HubSpot Reports Q2 2017 Results

CAMBRIDGE, Mass., Aug. 2, 2017 /PRNewswire/ -- HubSpot, Inc. (NYSE: HUBS), a leading inbound marketing and sales software company, today announced financial results for the second quarter ended June 30, 2017.

Financial Highlights:

Revenue

• Total revenue was $89.1 million, up 37% compared to the second quarter of 2016.
• Subscription revenue was $84.4 million, up 38% compared to the second quarter of 2016.
• Professional services and other revenue was $4.7 million, up 17% compared to the second quarter of 2016.

Operating Income (Loss)

• GAAP operating margin was (11.9%) for the quarter, compared to (17.0%) in the second quarter of 2016. 
• Non-GAAP operating margin was 2.7% for the quarter, an improvement of approximately 7 percentage points from (3.9%) in the second quarter of 2016.
• GAAP operating loss was ($10.6) million for the quarter, compared to ($11.0) million in the second quarter of 2016.
• Non-GAAP operating income was $2.4 million for the quarter, compared to a loss of ($2.5) million in the second quarter of 2016. Non-GAAP operating income (loss) excludes stock-based compensation expense and amortization of acquired intangibles.

Net Income (Loss)

• GAAP net loss was ($9.5) million, or ($0.26) per basic and diluted share for the quarter, compared to ($11.1) million, or ($0.32) per basic and diluted share, in the second quarter of 2016.
• Non-GAAP net income was $2.6 million, or $0.07 per basic and diluted share for the quarter, compared to net loss of ($2.6) million, or ($0.07) per basic and diluted share, in the second quarter of 2016.  Non-GAAP net income per share excludes stock-based compensation expense, amortization of acquired intangibles, non-cash interest expense for amortization of debt discount and debt issuance costs, and the deferred income tax benefit from convertible notes.
• Second quarter weighted average basic and diluted shares outstanding for GAAP net loss per share was 36.7 million, compared to 35.0 million basic and diluted shares in the second quarter of 2016.
• Second quarter weighted average basic and diluted shares outstanding for non-GAAP net income per share was 36.7 million and 39.2 million, respectively, compared to 35.0 million weighted average basic and diluted shares in the second quarter of 2016.

Balance Sheet and Cash Flow

• The Company finalized a $400 million convertible bond offering. The net proceeds from this offering were approximately $389.2 million. The Company used approximately $20 million of the net proceeds to pay the costs associated with a note hedge transaction (after such cost were partially offset by the proceeds by a warrant transaction). The Company intends to use the remainder of the net proceeds for general corporate purposes.
• The company's cash, cash equivalents and investments balance was $534.3 million as of June 30, 2017.
• During the second quarter, the company generated $1.8 million of free cash flow compared to $2.9 million during the second quarter of 2016. 

Additional Recent Business Highlights

• Grew total customers to 34,326 at June 30, 2017, up over 40% from June 30, 2016.
• Total average subscription revenue per customer was $10,228 during the second quarter of 2017.
• Grew marketing customers to 26,560 at June 30, 2017, up 30% from June 30, 2016.
• Increased marketing average subscription revenue per customer during the second quarter of 2017 to $12,773 from $11,978 in the second quarter of 2016.

"Q2 was great quarter for HubSpot and we are pleased with our results," said Brian Halligan, co-founder and CEO. "We continue to see the strong growth from our marketing and sales products, in-particular with our growth stack customers who have adopted both products. We have a significant opportunity to continue increasing the value that we bring to both established and new customers as we work with them to better coordinate their marketing and sales functions to drive growth."

Business Outlook

Based on information available as of August 2, 2017, HubSpot is issuing guidance for the third quarter of 2017 and raising guidance for full year 2017 as indicated below.

Third Quarter 2017:

• Total revenue is expected to be in the range of $92.8 million to $93.8 million.
• Non-GAAP operating loss is expected to be between a loss of ($4.5) million to ($3.5) million. This excludes stock-based compensation expense of approximately $10.9 million.
• Non-GAAP net loss per common share is expected to be between a loss of ($0.10) to ($0.08).  This excludes stock-based compensation expense of approximately $10.9 million, non-cash interest expense for the amortization of debt discount and debt issuance costs of approximately $4.8 million, and the deferred income tax benefit from convertible notes of approximately $3.4 million.  This assumes approximately 37.1 million weighted average basic and diluted shares outstanding.

Full Year 2017:

• Total revenue is expected to be in the range of $362.8 million to $364.8 million, up from our previously guided range of $355.5 million to $359.5 million dollars.
• Non-GAAP operating income is expected to in be in the range of breakeven to $2.0 million, up from our previously guided range of a loss of ($5.0) million to ($3.0) million. This excludes stock-based compensation expense of approximately $44.4 million, and amortization of acquired intangible assets of approximately $16 thousand.
• Non-GAAP net income per common share is expected to be in the range of $0.03 to $0.07, up from our previously guided range of a loss of ($0.10) to ($0.04).  This excludes stock-based compensation expense of approximately $44.4 million, amortization of acquired intangible assets of approximately $16 thousand, non-cash interest expense for the amortization of debt discount and debt issuance costs of approximately $12.4 million, and the deferred income tax benefit from convertible notes of approximately $9.4 million. This assumes approximately 39.6 million weighted average diluted shares outstanding.

Conference Call Information

HubSpot will host a conference call on Wednesday, Aug 2, 2017, at 4:30 p.m. Eastern Time (ET) to discuss its second quarter 2017 financial results and business outlook.  To access this call, dial (877) 201-0168 (domestic) or (647) 788-4901 (international).  The conference ID is 53211676. Additionally, a live webcast of the conference call will be available in the "Investor" section of the HubSpot's web site at www.hubspot.com.

Following the conference call, a replay will be available until 11 pm on Aug 9, 2017 at (800) 585-8367 (domestic) or (416) 621-4642 (international). The replay pass code is 53211676. An archived webcast of this conference call will also be available in the "Investor" section of HubSpot's web site at www.hubspot.com.  The company has used, and intends to continue to use, the investor relations portion of its website as a means of disclosing material non-public information and for complying with disclosure obligations under Regulation FD.

About HubSpot

HubSpot is a leading inbound marketing and sales platform. Over 34,000 total customers in over 90 countries use HubSpot's award-winning software, services, and support to create an inbound experience that will attract, engage, and delight customers. Learn more at www.hubspot.com.

The tables at the end of this press release include a reconciliation of generally accepted accounting principles ("GAAP") to non-GAAP operating income (loss), operating margin, subscription margin, expense, expense as a percentage of revenue, net income (loss), and free cash flow for the three and six months ended June 30, 2017 and 2016. An explanation of these measures is also included below under the heading "Non-GAAP Financial Measures."

Cautionary Language Concerning Forward-Looking Statements

This press release includes certain "forward-looking statements" within the meaning of the Private Securities Litigation Reform Act of 1995, including statements concerning our financial guidance for the third fiscal quarter of 2017 and full year 2017, our position to execute on our growth strategy in the mid-market, and our ability to expand our leadership position and market opportunity for our inbound platform.  These forward-looking statements include, but are not limited to, plans, objectives, expectations and intentions and other statements contained in this press release that are not historical facts and statements identified by words such as "expects," "anticipates," "intends," "plans," "believes," "seeks," "estimates" or words of similar meaning.  These forward-looking statements reflect our current views about our plans, intentions, expectations, strategies and prospects, which are based on the information currently available to us and on assumptions we have made.  Although we believe that our plans, intentions, expectations, strategies and prospects as reflected in or suggested by those forward-looking statements are reasonable, we can give no assurance that the plans, intentions, expectations or strategies will be attained or achieved.  Furthermore, actual results may differ materially from those described in the forward-looking statements and will be affected by a variety of risks and factors that are beyond our control including, without limitation, our history of losses, our ability to retain existing customers and add new customers, the continued growth of the market for an inbound platform; our ability to differentiate our platform from competing products and technologies; our ability to manage our growth effectively to maintain our high level of service; our ability to maintain and expand relationships with our marketing agency partners; our ability to successfully recruit and retain highly-qualified personnel; the price volatility of our common stock, and other risks set forth under the caption "Risk Factors" in our Quarterly Report on Form 10-Q filed on May 2, 2017 and our other SEC filings.  We assume no obligation to update any forward-looking statements contained in this document as a result of new information, future events or otherwise.

Non-GAAP Financial Measures

In this release, HubSpot's non-GAAP operating income (loss), operating margin, subscription margin, expense, expense as a percentage of revenue, net income (loss), and free cash flow are not presented in accordance with GAAP and are not intended to be used in lieu of GAAP presentations of results of operations.

Management presents these non-GAAP financial measures because it considers them to be important supplemental measures of performance. Management uses the non-GAAP financial measures for planning purposes, including analysis of the company's performance against prior periods, the preparation of operating budgets and to determine appropriate levels of operating and capital investments. Management also believes that the non-GAAP financial measures provide additional insight for analysts and investors in evaluating the company's financial and operational performance. However, these non-GAAP financial measures have limitations as an analytical tool and are not intended to be an alternative to financial measures prepared in accordance with GAAP. We intend to provide these non-GAAP financial measures as part of our future earnings discussions and, therefore, the inclusion of these non-GAAP financial measures will provide consistency in our financial reporting. Investors are encouraged to review the reconciliation of these non-GAAP measures to their most directly comparable GAAP financial measures. A reconciliation of our non-GAAP financial measures to their most directly comparable GAAP measures has been provided in the financial statement tables included above in this press release.

These non-GAAP measures exclude share-based compensation, amortization of acquired intangible assets, non-cash interest expense for the amortization of debt discount and debt issuance costs, and the deferred income tax benefit from convertible notes. We believe investors may want to exclude the effects of these items in order to compare our financial performance with that of other companies and between time periods:

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SOURCE HubSpot, Inc.