{ "docId": "019de511-ad0a-704d-b736-4865a364b9a8", "docSlug": "82ba63de7d3a0ff75d4d1d32d2958cfa", "documentTitle": "Hubspot | Investor Day Presentation Deck | 74 slides", "authorId": "hubspot", "authorName": "HubSpot", "documentKindSlug": "conference-presentation", "documentKindLabel": "Conference presentation", "sourceTypeSlug": "investor_relations", "sourceTypeLabel": "Investor relations", "presentationDate": "2021-10-01 00:00:00", "orientation": "landscape", "aspectRatio": 1.7761332, "pageNumber": 74, "pageCount": 74, "prevPage": 73, "nextPage": null, "slideType": "appendix_data", "function": "summarize", "density": "overcrowded", "nDataPoints": 0, "notes": null, "elementsJson": null, "metadataConfidence": 1, "imagePath": null, "slideHref": "/slides/019de511-ad0a-704d-b736-4865a364b9a8/74", "deckHref": "/decks/019de511-ad0a-704d-b736-4865a364b9a8", "deckJsonHref": "/decks/019de511-ad0a-704d-b736-4865a364b9a8.json", "deckAnchorHref": "/decks/019de511-ad0a-704d-b736-4865a364b9a8#slide-74", "components": [ { "bbox": { "h": 0.02, "w": 0.9, "x": 0.05, "y": 0.28 }, "kind": "paragraph", "text": "Install Base: Refer to definition of Annual Recurring Revenue below.", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "0fc34e32-ddc4-45d1-8e0e-d32ac6a374bf", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.15, "w": 0.9, "x": 0.05, "y": 0.14 }, "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": "3209fccd-edd8-4d98-814a-cbf906b10cee", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.12, "w": 0.9, "x": 0.05, "y": 0.71 }, "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": "6cdf68cb-d0df-404e-ab2e-ac3398b1bc86", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.04, "w": 0.9, "x": 0.05, "y": 0.61 }, "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": "77ac64a0-7be0-4b0d-9744-3a6da2d03f09", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.03, "w": 0.9, "x": 0.05, "y": 0.57 }, "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": "77f612cf-2f93-48ed-b46e-3859ca7ea38d", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.05, "w": 0.9, "x": 0.05, "y": 0.51 }, "kind": "paragraph", "text": "Average Subscription Revenue per Customer: We define \"ASRPC\" during a particular period as subscription revenue, excluding revenue from our legacy Sales Hub ($10) and PieSync products, from our Total Customers during the period divided by the average Total Customers during the same period.", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "826bbcfd-66f7-4269-a177-edfacfb372da", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.06, "w": 0.9, "x": 0.05, "y": 0.31 }, "kind": "paragraph", "text": "Customer Dollar Retention (C$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": "c4b13d02-4b0c-4a78-a4c6-4c6df63da236", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.03, "w": 0.9, "x": 0.05, "y": 0.66 }, "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": "c739bb3c-6eaa-4d8a-94bb-d61d6374fde1", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.12, "w": 0.9, "x": 0.05, "y": 0.38 }, "kind": "paragraph", "text": "Net Revenue Retention: Is a measure of the percentage of recurring revenue retained from customers over a given period of time. We compare the aggregate Total Contractual Monthly Subscription Revenue of our Total Customer base as of the beginning of each month...", "attrs": null, "subkind": "paragraph", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "f131df30-fc05-4591-b6b0-8dc649ca465e", "frameworkName": null, "frameworkSlug": null }, { "bbox": { "h": 0.05, "w": 0.14, "x": 0.43, "y": 0.06 }, "kind": "title", "text": "Definitions", "attrs": null, "subkind": "headline", "toolName": null, "toolSlug": null, "confidence": null, "componentId": "597352a2-30dc-4b34-948c-39fb693e7dbe", "frameworkName": null, "frameworkSlug": null } ], "metrics": [], "tools": [], "frameworks": [], "arcBeats": [], "loops": [], "imagePathAlt": null, "thumbSrc": null, "thumbSrcAlt": null, "locked": true }