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HubSpot, Inc. is a software company that provides a customer platform designed to help businesses grow by connecting with their customers. The company offers an integrated suite of AI-powered engagement hubs, a smart customer relationship management (CRM) system, and a connected ecosystem of tools and resources. HubSpot primarily targets mid-market business-to-business (B2B) companies, enabling them to attract, engage, and delight customers throughout the customer lifecycle.
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Subscription - Offers access to a comprehensive platform that includes engagement hubs such as Marketing Hub, Sales Hub, Service Hub, Operations Hub, CMS Hub, and Commerce Hub. These hubs integrate AI and customer data to provide tools for marketing, sales, customer service, and business operations.
- Marketing Hub - Provides tools for creating and managing marketing campaigns.
- Sales Hub - Focuses on sales automation and pipeline management.
- Service Hub - Delivers customer service solutions to improve customer satisfaction.
- Operations Hub - Streamlines business processes and data synchronization.
- CMS Hub - Enables website creation and content management.
- Commerce Hub - Facilitates e-commerce and payment solutions.
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Professional Services and Other - Includes onboarding, training, and consulting services to help customers implement and optimize their use of HubSpot's platform.
| Name | Position | External Roles | Short Bio | |
|---|---|---|---|---|
Dharmesh Shah ExecutiveBoard | Co-founder, Chief Technology Officer, and Director | None | Co-founded HubSpot in 2006 and has served as CTO since its inception. Key contributor to the development and scaling of HubSpot's technology platform. | |
Yamini Rangan ExecutiveBoard | Chief Executive Officer, President, and Director | None | Joined HubSpot in January 2020 as Chief Customer Officer, promoted to CEO in September 2021. Recognized for her operational expertise and customer-centric leadership. | View Report → |
Kate Bueker Executive | Chief Financial Officer | Board Member at Procore Technologies, Inc. | CFO since June 2018. Previously held senior financial roles at Akamai Technologies and investment banking positions at Blackstone, UBS, and others. | |
Andrew Anagnost Board | Director | President and CEO of Autodesk, Inc.; Board Member at Autodesk, Inc. | Joined HubSpot's Board in September 2023. Brings extensive experience in strategy, transformation, and product development, particularly in SaaS. | |
Brian Halligan Board | Co-founder and Executive Chairperson of the Board | Senior Lecturer at MIT; General Partner at Propeller Ventures; Senior Advisor at Sequoia Capital | Co-founded HubSpot in 2005, served as CEO until September 2021, and transitioned to Executive Chairperson. Played a pivotal role in scaling HubSpot into a leading CRM platform. | |
Claire Hughes Johnson Board | Director | Corporate Officer and Advisor at Stripe, Inc.; Board Member at Ameresco, Inc. and Aurora Innovation, Inc. | Joined HubSpot's Board in March 2022. Former COO of Stripe and senior leader at Google. Brings deep operational and leadership experience in scaling technology businesses. | |
Jay Simons Board | Director | General Partner at Bond Capital Management LP | Joined HubSpot's Board in January 2017. Former President of Atlassian, with expertise in scaling SaaS businesses and global expansion. | |
Jill Ward Board | Director | Board Member at Informatica Inc. and Dynatrace, Inc. (Chair since January 2021) | Member of HubSpot's Board since October 2017. Extensive experience in scaling technology companies and fostering strong customer and partner relationships. | |
Lorrie M. Norrington Board | Lead Independent Director | Operating Partner at Lead Edge Capital; Board Member at Autodesk, Inc., Colgate-Palmolive Company, Asana, Inc., and Ancestry | Member of HubSpot's Board since September 2013. Extensive experience in technology and software businesses, including senior roles at eBay and Intuit. | |
Nick Caldwell Board | Director | Chief Product Officer at Peloton Interactive, Inc. | Joined HubSpot's Board in January 2021. Currently oversees a 1000-person team at Peloton. Previously held leadership roles at Twitter, Reddit, and Microsoft. | |
Ron Gill Board | Director | Operating Partner at Lead Edge Capital; Board Member at Amplitude, Inc. | Member of HubSpot's Board since June 2012. Chair of the Audit Committee. Extensive financial leadership experience, including as former CFO of NetSuite. |
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Can you provide more details on the headwinds affecting your other upgrade motions, such as addition upgrades, cross-sells, and contact upgrades, and how you plan to address these challenges going forward?
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Average Subscription Revenue per Customer (ASRPC) declined by 2% year-over-year due to more customers starting at lower price points. How do you plan to drive ASRPC growth in the future, especially with the increased volume of starter and professional tier customers?
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With the acquisition of cash flow, how do you intend to leverage this asset to enhance your CommerceHub offering, and what potential integration challenges might you face in incorporating cash flow into your existing platform? ,
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Your operating margin expanded by over 200 basis points to 19% this quarter, partly due to a $7 million catch-up benefit related to R&D credits. Excluding this one-time benefit, how sustainable is this margin expansion, and what are your expectations for operating margins going forward?
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You mentioned that AI is a top priority investment area and that these investments are having a modest impact on cost of goods sold. Can you discuss how the increased investments in AI might affect your gross margins and profitability in the long term?
Notable M&A activity and strategic investments in the past 3 years.
| Company | Year | Details |
|---|---|---|
Frame Technology, Inc. (Frame AI) | 2025 | Frame AI was acquired for approximately $60.0 million in cash (subject to customary adjustments) to accelerate HubSpot’s unification of structured and unstructured data and enhance real-time customer insights, with integration benefits that support go-to-market teams. |
Cacheflow | 2024 | Cacheflow was acquired for approximately $65.0 million in cash (subject to adjustments) to expand HubSpot’s commerce capabilities by integrating subscription billing management and CPQ solutions, leveraging a high customer overlap to streamline quote-to-cash automation. |
Clearbit | 2023 | Clearbit was acquired for approximately $150 million in cash (subject to adjustments) to infuse HubSpot’s platform with enriched B2B data from over 20 million companies and 500 million decision-makers, thereby enhancing AI-powered go-to-market strategies while maintaining data privacy and governance standards. |
Recent developments and announcements about HUBS.
Earnings
New Earnings (Q4 2024)
·Feb 13, 2025, 8:48 AMView full earnings summary →HubSpot expects Q1 2025 revenue growth to be the year's low, with an acceleration through 2025. AI adoption soared (500K+ users, 5,000 builders), partner co-selling surged 68% YoY. A strengthening USD adds a 200bps headwind. Watch AI-driven expansion.