Slide 1: Investor Overview and Financial Results
Investor Overview and Financial Results DATE August 1, 2022
Slide 2: Forward-Looking Statements
Q2 EARNINGS CALL > SAFE HARBOR STATEMENT Forward-Looking Statements This presentation contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934, as amended, and the Private Securities Litigation Reform A
Slide 3: Business Model Delivering Durable Growth and Profitability at Scale
Q2 EARNINGS CALL > OVERVIEW Business Model Delivering Durable Growth and Profitability at Scale Growing TAM $100Bn Scale Growth Retention Estimated TAM(1) $1.07B 54% 116% Network Effects Annualized Q2 2022 Revenue Q2 2022 YoY Revenue Growth FY 2021 Net Revenue Retention rate(6) >100M Contact record
Slide 4: Sales and Marketing is Still Inefficient
Q2 EARNINGS CALL > OVERVIEW Sales and Marketing is Still Inefficient Sales reps need critical Constant change questions answered ADMIN & OTHER GATHERING & ENTERING DATA amplifies inefficiency before they can sell The business world is always changing “Is it a parent or a subsidiary?” People leave th
Slide 5: Best-of-Breed in a Unified Platform: RevOS
Q2 EARNINGS CALL > OVERVIEW Best-of-Breed in a Unified Platform: RevOS Solutions Market Reputation Category for Lead Intelligence Contact Data 220m+ Contacts #1 by G2 in Market Intelligence Company Data 100m+ Companies #1 by G2 30k+ Individual ZoomInfo Aligns Marketing and Sales Tech in Sales Intell
Slide 6: The Modern Revenue Operating System
Q2 EARNINGS CALL > OVERVIEW The Modern Revenue Operating System Display and Social Advertising Sales Intelligence Account-Based Marketing Buyer Intent Data Website Chat Key Contact Tracking Form Enrichment Conversation Intelligence Abandoned Form Tracking Pipeline Forecasting Audience Solutions Sale
Slide 7: The Modern Revenue Operating System
Q2 EARNINGS CALL > OVERVIEW The Modern Revenue Operating System Company & Contact Data Brick; Cleanse, Route, Prevent & Multi-Vendor Foundational Data Layer Enrichment; API solutions Audiences & Advertising Building Awareness WebSights; FormComplete; Website Chat; Route Capturing Leads Advanced Sear
Slide 8: Product Vision and Privacy Leadership
Q2 EARNINGS CALL > OVERVIEW Product Vision and Privacy Leadership ZoomInfo's Product Vision ZoomInfo's Privacy Leadership 8
Slide 9: Diverse Data Sourcing Feeds Evidence-Based AI/ML Systems
Q2 EARNINGS CALL > OVERVIEW Diverse Data Sourcing Feeds Evidence-Based AI/ML Systems 9
Slide 10: Consistently Ranked as a Product Leader
Q2 EARNINGS CALL > OVERVIEW Consistently Ranked as a Product Leader The Forrester WaveTM: B2B G2 Grid Sales Intelligence 2021 Conversation Marketing Data Providers for Sales Intelligence Software TrustMap Intelligence Data Quadrant ZoomInfo Technologies ZoomInfo Technologies ZoomInfo Technologies Zo
Slide 11: Addressing a Large and Growing Opportunity
Q2 EARNINGS CALL > OVERVIEW Addressing a Large and Growing Opportunity ZoomInfo's Global TAM Today (5)(6) $40B $30B $20B $10B $100B SalesOS OperationsOS MarketingOS TalentOS As of 12/31/21 (2)(3)(4) $14B $12B $18B $7B $7B $6B $6B North America International Data $70B Conversation Intelligence Chat E
Slide 12: Multiple Levers for Sustained Growth
Q2 EARNINGS CALL > OVERVIEW Multiple Levers for Sustained Growth Select acquisitions to complement platform Expand Personas: MarketingOS, OperationsOS, TalentOS Increased usage of advanced functionality Seat and data expansion Further penetrate international markets Acquire new customers 12
Slide 13: Recent New and Expansion Customers
Q2 EARNINGS CALL > OVERVIEW Recent New and Expansion Customers More than 30,000 Customers from Small, Mid-sized, and Large Organizations Across a Diverse Set of Industries 13
Slide 14: Recent Platform Highlights
Q2 EARNINGS CALL > OVERVIEW Recent Platform Highlights Integrated Platform Experience OperationsOS Data Privacy • Launched the ability for customers to connect their Snowflake • ZoomInfo has met the rigorous qualifications of ISO 27701, a • Integrated the most powerful sales automation capabilities
Slide 15: Customer Case Study - Hackett Group
Q2 EARNINGS CALL > CASE STUDIES Customer Case Study - Hackett Group The Results 15% Increase in Pipeline The Challenge In an era where accurate and dynamic datasets are the lifeblood of modern business, The Hackett Group was in need of a unified, in-depth system of data with insights and software to
Slide 16: Customer Case Study - Hackett Group
Q2 EARNINGS CALL > CASE STUDIES Customer Case Study - Hackett Group The Results 15% Increase in Pipeline The Solution The Results “After researching different providers and doing our due diligence, we decided to move With access to ZoomInfo’s suite of solutions, The Hackett Group has brought actiona
Slide 17: Customer Case Study - Newswire
Q2 EARNINGS CALL > CASE STUDIES Customer Case Study - Newswire The Results Frontline Teams Set Up For Success With Consolidated Tech Stack; Data Entry Time Reduced by 90% The Challenge Data is at the forefront of today’s evolving business landscape. Kyle Metcalf, President and Chief Revenue Officer
Slide 18: Customer Case Study - Newswire
Q2 EARNINGS CALL > CASE STUDIES Customer Case Study - Newswire The Results Frontline Teams Set Up For Success With Consolidated Tech Stack; Data Entry Time Reduced by 90% The Solution ZoomInfo’s RevOS product suite has allowed Newswire to consolidate their tech stack and bring multiple solutions und
Slide 19: Video Case Studies - Ascent Risk Management Group and EFI
Q2 EARNINGS CALL > CASE STUDIES Video Case Studies - Ascent Risk Management Group and EFI Ascent Risk EFI Management Group 19
Slide 20: Q2 2022 Financial Results
Q2 2022 Financial Results
Slide 21: Financial Results Overview
Q2 EARNINGS CALL > FINANCIAL RESULTS Financial Results Overview >30,000 Paying Customers1 Financial Results “Customers of all sizes and industries are leveraging ZoomInfo data, insights, automation, and workflows to drive a more >1,763 efficient go-to-market motion, which is critical in any economic
Slide 22: Q2 2022 Financial Summary (Unaudited)
Q2 EARNINGS CALL > FINANCIAL RESULTS Q2 2022 Financial Summary (Unaudited) GAAP Non-GAAP(1) Quarterly Change Quarterly Change ($M, except per share amounts and percent figures) Results YoY Results YoY Revenue $267.1 54% Adjusted Operating Operating Income $39.5 (3)% $106.9 41% Income Adjusted Operat
Slide 23: GAAP Revenue Growth ($M)
Q2 EARNINGS CALL > FINANCIAL RESULTS GAAP Revenue Growth ($M) 54% $267.1 Q2 2022 54% $174.0 GAAP Revenue Growth 42% Organic Revenue Growth(1) Q2 2020 Q3 2020 Q4 2020 Q1 2021 Q2 2021 Q3 2021 Q4 2021 Q1 2022 Q2 2022 GAAP Revenue 1. Organic Revenue excludes revenue from products acquired within the las
Slide 24: Adjusted Operating Income ($M) and Margin
Q2 EARNINGS CALL > FINANCIAL RESULTS Adjusted Operating Income ($M) and Margin(1) 41% Q2 2022 $106.9 40% $75.8 Adjusted Operating Income Margin(1) 43% 40% 41% YoY Growth in Adjusted Operating Income(1) Q2 2020 Q3 2020 Q4 2020 Q1 2021 Q2 2021 Q3 2021 Q4 2021 Q1 2022 Q2 2022 Adjusted Operating Income
Slide 25: Unlevered Free Cash Flow (uFCF) and uFCF Conversion
Q2 EARNINGS CALL > FINANCIAL RESULTS Unlevered Free Cash Flow (uFCF) and uFCF Conversion(1)(2) 18% Q2 2022 $108.3 $91.8 101% Unlevered free cash flow conversion(1)(2) 121% 101% 40% Unlevered Free Cash Flow Margin(1) Q2 2020 Q3 2020 Q4 2020 Q1 2021 Q2 2021 Q3 2021 Q4 2021 Q1 2022 Q2 2022 Unlevered Fr
Slide 26: Balance Sheet Highlights and Net Leverage
Q2 EARNINGS CALL > FINANCIAL RESULTS Balance Sheet Highlights and Net Leverage As of As of ($M, except Leverage Ratios) December 31, 2021 June 30, 2022 Total contractual maturity of outstanding indebtedness $1,250.0 $1,250.0 Cash, cash equivalents, restricted cash, and short-term $332.5 $371.4 inves
Slide 27: Guidance (as of August 1, 2022)
Q2 EARNINGS CALL > FINANCIAL RESULTS Guidance (as of August 1, 2022)(1) FY 2022 FY 2022 Q3 2022 (as of 5/2/2022) (as of 8/1/2022) GAAP Revenue $277 - $279 million $1.06 - $1.07 billion $1.08 - $1.09 billion Adjusted Operating Income(1) $111 - $113 million $418 - $424 million $433 - $437 million Adju
Slide 28: Non-GAAP Reconciliations
Non-GAAP Reconciliations
Slide 29: Non-GAAP Financial Measures
Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Non-GAAP Financial Measures To supplement our consolidated financial statements presented in accordance with GAAP, this presentation contains non-GAAP financial measures, including Adjusted Operating Income, Adjusted Operating Income Margin, Adjusted Ne
Slide 30: Non-GAAP Financial Measures
Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Non-GAAP Financial Measures We define Unlevered Free Cash Flow as net cash provided from operating activities less (i) purchases of property and equipment and other assets, plus (ii) cash interest expense, (iii) cash payments related to restructuring an
Slide 31: Reconciliation from GAAP Net Income (Loss) to Adjusted Operating Income
Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income (Loss) to Adjusted Operating Income ($M except percent figures) Q2 2021 Q2 2022 Net income (loss) $24.5 $15.9 Add (less): Expense (benefit) from income taxes 6.2 10.5 Add: Interest expense, net 10.1 11.7 Add: Loss on
Slide 32: Reconciliation from GAAP Net Income (Loss) to Cash EBITDA
Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income (Loss) to Cash EBITDA ($M) Trailing Twelve Months as of June 30, 2021 Trailing Twelve Months as of June 30, 2022 Net income (loss) $38.0 $126.4 Add (less): Expense (benefit) from income taxes 52.2 (26.2) Add: Interest
Slide 33: Reconciliation of Non-GAAP Leverage Ratios
Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation of Non-GAAP Leverage Ratios As of As of ($M, except Leverage Ratios) December 31, 2021 June 30, 2022 Total Net Leverage Ratio (Adjusted EBITDA) Total contractual maturity of outstanding indebtedness $1,250.0 $1,250.0 Less: Cash and cash e
Slide 34: Reconciliation from GAAP Operating Cash Flow to Unlevered Free Cash Flow
Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Operating Cash Flow to Unlevered Free Cash Flow ($M except percent figures) Q2 2021 Q2 2022 Cash flow from operating activities $88.6 $106.2 Purchases of property and equipment and other assets (6.3) (8.2) Interest paid in cash
Slide 35: Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share
Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share Amortization of Acquired Tax Impacts of Three months ended June 30, 2022 Equity-based Intangibles and Fair Value Transaction Related GAAP Margin% Adjustments from Adjustments an
Slide 36: Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share
Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share Amortization of Acquired Tax Impacts of Six months ended June 30, 2022 Equity-based Intangibles and Fair Value Transaction Related GAAP Margin% Adjustments from Adjustments and
Slide 37: Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share
Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share Amortization of Acquired Tax Impacts of Three months ended June 30, 2021 Equity-based Intangibles and Fair Value Transaction Related GAAP Margin% Adjustments from Adjustments an
Slide 38: Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share
Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share Amortization of Acquired Tax Impacts of Six months ended June 30, 2021 Equity-based Intangibles and Fair Value Transaction Related GAAP Margin% Adjustments from Adjustments and