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HubSpot Reports Q3 2024 Results

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HubSpot (NYSE: HUBS) reported strong Q3 2024 financial results with total revenue reaching $669.7 million, up 20% year-over-year. The company's subscription revenue grew 20% to $654.7 million, while professional services revenue increased 28% to $15.0 million. Non-GAAP operating margin improved to 18.7% from 16.5% in Q3'23, with operating income of $125.2 million. Customer base expanded to 238,128, marking a 23% increase. The company maintains a strong cash position of $2.1 billion and generated $164.0 million in non-GAAP operating cash flow. For Q4 2024, HubSpot expects revenue between $672.0-$674.0 million and full-year 2024 revenue of $2.597-$2.599 billion.

HubSpot (NYSE: HUBS) ha riportato risultati finanziari solidi per il terzo trimestre del 2024, con ricavi totali che hanno raggiunto 669,7 milioni di dollari, in aumento del 20% rispetto all'anno precedente. I ricavi delle sottoscrizioni sono cresciuti del 20%, arrivando a 654,7 milioni di dollari, mentre i ricavi dei servizi professionali sono aumentati del 28%, raggiungendo i 15,0 milioni di dollari. Il margine operativo non-GAAP è migliorato al 18,7%, rispetto al 16,5% del Q3'23, con un reddito operativo di 125,2 milioni di dollari. La base clienti è aumentata a 238.128, segnando un incremento del 23%. L'azienda mantiene una solida posizione di liquidità di 2,1 miliardi di dollari e ha generato 164,0 milioni di dollari in flusso di cassa operativo non-GAAP. Per il quarto trimestre del 2024, HubSpot prevede ricavi tra 672,0-674,0 milioni di dollari e ricavi totali per l'anno 2024 compresi tra 2,597-2,599 miliardi di dollari.

HubSpot (NYSE: HUBS) reportó sólidos resultados financieros en el tercer trimestre de 2024, con ingresos totales alcanzando 669,7 millones de dólares, un aumento del 20% interanual. Los ingresos por suscripciones crecieron un 20% hasta 654,7 millones de dólares, mientras que los ingresos por servicios profesionales aumentaron un 28%, alcanzando los 15,0 millones de dólares. El margen operativo no GAAP mejoró al 18,7% desde el 16,5% en el Q3'23, con un ingreso operativo de 125,2 millones de dólares. La base de clientes se expandió a 238.128, marcando un incremento del 23%. La compañía mantiene una fuerte posición de efectivo de 2,1 mil millones de dólares y generó 164,0 millones de dólares en flujo de caja operativo no GAAP. Para el cuarto trimestre de 2024, HubSpot espera ingresos entre 672,0-674,0 millones de dólares y un ingreso total para el año 2024 de 2,597-2,599 mil millones de dólares.

허브스팟 (NYSE: HUBS)은 2024년 3분기 강력한 재무 결과를 보고했으며, 총 수익은 6억 6,970만 달러에 이르며, 전년 대비 20% 증가했습니다. 회사의 구독 수익은 20% 증가하여 6억 5,470만 달러에 달했고, 전문 서비스 수익은 28% 증가하여 1,500만 달러에 이르렀습니다. 비-GAAP 운영 마진은 18.7%로 2023년 3분기의 16.5%에서 개선되었으며, 운영 수익은 1억 2,520만 달러에 달했습니다. 고객 기반은 238,128명으로 증가하여 23% 증가했습니다. 회사는 21억 달러의 강력한 현금 위치를 유지하고 있으며, 비-GAAP 운영 현금 흐름에서 1억 6,400만 달러를 생성했습니다. 2024년 4분기 동안 허브스팟은 6억 7,200만-6억 7,400만 달러의 수익을 예상하며, 2024년 전체 수익은 25억 9,700만-25억 9,900만 달러로 예상하고 있습니다.

HubSpot (NYSE: HUBS) a annoncé de solides résultats financiers pour le troisième trimestre 2024, avec un chiffre d'affaires total atteignant 669,7 millions de dollars, en hausse de 20 % d'une année sur l'autre. Les revenus d'abonnement ont augmenté de 20 % pour atteindre 654,7 millions de dollars, tandis que les revenus des services professionnels ont augmenté de 28 % pour atteindre 15,0 millions de dollars. La marge opérationnelle non-GAAP a amélioré à 18,7%, contre 16,5% au Q3'23, avec un bénéfice d'exploitation de 125,2 millions de dollars. La base de clients a été élargie à 238.128, enregistrant une augmentation de 23 %. L'entreprise maintient une solide position de liquidités de 2,1 milliards de dollars et a généré 164,0 millions de dollars de flux de trésorerie opérationnels non-GAAP. Pour le quatrième trimestre 2024, HubSpot s'attend à des revenus compris entre 672,0 et 674,0 millions de dollars et un chiffre d'affaires total pour l'année 2024 compris entre 2,597 et 2,599 milliards de dollars.

HubSpot (NYSE: HUBS) hat starke Finanzresultate für das dritte Quartal 2024 gemeldet, mit einem Gesamtumsatz von 669,7 Millionen Dollar, was einem Anstieg von 20% im Jahresvergleich entspricht. Der Umsatz aus Abonnements wuchs um 20% auf 654,7 Millionen Dollar, während die Einnahmen aus professionellen Dienstleistungen um 28% auf 15,0 Millionen Dollar anstiegen. Die Non-GAAP-Betriebsmarge verbesserte sich von 16,5% im Q3'23 auf 18,7%, mit einem Betriebsgewinn von 125,2 Millionen Dollar. Die Kundenbasis erweiterte sich auf 238.128, was einem Anstieg von 23% entspricht. Das Unternehmen hält eine starke Bargeldposition von 2,1 Milliarden Dollar und generierte 164,0 Millionen Dollar freien Cashflow nach Non-GAAP. Für das vierte Quartal 2024 erwartet HubSpot einen Umsatz zwischen 672,0 und 674,0 Millionen Dollar und einen Gesamtjahresumsatz 2024 von 2,597 - 2,599 Milliarden Dollar.

Positive
  • Revenue growth of 20% YoY to $669.7 million
  • Non-GAAP operating margin improved to 18.7% from 16.5%
  • Customer base grew 23% YoY to 238,128
  • Strong cash position of $2.1 billion
  • Non-GAAP operating cash flow increased to $164.0 million from $93.3 million
Negative
  • Average Subscription Revenue Per Customer decreased 2% YoY
  • GAAP operating loss of $9.6 million

CAMBRIDGE, Mass.--(BUSINESS WIRE)-- HubSpot, Inc. (NYSE: HUBS), the customer platform for scaling companies, today announced financial results for the third quarter ended September 30, 2024.

Financial Highlights:

Revenue

  • Total revenue was $669.7 million, up 20% compared to Q3'23.
    • Subscription revenue was $654.7 million, up 20% compared to Q3'23.
    • Professional services and other revenue was $15.0 million, up 28% compared to Q3'23.

Operating Income (Loss)

  • GAAP operating margin was (1.4%), compared to (3.3%) in Q3'23.
  • Non-GAAP operating margin was 18.7%, compared to 16.5% in Q3'23.
  • GAAP operating loss was ($9.6) million, compared to ($18.6) million in Q3'23.
  • Non-GAAP operating income was $125.2 million, compared to $92.1 million in Q3'23.

Net Income (Loss)

  • GAAP net income was $8.1 million, or $0.16 per basic and diluted share, compared to net loss of ($3.6) million, or ($0.07) per basic and diluted share in Q3'23.
  • Non-GAAP net income was $116.6 million, or $2.27 per basic and $2.18 per diluted share, compared to $84.9 million, or $1.70 per basic and $1.62 per diluted share in Q3'23.
  • Weighted average basic and diluted shares outstanding for GAAP net loss per share was 51.4 million, compared to 50.1 million basic and diluted shares in Q3'23.
  • Weighted average basic and diluted shares outstanding for non-GAAP net income per share was 51.4 million and 53.4 million, respectively, compared to 50.1 million and 52.5 million, respectively, in Q3'23.

Balance Sheet and Cash Flow

  • The company’s cash, cash equivalents, and short-term and long-term investments balance was $2.1 billion as of September 30, 2024.
  • During the third quarter, the company generated $159.5 million of cash from operating cash flow, compared to $89.0 million during Q3'23.
  • During the third quarter, the company generated $164.0 million of cash from non-GAAP operating cash flow and $129.2 million of non-GAAP free cash flow, compared to $93.3 million of cash from non-GAAP operating cash flow and $64.7 million of non-GAAP free cash flow during Q3'23.

Additional Recent Business Highlights

  • Grew Customers to 238,128 at September 30, 2024, up 23% from September 30, 2023.
  • Average Subscription Revenue Per Customer was $11,235 during the third quarter of 2024, down 2% compared to the third quarter of 2023.

“Q3 was another strong quarter of revenue growth, operating profit growth and customer growth,” said Yamini Rangan, Chief Executive Officer at HubSpot. “We hosted our annual INBOUND conference which was a huge success, showcasing over 200 new innovations, including the standout launches of Breeze and Breeze Intelligence. We are embedding AI across all our hubs and our entire platform to help SMBs grow. With our relentless focus on innovation with AI and solid momentum in Q3, I’m more confident than ever in HubSpot’s durable growth.”

Business Outlook
Based on information available as of November 6, 2024, HubSpot is issuing guidance for the fourth quarter of 2024 and full year 2024 as indicated below.

Fourth Quarter 2024:

  • Total revenue is expected to be in the range of $672.0 million to $674.0 million.
    • Foreign exchange rates are expected to have a 1 point tailwind to fourth quarter 2024 revenue growth(1).
  • Non-GAAP operating income is expected to be in the range of $128.0 million to $129.0 million.
  • Non-GAAP net income per common share is expected to be in the range of $2.18 to $2.20. This assumes approximately 53.8 million weighted average diluted shares outstanding.

Full Year 2024:

  • Total revenue is expected to be in the range of $2.597 billion to $2.599 billion.
    • Foreign exchange rates are expected to have a neutral impact to full year 2024 revenue growth(1).
  • Non-GAAP operating income is expected to be in the range of $455.0 million to $456.0 million.
  • Non-GAAP net income per common share is expected to be in the range of $7.98 to $8.00. This assumes approximately 53.4 million weighted average diluted shares outstanding.

(1) Foreign exchange rates impact on revenue is calculated by comparing current period rates with prior period average rates.

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, November 6, 2024 at 4:30 p.m. Eastern Time (ET) to discuss the company’s third quarter 2024 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.

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 the customer platform that helps businesses connect and grow better. HubSpot delivers seamless connection for customer-facing teams with a unified platform that includes AI-powered engagement hubs, a Smart CRM, and a connected ecosystem with over 1,500 App Marketplace integrations, a community network, and educational content. 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, foreign currency movement, and business outlook, including our financial guidance for the fourth 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. 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 customer platform; our ability to develop new products and technologies and differentiate our platform from competing products and technologies, including artificial intelligence and machine learning technologies; 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.

Consolidated Balance Sheets

(in thousands)

 

 

 

September 30,

 

 

December 31,

 

 

 

2024

 

 

2023(1)

 

Assets

 

 

 

 

 

 

Current assets:

 

 

 

 

 

 

Cash and cash equivalents

 

$

410,060

 

 

$

387,987

 

Short-term investments

 

 

1,527,928

 

 

 

1,000,245

 

Accounts receivable

 

 

278,893

 

 

 

295,303

 

Deferred commission expense

 

 

135,116

 

 

 

99,326

 

Prepaid expenses and other current assets

 

 

86,704

 

 

 

88,679

 

Total current assets

 

 

2,438,701

 

 

 

1,871,540

 

Long-term investments

 

 

165,623

 

 

 

325,703

 

Property and equipment, net

 

 

110,950

 

 

 

103,331

 

Capitalized software development costs, net

 

 

144,829

 

 

 

106,229

 

Right-of-use assets

 

 

225,922

 

 

 

251,071

 

Deferred commission expense, net of current portion

 

 

149,619

 

 

 

122,194

 

Other assets

 

 

112,045

 

 

 

75,247

 

Intangible assets, net

 

 

35,211

 

 

 

42,316

 

Goodwill

 

 

174,158

 

 

 

173,761

 

Total assets

 

$

3,557,058

 

 

$

3,071,392

 

Liabilities and stockholders’ equity

 

 

 

 

 

 

Current liabilities:

 

 

 

 

 

 

Accounts payable

 

$

5,267

 

 

$

9,106

 

Accrued compensation costs

 

 

83,602

 

 

 

53,462

 

Accrued commissions

 

 

88,418

 

 

 

78,169

 

Accrued expenses and other current liabilities

 

 

99,358

 

 

 

94,074

 

Operating lease liabilities

 

 

34,630

 

 

 

35,047

 

Convertible senior notes

 

 

457,674

 

 

 

Deferred revenue

 

 

719,595

 

 

 

672,150

 

Total current liabilities

 

 

1,488,544

 

 

 

942,008

 

Operating lease liabilities, net of current portion

 

 

265,706

 

 

 

296,561

 

Deferred revenue, net of current portion

 

 

4,232

 

 

 

5,810

 

Other long-term liabilities

 

 

46,694

 

 

 

36,459

 

Convertible senior notes, net of current portion

 

 

 

 

456,206

 

Total liabilities

 

 

1,805,176

 

 

 

1,737,044

 

Stockholders’ equity:

 

 

 

 

 

 

Common stock

 

 

51

 

 

 

50

 

Additional paid-in capital

 

 

2,550,974

 

 

 

2,136,908

 

Accumulated other comprehensive income

 

 

5,649

 

 

 

1,827

 

Accumulated deficit

 

 

(804,792

)

 

 

(804,437

)

Total stockholders’ equity

 

 

1,751,882

 

 

 

1,334,348

 

Total liabilities and stockholders’ equity

 

$

3,557,058

 

 

$

3,071,392

 

 

(1) In the three months ended March 31, 2024, we discovered an immaterial error in our calculation of Cost of Revenues—Subscription related to how we calculate contractual credits in one of our third-party vendor agreements. As a result, we have revised the Consolidated Statement of Operations by reducing Cost of Revenues- Subscription by $1.9 million for the three months ended September 30, 2023 and $5.9 million for the nine months ended September 30, 2023 to reflect the revised impact of the credits on that period. We have also revised the balance sheet as of December 31, 2023 to reflect the cumulative impact of the error on prior periods, resulting in a decrease to accrued expenses and other current liabilities and a decrease to accumulated deficit totaling $14.2 million. Lastly, we have updated certain line items within the operating section of the statement of cash flows for the three and nine months ended September 30, 2023 but note no net impact to cash flows provided by operating activities. Refer to our Form 10-Q for additional information.

Consolidated Statements of Operations

(in thousands, except per share data)

 

 

For the Three Months Ended September 30,

 

 

For the Nine Months Ended September 30,

 

 

2024

 

 

2023(1)

 

 

2024

 

 

2023(1)

 

Revenues:

 

 

 

 

 

 

 

 

 

 

 

Subscription

$

654,738

 

 

$

545,832

 

 

$

1,882,241

 

 

$

1,553,253

 

Professional services and other

 

14,983

 

 

 

11,725

 

 

 

42,124

 

 

 

35,062

 

Total revenue

 

669,721

 

 

 

557,557

 

 

 

1,924,365

 

 

 

1,588,315

 

Cost of revenues:

 

 

 

 

 

 

 

 

 

 

 

Subscription

 

85,066

 

 

 

71,895

 

 

 

247,408

 

 

 

210,011

 

Professional services and other

 

14,258

 

 

 

13,745

 

 

 

42,520

 

 

 

40,910

 

Total cost of revenues

 

99,324

 

 

 

85,640

 

 

 

289,928

 

 

 

250,921

 

Gross profit

 

570,397

 

 

 

471,917

 

 

 

1,634,437

 

 

 

1,337,394

 

Operating expenses:

 

 

 

 

 

 

 

 

 

 

 

Research and development

 

191,185

 

 

 

156,871

 

 

 

565,001

 

 

 

454,511

 

Sales and marketing

 

309,928

 

 

 

271,448

 

 

 

904,010

 

 

 

787,423

 

General and administrative

 

77,928

 

 

 

61,308

 

 

 

219,380

 

 

 

179,939

 

Restructuring

 

987

 

 

 

846

 

 

 

2,847

 

 

 

93,296

 

Total operating expenses

 

580,028

 

 

 

490,473

 

 

 

1,691,238

 

 

 

1,515,169

 

Loss from operations

 

(9,631

)

 

 

(18,556

)

 

 

(56,801

)

 

 

(177,775

)

Other income (expense):

 

 

 

 

 

 

 

 

 

 

 

Interest income

 

21,780

 

 

 

16,181

 

 

 

60,877

 

 

 

40,195

 

Interest expense

 

(936

)

 

 

(950

)

 

 

(2,772

)

 

 

(2,817

)

Other (expense) income

 

(565

)

 

 

(1,664

)

 

 

14,381

 

 

 

(2,128

)

Total other income

 

20,279

 

 

 

13,567

 

 

 

72,486

 

 

 

35,250

 

Income (loss) before income tax expense

 

10,648

 

 

 

(4,989

)

 

 

15,685

 

 

 

(142,525

)

Income tax (expense) benefit

 

(2,502

)

 

 

1,412

 

 

 

(16,040

)

 

 

(9,575

)

Net income (loss)

$

8,146

 

 

$

(3,577

)

 

$

(355

)

 

$

(152,100

)

Net income (loss) per share, basic

$

0.16

 

 

$

(0.07

)

 

$

(0.01

)

 

$

(3.06

)

Net income (loss) per share, diluted

$

0.16

 

 

$

(0.07

)

 

$

(0.01

)

 

$

(3.06

)

Weighted average common shares used in
computing basic net income (loss) per share:

 

51,354

 

 

 

50,051

 

 

 

51,017

 

 

 

49,719

 

Weighted average common shares used in
computing diluted net income (loss) per share:

 

51,778

 

 

 

50,051

 

 

 

51,017

 

 

 

49,719

 

 

(1) In the three months ended March 31, 2024, we discovered an immaterial error in our calculation of Cost of Revenues—Subscription related to how we calculate contractual credits in one of our third-party vendor agreements. As a result, we have revised the Consolidated Statement of Operations by reducing Cost of Revenues- Subscription by $1.9 million for the three months ended September 30, 2023 and $5.9 million for the nine months ended September 30, 2023 to reflect the revised impact of the credits on that period. We have also revised the balance sheet as of December 31, 2023 to reflect the cumulative impact of the error on prior periods, resulting in a decrease to accrued expenses and other current liabilities and a decrease to accumulated deficit totaling $14.2 million. Lastly, we have updated certain line items within the operating section of the statement of cash flows for the three and nine months ended September 30, 2023 but note no net impact to cash flows provided by operating activities. Refer to our Form 10-Q for additional information.

Consolidated Statements of Cash Flows

(in thousands)

 

 

For the Three Months Ended September 30,

 

 

For the Nine Months Ended September 30,

 

 

2024

 

 

2023(1)

 

 

2024

 

 

2023(1)

 

Operating Activities:

 

 

 

 

 

 

 

 

 

 

 

Net income (loss)

$

8,146

 

 

$

(3,577

)

 

$

(355

)

 

$

(152,100

)

Adjustments to reconcile net loss to net cash and cash equivalents provided by operating activities

 

 

 

 

 

 

 

 

 

 

 

Depreciation and amortization

 

25,009

 

 

 

20,509

 

 

 

68,447

 

 

 

53,508

 

Stock-based compensation

 

130,266

 

 

 

107,506

 

 

 

370,382

 

 

 

318,545

 

Restructuring charges

 

 

 

 

 

 

 

64,938

 

Gain on strategic investments

 

(99

)

 

 

 

 

(18,555

)

 

 

Impairment of strategic investments

 

 

 

 

 

4,094

 

 

 

(Benefit from) provision for deferred income taxes

 

(399

)

 

 

141

 

 

 

(611

)

 

 

4,943

 

Amortization of debt discount and issuance costs

 

499

 

 

 

497

 

 

 

1,501

 

 

 

1,477

 

Accretion of bond discount

 

(13,614

)

 

 

(11,436

)

 

 

(36,694

)

 

 

(30,213

)

Unrealized currency translation

 

(2,429

)

 

 

(1,259

)

 

 

(3,377

)

 

 

(1,380

)

Changes in assets and liabilities

 

 

 

 

 

 

 

 

 

 

 

Accounts receivable

 

(4,561

)

 

 

(8,448

)

 

 

13,861

 

 

 

13,178

 

Prepaid expenses and other assets

 

18,622

 

 

 

11,423

 

 

 

(8,606

)

 

 

(36,023

)

Deferred commission expense

 

(21,341

)

 

 

(17,301

)

 

 

(61,425

)

 

 

(54,335

)

Right-of-use assets

 

6,077

 

 

 

2,272

 

 

 

26,461

 

 

 

23,244

 

Accounts payable

 

1,667

 

 

 

12,649

 

 

 

1,449

 

 

 

(5,165

)

Accrued expenses and other liabilities

 

24,273

 

 

 

(12,250

)

 

 

39,322

 

 

 

34,276

 

Operating lease liabilities

 

(9,402

)

 

 

(10,948

)

 

 

(32,555

)

 

 

(28,933

)

Deferred revenue

 

(3,172

)

 

 

(732

)

 

 

41,119

 

 

 

40,699

 

Net cash and cash equivalents provided by operating activities

 

159,542

 

 

 

89,046

 

 

 

404,458

 

 

 

246,659

 

Investing Activities:

 

 

 

 

 

 

 

 

 

 

 

Purchases of investments

 

(834,621

)

 

 

(405,920

)

 

 

(1,486,338

)

 

 

(1,137,283

)

Maturities of investments

 

305,960

 

 

 

424,950

 

 

 

1,155,555

 

 

 

1,154,784

 

Sale of investments

 

1,997

 

 

 

 

 

1,997

 

 

 

Purchases of property and equipment

 

(11,131

)

 

 

(10,842

)

 

 

(25,213

)

 

 

(25,031

)

Equity method investment

 

(3,943

)

 

 

(2,250

)

 

 

(3,943

)

 

 

(2,250

)

Purchases of strategic investments

 

(3,996

)

 

 

(3,250

)

 

 

(7,623

)

 

 

(9,250

)

Capitalization of software development costs

 

(23,646

)

 

 

(17,693

)

 

 

(66,721

)

 

 

(49,288

)

Proceeds from net working capital settlement

 

 

 

 

 

1,933

 

 

 

Net cash and cash equivalents used in investing activities

 

(569,380

)

 

 

(15,005

)

 

 

(430,353

)

 

 

(68,318

)

Financing Activities:

 

 

 

 

 

 

 

 

 

 

 

Employee taxes paid related to the net share settlement of stock-based awards

 

(4,293

)

 

 

(3,469

)

 

 

(17,777

)

 

 

(7,571

)

Proceeds related to the issuance of common stock under stock plans

 

15,967

 

 

 

13,384

 

 

 

61,211

 

 

 

37,934

 

Net cash and cash equivalents provided by financing activities

 

11,674

 

 

 

9,915

 

 

 

43,434

 

 

 

30,363

 

Effect of exchange rate changes on cash, cash equivalents and restricted cash

 

10,349

 

 

 

(5,629

)

 

 

4,534

 

 

 

(4,181

)

Net increase in cash, cash equivalents and restricted cash

 

(387,815

)

 

 

78,327

 

 

 

22,073

 

 

 

204,523

 

Cash, cash equivalents and restricted cash, beginning of period

 

801,928

 

 

 

460,371

 

 

 

392,040

 

 

 

334,175

 

Cash, cash equivalents and restricted cash, end of period

$

414,113

 

 

$

538,698

 

 

$

414,113

 

 

$

538,698

 

 

(1) In the three months ended March 31, 2024, we discovered an immaterial error in our calculation of Cost of Revenues—Subscription related to how we calculate contractual credits in one of our third-party vendor agreements. As a result, we have revised the Consolidated Statement of Operations by reducing Cost of Revenues- Subscription by $1.9 million for the three months ended September 30, 2023 and $5.9 million for the nine months ended September 30, 2023 to reflect the revised impact of the credits on that period. We have also revised the balance sheet as of December 31, 2023 to reflect the cumulative impact of the error on prior periods, resulting in a decrease to accrued expenses and other current liabilities and a decrease to accumulated deficit totaling $14.2 million. Lastly, we have updated certain line items within the operating section of the statement of cash flows for the three and nine months ended September 30, 2023 but note no net impact to cash flows provided by operating activities. Refer to our Form 10-Q for additional information.

Reconciliation of non-GAAP operating income and operating margin

(in thousands, except percentages)

 

 

For the Three Months Ended September 30,

For the Nine Months Ended September 30,

 

 

2024

 

2023

 

 

2024

 

2023

 

GAAP operating loss

$

(9,631

)

$

(18,556

)

 

$

(56,801

)

$

(177,775

)

Stock-based compensation

 

130,266

 

 

107,506

 

 

 

370,382

 

 

318,545

 

Amortization of acquired intangible assets

 

2,344

 

 

2,311

 

 

 

7,029

 

 

4,007

 

Acquisition related expense

 

1,243

 

 

 

 

 

3,634

 

 

 

Restructuring charges

 

987

 

 

846

 

 

 

2,847

 

 

93,296

 

Non-GAAP operating income

$

125,209

 

$

92,107

 

 

$

327,091

 

$

238,073

 

 

 

 

 

 

 

 

 

 

 

GAAP operating margin

 

(1.4

%)

 

(3.3

%)

 

 

(3.0

%)

 

(11.2

%)

Non-GAAP operating margin

 

18.7

%

 

16.5

%

 

 

17.0

%

 

15.0

%

Reconciliation of non-GAAP net income

(in thousands, except per share amounts)

 

 

For the Three Months Ended September 30,

 

 

For the Nine Months Ended September 30,

 

 

2024

 

2023

 

 

2024

 

2023

 

GAAP net income (loss)

$

8,146

 

$

(3,577

)

 

$

(355

)

$

(152,100

)

Stock-based compensation

 

130,266

 

 

107,506

 

 

 

370,382

 

 

318,545

 

Acquisition related expense

 

1,243

 

 

 

 

3,634

 

 

Amortization of acquired intangibles assets

 

2,344

 

 

2,311

 

 

 

7,029

 

 

4,007

 

Restructuring charges

 

987

 

 

846

 

 

 

2,847

 

 

93,296

 

Non-cash interest expense for amortization of debt issuance costs

 

499

 

 

497

 

 

 

1,501

 

 

1,477

 

Gain on strategic investments

 

(99

)

 

 

 

(14,461

)

 

Gain on equity method investment

 

(140

)

 

(30

)

 

 

(86

)

 

(96

)

Income tax effects of non-GAAP items

 

(26,648

)

 

(22,640

)

 

 

(61,266

)

 

(45,366

)

Non-GAAP net income

$

116,598

 

$

84,913

 

 

$

309,225

 

$

219,763

 

 

 

 

 

 

 

 

 

 

 

Non-GAAP net income per share:

 

 

 

 

 

 

 

 

 

Basic

$

2.27

 

$

1.70

 

 

$

6.06

 

$

4.42

 

Diluted

$

2.18

 

$

1.62

 

 

$

5.80

 

$

4.22

 

Shares used in non-GAAP per share calculations

 

 

 

 

 

 

 

 

 

Basic

 

51,354

 

 

50,051

 

 

 

51,017

 

 

49,719

 

Diluted (1)

 

53,402

 

 

52,521

 

 

 

53,300

 

 

52,039

 

 

(1) The non-GAAP diluted share count includes shares related to our 2025 notes using the if converted method. The GAAP diluted share count excludes shares related to our 2025 notes using the if converted method because inclusion of those shares would be anti-dilutive.

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

(in thousands, except percentages)

 

 

For the Three Months Ended September 30,

 

 

2024

 

 

2023

 

 

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

$

85,066

 

$

14,258

 

$

191,185

 

$

309,928

 

$

77,928

 

 

$

71,895

 

$

13,745

 

$

156,871

 

$

271,448

 

$

61,308

 

Stock -based compensation

 

(6,408

)

 

(1,113

)

 

(62,595

)

 

(36,218

)

 

(23,932

)

 

 

(3,157

)

 

(1,201

)

 

(49,460

)

 

(34,439

)

 

(19,249

)

Amortization of acquired intangible assets

 

(1,882

)

 

 

 

 

 

(357

)

 

(105

)

 

 

(408

)

 

 

 

 

 

(1,903

)

 

 

Acquisition related expense

 

 

 

 

 

(764

)

 

 

 

(479

)

 

 

 

 

 

 

 

 

 

 

 

Non-GAAP expense

$

76,776

 

$

13,145

 

$

127,826

 

$

273,353

 

$

53,412

 

 

$

68,330

 

$

12,544

 

$

107,411

 

$

235,106

 

$

42,059

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GAAP expense as a percentage of revenue

 

12.7

%

 

2.1

%

 

28.5

%

 

46.3

%

 

11.6

%

 

 

12.9

%

 

2.5

%

 

28.1

%

 

48.7

%

 

11.0

%

Non-GAAP expense as a percentage of revenue

 

11.5

%

 

2.0

%

 

19.1

%

 

40.8

%

 

8.0

%

 

 

12.3

%

 

2.2

%

 

19.3

%

 

42.2

%

 

7.5

%

 

For the Nine Months Ended September 30,

 

 

2024

 

 

2023

 

 

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

$

247,408

 

$

42,520

 

$

565,001

 

$

904,010

 

$

219,380

 

 

$

210,011

 

$

40,910

 

$

454,511

 

$

787,423

 

$

179,939

 

Stock -based compensation

 

(16,811

)

 

(3,328

)

 

(177,914

)

 

(107,543

)

 

(64,786

)

 

 

(9,110

)

 

(3,748

)

 

(146,845

)

 

(103,233

)

 

(55,609

 

Amortization of acquired intangible assets

 

(5,643

)

 

 

 

 

 

(1,071

)

 

(315

)

 

 

(1,212

)

 

 

 

 

 

(2,795

)

 

 

Acquisition related expense

 

 

 

 

 

(2,520

)

 

 

 

(1,114

)

 

 

 

 

 

 

 

 

 

 

 

Non-GAAP expense

$

224,954

 

$

39,192

 

$

384,567

 

$

795,396

 

$

153,165

 

 

$

199,689

 

$

37,162

 

$

307,666

 

$

681,395

 

$

124,330

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

GAAP expense as a percentage of revenue

 

12.9

%

 

2.2

%

 

29.4

%

 

47.0

%

 

11.4

%

 

 

13.2

%

 

2.6

%

 

28.6

%

 

49.6

%

 

11.3

 

Non-GAAP expense as a percentage of revenue

 

11.7

%

 

2.0

%

 

20.0

%

 

41.3

%

 

8.0

%

 

 

12.6

%

 

2.3

%

 

19.4

%

 

42.9

%

 

7.8

 

Reconciliation of non-GAAP subscription margin

(in thousands, except percentages)

 

 

 

For the Three Months Ended September 30,

 

 

For the Nine Months Ended September 30,

 

 

 

2024

 

2023

 

 

2024

 

2023

 

GAAP subscription margin

 

$

569,672

 

$

473,937

 

 

$

1,634,833

 

$

1,343,242

 

Stock-based compensation

 

 

6,408

 

 

3,157

 

 

 

16,811

 

 

9,110

 

Amortization of acquired intangible assets

 

 

1,882

 

 

408

 

 

 

5,643

 

 

1,212

 

Non-GAAP subscription margin

 

$

577,962

 

$

477,502

 

 

$

1,657,287

 

$

1,353,564

 

 

 

 

 

 

 

 

 

 

 

 

GAAP subscription margin percentage

 

 

87.0

%

 

86.8

%

 

 

86.9

%

 

86.5

%

Non-GAAP subscription margin percentage

 

 

88.3

%

 

87.5

%

 

 

88.0

%

 

87.1

%

Reconciliation of free cash flow

 

 

 

 

 

 

 

 

 

(in thousands)

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

For the Three Months Ended September 30,

 

 

For the Nine Months Ended September 30,

 

 

 

2024

 

2023

 

 

2024

 

2023

 

GAAP net cash and cash equivalents provided by operating activities

 

$

159,542

 

$

89,046

 

 

$

404,458

 

$

246,659

 

Purchases of property and equipment

 

 

(11,131

)

 

(10,842

)

 

 

(25,213

)

 

(25,031

)

Capitalization of software development costs

 

 

(23,646

)

 

(17,693

)

 

 

(66,721

)

 

(49,288

)

Payment of restructuring charges

 

 

4,466

 

 

4,225

 

 

 

12,537

 

 

37,164

 

Non-GAAP free cash flow

 

$

129,231

 

$

64,736

 

 

$

325,061

 

$

209,504

 

Reconciliation of operating cash flow

(in thousands)

 

 

 

For the Three Months Ended September 30,

 

 

For the Nine Months Ended September 30,

 

 

 

2024

 

2023

 

 

2024

 

2023

 

GAAP net cash and cash equivalents provided by operating activities

 

$

159,542

 

$

89,046

 

 

$

404,458

 

$

246,659

 

Payment of restructuring charges

 

 

4,466

 

 

4,225

 

 

 

12,537

 

 

37,164

 

Non-GAAP operating cash flow

 

$

164,008

 

$

93,271

 

 

$

416,995

 

$

283,823

 

Reconciliation of forecasted non-GAAP operating income

(in thousands, except percentages)

 

 

 

 

 

 

Three Months Ended
December 31, 2024

 

 

Year Ended
December 31, 2024

 

GAAP operating income range

($13,347)-($12,497)

 

 

($73,090)-($72,240)

 

Stock-based compensation

 

134,538

 

 

 

507,747

 

Amortization of acquired intangible assets

 

2,350

 

 

 

9,403

 

Acquisition related expense

 

3,659

 

 

 

7,293

 

Restructuring charges

800-950

 

 

3,647-3,797

 

Non-GAAP operating income range

$128,000-$129,000

 

 

$455,000-$456,000

 

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, 2024

 

 

Year Ended
December 31, 2024

 

GAAP net loss range

($519)-$582

 

 

($3,635)-($2,535)

 

Stock-based compensation

 

134,538

 

 

 

507,747

 

Amortization of acquired intangible assets

 

2,350

 

 

 

9,403

 

Acquisition related expense

 

3,659

 

 

 

7,293

 

Non-cash interest expense for amortization of debt issuance costs

 

514

 

 

 

2,019

 

Gain on strategic investments

 

 

 

 

(14,461

)

Loss on equity method investment

 

 

 

 

(86

)

Restructuring charges

800-950

 

 

3,647-3,797

 

Income tax effects of non-GAAP items

(24,142)-(24,392)

 

 

(85,427)-(85,677)

 

Non-GAAP net income range

$117,200-$118,201

 

 

$426,500-$427,500

 

 

 

 

 

 

 

GAAP net income per basic and diluted share

($0.01)-$0.01

 

 

($0.07)-($0.05)

 

Non-GAAP net income per diluted share

$2.18-$2.20

 

 

$7.98-$8.00

 

 

 

 

 

 

 

 

 

 

 

 

 

Weighted average common shares used in computing GAAP basic and diluted net loss per share:

 

51,669

 

 

 

51,181

 

Weighted average common shares used in computing non-GAAP diluted net loss per share:

 

53,762

 

 

 

53,425

 

HubSpot’s estimates of stock-based compensation, amortization of acquired intangible assets, non-cash interest expense for amortization of debt issuance costs, gain on or impairment of strategic investments, loss of equity method investment, restructuring charges, and income tax effects of non-GAAP items assume, among other things, the occurrence of no additional acquisitions, 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. Non-GAAP operating cash flow is defined as cash and cash equivalents provided by or used in operating activities plus payment of restructuring charges. Non-GAAP 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 payment of restructuring charges. Although non-GAAP operating cash flow and non-GAAP free cash flow are not residual cash flow available for our discretionary expenditures, we believe information regarding non-GAAP operating cash flow and non-GAAP free cash flow provide useful information to investors in understanding and evaluating the strength of our liquidity and provides a comparable framework for assessing how our business performed when compared to prior periods which were not impacted by restructuring charges paid from operating cash flow.

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, disposition related income, non-cash interest expense for the amortization of debt issuance costs, gain or impairment losses on strategic investments, gain or loss on equity method investment, restructuring charges 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:

A.

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.

 

 

B.

Expense for the amortization of acquired intangible assets 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.

 

C.

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

 

D.

In June 2020, we issued $460 million of convertible notes due in 2025 with a coupon interest rate of 0.375%. The issuance cost of the debt is amortized as interest expense over the remaining term of the debt. 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.

 

E.

Strategic investments consist of non-controlling equity investments in privately held companies. The recognition of gains or impairment 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 impairment losses provides for a useful comparison of our operating results to prior periods and to our peer companies.

 

F.

We made a contribution to the Black Economic Development Fund (the “investee”) managed by the Local Initiatives Support Corporation and have committed 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.

 

G.

Restructuring charges are related to severance, employee related benefits, facilities and other costs associated with the restructuring plan implemented on January 25, 2023. Restructuring charges fluctuate in amount and frequency and are not reflective of our core business operating results. Over the remaining lease term (into 2027), we expect to both incur incremental restructuring charges and make cash payments related to the facilities that we abandoned in 2023. The abandonment of facilities is part of the restructuring plan we authorized in January 2023 and is intended to consolidate our lease space and create higher density across our workspaces. The incremental charges we expect to incur relate to continuing costs for the abandoned facilities and are expected to be in the range of $12-14 million and will be paid in cash over the remaining lease term. We also expect to make cash payments of approximately $47.0 million in fixed rent payments for the abandoned facilities that will be made in monthly installments over the remaining lease term for which we have taken the full P&L restructuring charge during the year ended 2023. We plan on excluding both the incremental charges and cash payments and the related restructuring cash rent payments from our non-GAAP earnings, operating cash flow, and free cash flow metrics. We believe exclusion of these charges and cash payments provides useful information to investors in understanding and evaluating the strength of earnings and liquidity and provides a comparable framework for assessing how our business performed when compared to prior periods which were not impacted by excluded restructuring charges paid from operating cash flow.

 

H.

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:

investors@hubspot.com

Media Contact:

media@hubspot.com

Source: HubSpot, Inc.

FAQ

What was HubSpot's (HUBS) revenue growth in Q3 2024?

HubSpot's total revenue grew 20% year-over-year to $669.7 million in Q3 2024.

How many customers did HubSpot (HUBS) have as of Q3 2024?

HubSpot had 238,128 customers as of September 30, 2024, representing a 23% increase from the previous year.

What is HubSpot's (HUBS) revenue guidance for full-year 2024?

HubSpot expects total revenue for full-year 2024 to be between $2.597 billion and $2.599 billion.

What was HubSpot's (HUBS) non-GAAP operating margin in Q3 2024?

HubSpot's non-GAAP operating margin was 18.7% in Q3 2024, compared to 16.5% in Q3 2023.

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