HubSpot Inc
hubspot.comWhat Do They Do?
Provides an AI-powered customer platform, including customer relationship management software and tools for marketing, sales, and customer service, for mid-market business-to-business companies.
10-K for FY2025, filed Feb 11, 2026We provide an agentic customer platform that helps marketing, sales, and customer service teams drive business growth. We deliver seamless…View ↗
Our AI-powered agents and engagement Hubs that enable companies to attract, engage, and delight customers throughout the customer lifecycle…View ↗
We focus on selling to mid-market business-to-business (“B2B”) companies, which we define as companies that have between 2 and 2,000…View ↗
How Do They Make Money?
Customers pay for access to the online platform through subscriptions, billed in advance. They may also pay additional fees for onboarding, training and consulting, available on a one-time or ongoing basis, and for Payments services.
10-K for FY2025, filed Feb 11, 2026We derive most of our revenue from subscriptions to our cloud-based customer platform and related professional services, which consist of…View ↗
Subscriptions are billed in advance on various schedules. Because the mix of billing terms for orders can vary from period to period, the…View ↗
Many of our customers purchase on-boarding, training, and consulting services, which are designed to help customers enhance their ability…View ↗
Professional Services. We offer professional services to educate and train customers on how to leverage our customer platform to transform…View ↗
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10-K for FY2025, filed Feb 11, 2026
FY2025 revenue by product or service ↗
$3.1B
-
10-K for FY2025, filed Feb 11, 2026
$3.1B ↗
| Segment | Share | Revenue | How money arrives |
|---|---|---|---|
|
Subscription
Recurring
10-K for FY2025, filed Feb 11, 2026 |
98%
FY2022: 98%
|
Subscription, FY2025
$3.1B Sources
|
Recurring |
|
Professional Services and Other
|
2.2%
FY2022: 2.3%
|
Professional Services and Other, FY2025
$67.3M Sources
|
Who Are Their Customers?
HubSpot targets mid-market B2B companies, selling through its sales representatives and through Solutions Partners that refer customers. Some customers start with free products before upgrading to paid products.
10-K for FY2025, filed Feb 11, 2026We focus on selling to mid-market business-to-business (“B2B”) companies, which we define as companies that have between 2 and 2,000…View ↗
Direct Sales. Our sales representatives throughout the world use phone, email, web meetings, and AI-enhanced engagement tools to interact…View ↗
Channel Sales. In addition to our direct sales team, we have sales representatives that manage relationships with our worldwide network of…View ↗
Freemium Pricing Strategy. Our freemium model attracts customers who begin using our customer platform through our free products and then…View ↗
Do Revenues Turn Into Profits?
Yes. It kept 1 cent of every revenue dollar as net income in FY2025 and turned 23 cents into free cash flow.
10-K for FY2025, filed Feb 11, 2026
$7.4MView ↗
10-K for FY2025, filed Feb 11, 2026
$45.9MView ↗
10-K for FY2025, filed Feb 11, 2026
$707.6MView ↗
How Are They Changing?
- Net income
-
Sources
10-Q for Q2 FY2026, filed Aug 5, 2026
$43.3MView ↗
- ▲ Now profitable
- vs −$3.3M in Q2 FY2025
10-Q for Q2 FY2026, filed Aug 5, 2026
Open tableView ↗
Growing. Revenue grew 2.4x in 4 years, from $1.3B in FY2021 to $3.1B in FY2025, about 25% a year.
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