cust.co / Companies / HubSpot (HUBS)

HubSpot NRR

Net Revenue Retention history for HubSpot (HUBS) - Sales & Marketing Tech, Public stage. Sourced from SEC filings and earnings releases.

Sales & Marketing Tech Public $5K-$25K ACV hybrid
Latest NRR · FY2025-Q4
105%
All-time peak
115.2%
FY2021-Q4
All-time low
101.8%
FY-2024
Disclosures tracked
12
since FY2021-Q4
QoQ ▲ 1.5pp
YoY ▲ 1pp

NRR vs GRR over time

0%33%66%99%132% FY2021-Q4FY2023-Q1FY2024-Q1FY-2024FY2025-Q1FY-2025FY2025-Q4 Retention NRR (incl. expansion) GRR (excl. expansion) NRR - FY2021-Q4: 115% NRR - FY2022-Q2: 104% NRR - FY2023-Q1: 110% NRR - FY-2023: 103% NRR - FY2024-Q1: 102% NRR - FY2025-Q2: 103% NRR - FY-2024: 102% NRR - FY2024-Q4: 104% NRR - FY2025-Q1: 102% NRR - FY2025-Q3: 103% NRR - FY-2025: 103% NRR - FY2025-Q4: 105% GRR - FY2021-Q4: 0% GRR - FY2022-Q2: 0% GRR - FY2023-Q1: 0% GRR - FY-2023: 0% GRR - FY2024-Q1: 0% GRR - FY2025-Q2: 88% GRR - FY-2024: 0% GRR - FY2024-Q4: 87% GRR - FY2025-Q1: 88% GRR - FY2025-Q3: 88% GRR - FY-2025: 0% GRR - FY2025-Q4: 88%

Gross Retention excludes expansion - it shows pure churn / contraction loss. The gap between NRR and GRR is the expansion lift.

Peak NRR of 115.2% in FY2021-Q4. Latest is 105% - that's -10.2pp from peak.

HubSpot is below the Sales & Marketing Tech Public median by -5pp (cell median: 110%)

What the data shows

HubSpot (HUBS) is a sales & marketing tech company at the public stage. As of its most recent disclosure (FY2025-Q4), HubSpot reported a Net Revenue Retention rate of 105% - a mid-pack result for B2B SaaS at this segment.

HubSpot's NRR peaked at 115.2% in FY2021-Q4, 10pp above today's level. The most recent quarter gained 1.5pp QoQ.

Within its peer set (sales & marketing tech companies at public stage in the $5k-$25k acv band), HubSpot's NRR is below the cell median of 110%. Compare against the full peer cell aggregate for distribution and top performers.

Customer mix

Total customers
288,000
2025-12-31
Over $100K ARR
-
Over $1M ARR
-
US revenue mix
51%
2025-12-31
Top-10 concentration
-
Average ACV
$11,700
2025-12-31

Commercial structure

Contract shape and forward-booked revenue.

Multi-year contracts
-
Avg contract length
-
RPO (total)
-
cRPO (next 12mo)
-
New customers added
9,800
2025-12-31
Subscription rev mix
98%
2025-09-30

Customer experience

Health scores, usage, and time-to-value when disclosed.

NPS
-
CSAT
-
Active users
75,000
2024-12-31
Products per customer
-
Time to value
-

Customer flow

Logo flow per period (count-side complement to dollar-based NRR).

New customers added
9,800
2025-12-31
Lost customers
-

The post-sales motion

Pricing model
-
Renewal cadence
-
CS team size
-
Customers per CSM
-

Derived signals

Computed from the data above. Shows where value comes from and where leakage hides.

Expansion contribution
17pp
NRR − GRR
GRR drag
12%
churn + contraction

Compare HubSpot to peers

Side-by-side NRR, customer cohorts, commercial structure, and CS motion.

vs Klaviyo

Same segment · NRR 110%
vs Sprout Social

Same segment · NRR 100%
vs Semrush

Same segment · NRR 106%
vs DoubleVerify

Vertical leader · NRR 109%
vs LiveRamp

Vertical leader · NRR 101%
vs Yext

Vertical leader · NRR 97%
vs PubMatic

Vertical leader · NRR 96%
vs ZoomInfo

Vertical leader · NRR 90%
vs Criteo

Vertical leader · NRR 88%

Featured in these rankings

HubSpot appears on 2 of our retention leaderboards.

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Every disclosure

Period NRR GRR Source type Filing
FY2025-Q4 105% 88% earnings-call-transcript source ↗
FY-2025 103.5% - 10-K source ↗
FY2025-Q3 103% 88% earnings-call-transcript source ↗
FY2025-Q1 102% 88% earnings-call-transcript source ↗
FY2024-Q4 104% 87% earnings-call-transcript source ↗
FY-2024 101.8% - 10-K source ↗
FY2025-Q2 103% 88% earnings-call-transcript source ↗
FY2024-Q1 102.2% - 10-K source ↗
FY-2023 103% - 10-K source ↗
FY2023-Q1 110.3% - 10-K source ↗
FY2022-Q2 103.9% - 10-K source ↗
FY2021-Q4 115.2% - 10-K source ↗
Last verified disclosure: 2025-12-31 · Report an inaccuracy → · How we verify →

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