HubSpot, Inc. (NYSE: HUBS), the customer relationship management
(CRM) platform for scaling companies, today announced financial
results for the first quarter ended March 31, 2023.
Financial Highlights:
Revenue
- Total revenue was $501.6 million, up 27% compared to Q1'22.
- Subscription revenue was $489.7 million, up 27% compared to
Q1'22.
- Professional services and other revenue was $11.9 million, up
12% compared to Q1'22.
Operating Income (Loss)
- GAAP operating margin was (8.9%), compared to (2.8%) in
Q1'22.
- Non-GAAP operating margin was 13.5%, compared to 8.8% in
Q1'22.
- GAAP operating loss was ($44.8) million, compared to ($11.2)
million in Q1'22.
- Non-GAAP operating income was $67.7 million, compared to $35.0
million in Q1'22.
Net Income (Loss)
- GAAP net loss was ($38.3) million, or ($0.78) per basic and
diluted share, compared to ($9.3) million, or ($0.20) per basic and
diluted share in Q1'22.
- Non-GAAP net income was $61.6 million, or $1.25 per basic and
$1.20 per diluted share, compared to $27.5 million, or $0.58 per
basic and $0.54 per diluted share in Q1'22.
- Weighted average basic and diluted shares outstanding for GAAP
net loss per share was 49.4 million, compared to 47.6 million basic
and diluted shares in Q1'22.
- Weighted average basic and diluted shares outstanding for
non-GAAP net income per share was 49.4 million and 51.5 million
respectively, compared to 47.6 million and 51.2 million,
respectively in Q1'22.
Balance Sheet and Cash Flow
- The company’s cash, cash equivalents, and short-term and
long-term investments balance was $1.6 billion as of March 31,
2023.
- During the first quarter, the company generated $81.1 million
of cash from operating cash flow, compared to $82.2 million during
Q1'22.
- During the first quarter, the company generated $103.6 million
of cash from non-GAAP operating cash flow and $85.2 million of free
cash flow, compared to $82.2 million of cash from non-GAAP
operating cash flow and $62.6 million of free cash flow during
Q1'22.
Additional Recent Business Highlights
- Grew Customers to 177,298 at March 31, 2023, up 23% from March
31, 2022.
- Average Subscription Revenue Per Customer was $11,365 during
the first quarter of 2023, up 3% compared to the first quarter of
2022.
- The company had 7,055 full-time employees, up 10% from March
31, 2022.
“We had a strong start to the year and I’m pleased with the
focused execution of the HubSpot team," said Yamini Rangan, Chief
Executive Officer at HubSpot. “Our results show that our product
innovation is in high gear and that our bi-modal go-to-market
strategy is working. We continue to operate in a tough
macroeconomic environment but we have a solid playbook for
executing and driving sustainable growth despite this challenge. At
the same time, we are in the early stages of a transformative shift
brought on by Generative AI. HubSpot is well positioned to help
go-to-market teams be even more effective with AI, and we’re
incredibly excited by the opportunity it is creating to deliver
even more value for customers.”
Business Outlook
Based on information available as of May 3, 2023, HubSpot is
issuing guidance for the second quarter of 2023 and full year 2023
as indicated below.
Second Quarter 2023:
- Total revenue is expected to be in the range of $503.0 million
to $505.0 million.
- Unfavorable foreign exchange rates are expected to be a 1 point
headwind to second quarter 2023 revenue growth.(1)
- Non-GAAP operating income is expected to be in the range of
$54.0 million to $56.0 million(2).
- Non-GAAP net income per common share is expected to be in the
range of $0.98 to $1.00. This assumes approximately 52.4 million
weighted average diluted shares outstanding.
Full Year 2023:
- Total revenue is expected to be in the range of $2.080 billion
to $2.088 billion.
- Foreign exchange rates are expected to have a neutral impact on
full year 2023 revenue growth(1)
- Non-GAAP operating income is expected to be in the range of
$275.0 million to $279.0 million(2).
- Non-GAAP net income per common share is expected to be in the
range of $4.80 to $4.85. This assumes approximately 52.3 million
weighted average diluted shares outstanding.
(1)
Foreign exchange rates impact on revenue
is calculated by comparing current period average rates with prior
period average rates.
(2)
The impact of restructuring charges, which
include employee severance and lease consolidation costs, are
excluded from our non-GAAP operating income and non-GAAP net income
per common share business outlook.
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, May 3, 2023,
at 4:30 p.m. Eastern Time (ET) to discuss the company’s first
quarter 2023 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. Participants who wish to register for the
conference call webcast please use this link.
Following the conference call, a replay will be available at
(866) 813-9403 (domestic) or +44 (204) 525-0658 (international).
The replay passcode is 573268. 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 a leading CRM platform that provides software and
support to help companies grow better. The platform includes
marketing, sales, service, operations, and website management
products that start free and scale to meet our customers' needs at
any stage of growth. Today, over 177,000 customers across more than
120 countries use HubSpot's powerful and easy-to-use tools and
integrations to attract, engage, and delight customers. 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 second
fiscal quarter of and full year 2023 and out 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 recent reduction in force,
including risks that the related costs and charges may be greater
than anticipated and that the restructuring efforts may not
generate their intended benefits, may adversely affect ours
internal programs and our ability to recruit and retain skilled and
motivated personnel, and may be distracting to employees and
management; our ability to retain existing customers and add new
customers; the continued growth of the market for a CRM platform;
our ability to develop new products and technologies and
differentiate our platform from competing products and
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, macroeconomic
instability, and the COVID-19 pandemic 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; 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)
March 31,
December 31,
2023
2022
Assets
Current assets:
Cash and cash equivalents
$
325,159
$
331,022
Short-term investments
1,159,554
1,081,662
Accounts receivable
197,516
226,849
Deferred commission expense
76,365
70,992
Prepaid expenses and other current
assets
63,480
44,074
Total current assets
1,822,074
1,754,599
Long-term investments
121,814
112,791
Property and equipment, net
107,060
105,227
Capitalized software development costs,
net
73,068
63,790
Right-of-use assets
310,000
319,304
Deferred commission expense, net of
current portion
80,476
66,559
Other assets
66,145
58,795
Intangible assets, net
16,702
17,446
Goodwill
46,454
46,227
Total assets
$
2,643,793
$
2,544,738
Liabilities and stockholders’
equity
Current liabilities:
Accounts payable
$
2,958
$
20,883
Accrued compensation costs
70,605
62,846
Accrued expenses and other current
liabilities
131,492
102,122
Operating lease liabilities
33,580
35,928
Deferred revenue
571,793
539,874
Total current liabilities
810,428
761,653
Operating lease liabilities, net of
current portion
309,037
316,184
Deferred revenue, net of current
portion
5,474
5,904
Other long-term liabilities
17,763
14,546
Convertible senior notes
454,712
454,227
Total liabilities
1,597,414
1,552,514
Stockholders’ equity:
Common stock
49
49
Additional paid-in capital
1,734,749
1,647,446
Accumulated other comprehensive loss
(7,756
)
(12,890
)
Accumulated deficit
(680,663
)
(642,381
)
Total stockholders’ equity
1,046,379
992,224
Total liabilities and stockholders’
equity
$
2,643,793
$
2,544,738
Consolidated Statements of
Operations
(in thousands, except per share data)
For the Three Months Ended
March 31,
2023
2022
Revenues:
Subscription
$
489,743
$
384,956
Professional services and other
11,877
10,643
Total revenue
501,620
395,599
Cost of revenues:
Subscription
68,339
59,384
Professional services and other
13,707
13,552
Total cost of revenues
82,046
72,936
Gross profit
419,574
322,663
Operating expenses:
Research and development
127,683
92,736
Sales and marketing
250,683
197,134
General and administrative
57,405
43,947
Restructuring
28,570
—
Total operating expenses
464,341
333,817
Loss from operations
(44,767
)
(11,154
)
Other expense:
Interest income
10,472
515
Interest expense
(930
)
(950
)
Other (expense) income
(794
)
3,692
Total other expense
8,748
3,257
Loss before income tax expense
(36,019
)
(7,897
)
Income tax expense
(2,263
)
(1,444
)
Net loss
$
(38,282
)
$
(9,341
)
Net loss per share, basic and diluted
$
(0.78
)
$
(0.20
)
Weighted average common shares used in
computing basic and diluted net loss per share:
49,395
47,577
Consolidated Statements of Cash
Flows
(in thousands)
For the Three Months Ended
March 31,
2023
2022
Operating Activities:
Net loss
(38,282
)
$
(9,341
)
Adjustments to reconcile net loss to net
cash and cash equivalents provided by operating activities
Depreciation and amortization
16,570
12,798
Stock-based compensation
83,037
45,704
Restructuring charges
2,281
—
Gain on strategic investments
—
(4,221
)
Provision on (benefit from) deferred
income taxes
47
(246
)
Amortization of debt discount and issuance
costs
484
507
(Accretion) amortization of bond
discount
(8,008
)
585
Unrealized currency translation
(358
)
703
Changes in assets and liabilities
Accounts receivable
30,615
3,552
Prepaid expenses and other assets
(20,417
)
(3,927
)
Deferred commission expense
(18,539
)
(8,354
)
Right-of-use assets
8,483
6,528
Accounts payable
(17,873
)
3,625
Accrued expenses and other liabilities
24,221
7,135
Operating lease liabilities
(9,829
)
(2,318
)
Deferred revenue
28,638
29,496
Net cash and cash equivalents provided by
operating activities
81,070
82,226
Investing Activities:
Purchases of investments
(362,246
)
(435,547
)
Maturities of investments
287,967
405,219
Purchases of property and equipment
(3,310
)
(9,940
)
Purchases of strategic investments
(6,000
)
(5,046
)
Capitalization of software development
costs
(15,122
)
(9,722
)
Net cash and cash equivalents used in
investing activities
(98,711
)
(55,036
)
Financing Activities:
Repayment of 2025 Convertible Notes
attributable to the principal
—
(1,619
)
Employee taxes paid related to the net
share settlement of stock-based awards
(1,198
)
(4,354
)
Proceeds related to the issuance of common
stock under stock plans
11,254
11,852
Net cash and cash equivalents provided by
financing activities
10,056
5,879
Effect of exchange rate changes on cash,
cash equivalents and restricted cash
1,722
(1,649
)
Net (decrease) increase in cash, cash
equivalents and restricted cash
(5,863
)
31,420
Cash, cash equivalents and restricted
cash, beginning of period
334,175
380,042
Cash, cash equivalents and restricted
cash, end of period
$
328,312
$
411,462
Reconciliation of non-GAAP operating
income and operating margin
(in thousands, except percentages)
Three Months Ended March
31,
2023
2022
GAAP operating loss
$
(44,767
)
$
(11,154
)
Stock-based compensation
83,037
45,704
Amortization of acquired intangible
assets
845
410
Restructuring charges
28,570
—
Non-GAAP operating income
$
67,685
$
34,960
GAAP operating margin
(8.9
%)
(2.8
%)
Non-GAAP operating margin
13.5
%
8.8
%
Reconciliation of non-GAAP net
income
(in thousands, except per share
amounts)
Three Months Ended March
31,
2023
2022
GAAP net loss
$
(38,282
)
(9,341
)
Stock-based compensation
83,037
45,704
Amortization of acquired intangibles
assets
845
410
Restructuring charges
28,570
—
Non-cash interest expense for amortization
of debt discount and debt issuance costs
484
507
Gain on strategic investments
—
(4,221
)
Loss (gain) on equity method
investment
122
(105
)
Income tax effects of non-GAAP items
(13,145
)
(5,436
)
Non-GAAP net income
$
61,631
27,518
Non-GAAP net income per share:
Basic
$
1.25
$
0.58
Diluted
$
1.20
$
0.54
Shares used in non-GAAP per share
calculations
Basic
49,395
47,577
Diluted
51,497
51,201
Reconciliation of non-GAAP expense and
expense as a percentage of revenue
(in thousands, except percentages)
Three Months Ended March
31,
2023
2022
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
$
68,339
$
13,707
$
127,683
$
250,683
$
57,405
$
59,384
$
13,552
$
92,736
$
197,134
$
43,947
Stock -based compensation
(2,745
)
(1,087
)
(33,324
)
(30,169
)
(15,712
)
(1,823
)
(835
)
(16,986
)
(16,869
)
(9,191
)
Amortization of acquired intangible
assets
(399
)
—
—
(446
)
—
(321
)
—
—
(89
)
—
Non-GAAP expense
$
65,195
$
12,620
$
94,359
$
220,068
$
41,693
$
57,240
$
12,717
$
75,750
$
180,176
$
34,756
GAAP expense as a percentage of
revenue
13.6
%
2.7
%
25.5
%
50.0
%
11.4
%
15.0
%
3.4
%
23.4
%
49.8
%
11.1
%
Non-GAAP expense as a percentage of
revenue
13.0
%
2.5
%
18.8
%
43.9
%
8.3
%
14.5
%
3.2
%
19.1
%
45.5
%
8.8
%
Reconciliation of non-GAAP subscription
margin
(in thousands, except percentages)
Three Months Ended March
31,
2023
2022
GAAP subscription margin
$
421,404
$
325,572
Stock-based compensation
2,745
1,823
Amortization of acquired intangible
assets
399
321
Non-GAAP subscription margin
$
424,548
$
327,716
GAAP subscription margin percentage
86.0
%
84.6
%
Non-GAAP subscription margin
percentage
86.7
%
85.1
%
Reconciliation of non-GAAP operating
cash flow
(in thousands)
Three Months Ended March
31,
2023
2022
GAAP net cash and cash equivalents
provided by operating activities
$
81,070
$
82,226
Payment of restructuring charges
22,513
—
Non-GAAP operating cash flow
$
103,583
$
82,226
Reconciliation of free cash
flow
(in thousands)
Three Months Ended March
31,
2023
2022
GAAP net cash and cash equivalents
provided by operating activities
$
81,070
$
82,226
Purchases of property and equipment
(3,310
)
(9,940
)
Capitalization of software development
costs
(15,122
)
(9,722
)
Payment of restructuring charges
22,513
—
Free cash flow
$
85,151
$
62,564
Reconciliation of forecasted non-GAAP
operating income
(in thousands, except
percentages)
Three Months Ended June 30,
2023
Year Ended December 31,
2023
GAAP operating income range
($145,152)-($147,152)
($283,040)-($286,040)
Stock-based compensation
136,307
463,651
Amortization of acquired intangible
assets
845
3,389
Restructuring charges
62,000-66,000
91,000-98,000
Non-GAAP operating income range
$54,000-$56,000
$275,000-$279,000
Reconciliation of forecasted non-GAAP
net income and non-GAAP net income per share
(in thousands, except per share
amounts)
Three Months Ended June 30,
2023
Year Ended December 31,
2023
GAAP net loss range
($144,791)-($147,541)
($260,856)-($264,731)
Stock-based compensation
136,307
463,651
Amortization of acquired intangible
assets
845
3,389
Non-cash interest expense for amortization
of debt issuance costs
496
1,985
Restructuring charges
62,000-66,000
91,000-98,000
Loss on equity method investment
—
122
Income tax effects of non-GAAP items
(3,657)-(3,907)
(48,341)-(48,966)
Non-GAAP net income range
$51,200-$52,200
$250,950-$253,450
GAAP net income per basic and diluted
share
($2.91)-($2.97)
($5.23)-($5.30)
Non-GAAP net income per diluted share
$0.98-$1.00
$4.80-$4.85
Weighted average common shares used in
computing GAAP basic and diluted net loss per share:
49,737
49,919
Weighted average common shares used in
computing non-GAAP diluted net loss per share:
52,361
52,300
HubSpot’s estimates of stock-based compensation, amortization of
acquired intangible assets, non-cash interest expense for
amortization of debt issuance costs, restructuring charges, loss of
equity method investment, and income tax effects of non-GAAP items
assume, among other things, the occurrence of no additional
acquisitions or dispositions, 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. 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. We
believe information regarding free cash flow provides useful
information to investors in understanding and evaluating the
strength of liquidity and available cash provides a comparable
framework for assessing how our business performed when compared to
prior periods which excluded 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, 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.
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.
D.
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.
E.
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.
F.
Restructuring are charges related to
severance, employee related benefits, facilities and other costs
associated with the restructuring plan implemented in January 2023.
Restructuring charges fluctuate in amount and frequency and are not
reflective of our recurring core business operating results. We
believe that the exclusion of these charges and related cash
payments provides for a useful comparison of our operating results
to prior periods and to our peer companies, which commonly exclude
restructuring charges.
G.
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.
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version on businesswire.com: https://www.businesswire.com/news/home/20230503005641/en/
Investor Relations Contact: Charles MacGlashing
investors@hubspot.com
Media Contact: media@hubspot.com
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