Slide 1: Investor Overview and Financial Results
Investor Overview and Financial Results November 1, 2021
Slide 2: Forward-Looking Statements
Forward-Looking Statements This presentation contains “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995. Actual results may differ materially from those expressed or implied by these statements. You can generally identify our forward-looking stat
Slide 3: Business Model Delivering Durable Growth and Profitability at Scale
Business Model Delivering Durable Growth and Profitability at Scale Growing TAM $70bn Estimated TAM(1) Scale Growth $790 million 60% Network Effects Annualized Q3 2021 Revenue(2) Q3 2021 YoY Revenue Growth >100mm Contact record events daily(2) Large Customers Profitability >1,250 39% Business Model
Slide 4: Sales and Marketing is Still Inefficient
Sales and Marketing is Still Inefficient Sales reps need critical Constant change questions answered before amplifies inefficiency they can sell The business world is always changing “Is it a parent or a subsidiary?” People leave their jobs “Is this company in my territory?” “Is this company a high
Slide 5: The Sales and Marketing Tech Stack Needs a Platform Solution
The Sales and Marketing Tech Stack Needs a Platform Solution 5
Slide 6: Best-of-Breed in a Unified Platform
Best-of-Breed in a Unified Platform ZoomInfo Aligns Marketing and Sales Tech Stack in a Unified Platform Contact Data 150m+ Contacts Company Data 100m+ Companies Technographics 30k+ Individual Technologies Intent Streaming Intent Conversation Intelligence ZoomInfo | Chorus.ai Sales Engagement ZoomIn
Slide 7: ZoomInfo GTM Platform
ZoomInfo GTM Platform Pa — Pas ENGAGEMENT ORCHESTRATION Z zoominfo
Slide 8: Diverse Data Sourcing Feeds Evidence-Based AI/ML Algorithms
Diverse Data Sourcing Feeds Evidence-Based Al/ML Algorithms Z zoominfo
Slide 9: Consistently Ranked as a Product Leader
Consistently Ranked as a Product Leader The Forrester Wave B2B G2 Grid Sales Intelligence Conversation Intelligence Marketing Data Providers for Sales Intelligence Software TrustMap Data Quadrant ZoomInfo Technologies ZoomInfo Technologies ZoomInfo Technologies ZoomInfo Technologies Leaders in Curre
Slide 10: Addressing a Large and Growing Opportunity
Addressing a Large and Growing Opportunity ZoomInfo's Global TAM Today (2)(3)(4) $14Bn $12Bn $6Bn $18Bn $7Bn $7Bn $6Bn North America International Engage Data Chat Recruiter Conversation $70Bn Intelligence Intelligence Management Intelligence At IPO (1) $13Bn $11Bn North America International $24Bn
Slide 11: We are in the Early Chapters of a $70Bn Opportunity
We are in the Early Chapters of a $70Bn Opportunity Select acquisitions to complement Expand to platform international markets Adjacent use cases such as Additional high-value recruiting solutions to existing customers Incremental penetration within enterprises Acquire new customers 11
Slide 12: Recent New and Expansion Customers
Recent New and Expansion Customers More than 25,000 Customers from Small, Mid-sized, and Large Organizations Across a Diverse Set of Industries 12
Slide 13: Recent Platform Highlights
Recent Platform Highlights Sales Engagement ZoomInfo Recruiter Conversation Intelligence • Introduced enhanced email analytics to • Added a "Likely to Listen" score that uses a • Delivered higher match rates and 10x ZoomInfo Engage, enabling sellers to combination of ZoomInfo data to help faster loa
Slide 14: Recent Acquisition - RingLead
Recent Acquisition - RingLead • High quality, actionable data is a critical prerequisite for effective go-to-market motions • RingLead is a leading comprehensive data quality management tool that enables customers to standardize fragmented, inconsistent data into automated and accurate lead routing
Slide 15: Demos of Selected Product Functionality
Demos of Selected Product Functionality Chorus.ai ZoomInfo Chat RingLead 15
Slide 16: Customer Case Study: Stone Group
Customer Case Study Stone Group The Results Leading ICT solutions firm sees 10% increase in UK customer base The Challenge TheSolution The Solution Stone Group, while widely successful in the UK, was looking XXXXX In search of an actionable source of dynamic data that could fuel Stone is a leading p
Slide 17: Customer Case Study: Reify Health
Customer Case Study Reify Health The Results Reify Health makes clinical research better; sees 38% increase in pipeline growth The Challenge The TheSolution Solution With the rise of the pandemic in 2020, trade shows and XXXXX At the beginning of 2021, Reify Health made the switch to Reify Health pr
Slide 18: Q3 2021 Financial Results
Q3 2021 Financial Results November 1, 2021
Slide 19: Financial Results Overview
Financial Results Overview Financial Results We delivered exceptional results, again exceeding our revenue >25,000 Paying Customers2 and Adjusted Operating Income guidance in the quarter, driving 60% revenue growth and an Adjusted Operating Income margin of 39%1 - an industry-leading combination of
Slide 20: Q3 2021 Financial Summary (Unaudited)
Q3 2021 Financial Summary (Unaudited) GAAP Non-GAAP(1) Quarterly Increase Quarterly Increase Results YoY Results YoY Revenue1 $197.6 60% Adjusted Operating Operating Income $20.2 10% Income $78.4 34% Adjusted Operating Operating Income Margin 10% Income Margin 39% Adjusted Net Income Per Share Net I
Slide 21: GAAP Revenue Growth
GAAP Revenue Growth ($mm) 60% $197.6 Q3 2021 60% $123.4 GAAP Revenue Growth 54% Organic Revenue Growth1 Q3 2019 Q4 2019 Q1 2020 Q2 2020 Q3 2020 Q4 2020 Q1 2021 Q2 2021 Q3 2021 GAAP Revenue 1. Organic Revenue excludes revenue from products acquired within the last 12 months. Products acquired within
Slide 22: Adjusted Operating Income and Margin
Adjusted Operating Income ($mm) and Margin(1) 34% $78.4 Q3 2021 $58.5 39% Adjusted Operating 47% Income Margin(1) 39% 34% YoY Growth in Adjusted Operating Income(1) Q3 2019 Q4 2019 Q1 2020 Q2 2020 Q3 2020 Q4 2020 Q1 2021 Q2 2021 Q3 2021 Adjusted Operating Income (1) Adjusted Operating Income Margin
Slide 23: Unlevered Free Cash Flow and uFCF Conversion
Unlevered Free Cash Flow (uFCF) and uFCF Conversion(1)(2) 23% Q3 2021 $59.8 $73.3 94% Unlevered free cash flow conversion(1)(2) 102% 94% 37% Unlevered Free Cash Flow Margin(1) Q3 2019 Q4 2019 Q1 2020 Q2 2020 Q3 2020 Q4 2020 Q1 2021 Q2 2021 Q3 2021 Unlevered Free Cash Flow (1) uFCF Conversion (1) (2)
Slide 24: Balance Sheet Highlights and Net Leverage
Balance Sheet Highlights and Net Leverage As of As of ($ in Millions, except Net Leverage Ratio) December 31, 2020 September 30, 2021 Cash, cash equivalents, restricted cash, and short-term $301.6 $239.1 investments Total contractual maturity of outstanding indebtedness $756.4 $1,250.0 Trailing Twel
Slide 25: Guidance (as of November 1, 2021)
Guidance (as of November 1, 2021)(1) FY 2021 FY 2021 Q4 2021 (as of 8/2/2021) (as of 11/1/2021) GAAP Revenue $206 - $208 million $703 - $707 million $731 - $733 million Adjusted Operating Income(1) $79 - $81 million $291 - $295 million $299 - $301 million Adjusted Net Income Per Share(1) $0.12 - $0.
Slide 26: Non-GAAP Reconciliations
Non-GAAP Reconciliations 26
Slide 27: Non-GAAP Financial Measures
Non-GAAP Financial Measures To supplement our consolidated financial statements presented in accordance with GAAP, this presentation contains non-GAAP financial measures, including Adjusted Operating Income, Adjusted Operating Income Margin, Adjusted Net Income, Adjusted Net Income Per Share, Unleve
Slide 28: Non-GAAP Financial Measures
Non-GAAP Financial Measures We define Unlevered Free Cash Flow as net cash provided from operating activities less (i) purchases of property and equipment and other assets, plus (ii) cash interest expense, (iii) cash payments related to restructuring and transaction-related expenses, and (iv) cash p
Slide 29: Reconciliation from GAAP Net Income (Loss) to Adjusted Operating Income
Reconciliation from GAAP Net Income (Loss) to Adjusted Operating Income ($ in Millions) Q3 2020 Q3 2021 Net income (loss) $11.1 $(40.9) Add (less): Expense (benefit) from income taxes 1.4 45.5 Add: Interest expense, net 9.7 13.9 Add: Loss on debt modification and extinguishment — 1.8 Add (less): Oth
Slide 30: Reconciliation from GAAP Net Income (Loss) to Cash EBITDA
Reconciliation from GAAP Net Income (Loss) to Cash EBITDA ($ in Millions) Trailing Twelve Months as of September 30, 2020 Trailing Twelve Months as of September 30, 2021 Net income (loss) $(78.2) $(14.0) Add (less): Expense (benefit) from income taxes 9.0 96.3 Add: Interest expense, net 84.9 40.4 Ad
Slide 31: Reconciliation from GAAP Operating Cash Flow to Unlevered Free Cash Flow
Reconciliation from GAAP Operating Cash Flow to Unlevered Free Cash Flow ($ in Millions) Q3 2020 Q3 2021 Cash flow from operating activities $49.1 $46.5 Interest paid in cash 9.7 14.0 Purchases of property and equipment and other assets (3.6) (4.8) Restructuring and transaction-related expenses paid
Slide 32: Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share
Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share Amortization of Three months ended September 30, Acquired Intangibles Tax Impacts of Equity-based Transaction Adjusted Margin 2021 GAAP Margin% and Fair Value Adjustments and As Adjusted Compensation Adjustments from Related
Slide 33: Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share
Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share Amortization of Nine months ended September 30, Acquired Intangibles Tax Impacts of Equity-based Transaction Adjusted Margin 2021 GAAP Margin% and Fair Value Adjustments and As Adjusted Compensation Adjustments from Related
Slide 34: Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share
Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share Amortization of Three months ended September 30, Acquired Intangibles Tax Impacts of Equity-based Transaction Adjusted Margin 2020 GAAP Margin% and Fair Value Adjustments and As Adjusted Compensation Adjustments from Related
Slide 35: Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share
Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share Amortization of Nine months ended September 30, Acquired Intangibles Tax Impacts of Equity-based Transaction Adjusted Margin 2020 GAAP Margin% and Fair Value Adjustments and As Adjusted Compensation Adjustments from Related