Zoominfo Technologies Inc. · NASDAQ:GTM

Zoominfo Technologies — Q4 2021 Earnings Presentation

38 slides from Zoominfo Technologies's earnings presentation, Nov 1, 2021

1. Slide 1: Investor Overview and Financial Results

   Investor Overview and Financial Results DATE February 15, 2022

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 the Private Securities Litigation Reform Act of 1995. Actual results may differ materially from those expressed or implied by these statements. You can ge

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 $70Bn Scale Growth Retention Estimated TAM(1) $889M 59% 116% Network Effects Annualized Q4 2021 Revenue Q4 2021 YoY Revenue Growth FY 2021 Net Revenue Retention rate(3) >100M Contact record ev

4. Slide 4: Sales and Marketing is Still Inefficient

   Q4 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

5. Slide 5: The Sales and Marketing Tech Stack Needs a Platform Solution

   Q4 EARNINGS CALL > OVERVIEW The Sales and Marketing Tech Stack Needs a Platform Solution 5

6. Slide 6: Best-of-Breed in a Unified Platform

   Q4 EARNINGS CALL > OVERVIEW Best-of-Breed in a Unified Platform ZoomInfo Aligns Marketing and Sales Tech Stack in a Unified Platform Category Solutions Market Reputation Ranked #1 for Lead Intelligence Contact Data 180m+ Contacts by G2 Ranked #1 in Market Intelligence Company Data 100m+ Companies by

7. Slide 7: ZoomInfo GTM Platform

   Q4 EARNINGS CALL > OVERVIEW ZoomInfo GTM Platform 7

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

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

9. Slide 9: Consistently Ranked as a Product Leader

   Q4 EARNINGS CALL > OVERVIEW 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 T

10. Slide 10: Addressing a Large and Growing Opportunity

    Q4 EARNINGS CALL > OVERVIEW 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

11. Slide 11: We are in the Early Chapters of a $70Bn Opportunity

    Q4 EARNINGS CALL > OVERVIEW We are in the Early Chapters of a $70Bn Opportunity Select acquisitions to complement platform Expand to international markets Adjacent use cases such as recruiting Additional high-value solutions to existing customers Incremental penetration within enterprises Acquire ne

12. Slide 12: Recent New and Expansion Customers

    Q4 EARNINGS CALL > OVERVIEW Recent New and Expansion Customers More than 25,000 Customers from Small, Mid-sized, and Large Organizations Across a Diverse Set of Industries 12

13. Slide 13: MarketingOS

    Q4 EARNINGS CALL > OVERVIEW MarketingOS Pinpoint precision targeting Easy-to-build campaigns Enhanced conversion Industry leading data accuracy, depth, and breadth Streamline campaign management More meetings, more pipeline The right accounts 1. Add your creative Shorten and enrich forms The right b

14. Slide 14: Recent Platform Highlights

    Q4 EARNINGS CALL > OVERVIEW Recent Platform Highlights Chorus.ai Engage RecruitingOS • Combined ZoomInfo intelligence with Chorus Insights to • Created a pre-built email and salesflow template library • Continued to build features tailored to the needs of recruiters, create a unique view of pipeline

15. Slide 15: Demos of Selected Product Functionality

    Q4 EARNINGS CALL > OVERVIEW Demos of Selected Product Functionality ZI Tracker MarketingOS Recruiter Intent 15

16. Slide 16: Customer Case Study - Hudl

    Q4 EARNINGS CALL > CASE STUDIES Customer Case Study - Hudl The Results Hudl saves 75% more time on evaluations with Chorus The Challenge In a world that is centered around customer satisfaction and instant gratification, brands know how important it is to provide a world-class customer experience. A

17. Slide 17: Customer Case Study - Hudl

    Q4 EARNINGS CALL > CASE STUDIES Customer Case Study - Hudl The Results Hudl saves 75% more time on evaluations with Chorus The Solution The Solution After testing a few different solutions, Hudl ultimately chose Chorus.ai for its robust “Chorus analyzes the data for us so we have a clear picture of

18. Slide 18: Customer Case Study - ChurnZero

    Q4 EARNINGS CALL > CASE STUDIES Customer Case Study - ChurnZero The Results ZoomInfo Chat has influenced over $2.2 million in pipeline The Challenge With a new round of funding and a commitment to triple headcount by EOY, ChurnZero, a Customer Success Platform that helps subscription businesses figh

19. Slide 19: Customer Case Study - ChurnZero

    Q4 EARNINGS CALL > CASE STUDIES Customer Case Study - ChurnZero The Results Leading ICT solutions firm sees 10% increase in UK customer base The Solution This is when ChurnZero learned about ZoomInfo Chat, a data-powered chat tool that is tech-stack friendly, easy The bottom line is, ZoomInfo to use

20. Slide 20: Q4 and FY 2021 Financial Results

    Q4 and FY 2021 Financial Results

21. Slide 21: Financial Results Overview

    Q4 EARNINGS CALL > FINANCIAL RESULTS Financial Results Overview >25,000 Paying Customers1 Financial Results “In 2021 we delivered a leading combination of growth and profitability, significantly expanded our platform, added more new customers than ever before, and drove record customer retention,” s

22. Slide 22: Q4 2021 Financial Summary (Unaudited)

    Q4 EARNINGS CALL > FINANCIAL RESULTS Q4 2021 Financial Summary (Unaudited) GAAP Non-GAAP(1) Quarterly Change Quarterly Change ($M, except per share amounts and percent figures) Results YoY Results YoY Revenue1 $222.3 59% Adjusted Operating Operating Income $24.2 (18)% $86.4 36% Income Adjusted Opera

23. Slide 23: FY 2021 Financial Summary (Unaudited)

    Q4 EARNINGS CALL > FINANCIAL RESULTS FY 2021 Financial Summary (Unaudited) GAAP Non-GAAP(1) Annual Change Annual Change ($M, except per share amounts and percent figures) Results YoY Results YoY Revenue1 $747.2 57% Adjusted Operating Operating Income $113.3 205% $306.6 36% Income Adjusted Operating

24. Slide 24: GAAP Revenue Growth ($M)

    Q4 EARNINGS CALL > FINANCIAL RESULTS GAAP Revenue Growth ($M) 59% $222.3 Q4 2021 59% $139.7 GAAP Revenue Growth 52% Organic Revenue Growth1 Q1 2020 Q2 2020 Q3 2020 Q4 2020 Q1 2021 Q2 2021 Q3 2021 Q4 2021 GAAP Revenue 1. Organic Revenue excludes revenue from products acquired within the last 12 month

25. Slide 25: Adjusted Operating Income ($M) and Margin

    Q4 EARNINGS CALL > FINANCIAL RESULTS Adjusted Operating Income ($M) and Margin(1) 39% $86.4 Q4 2021 $63.4 39% Adjusted Operating Income Margin(1) 45% 39% 36% YoY Growth in Adjusted Operating Income(1) Q1 2020 Q2 2020 Q3 2020 Q4 2020 Q1 2021 Q2 2021 Q3 2021 Q4 2021 Adjusted Operating Income (1) Adjus

26. Slide 26: Unlevered Free Cash Flow (uFCF) and uFCF Conversion

    Q4 EARNINGS CALL > FINANCIAL RESULTS Unlevered Free Cash Flow (uFCF) and uFCF Conversion(1)(2) 10% Q4 2021 $84.4 $76.6 98% Unlevered free cash flow conversion(1)(2) 121% 98% 38% Unlevered Free Cash Flow Margin(1) Q1 2020 Q2 2020 Q3 2020 Q4 2020 Q1 2021 Q2 2021 Q3 2021 Q4 2021 Unlevered Free Cash Flo

27. Slide 27: 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, 2020 December 31, 2021 Cash, cash equivalents, restricted cash, and short-term $301.6 $332.5 investments Total contractual maturity of outstanding indebtedness $756

28. Slide 28: Guidance (as of February 15, 2022)

    Q4 EARNINGS CALL > FINANCIAL RESULTS Guidance (as of February 15, 2022)(1) Q1 2022 FY 2022 GAAP Revenue $226 - $228 million $1.01 - $1.02 billion Adjusted Operating Income(1) $86 - $88 million $405 - $415 million Adjusted Net Income Per Share(1) $0.14 - $0.15 $0.71 - $0.73 Unlevered Free Cash Flow(1

29. Slide 29: Non-GAAP Reconciliations

    Non-GAAP Reconciliations

30. Slide 30: 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

31. Slide 31: 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

32. Slide 32: 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) Q4 2020 Q4 2021 FY 2020 FY 2021 Net income (loss) $36.3 $145.2 $(36.4) $94.9 Add (less): Expense (benefit) from income taxes (5.1) (95.3) 4.7 6.1 Add: Interest expense, net 10.

33. Slide 33: 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, 2020 Trailing Twelve Months as of December 31, 2021 Net income (loss) $(36.4) $94.9 Add (less): Expense (benefit) from income taxes 4.7 6.1 Add: Int

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) Q4 2020 Q4 2021 FY 2020 FY 2021 Cash flow from operations $66.8 $71.3 $169.6 $299.4 Purchases of property and equipment and other assets (4.9) (7.8) (16.8) (23.6) Interest pai

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, 2021 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, 2021 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, 2020 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, 2020 Equity-based Intangibles and Fair Value Transaction Related GAAP Margin% Adjustments from Adjustmen

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