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  "authorName": "HubSpot",
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  "presentationDate": "2023-09-01 00:00:00",
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      "text": "1 These estimates reflect our current operating plan as of 8/2/2023 and are subject to change as future events and opportunities arise. All percentages are non-GAAP and exclude expenses associated with stock based compensation, amortization of acquired intangible assets and acquisition related expenses. Please refer to the end of this presentation for a reconciliation of GAAP to non-GAAP figures.",
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      "text": "Gross Margin: 82% (2020), 81% (2021), 83% (2022), 84% (Q1 2023), 85% (Q2 2023), 81% - 83% (Long Term Target)\nR&D % of revenue: 19% (2020), 18% (2021), 19% (2022), 19% (Q1 2023), 20% (Q2 2023), 18% - 20% (Long Term Target)\nS&M % of revenue: 45% (2020), 45% (2021), 45% (2022), 44% (Q1 2023), 43% (Q2 2023), 30% - 35% (Long Term Target)\nG&A % of revenue: 10% (2020), 9% (2021), 9% (2022), 8% (Q1 2023), 8% (Q2 2023), 8% - 9% (Long Term Target)\nOperating Margin: 8% (2020), 9% (2021), 10% (2022), 13% (Q1 2023), 14% (Q2 2023), 20% - 25% (Long Term Target)",
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      "kind": "title",
      "text": "Long Term Financial Targets",
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