HubSpot Reports Q1 2016 Results

Published on May 4, 2016

Continued Strong Revenue Growth, Improved Margins and Positive Cash Flow from Operations - Full-Year 2016 Guidance Raised

CAMBRIDGE, Mass., May 4, 2016 /PRNewswire/ -- HubSpot, Inc. (NYSE: HUBS), a leading inbound marketing and sales software company, today announced financial results for the first quarter ended March 31^st, 2016.

Financial Highlights:

Revenue

Total revenue was $59.0 million, up 54% compared to the first quarter of 2015.
Subscription revenue was $54.9 million, up 57% compared to the first quarter of 2015.
Professional services and other revenue was $4.0 million, up 25% compared to the first quarter of 2015.

Operating Loss

GAAP operating margin was (16.7%) for the quarter, compared to (29.9%) in the first quarter of 2015.
Non-GAAP operating margin was (6.1%) for the quarter, an improvement of approximately 10 percentage points from (16.4%) in the first quarter of 2015.
GAAP operating loss was ($9.9) million for the quarter, compared to ($11.4) million in the first quarter of 2015.
Non-GAAP operating loss was ($3.6) million for the quarter, compared to ($6.3) million in the first quarter of 2015.

Net Loss

GAAP net loss was ($10.2) million, or ($0.29) per share for the quarter, compared to ($10.9) million, or ($0.34) per share, in the first quarter of 2015.
Non-GAAP net loss was ($3.9) million, or ($0.11) per share for the quarter, compared to ($5.7) million, or ($0.18) per share, in the first quarter of 2015.
First quarter weighted average common shares outstanding were 34.7 million compared to 31.6 million shares in the first quarter of 2015.

Balance Sheet and Cash Flow

The company's cash, cash equivalents and investments balance was $142.8 million as of March 31, 2016.
During the first quarter, the company generated $3.2 million of operating cash flow compared to using ($815) thousand of operating cash flow during the first quarter of 2015.

Additional Recent Business Highlights

Grew total customers to 19,322 at March 31, 2016, up 31% from March 31, 2015.
Increased average subscription revenue per customer during the first quarter of 2016 to $11,494 from $9,740 in the first quarter of 2015.
Unveiled HubSpot Sales as well as the official Inbound Sales Methodology and associated Inbound Sales training and certification program.

"Q1 was another solid quarter for HubSpot and we're very pleased with the results," said Brian Halligan, co-founder and CEO. "Between the strong revenue growth and improved operating leverage we continue to show across the business, we see great signs that our marketing and sales products are really resonating with our customers. We couldn't be more excited about the impact that we're making with both established and new customers around the world."

Business Outlook

Based on information available as of May 4, 2016, HubSpot is issuing guidance for the second quarter of 2016 and raising guidance for full year 2016 as indicated below.

Second Quarter 2016:

Total revenue is expected to be in the range of $61.0 million to $62.0 million.
Non-GAAP operating loss is expected to in the range of ($5.8) million to ($4.8) million. This excludes stock-based compensation expense of approximately $8.3 million and amortization of acquired intangible assets of approximately $20 thousand.
Non-GAAP net loss per common share is expected to be in the range of ($0.17) to ($0.14). This excludes stock-based compensation expense of approximately $8.3 million and amortization of acquired intangible assets of approximately $20 thousand. This assumes approximately 35.0 million weighted common shares outstanding.

Full Year 2016:

Total revenue is expected to be in the range of $256.5 million to $259.5 million.
Non-GAAP operating loss is expected to in be in the range of ($24.0) million to ($21.0) million. This excludes stock-based compensation expense of approximately $32.4 million and amortization of acquired intangible assets of approximately $84 thousand.
Non-GAAP net loss per common share is expected to be in the range of ($0.68) to ($0.59). This excludes stock-based compensation expense of approximately $32.4 million and amortization of acquired intangible assets of approximately $84 thousand. This assumes approximately 35.2 million weighted common shares outstanding.

Conference Call Information

HubSpot will host a conference call on Wednesday, May 4, 2016, at 5:00 p.m. Eastern Time (ET) to discuss its first quarter 2016 financial results and business outlook. To access this call, dial (877) 201-0168 (domestic) or (647) 788-4901 (international). The conference ID is 89836066. Additionally, a live webcast of the conference call will be available in the "Investor" section of the HubSpot's web site at www.hubspot.com.

Following the conference call, a replay will be available until 11 pm on May 11, 2016 at (855) 859-2056 (domestic) or (404) 537-3406 (international). The replay pass code is 89836066. An archived webcast of this conference call will also be available in the "Investor" section of HubSpot's web site at www.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 inbound marketing and sales platform. Over 19,000 customers in over 90 countries use HubSpot's award-winning software, services, and support to create an inbound experience that will attract, engage, and delight customers. Learn more at www.hubspot.com .

The tables at the end of this press release include a reconciliation of generally accepted accounting principles ("GAAP") to non-GAAP operating loss, operating margin, subscription margin, expense, expense as a percentage of revenue, and net loss for the first quarter ended March 31, 2016 and 2015. An explanation of these measures is also included below under the heading "Non-GAAP Financial Measures."

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 concerning our financial guidance for the second fiscal quarter of 2016 and full year 2016, 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 Annual Report on Form 10-K filed on February 24, 2016 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.

Consolidated Balance Sheets (in thousands)

	March 31,		December 31,
	2016		2015
Assets
Current assets:
Cash and cash equivalents	$	53,019	$	55,580
Short-term investments		54,633		48,972
Accounts receivable — net of allowance for doubtful accounts of $409 and $371 at March 31, 2016 and December 31, 2015, respectively		25,072		25,142
Deferred commission expense		8,453		8,114
Prepaid hosting costs		2,531		3,047
Prepaid expenses and other current assets		8,030		4,899
Total current assets		151,738		145,754
Long-term investments		35,113		40,566
Property and equipment, net		26,897		18,161
Capitalized software development costs, net		5,086		4,655
Restricted cash		381		363
Other assets		928		1,007
Intangible assets, net		76		100
Goodwill		9,773		9,773
Total assets	$	229,992	$	220,379
Liabilities and stockholders' equity
Current liabilities:
Accounts payable	$	2,674	$	2,588
Accrued compensation costs		8,920		11,371
Other accrued expenses		14,993		12,313
Capital lease obligations		649		542
Deferred rent		174		86
Deferred revenue		73,262		64,407
Total current liabilities		100,672		91,307
Capital lease obligations, net of current portion		285		277
Deferred rent, net of current portion		7,378		6,345
Deferred revenue, net of current portion		692		732
Other long term liabilities		13		10
Total liabilities		109,040		98,671
Commitments and contingencies
Stockholders' equity:
Common stock		35		34
Additional paid-in capital		331,730		322,833
Accumulated other comprehensive loss		(305)		(805)
Accumulated deficit		(210,508)		(200,354)
Total stockholders' equity		120,952		121,708
Total liabilities and stockholders' equity	$	229,992	$	220,379

Consolidated Statements of Operations (in thousands, except per share data)

	For the Three Months Ended March 31,
	2016		2015
Revenues:
Subscription	$	54,936	$	34,939
Professional services and other		4,024		3,227
Total revenue		58,960		38,166
Cost of Revenues:
Subscription		8,910		6,940
Professional services and other		5,061		3,525
Total cost of revenues		13,971		10,465
Gross profit		44,989		27,701
Operating expenses:
Research and development		9,804		7,501
Sales and marketing		35,198		23,897
General and administrative		9,848		7,715
Total operating expenses		54,850		39,113
Loss from operations		(9,861)		(11,412)
Other (expense) income:
Interest income		179		10
Interest expense		(87)		(32)
Other (expense) income		(333)		628
Total other (expense) income		(241)		606
Loss before income tax provision		(10,102)		(10,806)
Income tax provision		(52)		(52)
Net loss	$	(10,154)	$	(10,858)
Net loss per share, basic and diluted	$	(0.29)	$	(0.34)
Weighted average common shares used in computing basic and diluted net loss per share:		34,692		31,636

Consolidated Statements of Cash Flows (in thousands)
	For the Three Months Ended March 31,
	2016		2015
Operating Activities:
Net loss	$	(10,154)	$	(10,858)
Adjustments to reconcile net loss to net cash and cash equivalents provided by (used in) operating activities
Depreciation and amortization		2,201		1,747
Stock-based compensation		6,231		5,142
Provision for deferred income taxes		3		26
Amortization of bond premium discount		221		2
Noncash rent expense		1,112		168
Unrealized currency translation		(252)		(448)
Changes in assets and liabilities, net of acquisitions
Accounts receivable		347		(1,451)
Prepaid expenses and other assets		(2,403)		(1,151)
Deferred commission expense		(299)		4
Accounts payable		(804)		(1,110)
Accrued expenses		(1,154)		652
Deferred rent		(23)		-
Deferred revenue		8,152		6,462
Net cash and cash equivalents provided by (used in) operating activities		3,178		(815)
Investing Activities:
Purchases of investments		(8,969)		(25,784)
Maturities of investments		8,875		—
Purchases of property and equipment		(6,641)		(1,025)
Capitalization of software development costs		(1,434)		(770)
Acquisition of a business		—		(600)
Net cash and cash equivalents used in investing activities		(8,169)		(28,179)
Financing Activities:
Secondary offering proceeds, net of offering costs paid of $138		—		34,114
Employee taxes paid related to the net share settlement of stock-based awards		(958)		—
Proceeds related to the issuance of common stock under stock plans		2,992		966
Repayments of capital lease obligations		(142)		(24)
Net cash and cash equivalents provided by financing activities		1,892		35,056
Effect of exchange rate changes on cash and cash equivalents		538		(408)
Net (decrease) increase in cash and cash equivalents		(2,561)		5,654
Cash and cash equivalents, beginning of period		55,580		123,721
Cash and cash equivalents, end of period	$	53,019	$	129,375
Supplemental cash flow disclosure:
Cash and cash equivalents paid for interest	$	87	$	29
Cash and cash equivalents paid for income taxes	$	73	$	—
Non-cash investing and financing activities:
Property acquired under capital lease	$	257	$	—
Offering costs incurred but not yet paid	$	—	$	295
Capital expenditures incurred but not yet paid	$	2,974	$	5

Reconciliation of non-GAAP operating loss and operating margin (in thousands, except percentages)
	Three Months Ended March 31,
	2016		2015


GAAP operating loss	$	(9,861)	$	(11,412)
Stock-based compensation		6,231		5,142
Amortization of acquired intangible assets		24		17
Non-GAAP operating loss	$	(3,606)	$	(6,253)

GAAP operating margin		(16.7%)		(29.9%)
Non-GAAP operating margin		(6.1%)		(16.4%)

Reconciliation of non-GAAP net loss (in thousands, expect per share amounts)	Three Months Ended March 31,
	2016		2015


GAAP net loss	$	(10,154)	$	(10,858)
Stock-based compensation		6,231		5,142
Amortization of acquired intangibles		24		17
Non-GAAP net loss	$	(3,899)	$	(5,699)

Non-GAAP net loss per share, basic and diluted	$	(0.11)	$	(0.18)
Weighted average common shares used in computing basic and diluted GAAP and non-GAAP net loss per common share:		34,692		31,636

Reconciliation of non-GAAP expense and expense as a percentage of revenue (in thousands, except percentages)

	Three Months Ended March 31,
	2016															2015
	COS, Subscription			COS, Prof. services & other			R&D			S&M			G&A			COS, Subscription			COS, Prof. services & other			R&D			S&M			G&A
GAAP expense	$	8,910		$	5,061		$	9,804		$	35,198		$	9,848		$	6,940		$	3,525		$	7,501		$	23,897		$	7,715
Stock -based compensation		(94)			(324)			(1,758)			(2,427)			(1,628)			(67)			(257)			(1,633)			(2,055)			(1,130)
Amortization of acquired intangibles		(18)			-			-			(6)			-			(11)			-			-			(6)			-
Non-GAAP expense	$	8,798		$	4,737		$	8,046		$	32,765		$	8,220		$	6,862		$	3,268		$	5,868		$	21,836		$	6,585

GAAP expense as a percentage of revenue		15.1	%		8.6	%		16.6	%		59.7	%		16.7	%		18.2	%		9.2	%		19.7	%		62.6	%		20.2	%
Non-GAAP expense as a percentage of revenue		14.9	%		8.0	%		13.6	%		55.6	%		13.9	%		18.0	%		8.6	%		15.4	%		57.2	%		17.3	%

Reconciliation of non-GAAP subscription margin (in thousands, except percentages)

	Three Months Ended March 31,
	2016			2015

GAAP subscription margin	$	46,026		$	27,999
Stock -based compensation	94			67
Amortization of acquired intangible assets	18			11
Non-GAAP subscription margin	$	46,138		$	28,077

GAAP subscription margin percentage		83.8	%		80.1	%
Non-GAAP subscription margin percentage		84.0	%		80.4	%

Non-GAAP Financial Measures

In this release, HubSpot's non-GAAP operating loss, operating margin, subscription margin, expense, expense as a percentage of revenue, and net loss are not presented in accordance with GAAP and are not intended to be used in lieu of GAAP presentations of results of operations.

Management presents these non-GAAP financial measures because it considers them to be important supplemental measures of performance. Management uses the non-GAAP financial measures for planning purposes, including analysis of the company's performance against prior periods, the preparation of operating budgets and to determine appropriate levels of operating and capital investments. Management also believes that the non-GAAP financial measures provide additional insight for analysts and investors in evaluating the company's financial and operational performance. 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. 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. 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 share-based compensation and amortization of acquired intangible assets. We believe investors may want to exclude 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 a non-cash item, and we believe that the exclusion of this amortization expense provides for a useful comparison of our operating results to prior periods and to our peer companies.

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SOURCE HubSpot

Investor Relations Contact: Charles MacGlashing, (857) 829-5429, investors@hubspot.com, Media Contact: Laura Moran, (857) 829-5688, lmoran@hubspot.com

About HubSpot

HubSpot (NYSE: HUBS) is a leading customer relationship management (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, nearly 115,000 customers across more than 120 countries use HubSpot's powerful and easy-to-use tools and integrations to attract, engage, and delight customers.

Named Glassdoor's #4 Best Place to Work in 2021, HubSpot has been recognized for its award-winning culture by Great Place to Work, Comparably, Fortune, Entrepreneur, Inc., and more. HubSpot was founded in 2006 and is headquartered in Cambridge, Massachusetts. The company's thousands of employees work across the globe in HubSpot offices and remotely.

Learn more at www.hubspot.com.

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