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      "text": "Long-Term Target Model: These estimates reflect our current operating plan as of September 7, 2022 and are subject to change as future events and opportunities arise. 2022e: represents the current midpoint of HubSpot's full year 2022 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": "2023\nGross Margin: Continued investment in platform resilience and efficiency\nR&D % of revenue: Sustain investments in product innovation to drive future growth\nS&M % of revenue: Ensure sales capacity, while driving efficiencies in discretionary areas\nG&A % of revenue: Leverage through automation and scrutinizing discretionary expenses\nOperating Margin",
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