisition related expenses
 
372
 
 
518
 
 
 
1,567
 
 
851
 
Non-cash interest expense for amortization of debt discount
and debt issuance costs
 
6,019
 
 
5,959
 
 
 
12,512
 
 
11,662
 
(Gain on) impairment of strategic investments
 
(1,022
)
 
 
 
 
(1,022
)
 
250
 
Loss on early extinguishment of 2022 Convertible Notes
 
682
 
 
10,493
 
 
 
3,088
 
 
10,493
 
Loss on equity method investment
 
83
 
 
 
 
 
83
 
 
 
Income tax effects of non-GAAP items
 
(3,738
)
 
(3,160
)
 
 
(7,789
)
 
(6,013
)
Non-GAAP net income
$
21,594
 
 
16,682
 
 
$
37,246
 
$
30,761
 
 
 
 
 
 
 
 
 
 
 
Non-GAAP net income per share:
 
 
 
 
 
 
 
 
 
Basic
$
0.46
 
$
0.38
 
 
$
0.80
 
$
0.70
 
Diluted
$
0.43
 
$
0.34
 
 
$
0.74
 
$
0.64
 
Shares used in non-GAAP per share calculations
 
 
 
 
 
 
 
 
 
Basic
 
46,777
 
 
44,130
 
 
 
46,603
 
 
43,703
 
Diluted
 
50,637
 
 
48,367
 
 
 
50,537
 
 
47,988
 

 

Reconciliation of non-GAAP expense and expense as a percentage of revenue

(in thousands, except percentages)
 
Three Months Ended June 30,
 
 
2021
 
 
2020
 
 
COS, Subs-cription
 
COS, Prof. services & other
 
R&D
 
S&M
 
G&A
 
 
COS, Subs-cription
 
COS, Prof. services & other
 
R&D
 
S&M
 
G&A
 
GAAP expense
$
51,134
 
$
11,743
 
$
72,104
 
$
157,799
 
$
34,610
 
 
$
30,400
 
$
8,377
 
$
49,372
 
$
102,600
 
$
26,484
 
Stock -based compensation
 
(1,582
)
 
(826
)
 
(15,080
)
 
(18,971
)
 
(6,974
)
 
 
(1,075
)
 
(628
)
 
(10,111
)
 
(12,868
)
 
(6,692
)
Amortization of acquired
intangible assets
 
(236
)
 
 
 
 
 
(101
)
 
 
 
 
(879
)
 
 
 
 
 
(20
)
 
 
Acquisition related expenses
 
 
 
 
 
(340
)
 
 
 
(32
)
 
 
 
 
 
 
(327
)
 
 
 
(191
)
Non-GAAP expense
$
49,316
 
$
10,917
 
$
56,684
 
$
138,727
 
$
27,604
 
 
$
28,446
 
$
7,749
 
$
38,934
 
$
89,712
 
$
19,601
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
GAAP expense as a
percentage of revenue
 
16.5
%
 
3.8
%
 
23.2
%
 
50.8
%
 
11.1
%
 
 
14.9
%
 
4.1
%
 
24.2
%
 
50.4
%
 
13.0
%
Non-GAAP expense as a
percentage of revenue
 
15.9
%
 
3.5
%
 
18.2
%
 
44.6
%
 
8.9
%
 
 
14.0
%
 
3.8
%
 
19.1
%
 
44.1
%
 
9.6
%

 

 
Six Months Ended June 30,
 
 
2021
 
 
2020
 
 
COS, Subs-cription
 
COS, Prof. services & other
 
R&D
 
S&M
 
G&A
 
 
COS, Subs-cription
 
COS, Prof. services & other
 
R&D
 
S&M
 
G&A
 
GAAP expense
$
94,986
 
$
22,625
 
$
140,500
 
$
298,817
 
$
66,860
 
 
$
60,135
 
$
16,926
 
$
95,573
 
$
204,928
 
$
52,741
 
Stock -based compensation
 
(2,892
)
 
(1,523
)
 
(26,565
)
 
(32,600
)
 
(12,276
)
 
 
(1,974
)
 
(1,234
)
 
(18,819
)
 
(23,684
)
 
(13,126
)
Amortization of acquired
intangible assets
 
(475
)
 
 
 
 
 
(207
)
 
 
 
 
(1,759
)
 
 
 
 
 
(39
)
 
 
Acquisition related expenses
 
 
 
 
 
(684
)
 
(367
)
 
(516
)
 
 
 
 
 
 
(657
)
 
 
 
(194
)
Non-GAAP expense
$
91,619
 
$
21,102
 
$
113,251
 
$
265,643
 
$
54,068
 
 
$
56,402
 
$
15,692
 
$
76,097
 
$
181,205
 
$
39,421
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
 
GAAP expense as a
percentage of revenue
 
16.0
%
 
3.8
%
 
23.7
%
 
50.5
%
 
11.3
%
 
 
14.9
%
 
4.2
%
 
23.7
%
 
50.9
%
 
13.1
%
Non-GAAP expense as a
percentage of revenue
 
15.5
%
 
3.6
%
 
19.1
%
 
44.9
%
 
9.1
%
 
 
14.0
%
 
3.9
%
 
18.9
%
 
45.0
%
 
9.8
%

 

Reconciliation of non-GAAP subscription margin

(in thousands, except percentages)
 
 
Three Months Ended June 30,
 
 
Six Months Ended June 30,
 
 
 
2021
 
2020
 
 
2021
 
2020
 
GAAP subscription margin
 
$
249,289
 
$
166,015
 
 
$
475,700
 
$
327,508
 
Stock -based compensation
 
 
1,582
 
 
1,075
 
 
 
2,892
 
 
1,974
 
Amortization of acquired intangible assets
 
 
236
 
 
879
 
 
 
475
 
 
1,759
 
Non-GAAP subscription margin
 
$
251,107
 
$
167,969
 
 
$
479,067
 
$
331,241
 
 
 
 
 
 
 
 
 
 
 
 
GAAP subscription margin percentage
 
 
83.0
%
 
84.5
%
 
 
83.4
%
 
84.5
%
Non-GAAP subscription margin percentage
 
 
83.6
%
 
85.5
%
 
 
83.9
%
 
85.5
%

 

Reconciliation of free cash flow

(in thousands)

 
 
Three Months Ended June 30,
 
 
Six Months Ended June 30,
 
 
 
2021
 
2020
 
 
2021
 
2020
 
GAAP net cash and cash equivalents provided by (used in) operating
activities
 
$
38,191
 
$
(33,690
)
 
$
100,891
 
$
(10,679
)
Purchases of property and equipment
 
 
(6,779
)
 
(8,799
)
 
 
(10,746
)
 
(19,897
)
Capitalization of software development costs
 
 
(9,080
)
 
(5,394
)
 
 
(16,421
)
 
(10,163
)
Repayment of 2022 Convertible Notes attributable to the debt discount
 
 
3,223
 
 
48,675
 
 
 
13,028
 
 
48,674
 
Free cash flow
 
$
25,555
 
$
792
 
 
$
86,752
 
$
7,935
 

 

Reconciliation of operating cash flow

(in thousands)
 
 
Three Months Ended June 30,
 
 
Six Months Ended June 30,
 
 
 
2021
 
2020
 
 
2021
 
2020
 
GAAP net cash and cash equivalents provided by (used in) operating
activities
 
$
38,191
 
$
(33,690
)
 
$
100,891
 
$
(10,679
)
Repayment of 2022 Convertible Notes attributable to the debt discount
 
 
3,223
 
 
48,675
 
 
 
13,028
 
 
48,674
 
Operating cash flow, excluding repayment of convertible debt
 
$
41,414
 
$
14,985
 
 
$
113,919
 
$
37,995
 

 

Reconciliation of forecasted non-GAAP operating income

(in thousands, except percentages)

 
Three Months Ended September 30, 2021
 
 
Year Ended
December 31, 2021
 
GAAP operating income range
($13,401)-($11,401)
 
 
($54,066)-($52,066)
 
Stock-based compensation
 
39,740
 
 
 
157,720
 
Amortization of acquired intangible assets
 
325
 
 
 
1,330
 
Acquisition related expenses
 
336
 
 
 
2,016
 
Non-GAAP operating income range
$27,000-$29,000
 
 
$107,000-$109,000
 

 

Reconciliation of forecasted non-GAAP net income and non-GAAP net income per share

(in thousands, except per share amounts)

 
Three Months Ended September 30, 2021
 
 
Year Ended
December 31, 2021
 
GAAP net loss range
($20,790)-($19,540)
 
 
($84,157)-($82,907)
 
Stock-based compensation
 
39,740
 
 
 
157,720
 
Amortization of acquired intangible assets
 
325
 
 
 
1,330
 
Acquisition related expenses
 
336
 
 
 
2,016
 
Non-cash interest expense for amortization of debt discount and debt issuance costs
 
5,970
 
 
 
24,605
 
Income tax effects of non-GAAP items
(4,081)-(4,331)
 
 
(16,914)-(17,164)
 
Non-GAAP net income range
$21,500-$22,500
 
 
$84,600-$85,600
 
 
 
 
 
 
 
GAAP net income per basic and diluted share
($0.44)-($0.42)
 
 
($1.80)-($1.77)
 
Non-GAAP net income per diluted share
$0.42-$0.44
 
 
$1.67-$1.69
 
 
 
 
 
 
 
 
 
 
 
 
 
Weighted average common shares used in computing GAAP basic and diluted net loss per share:
 
46,992
 
 
 
46,856
 
 
 
 
 
 
 
Weighted average common shares used in computing non-GAAP diluted net loss per share:
 
50,607
 
 
 
50,516
 
HubSpot’s estimates of stock-based compensation, amortization of acquired intangible assets, acquisition-related expenses, non-cash interest expense for amortization of debt discount and debt issuance costs, gain on strategic investment, loss on equity method investment, loss on early extinguishment of 2022 Convertible Notes, and income tax effects of non-GAAP items assume, among other things, the occurrence of no additional acquisitions, investments or restructurings, and no further revisions to stock-based compensation and related expenses.

 

Non-GAAP Financial Measures
We report our financial results in accordance with accounting principles generally accepted in the United States of America, or GAAP. However, management believes that, in order to properly understand our short-term and long-term financial and operational trends, investors may wish to consider the impact of certain non-cash or non-recurring items when used as a supplement to financial performance measures in accordance with GAAP. These items result from facts and circumstances that vary in frequency and impact on continuing operations. In this release, HubSpot’s non-GAAP operating income, operating margin, subscription margin, expense, expense as a percentage of revenue, net income, operating and free cash flow are not presented in accordance with GAAP and are not intended to be used in lieu of GAAP presentations of results of operations. Free cash flow is defined as cash and cash equivalents provided by or used in operating activities less purchases of property and equipment and capitalization of software development costs, plus repayments of convertible notes attributable to debt discount. We believe information regarding free cash flow provides useful information to investors in understanding and evaluating the strength of liquidity and available cash and the exclusion of repayments of convertible notes attributable to debt discount provides a comparable framework for assessing how our business performed when compared to prior periods and also aligns the non-GAAP treatment of our debt discount that is amortized as non-cash interest expense.

Management believes that these non-GAAP financial measures provide additional means of evaluating period-over-period operating performance. Specifically, these non-GAAP financial measures provide management with additional means to understand and evaluate the operating results and trends in our ongoing business by eliminating certain non-cash expenses and other items that management believes might otherwise make comparisons of our ongoing business with prior periods more difficult, obscure trends in ongoing operations, or reduce management’s ability to make useful forecasts. In addition, management understands that some investors and financial analysts find this information helpful in analyzing our financial and operational performance and comparing this performance to our peers and competitors. However, these non-GAAP financial measures have limitations as an analytical tool and are not intended to be an alternative to financial measures prepared in accordance with GAAP. In addition, it should be noted that these non-GAAP financial measures may be different from non-GAAP measures used by other companies. We intend to provide these non-GAAP financial measures as part of our future earnings discussions and, therefore, the inclusion of these non-GAAP financial measures will provide consistency in our financial reporting. Management may, however, utilize other measures to illustrate performance in the future. Investors are encouraged to review the reconciliation of these non-GAAP measures to their most directly comparable GAAP financial measures. A reconciliation of our non-GAAP financial measures to their most directly comparable GAAP measures has been provided in the financial statement tables included above in this press release.
 
These non-GAAP measures exclude stock-based compensation, amortization of acquired intangible assets, acquisition related expenses, non-cash interest expense for the amortization of debt discount debt issuance costs, loss on early extinguishment of 2022 Convertible Notes, gain or loss on strategic investments, loss on equity method investment, and account for the income tax effects of the exclusion of these non-GAAP items. We believe investors may want to incorporate the effects of these items in order to compare our financial performance with that of other companies and between time periods:
 
  1. Stock-based compensation is a non-cash expense accounted for in accordance with FASB ASC Topic 718. We believe that the exclusion of stock-based compensation expense allows for financial results that are more indicative of our operational performance and provide for a useful comparison of our operating results to prior periods and to our peer companies because stock-based compensation expense varies from period to period and company to company due to such things as differing valuation methodologies and changes in stock price.

  2. Expense for the amortization of acquired intangible assets, excluding backlog acquired intangible assets amortized as contra revenue, is excluded from non-GAAP expense and income measures as HubSpot views amortization of these assets as arising from pre-acquisition activities determined at the time of an acquisition. While these intangible assets are evaluated for impairment regularly, amortization of the cost of purchased intangibles is a non-cash expense that is not typically affected by operations during any particular period. Valuation and subsequent amortization of intangible assets can also be inconsistent in amount and frequency because they can significantly vary based on the timing and size of acquisitions and the inherently subjective nature of the degree to which a purchase price is allocated to intangible assets. We believe that the exclusion of this amortization expense provides for a useful comparison of our operating results to prior periods, for which we have historically excluded amortization expense, and to our peer companies, which commonly exclude acquired intangible asset amortization. It is important to note that although we exclude amortization of acquired intangible assets from our non-GAAP expense and income measures, revenue generated from such intangibles is included within our non-GAAP income measures. The use of these intangible assets contributed to our revenues earned during the periods presented and will contribute to future periods as well.

  3. Acquisition related expenses, such as transaction costs and retention payments, are expenses that are not necessarily reflective of operational performance during a period. We believe that the exclusion of these expenses provides for a useful comparison of our operating results to prior periods and to our peer companies, which commonly exclude these expenses.

  4. In May 2017, the Company issued $400 million of convertible notes due in 2022 with a coupon interest rate of 0.25%. In June 2020, the Company issued $460 million of convertible notes due in 2025 with a coupon interest rate of 0.375%. The imputed interest rates of the convertible senior notes were approximately 6.87% and 5.71%, respectively. This is a result of the debt discount recorded for the conversion feature that is required to be separately accounted for as equity, and debt issuance costs, which reduce the carrying value of the convertible debt instrument. The debt discount is amortized as interest expense together with the issuance costs of the debt. The expense for the amortization of debt discount and debt issuance costs is a non-cash item, and we believe the exclusion of this non-cash interest expense provides for a useful comparison of our operating results to prior periods and to our peer companies.

    In the three months ended June 30, 2021, the Company settled $12.7 million of the principal balance of the 2022 Notes in cash and in the six months ended June 30, 2021, the Company settled $57.2 million of the principal balance of the 2022 Notes in cash. In connection with these settlements, the Company recorded a $0.7 million and $3.1 million loss on early extinguishment of debt in the three and six months ended June 30, 2021. The loss represents the difference between the fair value and carrying value of the debt extinguished. The amount of this charge may be inconsistent in size and varies depending on the timing of the repurchase of debt. In connection with the debt extinguishment, approximately $3.2 million and $13.0 million of the repayment of convertible notes that is attributable to debt discount was classified as cash used in operating activities in the three and six months ended June 30, 2021. Throughout the remainder of 2021 and until the maturity of the notes that are due in 2022, the Company has repaid, and will continue to repay early conversions of these notes. These activities are not considered reflective of our recurring core business operating results. As such, we believe the exclusion of these expenses and payments provides for a useful comparison of our operating results to prior periods and to our peer companies.

  5. Strategic investments consist of non-controlling equity investments in privately held companies. The recognition of gains or losses can vary significantly across periods and we do not view them to be indicative of our fundamental operating activities and believe the exclusion of gains or losses provides for a useful comparison of our operating results to prior periods and to our peer companies.

  6. We made a contribution to the Black Economic Development Fund (the “investee”) managed by the Local Initiatives Support Corporation and have commitments to make additional capital contributions.  We account for this investment under the equity method of accounting. The proportionate share of our equity method investee's net earnings have been excluded in order to provide a comparable view of our operating results to prior periods and to our peer companies.  We believe this activity is not reflective of our recurring core business operating results.

  7. The effects of income taxes on non-GAAP items reflect a fixed long-term projected tax rate of 20% to provide better consistency across reporting periods. To determine this long-term non-GAAP tax rate, we exclude the impact of other non-GAAP adjustments and take into account other factors such as our current operating structure and existing tax positions in various jurisdictions. We will periodically reevaluate this tax rate, as necessary, for significant events such as relevant tax law changes and material changes in our forecasted geographic earnings mix.

 

Investor Relations Contact:
Charles MacGlashing
investors@hubspot.com