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  "documentTitle": "Hubspot | Investor Day Presentation Deck | 100 slides",
  "authorId": "hubspot",
  "authorName": "HubSpot",
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  "presentationDate": "2023-09-01 00:00:00",
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      "text": "1 Long-Term Target Model: These estimates reflect our current operating plan as of September 6, 2023 and are subject to change as future events and opportunities arise. 2023 represents the current midpoint of HubSpot's full year 2023 guidance. All percentages are non-GAAP and exclude expenses associated with stock-based compensation, amortization of acquired intangibles and acquisition related expenses. Percentages are based on actual values. Totals may not sum due to rounding. Please refer to appendix for a reconciliation of GAAP to non-GAAP figures.",
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      "text": "2019, 2023, 2026 Target Model, Key Variables, Gross Margin, 82%, 85%, 84%, +Infrastructure optimization +Services & support leverage -Reliability, speed, security -Commerce, R&D % of revenue, 18%, 20%, 20%, Invest in R&D to fuel growth, S&M % of revenue, 45%, 43%, 36% - 38%, Digital and AI-enabled GTM, G&A % of revenue, 11%, 8%, Operating Margin, 8%, 14%",
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      "text": "Long term financial targets remain unchanged",
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