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  "documentTitle": "Hubspot | Investor Day Presentation Deck | 100 slides",
  "authorId": "hubspot",
  "authorName": "HubSpot",
  "documentKindSlug": "conference-presentation",
  "documentKindLabel": "Conference presentation",
  "sourceTypeSlug": "investor_relations",
  "sourceTypeLabel": "Investor relations",
  "presentationDate": "2023-09-01 00:00:00",
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      "text": "¹Long-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": "Gross Margin 82% 85% 84% +Infrastructure optimization +Services & support leverage -Reliability, speed, security -Commerce\nR&D % of revenue 18% 20% 20% Invest in R&D to fuel growth\nS&M % of revenue 45% 43% 36% - 38% Digital and AI-enabled GTM\nG&A % of revenue 11% 8% 8% Workforce planning Systems and Automation\nOperating Margin 8% 14%",
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            "header": "2019",
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      "kind": "title",
      "text": "Long term financial targets remain unchanged",
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