Zoominfo Technologies Inc. · NASDAQ:GTM

Zoominfo Technologies — Q4 2023 Earnings Presentation

37 slides from Zoominfo Technologies's earnings presentation, Feb 12, 2024

  1. Slide 1: Investor Overview: Q4 and FY 2023 Financial Results

    Investor Overview Q4 and FY 2023 Financial Results DATE February 12, 2024

  2. Slide 2: Forward-Looking Statements

    Q4 2023 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 Ref

  3. Slide 3: Delivering Durable Growth and Profitability at Scale

    Q4 2023 EARNINGS CALL > OVERVIEW ZoomInfo is the Delivering Durable Growth go-to-market and Profitability at Scale platform for businesses to Scale Growth Retention find, acquire, and grow customers. $1.24B 5% 87% TTM Revenue Q4 2023 YoY Revenue Growth Net Revenue Retention (3) Cash Flow Profitabili

  4. Slide 4: The Modern Go-To-Market Approach

    Q4 2023 EARNINGS CALL > OVERVIEW The Modern Go-To-Market Approach Win Faster Revenue • Scale your go-to-market increase 32% • Automate customer outreach • Simplify your tech stack Win Faster Increase in win rates 18% Engage Customers • Connect across channels Higher • Align Sales & Marketing Engage

  5. Slide 5: The Modern Go-To-Market Platform

    Q4 2023 EARNINGS CALL > OVERVIEW The Modern Go-To-Market Platform Our Mission: To Modernize Go-to-Market for All Automation RevOS: The Modern GTM Platform Data as a Service Find, acquire, and win Find the right prospects with actionable ABM at the right time Control the hiring funnel Deliver engagem

  6. Slide 6: Consistently Ranked as a Product Leader

    Q4 2023 EARNINGS CALL > OVERVIEW Consistently Ranked as a Product Leader The Forrester WaveTM: B2B Marketing Data Providers G2 Grid for Sales Intelligence Sales Intelligence Software TrustMap 6

  7. Slide 7: ZoomInfo Aligns Marketing and Sales Tech

    Q4 2023 EARNINGS CALL > OVERVIEW Best-of-Breed in a Unified Platform: RevOS Solutions Category Market Reputation Contact Data 340m+ Contacts for Sales Intelligence, Company Data 100m+ Companies Buyer Intent, Email #1 Verification, Lead 30k+ Individual ZoomInfo Aligns Marketing and Sales Tech Capture

  8. Slide 8: Diverse Data Sourcing Feeds Evidence-Based AI/ML Systems

    Q4 2023 EARNINGS CALL > OVERVIEW Diverse Data Sourcing Feeds Evidence-Based AI/ML Systems Data Sources Data Types Engine We gather data from We gather a wide variety of intelligence Our intelligence engine brings together, multiple sources on companies and business professionals processes, verifies,

  9. Slide 9: Addressing a Large and Growing Opportunity

    Q4 2023 EARNINGS CALL > OVERVIEW Addressing a Large and Growing Opportunity ZoomInfo's Global TAM(1) $100B Global TAM $40B $30B $20B $10B SalesOS OperationsOS MarketingOS TalentOS 1. We calculated our TAM by estimating the total number of B2B companies by employee size for companies with 1,000 or mo

  10. Slide 10: Multiple Levers for Sustained Growth

    Q4 2023 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 10

  11. Slide 11: Supporting ZoomInfo growth through

    Q4 2023 EARNINGS CALL > OVERVIEW Supporting ZoomInfo growth through: Product Led Growth International Expansion Effective Automation Providing a simple, yet Growing market opportunities Improved accessibility and enticing path to drive free through improved global data optimized user experience. We

  12. Slide 12: Recent New and Expansion Customers

    Q4 2023 EARNINGS CALL > OVERVIEW Recent New and Expansion Customers More than 35,000 Customers from Small, Mid-sized, and Large Organizations Across a Diverse Set of Industries 12

  13. Slide 13: ZoomInfo Copilot

    Q4 2023 EARNINGS CALL > OVERVIEW ZoomInfo Copilot SalesOS Today ZoomInfo Copilot Full-funnel Incl. Prospecting Use Cases Use Cases AE/AM Recommended All accounts Market Focus Market Focus accounts in ICP Active / pull User User Proactive push information Experience Experience Manual Engagement Engag

  14. Slide 14: Overview of Selected Functionality

    Q4 EARNINGS CALL > OVERVIEW Overview of Selected Functionality Introducing Connecting a MarketingOS ZoomInfo CRM system to Campaign Copilot ZoomInfo Use 14

  15. Slide 15: Customer Case Study - Arena

    Q4 2023 EARNINGS CALL > CASE STUDIES Customer Case Study - Arena Industry Software Segment Small The Results Location Santa Clara, California Immediate impact after switching to ZoomInfo The Solution Instead of casting a wide net, Arena now has the data While cost savings played a role in this switc

  16. Slide 16: Customer Case Study - Cradles to Crayons

    Q4 2023 EARNINGS CALL > CASE STUDIES Customer Case Study - Cradles to Crayons Industry Non-Profit Organization Segment Small The Results Location Boston, Massachusetts Reaching sustainable growth with ZoomInfo The Challenge As a non-profit organization, C2C prioritizes fundraising To improve their s

  17. Slide 17: Q4 and FY 2023 Financial Results

    Q4 and FY 2023 Financial Results

  18. Slide 18: Financial Results Overview

    Q4 2023 EARNINGS CALL > FINANCIAL RESULTS Financial Results Overview >35,000 Paying Customers1 Financial Results “We ended the year strong, with better-than-expected sequential revenue growth, while we delivered another year of profitability and free cash flow,” 1,820 said Henry Schuck, ZoomInfo Fou

  19. Slide 19: Q4 2023 Financial Summary (Unaudited)

    Q4 2023 EARNINGS CALL > FINANCIAL RESULTS Q4 2023 Financial Summary (Unaudited)1 GAAP Non-GAAP(1) Quarterly Change Quarterly Change ($M, except per share amounts and percent figures) Results YoY Results YoY Revenue $316.4 5% Adjusted Operating Operating Income $70.5 35% $126.5 (0.4)% Income Adjusted

  20. Slide 20: FY 2023 Financial Summary (Unaudited)

    Q4 2023 EARNINGS CALL > FINANCIAL RESULTS FY 2023 Financial Summary (Unaudited)1 GAAP Non-GAAP(1) Annual Change Annual Change ($M, except per share amounts and percent figures) Results YoY Results YoY Revenue $1,239.5 13% Adjusted Operating Operating Income $259.5 48% $498.6 11% Income Adjusted Oper

  21. Slide 21: GAAP Revenue Growth ($M)

    Q4 2023 EARNINGS CALL > FINANCIAL RESULTS GAAP Revenue Growth ($M) $316.4 $301.7 Q4 2023 5% GAAP Revenue Growth Q1 2022 Q2 2022 Q3 2022 Q4 2022 Q1 2023 Q2 2023 Q3 2023 Q4 2023 GAAP Revenue 21

  22. Slide 22: Adjusted Operating Income ($M) and Margin

    Q4 2023 EARNINGS CALL > FINANCIAL RESULTS Adjusted Operating Income ($M) and Margin(1) $127.0 $126.5 Q4 2023 40% 42% Adjusted Operating 40% Income Margin(1) Q1 2022 Q2 2022 Q3 2022 Q4 2022 Q1 2023 Q2 2023 Q3 2023 Q4 2023 Adjusted Operating Income (1) Adjusted Operating Income Margin (1) 1. GAAP to n

  23. Slide 23: Unlevered Free Cash Flow (uFCF) and uFCF Conversion

    Q4 2023 EARNINGS CALL > FINANCIAL RESULTS Unlevered Free Cash Flow (uFCF) and uFCF Conversion(1)(2) $122.4 $126.0 Q4 2023 100% 100% 96% Unlevered free cash flow conversion(1)(2) 40% Unlevered Free Cash Flow Margin(1) Q1 2022 Q2 2022 Q3 2022 Q4 2022 Q1 2023 Q2 2023 Q3 2023 Q4 2023 Unlevered Free Cash

  24. Slide 24: Balance Sheet Highlights and Net Leverage

    Q4 2023 EARNINGS CALL > FINANCIAL RESULTS Balance Sheet Highlights and Net Leverage As of As of ($M, except Net Leverage Ratio) December 31, 2023 December 31, 2022 Total contractual maturity of outstanding indebtedness $1,244.0 $1,250.0 Cash, cash equivalents, restricted cash, and short-term $538.4

  25. Slide 25: Tax Receivable Agreement

    Q4 2023 EARNINGS CALL > FINANCIAL RESULTS Tax Receivable Agreement In connection with our IPO, we entered into two Tax Receivable Agreements with certain former unit holders of DiscoverOrg Holdings LLC (the “TRA Holders”). The conversion of these pre-IPO units to common stock, as well as certain res

  26. Slide 26: Guidance (as of February 12, 2024)

    Q4 2023 EARNINGS CALL > FINANCIAL RESULTS Guidance (as of February 12, 2024)(1) Q1 2024 FY 2024 GAAP Revenue $307 - $310 million $1.26 - $1.28 billion Adjusted Operating Income(1) $115 - $117 million $492 - $502 million Adjusted Net Income Per Share(1) $0.23 - $0.24 $0.99 - $1.01 Unlevered Free Cash

  27. Slide 27: Non-GAAP Reconciliations

    Non-GAAP Reconciliations

  28. Slide 28: Non-GAAP Financial Measures

    Q4 2023 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, Adjust

  29. Slide 29: Non-GAAP Financial Measures

    Q4 2023 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Non-GAAP Financial Measures We define Unlevered Free Cash Flow as net cash provided by (used in) operating activities less (i) purchases of property and equipment and other assets, plus (ii) cash interest expense, (iii) cash payments related to res

  30. Slide 30: Reconciliation from GAAP Income from Operations to Adjusted Operating Income

    Q4 2023 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Income from Operations to Adjusted Operating Income ($M except percent figures) Q4 2023 Q4 2022 FY 2023 FY 2022 Income (Loss) from operations (GAAP) $70.5 $52.1 $259.5 $175.8 Impact of fair value adjustments to acquired une

  31. Slide 31: Reconciliation from GAAP Net Income to Cash EBITDA

    Q4 2023 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income to Cash EBITDA ($M) Trailing Twelve Months as of December 31, 2023 Trailing Twelve Months as of December 31, 2022 Net income (loss) (GAAP) $107.3 $63.2 Provision (Benefit) for income taxes 281.5 131.4 Interest ex

  32. Slide 32: Reconciliation from Non-GAAP Leverage Ratios

    Q4 2023 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from Non-GAAP Leverage Ratios ($M, except Leverage Ratios) Trailing Twelve Months as of December 31, 2023 Trailing Twelve Months as of December 31, 2022 Total Net Leverage Ratio (Adjusted EBITDA) Total contractual maturity of outstan

  33. Slide 33: Reconciliation from GAAP Operating Cash Flow to Unlevered Free Cash Flow

    Q4 2023 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Operating Cash Flow to Unlevered Free Cash Flow ($M except percent figures) Q4 2023 Q4 2022 FY 2023 FY 2022 Net cash provided by (used in) operating activities $128.8 $120.2 $434.9 $417.0 Purchases of property and equipment

  34. Slide 34: Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share

    Q4 2023 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share Amortization of Acquired Restructuring and Tax Impacts of Three months ended December 31, 2023 Equity-based Intangibles and Fair Value GAAP Margin% Adjustments from Transac

  35. Slide 35: Reconciliation from GAAP Net Income to Adjusted Net Income Per Share

    Q4 2023 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income to Adjusted Net Income Per Share Amortization of Acquired Restructuring and Tax Impacts of Twelve months ended December 31, 2023 Equity-based Intangibles and Fair Value GAAP Margin% Adjustments from Transaction R

  36. Slide 36: Reconciliation from GAAP Net Income to Adjusted Net Income Per Share

    Q4 2023 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income to Adjusted Net Income Per Share Amortization of Acquired Restructuring and Tax Impacts of Three months ended December 31, 2022 Equity-based Intangibles and Fair Value GAAP Margin% Adjustments from Transaction Re

  37. Slide 37: Reconciliation from GAAP Net Income to Adjusted Net Income Per Share

    Q4 2023 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income to Adjusted Net Income Per Share Amortization of Acquired Restructuring and Tax Impacts of Twelve months ended December 31, 2022 Equity-based Intangibles and Fair Value GAAP Margin% Adjustments from Transaction R

ZoomInfo Technologies — Q4 2023 Earnings Presentation on 6ix