{ "docId": "019de50f-f815-779d-8723-67cbbaa4a076", "docSlug": "69027305d2edebafa2b752c8070e6655", "documentTitle": "Hubspot | Investor Day Presentation Deck | 57 slides", "authorId": "hubspot", "authorName": "HubSpot", "documentKindSlug": "conference-presentation", "documentKindLabel": "Conference presentation", "sourceTypeSlug": "investor_relations", "sourceTypeLabel": "Investor relations", "presentationDate": "2020-09-01 00:00:00", "orientation": "landscape", "aspectRatio": 1.7761332, "pageNumber": 57, "pageCount": 57, "prevPage": 56, "nextPage": null, "slideType": "appendix_disclosure", "function": "other", "density": "overcrowded", "nDataPoints": 0, "notes": "This slide serves as a technical appendix for financial reporting terminology.", "elementsJson": null, "metadataConfidence": 1, "imagePath": null, "slideHref": "/slides/019de50f-f815-779d-8723-67cbbaa4a076/57", "deckHref": "/decks/019de50f-f815-779d-8723-67cbbaa4a076", "deckJsonHref": "/decks/019de50f-f815-779d-8723-67cbbaa4a076.json", "deckAnchorHref": "/decks/019de50f-f815-779d-8723-67cbbaa4a076#slide-57", "components": [ { "bbox": { "h": 0.03, "w": 0.9, "x": 0.05, "y": 0.44 }, "kind": "list", "text": "Customer Dollar Retention Hub View ex-Starter: Cancellation dollars calculated the same as above, but exclude any dollars associated with Starter Editions across any Hub.", "attrs": null, "subkind": "bullet", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "1ee98785-e5b4-48a1-9e67-5e22f5387136", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.06, "w": 0.9, "x": 0.05, "y": 0.38 }, "kind": "list", "text": "Customer Dollar Retention Hub View: Cancellation dollars are defined as any dollars associated with a Customer for a particular Hub where the Customer is cancelling all subscriptions associated with that Hub on all of their paid portals...", "attrs": null, "subkind": "bullet", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "2dd4809d-ca24-4f90-b70f-25b99beae159", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.04, "w": 0.9, "x": 0.05, "y": 0.47 }, "kind": "list", "text": "Customer Dollar Retention Customer View: Cancellation dollars are defined as any dollars associated with a Customer that is cancelling all HubSpot subscriptions.", "attrs": null, "subkind": "bullet", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "461e831b-d9e2-4021-91df-6acb24d3d1ee", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.03, "w": 0.9, "x": 0.05, "y": 0.52 }, "kind": "paragraph", "text": "Non-GAAP Operating Income: We define as GAAP operating income or loss plus stock-based compensation, amortization of acquired intangible assets and acquisition related expenses.", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "0d1570e4-5249-407c-8206-66263ae188e0", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.15, "w": 0.9, "x": 0.05, "y": 0.145 }, "kind": "paragraph", "text": "Total Customers: We define our Total Customers at the end of a particular period as the number of business entities or individuals with one or more paid subscriptions to our Sales Hub, Marketing Hub, CMS Hub or Service Hub products...", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "40f62b65-9a53-4dfc-abf8-4765fa494bbe", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.12, "w": 0.9, "x": 0.05, "y": 0.73 }, "kind": "paragraph", "text": "Annual Recurring Revenue: We define \"ARR\" as the annual value of our customer subscription contracts as of the specified point in time excluding any commissions owed to our partners. For each Hub, this is the sum of customer ARR for the Starter, Basic, Professional and Enterprise subscriptions...", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "7150a090-d82e-438f-af55-9899af84e0f0", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.03, "w": 0.9, "x": 0.05, "y": 0.69 }, "kind": "paragraph", "text": "Install Base Average Sales Price (ASP): Total Install Base divided by the total number of paying customers as of the end of a given period (i.e. average ARR per customer). Install Base ASP non-Starter excludes Starter only customers.", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "77c6c0ca-7a42-450c-8384-0f930648746c", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.07, "w": 0.9, "x": 0.05, "y": 0.61 }, "kind": "paragraph", "text": "LTV: CAC*: LTV: Initial ARR from New Customers multiplied by the expected lifetime of our customers, while compounding expected upgrade rates over that lifetime. That \"Gross LTV\" is net against a margin which represents the ongoing costs of hosting...", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "9aa9b899-3a9b-4503-a533-ab9956dc8e3d", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.06, "w": 0.9, "x": 0.05, "y": 0.32 }, "kind": "paragraph", "text": "Customer Dollar Retention (C$R): is a measure of what percentage of our customers we retain, weighted by ARR dollars. We calculate by summing the total dollars that were canceled in a given period and divide that by the beginning of period ARR Install Base.", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "ce6695a6-af0a-41aa-8a47-156d56b114c3", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.025, "w": 0.9, "x": 0.05, "y": 0.295 }, "kind": "paragraph", "text": "Install Base: Refer to definition of Annual Recurring Revenue below.", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "f44707c8-37fd-49a5-ace1-8971e673b795", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.04, "w": 0.9, "x": 0.05, "y": 0.56 }, "kind": "paragraph", "text": "Free Cash Flow (FCF): We define as cash and cash equivalents provided by or used in operating activities less purchases of property and equipment, capitalization of software development costs, plus repayments of convertible notes attributable to debt discount.", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "f4d89b91-0a90-4b13-984e-93e670a7500d", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.055, "w": 0.184, "x": 0.408, "y": 0.065 }, "kind": "title", "text": "Definitions", "attrs": null, "subkind": "headline", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "befd0997-4172-4c51-b8b0-4f8d6da95ac6", "frameworkName": null, "frameworkSlug": null } ], "metrics": [], "tools": [], "frameworks": [], "arcBeats": [ { "to": 57, "from": 41, "beatId": "c52f8e74-030b-4f47-9393-f2ea3a29834f", "arcName": "The Consultant's Gambit", "arcSlug": "consultants-gambit", "beatName": "Impact & Next Steps", "beatSlug": "consultants-gambit-impact-next-steps", "evidence": "The deck concludes with key takeaways, a financial overview, and next steps", "position": 4, "confidence": 0.8, "parentBeatName": "Resolution", "parentBeatSlug": "resolution" } ], "loops": [], "imagePathAlt": null, "thumbSrc": null, "thumbSrcAlt": null, "locked": true }