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    HubSpot Inc (HUBS)

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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.

    1. 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.
    2. Professional Services and Other - Includes onboarding, training, and consulting services to help customers implement and optimize their use of HubSpot's platform.

    NamePositionStart DateShort Bio
    Yamini RanganChief Executive Officer, President, and DirectorSeptember 2021Yamini Rangan has served as CEO, President, and Director of HubSpot since September 2021. She was previously Chief Customer Officer at HubSpot (2020-2021) and held leadership roles at Dropbox, Workday, and SAP.
    Kate BuekerChief Financial Officer and TreasurerJune 2018Kate Bueker has served as CFO and Treasurer of HubSpot since June 2018. She previously held financial leadership roles at Akamai Technologies (2007-2018) and worked in investment banking for nearly a decade.
    Brian HalliganCo-founder and Executive Chairperson of the Board2005 (Board), 2014 (Chairperson)Brian Halligan co-founded HubSpot and has been a Board member since 2005 and Chairperson since 2014. He was CEO from 2005 to 2021 and previously worked as VP of Sales at Groove Networks.
    Alyssa Harvey DawsonChief Legal Officer and Corporate SecretaryNovember 2022Alyssa Harvey Dawson has served as Chief Legal Officer and Corporate Secretary since November 2022. She previously held legal leadership roles at Gusto, Sidewalk Labs, Harman International, Netflix, and Autodesk.
    Dharmesh ShahCo-founder, Chief Technology Officer, and Director2006Dharmesh Shah co-founded HubSpot and has served as CTO and Board member since 2006. He was previously the founder and CEO of Pyramid Digital Solutions, acquired by SunGard in 2005.
    Helen RussellChief People OfficerN/AHelen Russell serves as the Chief People Officer at HubSpot. Specific details about her start date or a detailed biography are not provided.
    1. 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?

    2. 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?

    3. 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? ,

    4. 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?

    5. 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?