Zoominfo Technologies Inc. · NASDAQ:GTM

Zoominfo Technologies — Q4 2022 Earnings Presentation

38 slides from Zoominfo Technologies's earnings presentation, Feb 6, 2023

1. Slide 1: Investor Overview and Financial Results

   Investor Overview and Financial Results DATE February 6, 2023

2. Slide 2: Forward-Looking Statements

   Q4 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

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

   Q4 EARNINGS CALL > OVERVIEW Business Model Delivering Durable Growth and Profitability at Scale Growing TAM $100Bn Scale Growth Retention Estimated TAM(1) $1.21B 36% 104% Network Effects Annualized Q4 2022 Revenue Q4 2022 YoY Revenue Growth FY 2022 Net Revenue Retention rate(3)(6) >100M Contact reco

4. Slide 4: The Modern Revenue Operating System

   Q4 EARNINGS CALL > OVERVIEW The Modern Revenue Operating System Go-to-Market Recruiting / Employee Branding Foundational Data Layer Data-as-a-Service Enrichment Recruitment Intelligence Data Quality Management Routing Recruitment Automation Lead-to-Account Matching Email Verification Talent Engageme

5. Slide 5: Driving a More Efficient Go-To-Market

   Q4 EARNINGS CALL > OVERVIEW Driving a More Efficient Go-To-Market RevOS users reported In 2022, we surveyed over 4,300 ZoomInfo users to understand what impact our tools and data have on their day-to-day productivity. • 70% of marketers reduced spend due to more accurate targeting • Sales Developmen

6. Slide 6: Consistently Ranked as a Product Leader

   Q4 EARNINGS CALL > OVERVIEW Consistently Ranked as a Product Leader The Forrester WaveTM: B2B G2 Grid for Sales Sales Intelligence 2021 SoftwareReviews Marketing Data Providers Intelligence Software TrustMap Conversation Intelligence Data Quadrant ZoomInfo Technologies ZoomInfo Technologies ZoomInfo

7. Slide 7: Best-of-Breed in a Unified Platform: RevOS

   Q4 EARNINGS CALL > OVERVIEW Best-of-Breed in a Unified Platform: RevOS Category Solutions Market Reputation for Lead Intelligence Contact Data 260m+ Contacts #1 by G2 in Market Intelligence Company Data 100m+ Companies #1 by G2 30k+ Individual ZoomInfo Aligns Marketing and Sales Tech A in Sales Inte

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

   Q4 EARNINGS CALL > OVERVIEW Diverse Data Sourcing Feeds Evidence-Based AI/ML Systems 8

9. Slide 9: Product Vision and Privacy Leadership

   Q4 EARNINGS CALL > OVERVIEW Product Vision and Privacy Leadership ZoomInfo's Product Vision ZoomInfo's Privacy Leadership See how customers use the greatest source of data and insights to ZoomInfo Chief Compliance Officer, Simon McDougall, speaks to power the go-to-market motion for four different p

10. Slide 10: Addressing a Large and Growing Opportunity

    Q4 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

11. Slide 11: Multiple Levers for Sustained Growth

    Q4 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 11

12. Slide 12: Recent New and Expansion Customers

    Q4 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 12

13. Slide 13: Recent Platform Highlights

    Q4 EARNINGS CALL > OVERVIEW Recent Platform Highlights G2 Winter Grids World Class Experience Enabling GTM Efficiencies: • Our continued focus on quality and coverage was • In our quest to help sales and marketing teams be more • Newly redesigned Workflows engine allows users to reflected in the G2

14. Slide 14: Demos of Selected Product Functionality

    Q4 EARNINGS CALL > OVERVIEW Demos of Selected Product Functionality Buying Committee CRM Filters FormComplete Dynamic Audiences 14

15. Slide 15: ZoomInfo Drives Value for Customers

    Q4 EARNINGS CALL > OVERVIEW ZoomInfo Drives Value for Customers $1 million+ in 200% increase 10x ROI from Revenue revenue in 6 months in revenue ZoomInfo Took speed to lead from 50% reduction in time Sales reps gain back 4 Efficiency 20 minutes to 60 seconds Customer ROI spent researching hours of p

16. Slide 16: Customer Case Study - Capital One

    Q4 EARNINGS CALL > CASE STUDIES Customer Case Study - Capital One Industry Finance Segment Enterprise The Results Location McLean, Virginia, USA Increased Productivity and Time Savings Through ZoomInfo Data Brick The Solution The Results Several divisions at Capital One, including Commercial From in

17. Slide 17: Customer Case Study - Cart.com

    Q4 EARNINGS CALL > CASE STUDIES Customer Case Study - Cart.com Industry E-Commerce Segment Mid Market The Results Location Austin, Texas, USA Cost Savings and Efficiency Gains Through Tech Stack Consolidation About the Company The Solution The Results Cart.com is the leading provider of comprehensiv

18. Slide 18: Video Customer Case Study - Ally Global Logistics

    Q4 EARNINGS CALL > CASE STUDIES Video Customer Case Study - Ally Global Logistics Ally Global Logistics Industry Transportation Segment SMB Location Weymouth, Massachusetts, USA 18

19. Slide 19: Q4 and FY 2022 Financial Results

    Q4 and FY 2022 Financial Results

20. Slide 20: Financial Results Overview

    Q4 EARNINGS CALL > FINANCIAL RESULTS Financial Results Overview >30,000 Paying Customers1 Financial Results “ZoomInfo continues to deliver a leading combination of growth, profitability, and free cash flow generation at scale,” said Henry Schuck, 1,926 ZoomInfo Founder and CEO. “Our results once aga

21. Slide 21: Q4 2022 Financial Summary (Unaudited)

    Q4 EARNINGS CALL > FINANCIAL RESULTS Q4 2022 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 $301.7 36% Adjusted Operating Operating Income $52.1 115% $127.0 47% Income Adjusted Opera

22. Slide 22: FY 2022 Financial Summary (Unaudited)

    Q4 EARNINGS CALL > FINANCIAL RESULTS FY 2022 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 $1,098.0 47% Adjusted Operating Operating Income $175.8 55% $447.8 46% Income Adjusted Operating

23. Slide 23: GAAP Revenue Growth ($M)

    Q4 EARNINGS CALL > FINANCIAL RESULTS GAAP Revenue Growth ($M) 36% $301.7 Q4 2022 $222.3 36% GAAP Revenue Growth 34% Organic Revenue Growth1 Q1 2021 Q2 2021 Q3 2021 Q4 2021 Q1 2022 Q2 2022 Q3 2022 Q4 2022 GAAP Revenue 1. Organic Revenue excludes revenue from products acquired within the last 12 month

24. Slide 24: Adjusted Operating Income ($M) and Margin

    Q4 EARNINGS CALL > FINANCIAL RESULTS Adjusted Operating Income ($M) and Margin(1) 47% $127.0 Q4 2022 $86.4 42% Adjusted Operating Income Margin(1) 42% 39% 47% YoY Growth in Adjusted Operating Income(1) Q1 2021 Q2 2021 Q3 2021 Q4 2021 Q1 2022 Q2 2022 Q3 2022 Q4 2022 Adjusted Operating Income (1) Adju

25. Slide 25: Unlevered Free Cash Flow (uFCF) and uFCF Conversion

    Q4 EARNINGS CALL > FINANCIAL RESULTS Unlevered Free Cash Flow (uFCF) and uFCF Conversion(1)(2) 45% $122.4 Q4 2022 $84.4 96% Unlevered free cash flow conversion(1)(2) 98% 41% 96% Unlevered Free Cash Flow Margin(1) Q1 2021 Q2 2021 Q3 2021 Q4 2021 Q1 2022 Q2 2022 Q3 2022 Q4 2022 Unlevered Free Cash Flo

26. Slide 26: Balance Sheet Highlights and Net Leverage

    Q4 EARNINGS CALL > FINANCIAL RESULTS Balance Sheet Highlights and Net Leverage As of As of ($M, except Net Leverage Ratio) December 31, 2021 December 31, 2022 Total contractual maturity of outstanding indebtedness $1,250.0 $1,250.0 Cash, cash equivalents, restricted cash, and short-term $332.5 $551.

27. Slide 27: Guidance (as of February 6, 2023)

    Q4 EARNINGS CALL > FINANCIAL RESULTS Guidance (as of February 6, 2023)(1) Q1 2023 FY 2023 GAAP Revenue $299 - $301 million $1.275 - $1.285 billion Adjusted Operating Income(1) $118 - $120 million $523 - $533 million Adjusted Net Income Per Share(1) $0.21 - $0.22 $0.98 - $1.00 Unlevered Free Cash Flo

28. Slide 28: Non-GAAP Reconciliations

    Non-GAAP Reconciliations

29. Slide 29: Non-GAAP Financial Measures

    Q4 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

30. Slide 30: Non-GAAP Financial Measures

    Q4 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

31. Slide 31: Reconciliation from GAAP Net Income (Loss) to Adjusted Operating Income

    Q4 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income (Loss) to Adjusted Operating Income ($M except percent figures) Q4 2021 Q4 2022 FY 2021 FY 2022 Net income (loss) $145.2 $23.2 $94.9 $63.2 Add (less): Expense (benefit) from income taxes (95.3) 75.8 6.1 131.4 Add: Int

32. Slide 32: Reconciliation from GAAP Net Income (Loss) to Cash EBITDA

    Q4 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income (Loss) to Cash EBITDA ($M) Trailing Twelve Months as of December 31, 2021 Trailing Twelve Months as of December 31, 2022 Net income (loss) $94.9 $63.2 Add (less): Expense (benefit) from income taxes 6.1 131.4 Add: Int

33. Slide 33: Reconciliation from Non-GAAP Leverage Ratios

    Q4 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from Non-GAAP Leverage Ratios ($M, except Leverage Ratios) Trailing Twelve Months as of December 31, 2021 Trailing Twelve Months as of December 31, 2022 Total Net Leverage Ratio (Adjusted EBITDA) Total contractual maturity of outstanding

34. Slide 34: Reconciliation from GAAP Operating Cash Flow to Unlevered Free Cash Flow

    Q4 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Operating Cash Flow to Unlevered Free Cash Flow ($M except percent figures) Q4 2021 Q4 2022 FY 2021 FY 2022 Cash flow from operations $71.3 $120.2 $299.4 $417.0 Purchases of property and equipment and other assets (7.8) (6.5) (2

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

    Q4 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 December 31, 2022 Equity-based Intangibles and Fair Value Transaction Related GAAP Margin% Adjustments from Adjustment

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

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

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

    Q4 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 December 31, 2021 Equity-based Intangibles and Fair Value Transaction Related GAAP Margin% Adjustments from Adjustment

38. Slide 38: Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share

    Q4 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share Amortization of Acquired Tax Impacts of Twelve months ended December 31, 2021 Equity-based Intangibles and Fair Value Transaction Related GAAP Margin% Adjustments from Adjustmen

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