HubSpot, Inc. · NYSE:HUBS
HubSpot — Q1 2025 Earnings Presentation
28 slides from HubSpot's earnings presentation, May 2025
Slide 1: Investor Presentation Q1 2025
Investor Presentation Q1 2025
Slide 2: Safe Harbor Statement
Safe Harbor Statement This presentation includes certain “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995, including statements regarding management’s expectations of future financial and operational performance and operational expenditures, expe
Slide 3: Our Mission and Aspiration
Our Mission Help millions of organizations grow better Our Aspiration Be the #1 AI-powered customer platform for scaling companies 3
Slide 4: Fueling Growth for Scaling Businesses with HubSpot's AI-Powered Customer Platform
Fueling Growth for Scaling Businesses with HubSpot’s AI-Powered Customer Platform Engagement Hubs Unified data Smart CRM Embedded AI Copilot Agents AI Features Ecosystem Marketplace Academy Network 4
Slide 5: Building a System of Engagement for the Entire Front-Office
Engagement Hubs Building a System of Engagement for the Entire Front-Office Use cases Marketing Hub Sales Hub Service Hub Content Hub Operations Hub Commerce Hub Collect payments Generate leads Build pipeline Scale support Create content Manage data and subscriptions Automate marketing Close deals D
Slide 6: Sitting On Top of a Unified and Enriched Data Layer
Unified Data Sitting On Top of a Unified and Enriched Data Layer Smart CRM Breeze Intelligence Unifies data, your team Provides customers the best possible and tech stack. data about their customers. Flexible Sensitive Smart Company Buyer intent Form Custom data features & contact data shortening objec
Slide 7: AI Powering the Entire Customer Platform
Embedded AI AI Powering the Entire Customer Platform ● Live call Q&A ● App Marketplace in Copilot ● Call summaries ● Campaign summaries ● Upload PDFs ● Slack integration ● Social Agent ● Prospecting Agent ● Knowledge Base Agent ● Content Agent ● Customer Agent ● AI landing page ● Smart properties ●
Slide 8: Growing a Trusted Ecosystem of Partners to Extend our Reach
Ecosystem Growing a Trusted Ecosystem of Partners to Extend our Reach Marketplace Academy Network 1700+ app integrations, 500,000+ certifications awarded to 7000+ solutions partners up 10x over last 5 years professionals in 2024 reselling HubSpot 8
Slide 9: HubSpot's Platform Journey: Marketing App to AI-powered Smart CRM
HubSpot’s Platform Journey: Marketing App to AI-powered Smart CRM Smart Content Hub CRM Frame AI Acquisition Commerce Hub $3B Dashworks Acquisition Operations Hub $2B CRM Cacheflow Acquisition Clearbit CMS Hub Acquisition Service Hub Sales Hub $1B Marketing Hub $500M Performable Acquisition Revenue $
Slide 10: Single Digit Penetration Across All Products in $100b+ TAM Opportunity
Single Digit Penetration Across All Products in $100b+ TAM Opportunity <10% $76B Penetration across all products $128B 2024 2029 Includes Total Addressable Market (TAM) for software in HubSpot’s core product groups including Marketing Hub, Sales Hub, Service Hub, Operations Hub, Content Hub, Commerc
Slide 11: We are positioned for long-term durable growth
Right to win in a large and expanding market Strong momentum as a platform with fast We are positioned pace of innovation for long-term durable growth Scaling distribution and building moats Balancing growth, efficiency and culture with a customer focused and resilient team 11
Slide 12: Financial Overview
Financial Overview Q1 2025 |
Slide 13: Q1 2025 Financial Summary
Q1 2025 Financial Summary Currency Quarterly Increase Tailwind Constant Q1 2025 Actuals Results (Decrease) Y/Y2 (Headwind) Currency Y/Y3 Total Revenue $714M 16% (2%) 18% Subscription Revenue $699M 16% NA NA Professional Services & Other Revenue $15M 13% NA NA Gross Profit $599M 15% NA NA Gross Profit
Slide 14: Q2 2025 Guidance Summary
Q2 2025 Guidance Summary Currency Quarterly Increase Tailwind Constant Q2 2025 Guidance Guidance (Decrease) Y/Y2 (Headwind) Currency Y/Y3 Total Revenue $738M - $740M 16% ~Flat 16% Operating Profit1 $124M - $125M 13% - 14% NA NA Operating Profit Margin1 17% 0% ~Flat 17% Net income per share1 $2.10 - $2
Slide 15: Full Year 2025 Guidance Summary
Full Year 2025 Guidance Summary Currency Full Year Increase Tailwind Constant Full Year 2025 Guidance Guidance (Decrease) Y/Y2 (Headwind) Currency Y/Y3 Total Revenue $3,036M - $3,044M 16% ~Flat 16% Operating Profit1 $558M - $562M 21% - 22% NA NA Operating Profit Margin1 18% 1% 0% 18% Net income per sh
Slide 16: Consistent Revenue Growth
Consistent Revenue Growth $714M 1 29% CAGR $152M Q1’19 → Q1’25 Q1 2019 Q1 2025 Quarterly Revenue 1 CAGR = Compound Annual Growth Rate. Revenue CAGR based on as-reported results and includes the impact from currency. 16
Slide 17: Consistent Customer Growth
Consistent Customer Growth 258k 1 27% CAGR 61k Q1’19 → Q1’25 Q1 2019 Q1 2025 Quarterly Customer Count 1 CAGR = Compound Annual Growth Rate. 17
Slide 18: Substantial Operating Profit Growth
Substantial Operating Profit Growth $100M 1 41% CAGR $13M Q1’19 → Q1’25 Q1 2019 Q1 2025 Quarterly Operating Profit 1 Operating profit and operating profit margin are non-GAAP metrics. Please refer to the appendix for a reconciliation of GAAP to non-GAAP figures. CAGR = Compound Annual Growth Rate. 18
Slide 19: Strong Free Cash Flow & Balance Sheet Position
Strong Free Cash Flow & Balance Sheet Position $507M $2.2B cash position 19% Margin $65M FCF, TTM Q1 2025 Q1 2019 Q1 2025 Trailing Twelve Month Free Cash Flow 1 Free cash flow (FCF) and free cash flow margin are non-GAAP metrics. Please refer to the appendix for a reconciliation of GAAP to non-GAAP fig
Slide 20: Confident in Our Ability to Deliver More Leverage Over Time
Confident in Our Ability to Deliver More Leverage Over Time 17.5% 20-22% 25% 2024 2027 Long-Term Margin Margin Target Margin Target Operating profit margin targets are non-GAAP and reflect our current operating plan as of May 8, 2025 and are subject to change as future events and opportunities arise. P
Slide 21: Key Takeaways
Key Takeaways 1 2 3 Platform of choice in Innovation fueling Delivering strong large and growing TAM durable and diverse financial results growth opportunities 21
Slide 22: Thank You
Thank You + + +
Slide 23: Appendix
Appendix 23
Slide 24: GAAP to non-GAAP reconciliations
GAAP to non-GAAP reconciliations 24
Slide 25: Non-GAAP Operating Income
Non-GAAP Operating Income 25
Slide 26: Free cash flow
Free cash flow GAAP net cash and cash equivalents provided by operating activities Purchases of property & equipment Capitalization of software development costs Repayment of 2022 Convertible Notes attributable to the debt discount Payment of restructuring charges Free cash flow GAAP net cash and ca
Slide 27: Forecasted Non-GAAP operating income and income per share
Forecasted Non-GAAP operating income and income per share 27
Slide 28: Definitions
Definitions Customers: We define our Customers at the end of a particular period as the number of business entities with one or more paid subscriptions to our CRM Platform either purchased directly with us or purchased from a Solutions Partner. We do not include in Customers business entities with o