Published on November 3, 2021
CAMBRIDGE, MA (November 3, 2021) — HubSpot, Inc. (NYSE: HUBS), the customer relationship management (CRM) platform for scaling companies, today announced financial results for the third quarter ended September 30, 2021.
Financial Highlights:
Business Outlook
Based on information available as of November 3, 2021, HubSpot is issuing guidance for the fourth quarter of 2021 and full year 2021 as indicated below.
Fourth Quarter 2021:
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 November 3, 2021 at 4:30 p.m. Eastern Time (ET) to discuss the company’s third 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) 770-2030 (domestic) or (647) 362-9199 (international). The replay passcode is 41811. An archived webcast of this conference call will also be available on HubSpot's Investor Relations website at ir.hubspot.com.
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 128,000 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 fourth fiscal quarter of and full year 2021; and statements regarding our positioning for future growth and market leadership; 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
|
|
September 30,
|
|
|
December 31,
|
|
||
|
|
2021
|
|
|
2020
|
|
||
Assets
|
|
|
|
|
|
|
||
Current assets:
|
|
|
|
|
|
|
||
Cash and cash equivalents
|
|
$
|
288,334
|
|
|
$
|
378,123
|
|
Short-term investments
|
|
|
882,340
|
|
|
|
873,073
|
|
Accounts receivable
|
|
|
126,673
|
|
|
|
126,433
|
|
Deferred commission expense
|
|
|
57,475
|
|
|
|
44,576
|
|
Prepaid expenses and other current assets
|
|
|
56,242
|
|
|
|
34,716
|
|
Total current assets
|
|
|
1,411,064
|
|
|
|
1,456,921
|
|
Long-term investments
|
|
|
114,738
|
|
|
|
30,697
|
|
Property and equipment, net
|
|
|
94,727
|
|
|
|
101,123
|
|
Capitalized software development costs, net
|
|
|
37,982
|
|
|
|
24,943
|
|
Right-of-use assets
|
|
|
285,273
|
|
|
|
275,893
|
|
Deferred commission expense, net of current portion
|
|
|
37,642
|
|
|
|
28,296
|
|
Other assets
|
|
|
25,570
|
|
|
|
13,893
|
|
Intangible assets, net
|
|
|
11,075
|
|
|
|
10,282
|
|
Goodwill
|
|
|
47,404
|
|
|
|
31,318
|
|
Total assets
|
|
$
|
2,065,475
|
|
|
$
|
1,973,366
|
|
Liabilities and stockholders’ equity
|
|
|
|
|
|
|
||
Current liabilities:
|
|
|
|
|
|
|
||
Accounts payable
|
|
$
|
1,944
|
|
|
$
|
13,540
|
|
Accrued compensation costs
|
|
|
64,319
|
|
|
|
44,054
|
|
Accrued expenses and other current liabilities
|
|
|
64,691
|
|
|
|
37,184
|
|
Convertible senior notes
|
|
|
21,269
|
|
|
|
7,837
|
|
Operating lease liabilities
|
|
|
25,216
|
|
|
|
30,020
|
|
Deferred revenue
|
|
|
372,381
|
|
|
|
312,866
|
|
Total current liabilities
|
|
|
549,820
|
|
|
|
445,501
|
|
Operating lease liabilities, net of current portion
|
|
|
289,536
|
|
|
|
279,664
|
|
Deferred revenue, net of current portion
|
|
|
3,498
|
|
|
|
3,636
|
|
Other long-term liabilities
|
|
|
11,833
|
|
|
|
10,811
|
|
Convertible senior notes, net of current portion
|
|
|
378,795
|
|
|
|
471,099
|
|
Total liabilities
|
|
|
1,233,482
|
|
|
|
1,210,711
|
|
Stockholders’ equity:
|
|
|
|
|
|
|
||
Common stock
|
|
|
47
|
|
|
|
46
|
|
Additional paid-in capital
|
|
|
1,375,982
|
|
|
|
1,241,167
|
|
Accumulated other comprehensive income
|
|
|
591
|
|
|
|
4,603
|
|
Accumulated deficit
|
|
|
(544,627
|
)
|
|
|
(483,161
|
)
|
Total stockholders’ equity
|
|
|
831,993
|
|
|
|
762,655
|
|
Total liabilities and stockholders’ equity
|
|
$
|
2,065,475
|
|
|
$
|
1,973,366
|
|
Consolidated Statements of Operations
|
For the Three Months Ended September 30,
|
|
|
For the Nine Months Ended September 30,
|
|
||||||||||
|
2021
|
|
|
2020
|
|
|
2021
|
|
|
2020
|
|
||||
Revenues:
|
|
|
|
|
|
|
|
|
|
|
|
||||
Subscription
|
$
|
328,975
|
|
|
$
|
221,058
|
|
|
$
|
899,661
|
|
|
$
|
608,702
|
|
Professional services and other
|
|
10,220
|
|
|
|
7,327
|
|
|
|
31,688
|
|
|
|
22,259
|
|
Total revenue
|
|
339,195
|
|
|
|
228,385
|
|
|
|
931,349
|
|
|
|
630,961
|
|
Cost of revenues:
|
|
|
|
|
|
|
|
|
|
|
|
||||
Subscription
|
|
57,547
|
|
|
|
33,181
|
|
|
|
152,533
|
|
|
|
93,316
|
|
Professional services and other
|
|
12,059
|
|
|
|
9,422
|
|
|
|
34,685
|
|
|
|
26,348
|
|
Total cost of revenues
|
|
69,606
|
|
|
|
42,603
|
|
|
|
187,218
|
|
|
|
119,664
|
|
Gross profit
|
|
269,589
|
|
|
|
185,782
|
|
|
|
744,131
|
|
|
|
511,297
|
|
Operating expenses:
|
|
|
|
|
|
|
|
|
|
|
|
||||
Research and development
|
|
78,473
|
|
|
|
54,456
|
|
|
|
218,973
|
|
|
|
150,026
|
|
Sales and marketing
|
|
170,016
|
|
|
|
119,299
|
|
|
|
468,836
|
|
|
|
324,230
|
|
General and administrative
|
|
36,027
|
|
|
|
27,488
|
|
|
|
102,883
|
|
|
|
80,228
|
|
Total operating expenses
|
|
284,516
|
|
|
|
201,243
|
|
|
|
790,692
|
|
|
|
554,484
|
|
Loss from operations
|
|
(14,927
|
)
|
|
|
(15,461
|
)
|
|
|
(46,561
|
)
|
|
|
(43,187
|
)
|
Other expense:
|
|
|
|
|
|
|
|
|
|
|
|
||||
Interest income
|
|
230
|
|
|
|
958
|
|
|
|
1,046
|
|
|
|
7,150
|
|
Interest expense
|
|
(7,798
|
)
|
|
|
(7,062
|
)
|
|
|
(24,376
|
)
|
|
|
(29,823
|
)
|
Other income (expense)
|
|
9,877
|
|
|
|
(7
|
)
|
|
|
11,064
|
|
|
|
(1,152
|
)
|
Total other income (expense)
|
|
2,309
|
|
|
|
(6,111
|
)
|
|
|
(12,266
|
)
|
|
|
(23,825
|
)
|
Loss before income tax expense
|
|
(12,618
|
)
|
|
|
(21,572
|
)
|
|
|
(58,827
|
)
|
|
|
(67,012
|
)
|
Income tax expense
|
|
(1,117
|
)
|
|
|
(926
|
)
|
|
|
(2,639
|
)
|
|
|
(2,603
|
)
|
Net loss
|
$
|
(13,735
|
)
|
|
$
|
(22,498
|
)
|
|
$
|
(61,466
|
)
|
|
$
|
(69,615
|
)
|
Net loss per share, basic and diluted
|
$
|
(0.29
|
)
|
|
$
|
(0.49
|
)
|
|
$
|
(1.31
|
)
|
|
$
|
(1.57
|
)
|
Weighted average common shares used in
computing basic and diluted net loss per share: |
|
47,044
|
|
|
|
45,627
|
|
|
|
46,752
|
|
|
|
44,346
|
|
Consolidated Statements of Cash Flows
|
For the Three Months Ended September 30,
|
|
|
For the Nine Months Ended September 30,
|
|
||||||||||
|
2021
|
|
|
2020
|
|
|
2021
|
|
|
2020
|
|
||||
Operating Activities:
|
|
|
|
|
|
|
|
|
|
|
|
||||
Net loss
|
|
(13,735
|
)
|
|
$
|
(22,498
|
)
|
|
$
|
(61,466
|
)
|
|
$
|
(69,615
|
)
|
Adjustments to reconcile net loss to net cash and cash equivalents provided
by operating activities |
|
|
|
|
|
|
|
|
|
|
|
||||
Depreciation and amortization
|
|
11,452
|
|
|
|
9,384
|
|
|
|
33,188
|
|
|
|
27,067
|
|
Stock-based compensation
|
|
44,987
|
|
|
|
31,186
|
|
|
|
120,847
|
|
|
|
90,022
|
|
Loss on early extinguishment of 2022 Convertible Notes
|
|
1,736
|
|
|
—
|
|
|
|
4,824
|
|
|
|
10,493
|
|
|
Repayment of 2022 Convertible Notes attributable to the debt discount
|
|
(11,429
|
)
|
|
—
|
|
|
|
(24,457
|
)
|
|
|
(48,675
|
)
|
|
Gain on strategic investments
|
|
(10,717
|
)
|
|
—
|
|
|
|
(11,739
|
)
|
|
—
|
|
||
Gain on termination of operating leases
|
|
(4,276
|
)
|
|
—
|
|
|
|
(4,276
|
)
|
|
—
|
|
||
Loss on disposal of fixed assets
|
|
6,468
|
|
|
—
|
|
|
|
6,468
|
|
|
—
|
|
||
Benefit from deferred income taxes
|
|
(201
|
)
|
|
|
(314
|
)
|
|
|
(1,321
|
)
|
|
|
(736
|
)
|
Amortization of debt discount and issuance costs
|
|
5,603
|
|
|
|
6,526
|
|
|
|
18,115
|
|
|
|
18,188
|
|
Amortization (accretion) of bond discount
|
|
1,273
|
|
|
|
(226
|
)
|
|
|
2,943
|
|
|
|
(3,716
|
)
|
Unrealized currency translation
|
|
323
|
|
|
|
(305
|
)
|
|
|
603
|
|
|
|
(121
|
)
|
Changes in assets and liabilities
|
|
|
|
|
|
|
|
|
|
|
|
||||
Accounts receivable
|
|
(11,189
|
)
|
|
|
(6,311
|
)
|
|
|
(2,249
|
)
|
|
|
(380
|
)
|
Prepaid expenses and other assets
|
|
545
|
|
|
|
(2,176
|
)
|
|
|
(7,149
|
)
|
|
|
(22,596
|
)
|
Deferred commission expense
|
|
(7,969
|
)
|
|
|
(5,514
|
)
|
|
|
(24,371
|
)
|
|
|
(11,351
|
)
|
Right-of-use assets
|
|
8,401
|
|
|
|
9,184
|
|
|
|
26,948
|
|
|
|
22,582
|
|
Accounts payable
|
|
(10,682
|
)
|
|
|
1,233
|
|
|
|
(11,951
|
)
|
|
|
3,070
|
|
Accrued expenses and other liabilities
|
|
22,651
|
|
|
|
13,336
|
|
|
|
38,184
|
|
|
|
13,780
|
|
Operating lease liabilities
|
|
(8,048
|
)
|
|
|
(9,202
|
)
|
|
|
(26,422
|
)
|
|
|
(21,516
|
)
|
Deferred revenue
|
|
17,460
|
|
|
|
14,364
|
|
|
|
66,825
|
|
|
|
21,492
|
|
Net cash and cash equivalents provided by operating
activities |
|
42,653
|
|
|
|
38,667
|
|
|
|
143,544
|
|
|
|
27,988
|
|
Investing Activities:
|
|
|
|
|
|
|
|
|
|
|
|
||||
Purchases of investments
|
|
(383,268
|
)
|
|
|
(410,414
|
)
|
|
|
(1,037,331
|
)
|
|
|
(1,377,442
|
)
|
Maturities of investments
|
|
344,174
|
|
|
|
303,268
|
|
|
|
940,776
|
|
|
|
1,013,270
|
|
Sale of investments
|
—
|
|
|
—
|
|
|
—
|
|
|
|
10,932
|
|
|||
Equity method investment
|
—
|
|
|
—
|
|
|
|
(3,100
|
)
|
|
—
|
|
|||
Acquisition of a business, net of cash acquired
|
—
|
|
|
—
|
|
|
|
(16,810
|
)
|
|
—
|
|
|||
Purchases of property and equipment
|
|
(6,653
|
)
|
|
|
(7,856
|
)
|
|
|
(17,399
|
)
|
|
|
(27,753
|
)
|
Capitalization of software development costs
|
|
(9,217
|
)
|
|
|
(5,481
|
)
|
|
|
(25,638
|
)
|
|
|
(15,644
|
)
|
Purchases of strategic investments
|
|
(4,000
|
)
|
|
|
(1,000
|
)
|
|
|
(10,202
|
)
|
|
|
(2,000
|
)
|
Net cash and cash equivalents used in investing activities
|
|
(58,964
|
)
|
|
|
(121,483
|
)
|
|
|
(169,704
|
)
|
|
|
(398,637
|
)
|
Financing Activities:
|
|
|
|
|
|
|
|
|
|
|
|
||||
Proceeds from issuance of 2025 Convertible Notes, net of issuance costs paid
of $9.9 million |
—
|
|
|
|
(491
|
)
|
|
—
|
|
|
|
450,123
|
|
||
Proceeds from settlement of Convertible Note Hedges related to the 2022
Convertible Notes |
|
4
|
|
|
—
|
|
|
|
729
|
|
|
|
362,492
|
|
|
Payments for settlement of Warrants related to the 2022 Convertible Notes
|
—
|
|
|
—
|
|
|
—
|
|
|
|
(327,543
|
)
|
|||
Repayment of 2022 Convertible Notes attributable to the principal
|
|
(35,019
|
)
|
|
—
|
|
|
|
(80,428
|
)
|
|
|
(234,366
|
)
|
|
Payments for Capped Call Options related to the 2025 Convertible Notes
|
—
|
|
|
—
|
|
|
—
|
|
|
|
(50,600
|
)
|
|||
Employee taxes paid related to the net share settlement of stock-based awards
|
|
(4,815
|
)
|
|
|
(2,437
|
)
|
|
|
(11,728
|
)
|
|
|
(4,637
|
)
|
Proceeds related to the issuance of common stock under stock plans
|
|
9,256
|
|
|
|
7,048
|
|
|
|
34,124
|
|
|
|
22,256
|
|
Repayments of finance lease obligations
|
—
|
|
|
—
|
|
|
—
|
|
|
|
(28
|
)
|
|||
Net cash and cash equivalents (used in) provided by financing
activities |
|
(30,574
|
)
|
|
|
4,120
|
|
|
|
(57,303
|
)
|
|
|
217,697
|
|
Effect of exchange rate changes on cash, cash equivalents and restricted cash
|
|
(3,117
|
)
|
|
|
2,505
|
|
|
|
(6,326
|
)
|
|
|
2,361
|
|
Net increase in cash, cash equivalents and restricted cash
|
|
(50,002
|
)
|
|
|
(76,191
|
)
|
|
|
(89,789
|
)
|
|
|
(150,591
|
)
|
Cash, cash equivalents and restricted cash, beginning of period
|
|
341,365
|
|
|
|
204,115
|
|
|
|
381,152
|
|
|
|
278,515
|
|
Cash, cash equivalents and restricted cash, end of period
|
$
|
291,363
|
|
|
$
|
127,924
|
|
|
$
|
291,363
|
|
|
$
|
127,924
|
|
Reconciliation of non-GAAP operating income and operating margin
|
Three Months Ended September 30,
|
|
|
Nine Months Ended September 30,
|
|
||||||||
|
2021
|
|
2020
|
|
|
2021
|
|
2020
|
|
||||
GAAP operating loss
|
$
|
(14,927
|
)
|
$
|
(15,461
|
)
|
|
$
|
(46,561
|
)
|
$
|
(43,187
|
)
|
Stock-based compensation
|
|
44,987
|
|
|
31,186
|
|
|
|
120,847
|
|
|
90,022
|
|
Amortization of acquired intangible assets
|
|
326
|
|
|
462
|
|
|
|
1,008
|
|
|
2,260
|
|
Acquisition related expenses
|
|
350
|
|
|
340
|
|
|
|
1,917
|
|
|
1,191
|
|
Gain on termination of operating leases
|
|
(4,276
|
)
|
|
—
|
|
|
|
(4,276
|
)
|
|
—
|
|
Loss on disposal of fixed assets
|
|
6,468
|
|
|
—
|
|
|
|
6,468
|
|
|
—
|
|
Non-GAAP operating income
|
$
|
32,928
|
|
$
|
16,527
|
|
|
$
|
79,403
|
|
$
|
50,286
|
|
|
|
|
|
|
|
|
|
|
|
||||
GAAP operating margin
|
|
(4.4
|
%)
|
|
(6.8
|
%)
|
|
|
(5.0
|
%)
|
|
(6.8
|
%)
|
Non-GAAP operating margin
|
|
9.7
|
%
|
|
7.2
|
%
|
|
|
8.5
|
%
|
|
8.0
|
%
|
Reconciliation of non-GAAP net income
|
Three Months Ended September 30,
|
|
|
Nine Months Ended September 30,
|
|
||||||||
|
2021
|
|
2020
|
|
|
2021
|
|
2020
|
|
||||
GAAP net loss
|
$
|
(13,735
|
)
|
|
(22,498
|
)
|
|
$
|
(61,466
|
)
|
$
|
(69,615
|
)
|
Stock-based compensation
|
|
44,987
|
|
|
31,186
|
|
|
|
120,847
|
|
|
90,022
|
|
Amortization of acquired intangibles assets
|
|
326
|
|
|
462
|
|
|
|
1,008
|
|
|
2,260
|
|
Acquisition related expenses
|
|
350
|
|
|
340
|
|
|
|
1,917
|
|
|
1,191
|
|
Gain on termination of operating leases
|
|
(4,276
|
)
|
|
—
|
|
|
|
(4,276
|
)
|
|
—
|
|
Loss on disposal of fixed assets
|
|
6,468
|
|
|
—
|
|
|
|
6,468
|
|
|
—
|
|
Non-cash interest expense for amortization of debt discount
and debt issuance costs |
|
5,603
|
|
|
6,526
|
|
|
|
18,115
|
|
|
18,188
|
|
(Gain on) impairment of strategic investments
|
|
(10,717
|
)
|
|
—
|
|
|
|
(11,739
|
)
|
|
250
|
|
Loss on early extinguishment of 2022 Convertible Notes
|
|
1,736
|
|
|
—
|
|
|
|
4,824
|
|
|
10,493
|
|
Loss on equity method investment
|
|
137
|
|
|
—
|
|
|
|
221
|
|
|
—
|
|
Income tax effects of non-GAAP items
|
|
(5,282
|
)
|
|
(2,462
|
)
|
|
|
(13,073
|
)
|
|
(8,475
|
)
|
Non-GAAP net income
|
$
|
25,597
|
|
|
13,554
|
|
|
$
|
62,846
|
|
$
|
44,314
|
|
|
|
|
|
|
|
|
|
|
|
||||
Non-GAAP net income per share:
|
|
|
|
|
|
|
|
|
|
||||
Basic
|
$
|
0.54
|
|
$
|
0.30
|
|
|
$
|
1.34
|
|
$
|
1.00
|
|
Diluted
|
$
|
0.50
|
|
$
|
0.28
|
|
|
$
|
1.24
|
|
$
|
0.92
|
|
Shares used in non-GAAP per share calculations
|
|
|
|
|
|
|
|
|
|
||||
Basic
|
|
47,044
|
|
|
45,627
|
|
|
|
46,752
|
|
|
44,346
|
|
Diluted
|
|
50,804
|
|
|
48,961
|
|
|
|
50,628
|
|
|
48,348
|
|
Reconciliation of non-GAAP expense and expense as a percentage of revenue
|
Three Months Ended September 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
|
$
|
57,547
|
|
$
|
12,059
|
|
$
|
78,473
|
|
$
|
170,016
|
|
$
|
36,027
|
|
|
$
|
33,181
|
|
$
|
9,422
|
|
$
|
54,456
|
|
$
|
119,299
|
|
$
|
27,488
|
|
Stock -based compensation
|
|
(1,660
|
)
|
|
(748
|
)
|
|
(18,449
|
)
|
|
(17,302
|
)
|
|
(6,828
|
)
|
|
|
(1,140
|
)
|
|
(652
|
)
|
|
(10,244
|
)
|
|
(13,300
|
)
|
|
(5,850
|
)
|
Amortization of acquired
intangible assets |
|
(234
|
)
|
|
—
|
|
|
—
|
|
|
(92
|
)
|
|
—
|
|
|
|
(442
|
)
|
|
—
|
|
|
—
|
|
|
(20
|
)
|
|
—
|
|
Acquisition related expenses
|
|
—
|
|
|
—
|
|
|
(337
|
)
|
|
—
|
|
|
(13
|
)
|
|
|
—
|
|
|
—
|
|
|
(340
|
)
|
|
—
|
|
|
—
|
|
Gain on termination of
operating leases |
|
395
|
|
|
275
|
|
|
1,346
|
|
|
1,839
|
|
|
421
|
|
|
|
—
|
|
|
—
|
|
|
—
|
|
|
—
|
|
|
—
|
|
Loss on disposal of fixed assets
|
|
(600
|
)
|
|
(415
|
)
|
|
(2,036
|
)
|
|
(2,781
|
)
|
|
(636
|
)
|
|
|
—
|
|
|
—
|
|
|
—
|
|
|
—
|
|
|
—
|
|
Non-GAAP expense
|
$
|
55,448
|
|
$
|
11,171
|
|
$
|
58,997
|
|
$
|
151,680
|
|
$
|
28,971
|
|
|
$
|
31,599
|
|
$
|
8,770
|
|
$
|
43,872
|
|
$
|
105,979
|
|
$
|
21,638
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
||||||||||
GAAP expense as a
percentage of revenue |
|
17.0
|
%
|
|
3.6
|
%
|
|
23.1
|
%
|
|
50.1
|
%
|
|
10.6
|
%
|
|
|
14.5
|
%
|
|
4.1
|
%
|
|
23.8
|
%
|
|
52.2
|
%
|
|
12.0
|
%
|
Non-GAAP expense as a
percentage of revenue |
|
16.3
|
%
|
|
3.3
|
%
|
|
17.4
|
%
|
|
44.7
|
%
|
|
8.5
|
%
|
|
|
13.8
|
%
|
|
3.8
|
%
|
|
19.2
|
%
|
|
46.4
|
%
|
|
9.5
|
%
|
|
Nine Months Ended September 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
|
$
|
152,533
|
|
$
|
34,685
|
|
$
|
218,973
|
|
$
|
468,836
|
|
$
|
102,883
|
|
|
$
|
93,316
|
|
$
|
26,348
|
|
$
|
150,026
|
|
$
|
324,230
|
|
$
|
80,228
|
|
Stock -based compensation
|
|
(4,556
|
)
|
|
(2,270
|
)
|
|
(45,014
|
)
|
|
(49,902
|
)
|
|
(19,105
|
)
|
|
|
(3,114
|
)
|
|
(1,885
|
)
|
|
(29,063
|
)
|
|
(36,984
|
)
|
|
(18,976
|
)
|
Amortization of acquired
intangible assets |
|
(709
|
)
|
|
—
|
|
|
—
|
|
|
(299
|
)
|
|
—
|
|
|
|
(2,201
|
)
|
|
—
|
|
|
—
|
|
|
(59
|
)
|
|
—
|
|
Acquisition related expenses
|
|
—
|
|
|
—
|
|
|
(1,021
|
)
|
|
(367
|
)
|
|
(529
|
)
|
|
|
—
|
|
|
—
|
|
|
(1,001
|
)
|
|
—
|
|
|
(190
|
)
|
Gain on termination of
operating leases |
|
395
|
|
|
275
|
|
|
1,346
|
|
|
1,839
|
|
|
421
|
|
|
|
—
|
|
|
—
|
|
|
—
|
|
|
—
|
|
|
—
|
|
Loss on disposal of fixed assets
|
|
(600
|
)
|
|
(415
|
)
|
|
(2,036
|
)
|
|
(2,781
|
)
|
|
(636
|
)
|
|
|
—
|
|
|
—
|
|
|
—
|
|
|
—
|
|
|
—
|
|
Non-GAAP expense
|
$
|
147,063
|
|
$
|
32,275
|
|
$
|
172,248
|
|
$
|
417,326
|
|
$
|
83,034
|
|
|
$
|
88,001
|
|
$
|
24,463
|
|
$
|
119,962
|
|
$
|
287,187
|
|
$
|
61,062
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
|
||||||||||
GAAP expense as a
percentage of revenue |
|
16.4
|
%
|
|
3.7
|
%
|
|
23.5
|
%
|
|
50.3
|
%
|
|
11.0
|
%
|
|
|
14.8
|
%
|
|
4.2
|
%
|
|
23.8
|
%
|
|
51.4
|
%
|
|
12.7
|
%
|
Non-GAAP expense as a
percentage of revenue |
|
15.8
|
%
|
|
3.5
|
%
|
|
18.5
|
%
|
|
44.8
|
%
|
|
8.9
|
%
|
|
|
13.9
|
%
|
|
3.9
|
%
|
|
19.0
|
%
|
|
45.5
|
%
|
|
9.7
|
%
|
Reconciliation of non-GAAP subscription margin
|
|
Three Months Ended September 30,
|
|
|
Nine Months Ended September 30,
|
|
||||||||
|
|
2021
|
|
2020
|
|
|
2021
|
|
2020
|
|
||||
GAAP subscription margin
|
|
$
|
271,428
|
|
$
|
187,877
|
|
|
$
|
747,128
|
|
$
|
515,386
|
|
Stock -based compensation
|
|
|
1,660
|
|
|
1,140
|
|
|
|
4,556
|
|
|
3,114
|
|
Amortization of acquired intangible assets
|
|
|
234
|
|
|
442
|
|
|
|
709
|
|
|
2,201
|
|
Gain on termination of operating leases
|
|
|
(395
|
)
|
|
—
|
|
|
|
(395
|
)
|
|
—
|
|
Loss on disposal of fixed assets
|
|
|
600
|
|
|
—
|
|
|
|
600
|
|
|
—
|
|
Non-GAAP subscription margin
|
|
$
|
273,527
|
|
$
|
189,459
|
|
|
$
|
752,598
|
|
$
|
520,701
|
|
|
|
|
|
|
|
|
|
|
|
|
||||
GAAP subscription margin percentage
|
|
|
82.5
|
%
|
|
85.0
|
%
|
|
|
83.0
|
%
|
|
84.7
|
%
|
Non-GAAP subscription margin percentage
|
|
|
83.1
|
%
|
|
85.7
|
%
|
|
|
83.7
|
%
|
|
85.5
|
%
|
Reconciliation of free cash flow
(in thousands)
|
|
Three Months Ended September 30,
|
|
|
Nine Months Ended September 30,
|
|
||||||||
|
|
2021
|
|
2020
|
|
|
2021
|
|
2020
|
|
||||
GAAP net cash and cash equivalents provided by operating
activities |
|
$
|
42,653
|
|
$
|
38,667
|
|
|
$
|
143,544
|
|
$
|
27,988
|
|
Purchases of property and equipment
|
|
|
(6,653
|
)
|
|
(7,856
|
)
|
|
|
(17,399
|
)
|
|
(27,753
|
)
|
Capitalization of software development costs
|
|
|
(9,217
|
)
|
|
(5,481
|
)
|
|
|
(25,638
|
)
|
|
(15,644
|
)
|
Repayment of 2022 Convertible Notes attributable to the debt discount
|
|
|
11,429
|
|
|
—
|
|
|
|
24,457
|
|
|
48,674
|
|
Free cash flow
|
|
$
|
38,212
|
|
$
|
25,330
|
|
|
$
|
124,964
|
|
$
|
33,265
|
|
Reconciliation of operating cash flow
|
|
Three Months Ended September 30,
|
|
|
Nine Months Ended September 30,
|
|
||||||||
|
|
2021
|
|
2020
|
|
|
2021
|
|
2020
|
|
||||
GAAP net cash and cash equivalents provided by operating
activities |
|
$
|
42,653
|
|
$
|
38,667
|
|
|
$
|
143,544
|
|
$
|
27,988
|
|
Repayment of 2022 Convertible Notes attributable to the debt discount
|
|
|
11,429
|
|
|
—
|
|
|
|
24,457
|
|
|
48,674
|
|
Operating cash flow, excluding repayment of convertible debt
|
|
$
|
54,082
|
|
$
|
38,667
|
|
|
$
|
168,001
|
|
$
|
76,662
|
|
Reconciliation of forecasted non-GAAP operating income
(in thousands, except percentages)
|
Three Months Ended December 31, 2021
|
|
|
Year Ended
December 31, 2021 |
|
||
GAAP operating income range
|
($10,266)-($8,266)
|
|
|
($55,102)-($53,102)
|
|
||
Stock-based compensation
|
|
43,831
|
|
|
|
162,564
|
|
Amortization of acquired intangible assets
|
|
323
|
|
|
|
1,330
|
|
Acquisition related expenses
|
|
112
|
|
|
|
2,016
|
|
Gain on termination of operating leases
|
|
—
|
|
|
|
(4,276
|
)
|
Loss on disposal of fixed assets
|
|
—
|
|
|
|
6,468
|
|
Non-GAAP operating income range
|
$34,000-$36,000
|
|
|
$113,000-$115,000
|
|
Reconciliation of forecasted non-GAAP net income and non-GAAP net income per share
(in thousands, except per share amounts)
|
Three Months Ended December 31, 2021
|
|
|
Year Ended
December 31, 2021 |
|
||
GAAP net loss range
|
($17,570)-($16,320)
|
|
|
($76,969)-($75,719)
|
|
||
Stock-based compensation
|
|
43,831
|
|
|
|
162,564
|
|
Amortization of acquired intangible assets
|
|
323
|
|
|
|
1,330
|
|
Acquisition related expenses
|
|
112
|
|
|
|
2,016
|
|
Gain on termination of operating leases
|
|
—
|
|
|
|
(4,276
|
)
|
Loss on disposal of fixed assets
|
|
—
|
|
|
|
6,468
|
|
Non-cash interest expense for amortization of debt discount and debt issuance costs
|
|
5,406
|
|
|
|
23,519
|
|
(Gain on) impairment of strategic investments
|
|
—
|
|
|
|
(11,739
|
)
|
Loss on early extinguishment of 2022 Convertible Notes
|
|
—
|
|
|
|
4,824
|
|
Loss on equity method investment
|
|
—
|
|
|
|
221
|
|
Income tax effects of non-GAAP items
|
(5,402)-(5,652)
|
|
|
(18,458)-(18,708)
|
|
||
Non-GAAP net income range
|
$26,700-$27,700
|
|
|
$89,500-$90,500
|
|
||
|
|
|
|
|
|
||
GAAP net income per basic and diluted share
|
($0.37)-($0.34)
|
|
|
($1.53)-($1.51)
|
|
||
Non-GAAP net income per diluted share
|
$0.52-$0.54
|
|
|
$1.76-$1.78
|
|
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 from operating cash flow 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.