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  "docId": "019de516-7dd0-711e-b583-4992cd8bd6a5",
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  "documentTitle": "Hubspot | Investor Presentation Deck | 26 slides",
  "authorId": "hubspot",
  "authorName": "HubSpot",
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  "sourceTypeLabel": "Investor relations",
  "presentationDate": "2023-08-01 00:00:00",
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  "pageNumber": 26,
  "pageCount": 26,
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      "kind": "source-note",
      "text": "* All amounts are trailing twelve months",
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      "text": "GAAP net cash and cash equivalents provided by (used in) operating activities\nPurchases of property & equipment\nCapitalization of software development costs\nRepayment of 2022 Convertible Notes attributable to the debt discount\nFree cash flow\nMarch 31, 2017\n$'000s\n35,279\n(14,983)\n(5,925)\n14,371\nJune 30, 2017\n$'000s\n35,364\n(15,592)\n(6,577)\n13,195\nSeptember 30, 2017\n$'000s\n37,893\n(17,528)\n(6,882)\n13,483\nDecember 31, 2017\n$'000s\n49,614\n(20,276)\n(7,071)\n22,267\nMarch 31, 2018\n$'000s\n57,244\n(20,680)\n(8,077)\n28,487\nJune 30,2018\n$'000s\n62,018\n(20,514)\n(9,537)\n31,967\nSeptember 30,2018\n$'000s\n65,734\n(21,875)\n(10,491)\n33,368\nDecember 31, 2018\n$'000s\n84,851\n(22,305)\n(11,168)\n51,378\nMarch 31, 2019\n$'000s\n95,845\n(20,331)\n(11,373)\n64,141\nJune 30, 2019\n$'000s\n96,041\n(23,051)\n(10,690)\n62,300\nSeptember 30, 2019\n$ '000s\n104,193\n(26,814)\n(11,581)\n65,798\nDecember 31, 2019\n$'000s\n118,972\n(40,372)\n(13,474)\n65,126\nMarch 31, 2020\n$'000s\n104.267\n(47,249)\n(15,422)\n41,596\nJune 30, 2020\n$'000s\n56,880\n(48,257)\n(18,309)\n48.675\n38,989\nSeptember 30, 2020\n$ '000s\n75,878\n(46,972)\n(19,979)\n48,675\n57,602\nDecember 31, 2020\n$ '000s\n88,913\n(37,318)\n(21,599)\n49,048\n79,044\nMarch 31, 2021\n$ '000s\n128,602\n(30,143)\n(24,171)\n58,853\n133,141\nJune 30, 2021\n$ '000s\n200,483\n(28,123)\n(27,857)\n13,401\n157,904\nSeptember 30, 2021\n$'000s\n204,469\n(26,920)\n(31,593)\n24,830\n170,786\nDecember 31, 2021\n$ '000s\n238,728\n(28,726)\n(33,139)\n26,428\n203,291\nMarch 31, 2022\n$ '000s\n258,254\n(34,699)\n(35,520)\n16,623\n204,658\nJune 30, 2022\n$ '000s\n260,984\n(36,252)\n(36,649)\n13,400\n201.483\nSeptember 30, 2022\n$ '000s\n278,395\n(42,711)\n(38,851)\n1,971\n198.804\nDecember 31, 2022\n$ '000s\n273,177\n(37,426)\n(44,345)\n191.406\nMarch 31, 2023\n$'000s\n272,021\n(30,796)\n(49,745)\n22.513\n213,993\nJune 30, 2023\n$ '000s\n307,643\n(33,343)\n(56,009)\n32,938\n251,229",
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      "kind": "title",
      "text": "GAAP to Non-GAAP Reconciliations",
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      "beatId": "8cefcca1-e1c3-4853-ad05-07e0502e4b34",
      "arcName": "The Sequoia Pitch",
      "arcSlug": "sequoia-pitch",
      "beatName": "Financials",
      "beatSlug": "sequoia-pitch-financials",
      "evidence": "Slides 16-26 present financial overviews, revenue growth, and profitability metrics.",
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      "name": "Quick Win Big Bet",
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      "bestFor": "Transformation planning, 100-day plans, resource allocation",
      "matchId": "10fd7d25-5d55-4c34-891b-3cdc4a845be9",
      "evidence": "Slides 16-26 present financial metrics and growth targets.",
      "position": 1,
      "objective": "Showcase HubSpot's strong revenue growth and profitability",
      "structure": "The Full List -> Quick Wins (Low effort, High impact) -> Big Bets (High effort, High impact) -> Sequenced Roadmap",
      "confidence": 0.7,
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