HubSpot, Inc.

Ladies and gentlemen, thank you for standing by and welcome to the HubSpot Q4 2020 earnings conference call. At this time, all participants are in a listen-only mode. After the speaker's presentation, there will be a question and answer session. To ask a question during the session, you will need to press star 1 on your telephone. Please be advised that today's conference is being recorded. If you require any further assistance, please press star 0. I would now like to hand the conference over to your speaker today, Chuck McGlashan, Head of Investor Relations. Thank you. Please go ahead.

Good afternoon, and welcome to HubSpot's fourth quarter and full year 2020 earnings conference call. Today, we'll be discussing the results announced in the press release that was issued after the market closed. With me on the call this afternoon is Brian Halligan, our Chief Executive Officer and Chairman, and Kate Buecher, our Chief Financial Officer. Before we start, I'd like to draw your attention to the Safe Harbor Statement included in today's press release. During this call, we'll make statements related to our business that may be considered forward-looking within the meaning of Section 27A of the Securities Exchange Act of 1933 as amended, and Section 21E of the Securities Exchange Act of 1934 as amended. All statements other than statements of historical fact are forward-looking statements. including those regarding management's expectations of future financial and operational performance and operational expenditures, expected growth, and business outlook, including our financial guidance for the first fiscal quarter and full year 2021. Forward-looking statements reflect our views only as of today and, except as required by law, we undertake no obligation to update or revise these forward-looking statements. Please refer to the cautionary language in today's press release in our Form 10-Q, which was filed with the SEC on November 5th, 2020, for discussion of the risks and uncertainties that could cause actual results to differ materially from expectations. During the course of today's call, we'll refer to certain non-GAAP financial measures as defined by Regulation G. The GAAP financial measure most directly comparable to each non-GAAP financial measure used or discussed and a reconciliation of the differences between such measures can be found within our fourth quarter and full year 2020 earnings press release in the investor section of our website. Now, it's my pleasure to turn over the call to HubSpot CEO and Chairman, Brian Halligan.

Thanks, Chuck. Good afternoon, folks. Thank you for joining us today as we review HubSpot's fourth quarter and full year 2020 earnings results. I'm exceptionally proud of how HubSpot team closed out the year. In Q4, we saw a nice reacceleration in revenue growth to 35% year over year. During the quarter, we surpassed 100,000 customers. And in December, we crossed a billion dollars in ARR, two terrific milestones on which to end the year. So what's behind this reacceleration and growth? Well, this unusual year opened up everyone's eyes to just how early we still are in the digital transformation of the economy. This is the trend we've been seeing for 14 years, and it was sped up for obvious reasons this year. New startups we work with, well, they're born digital. Older scale-ups we work with, who may have only been partially online in the past, have begun to fully digitize their end-to-end experience. HubSpot has the ideal platform to enable all these companies to build delightful, modern experiences for their customers. Another trend we've seen is the shift in the market's expectations for B2B software. People now expect it to work like the consumer software they use in their personal lives. Traditional enterprise CRMs are cobbled together through lots of acquisitions, and the resulting user experience, well, it's pretty rough. Our CRM, it's crafted internally with a consumer-like UI matched with a scalable enterprise backend. This approach is resonating very well in the marketplace. All of our products and all of our geographies perform well in Q4. In particular, we saw strong growth in our enterprise tier. This year, we did launches of our marketing hub enterprise products, our CMS hub enterprise product, and our sales hub enterprise product. These all did well individually in the market, but the thing that really stood out was the number of companies buying two or more of our hubs, taking advantage of having their entire go-to-market on one platform with one data model, one representation of their customer, and one user interface. We're super pleased that our unique approach was recognized just the other day when HubSpot was named the number two best global software seller according to user reviews on G2 Crowd. We were wedged right between Microsoft and Zoom. So much has changed about the relationship between companies and their customers this year, and so much opportunity still lies ahead. After a strong finish to the year, the team is more motivated than ever to help our customers create remarkable end-to-end customer experiences and grow better in 2021. With that, I'll hand it over to Kate.