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      "text": "+Infrastructure optimization +Services & support leverage -Reliability, speed, security -Commerce Invest in R&D to fuel growth Digital and AI-enabled GTM Workforce planning Systems and Automation",
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      "text": "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": "Gross Margin: 82% (2019), 85% (2023), 84% (2026 Target Model); R&D % of revenue: 18% (2019), 20% (2023), 20% (2026 Target Model); S&M % of revenue: 45% (2019), 43% (2023), 36% - 38% (2026 Target Model); G&A % of revenue: 11% (2019), 8% (2023), 8% (2026 Target Model); Operating Margin: 8% (2019), 14% (2023), 18% - 20% (2026 Target Model)",
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      "text": "Long term financial targets remain unchanged",
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