Safe Harbor - Plans, Buyers & Sellers

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2 Safe Harbor This presentation includes certain forward-looking statements" within the meaning of the Private Securities Litigation Reform Act of 1995, including statements concerning our position to execute on our growth strategy in the mid-market, and our ability to expand our leadership position and market opportunity for our inbound platform. These forward-looking statements include, but are not limited to, plans, objectives, expectations and intentions and other statements contained in this press release that are not historical facts and statements identified by words such as "expects," "anticipates," "intends," "plans," "believes," "seeks," "estimates" or words of similar meaning. These forward-looking statements reflect our current views about our plans, intentions, expectations, strategies and prospects, which are based on the information currently available to us and on assumptions we have made. Although we believe that our plans, intentions, expectations, strategies and prospects as reflected in or suggested by those forward-looking statements are reasonable, we can give no assurance that the plans, intentions, expectations or strategies will be attained or achieved. Furthermore, actual results may differ materially from those described in the forward-looking statements and will be affected by a variety of risks and factors that are beyond our control including, without limitation, our history of losses, our ability to retain existing customers and add new customers, the continued growth of the market for an inbound platform; our ability to differentiate our platform from competing products and technologies; our ability to manage our growth effectively to maintain our high level of service; our ability to maintain and expand relationships with our marketing agency partners; our ability to successfully recruit and retain highly-qualified personnel; the price volatility of our common stock, and other risks set forth under the caption "Risk Factors" in our Quarterly Report on Form 10-Q filed on November 4, 2015 and our other SEC filings. We assume no obligation to update any forward-looking statements contained in this document as a result of new information, future events or otherwise.

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4 An inbound marketing and sales SaaS platform Focused on the mid-market 18,000+ customers Customers as of 12/31/15. 4

5 Continued Momentum Since IPO GROWTH DRIVERS: Domestic International Upsell Customer REVENUE CUSTOMERS ASRPC 5

6 The Marketing & Sales Playbook IS BROKEN 6

7 TRADITIONAL INBOUND VS. Cold Calling Spam Ads SEO Blogging Social 7

8 All In One The first four years The last four years The next four years 8

9 Revenue Growth Third Play Sales Marketing Second Play First Play Time 9 9

10 VISITOR LEAD OPPORTUNITY All-In-One Marketing & Sales Growth Platform CUSTOMER 10

11 Platform > Point Solutions 11

12 Blogging + SEO Screenshot from HubSpot product, 9/18/14 12

13 Social Inbox + Inbound Database VISITOR LEAD CUSTOMER Screenshot from HubSpot product, March

14 Website + Inbound Database 14

15 INBOUND15 Paid Product Launches Website Reporting Ads 15

16 Total Addressable Market 3M companies X $11,135 >$33 Billion International increases companies & New products grow ASRPC >$33B -3.0M is US, CAN, and Europe. 1.6M mid-market businesses with a web presence in the United States and Canada. 1.4M mid-market businesses with a web presence in Europe. -AMI Partners data, Avg. Subscription Revenue per Customer from Q

17 The Power of Inbound Screenshot from HubSpot product, 02/04/16 17

18 2,900+ Agency Partners Partners as of 12/31/15. 18

19 130,000+ Members The Inbound Movement 14,000+ Registered Attendees Trained and certified 27,000+ professionals Available in 9 languages BLOG 2.5 million Monthly Visits Partners stat as of 12/31/15. All other stats as of February 5, ,900+ Partners 19

20 HubSpot customers see an average 5x increase in lead generation after 24 months Month 1 Month 24 Customer Age In Months Source: Internal Analysis of >3,000 customers,

21 HubSpot Pricing Today Upgrade based on contact database size. Cross sell new products into both marketing and sales customers Upgrade based on features. Pricing as of December 31,

22 Average Subscription Revenue Per Customer $12,000 $10,000 $10,419 $11,135 $8,000 $6,000 $4,000 $5,395 $6,580 $7,752 $8,926 $9,740 $10,127 $10,607 $2,000 $ Q15 2Q15 3Q15 4Q15 Editions + Contacts + Add Ons Editions Editions + Contacts 22

23 Customer Growth 20,000 18,000 16,000 18,116 18,116 14,000 16,854 12,000 13,607 15,839 10,000 8,000 6,000 4,000 5,783 8,159 10,111 14,746 1Q15 2Q15 3Q15 4Q15 2,

24 Revenue Growth 24

25 Key financial metrics Key Financial Metrics Q1 15 Q2 15 Q3 15 Q Gross Margin 61% 70% 65% 70% 73% 75% 75% 75% 75% R&D 27% 19% 18% 17% 15% 15% 14% 14% 14% S&M 82% 66% 67% 63% 57% 56% 62% 55% 58% G&A 21% 16% 19% 18% 17% 16% 17% 15% 16% Operating (Loss) / Income % (69%) (31%) (39%) (28%) (16%) (13%) (18%) (-8%) (14%) CFFO (44%) (11%) (26%) (11%) (2%) 4% (8%) 5% 0% All percentages for historical period are non-gaap (other than CFFO) and exclude expenses associated with stock based compensation and amortization of acquired intangibles. Please refer to the end of this presentation for a reconciliation of GAAP to non-gaap figures. 26

26 Growth Strategy Large Domestic Opportunity 1 2 Large International Opportunity Upsell Customer Base 3 4 Develop New Products 28

27 Thank You 29

28 GAAP to Non-GAAP Reconciliation 30

29 HubSpot CRM. Say goodbye to manual tasks and confusing features. Say hello to HubSpot CRM. Stores a companies most important prospect & customer data Designed with ease of use for small companies in mind Optional integration with HubSpot s Marketing platform and Sidekick Free product anyone can use, integrates seamlessly with paid add-ons (Sidekick) Screenshot of CRM Product, March

30 Sidekick. A free, lightweight set of inbox productivity tools that sales folks will love. Track opens & clicks, schedule s, and leverage templates right from your inbox Surfaces useful details about the contacts & companies you are communicating with Connects to HubSpot Marketing, Salesforce or HubSpot CRM Free, $10 & $ 50 user/month versions Screenshot of Sidekick product, March