Slide 1: Investor Overview Q1 2024 Financial Results
Investor Overview Q1 2024 Financial Results DATE May 7, 2024
Slide 2: Forward-Looking Statements
Q1 2024 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
Slide 3: Delivering Durable Growth and Profitability at Scale
Q1 2024 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. $1.25B 3% 85% Annualized Q1 2024 Revenue Q1 2024 YoY Revenue Growth Q1 2024 Net Revenue Retention ra
Slide 4: The Modern Go-To-Market Approach
Q1 2024 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
Slide 5: The Modern Go-To-Market Platform
Q1 2024 EARNINGS CALL > OVERVIEW The Modern Go-To-Market Platform Our Mission: To unlock the growth potential of businesses and professionals Automation 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
Slide 6: Diverse Data Sourcing Feeds Evidence-Based AI/ML Systems
Q1 2024 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,
Slide 7: Consistently Ranked as a Product Leader
Q1 2024 EARNINGS CALL > OVERVIEW Consistently Ranked as a Product Leader Sales Intelligence Software TrustMap G2 Grid for Sales Intelligence The Forrester WaveTM: B2B Marketing and Sales Data Providers 1. The Forrester Wave™ is copyrighted by Forrester Research, Inc. Forrester and Forrester Wave™ ar
Slide 8: Best-of-Breed in a Unified Platform
Q1 2024 EARNINGS CALL > OVERVIEW Best-of-Breed in a Unified Platform Solutions Category Contact Data 410m+ Contacts Market Reputation Company Data 110m+ Companies 32k+ Individual ZoomInfo Aligns Marketing and Sales Tech Technographics for Sales Intelligence, Technologies Buyer Intent, Email Verifica
Slide 9: Addressing a Large and Growing Opportunity
Q1 2024 EARNINGS CALL > OVERVIEW Addressing a Large and Growing Opportunity ZoomInfo's Global TAM(1) $100B Global TAM $40B $30B $20B $10B Sales Operations Marketing Talent 1. We calculated our TAM by estimating the total number of B2B companies by employee size for companies with 1,000 or more emplo
Slide 10: Multiple Levers for Sustained Growth
Q1 2024 EARNINGS CALL > OVERVIEW Multiple Levers for Sustained Growth Select acquisitions to complement platform Expand Personas: Marketing, Operations, Talent ZoomInfo Copilot, Advanced Functionality, and Seat and data continued product expansion innovation Further penetrate international markets A
Slide 11: Recent New and Expansion Customers
Q1 2024 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 11
Slide 12: Introducing ZoomInfo Copilot: Beta Customers
Q1 2024 EARNINGS CALL > OVERVIEW Introducing Beta Customers with ZoomInfo Copilot Intelligent Homepage AI Account 75% Created more opportunities Fit Score More Signals - natural language 10 Hours Average time saved weekly on research and manual tasks AI-recommended Actions Sales plays AI Buying Grou
Slide 13: In Depth: ZoomInfo Copilot Features
Q1 2024 EARNINGS CALL > OVERVIEW In Depth: ZoomInfo Copilot Features Selling With ZoomInfo Copilot Leverage Intent ZoomInfo Copilot AI Email Generator Data with ZoomInfo Copilot 13
Slide 14: Customer Case Study – Snowflake
Q1 2024 EARNINGS CALL > CASE STUDIES Customer Case Study – The Results A Data-Driven Success Story About the Company The Solution Snowflake is a single, global platform that powers the The sales data science team took their 70+ data points, Data Cloud. Snowflake is uniquely designed to connect augme
Slide 15: Customer Case Study – UnboundB2B
Q1 2024 EARNINGS CALL > CASE STUDIES Customer Case Study – The Results The Significance of Data Accuracy About the Company UnboundB2B a leading agency in B2B lead generation The sales team was working with 50% data accuracy rate. “If you're in a demand generation and account-based marketing services
Slide 16: Financial Results
Q1 2024 Financial Results
Slide 17: Financial Results Overview
Q1 2024 EARNINGS CALL > FINANCIAL RESULTS Financial Results Overview >35,000 Paying Customers1 Financial Results “We delivered another quarter of revenue growth, with better-than-expected profitability, and stabilizing net revenue retention,” said Henry Schuck, ZoomInfo Founder and CEO. “Our team is
Slide 18: Q1 2024 Financial Summary (Unaudited)
Q1 2024 EARNINGS CALL > FINANCIAL RESULTS Q1 2024 Financial Summary (Unaudited) GAAP Non-GAAP(1) Quarterly Change Quarterly Change ($M, except per share amounts and percent figures) Results YoY Results YoY Revenue $310.1 3% Adjusted Operating Operating Income $43.0 (35)% $119.4 (1)% Income Adjusted
Slide 19: GAAP Revenue Growth ($M)
Q1 2024 EARNINGS CALL > FINANCIAL RESULTS GAAP Revenue Growth ($M) $310.1 $300.7 Q1 2024 3% YoY GAAP Revenue Growth Q1 2022 Q2 2022 Q3 2022 Q4 2022 Q1 2023 Q2 2023 Q3 2023 Q4 2023 Q1 2024 GAAP Revenue 19
Slide 20: Adjusted Operating Income ($M) and Margin
Q1 2024 EARNINGS CALL > FINANCIAL RESULTS Adjusted Operating Income ($M) and Margin(1) $120.3 $119.4 Q1 2024 39% Adjusted Operating Income Margin(1) 40% 39% (1)% YoY Growth in Adjusted Operating Income(1) Q1 2022 Q2 2022 Q3 2022 Q4 2022 Q1 2023 Q2 2023 Q3 2023 Q4 2023 Q1 2024 Adjusted Operating Inco
Slide 21: Unlevered Free Cash Flow ($M) and uFCF Conversion
Q1 2024 EARNINGS CALL > FINANCIAL RESULTS Unlevered Free Cash Flow (uFCF) ($M) and uFCF Conversion(1)(2) Q1 2024 $121.1 $122.7 103% Unlevered free cash flow conversion(1)(2) 101% 103% 40% Unlevered Free Cash Flow Margin(1) Q1 2022 Q2 2022 Q3 2022 Q4 2022 Q1 2023 Q2 2023 Q3 2023 Q4 2023 Q1 2024 Unlev
Slide 22: Balance Sheet Highlights and Net Leverage
Q1 2024 EARNINGS CALL > FINANCIAL RESULTS Balance Sheet Highlights and Net Leverage As of As of ($M, except Leverage Ratios) March 31, 2024 December 31, 2023 Total contractual maturity of outstanding indebtedness $1,242.5 $1,244.0 Cash, cash equivalents, restricted cash, and short-term $449.1 $538.4
Slide 23: Share Repurchase
Q1 2024 EARNINGS CALL > FINANCIAL RESULTS Share Repurchase • The total authorization in 2023 and 2024 was $600.0 million and $500.0 million, respectively, of which $546.8 million remained available and authorized for repurchases as of March 31, 2024. • During the three months ended March 31, 2024, t
Slide 24: Tax Receivable Agreement
Q1 2024 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
Slide 25: Guidance (as of May 7, 2024)
Q1 2024 EARNINGS CALL > FINANCIAL RESULTS Guidance (as of May 7, 2024)(1) FY 2024 FY 2024 Q2 2024 (as of 2/12/2024) (as of 5/7/2024) GAAP Revenue $306 - $309 million $1.26 - $1.28 billion $1.255 - $1.27 billion Adjusted Operating Income(1) $114 - $116 million $492 - $502 million $488 - $495 million
Slide 26: Non-GAAP Reconciliations
Non-GAAP Reconciliations
Slide 27: Non-GAAP Financial Measures
Q1 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Non-GAAP Financial Measures To supplement our consolidated financial statements presented in accordance with GAAP, this presentation contains non-GAAP financial measures, including Adjusted Operating Income, Adjusted Operating Income Margin, Adjust
Slide 28: Non-GAAP Financial Measures
Q1 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Non-GAAP Financial Measures We define Unlevered Free Cash Flow as net cash provided by (used in) operating activities less (i) purchases of property and equipment and other assets, plus (ii) cash interest expense, (iii) cash payments related to res
Slide 29: Reconciliation from GAAP Income from Operations to Adjusted Operating Income
Q1 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Income from Operations to Adjusted Operating Income ($M except percent figures) Q1 2024 Q1 2023 Income from operations (GAAP) $43.0 $66.3 Impact of fair value adjustments to acquired unearned revenue — 0.1 Amortization of a
Slide 30: Reconciliation from GAAP Net Income (Loss) to Cash EBITDA
Q1 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income (Loss) to Cash EBITDA ($M) Trailing Twelve Months as of March 31, 2024 Trailing Twelve Months as of March 31, 2023 Net income (GAAP) $77.9 $101.4 Provision for income taxes 272.1 142.2 Interest expense, net 45.3
Slide 31: Reconciliation of Non-GAAP Leverage Ratios
Q1 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation of Non-GAAP Leverage Ratios As of As of ($M, except Leverage Ratios) March 31, 2024 December 31, 2023 Total Net Leverage Ratio (Adjusted EBITDA) Total contractual maturity of outstanding indebtedness $1,242.5 $1,244.0 Less: Cash and
Slide 32: Reconciliation from GAAP Operating Cash Flow to Unlevered Free Cash Flow
Q1 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Operating Cash Flow to Unlevered Free Cash Flow ($M except percent figures) Q1 2024 Q1 2023 Net cash provided by operating activities $115.9 $108.6 Purchases of property and equipment and other assets (12.8) (6.4) Interest
Slide 33: Reconciliation from GAAP Net Income to Adjusted Net Income Per Share
Q1 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income to Adjusted Net Income Per Share Amortization of Acquired Tax Impacts of Three months ended March 31, 2024 Equity-based Intangibles and Fair Value Transaction Related Litigation GAAP Margin% Adjustments from Adju
Slide 34: Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share
Q1 2024 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 March 31, 2023 Equity-based Intangibles and Fair Value Transaction Related GAAP Margin% Adjustments from Adjustme