Slide 1: Investor Overview Q3 2024 Financial Results
Investor Overview Q3 2024 Financial Results DATE November 12, 2024
Slide 2: Forward-Looking Statements
Q3 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: Summary Financial Profile
Q3 2024 EARNINGS CALL > OVERVIEW ZoomInfo is the Summary Financial Profile go-to-market platform for businesses to Scale Revenue Retention find, acquire, and grow customers. $1.2B (3)% 85% Annualized Q3 2024 Revenue Q3 2024 YoY Change in Revenue Q3 2024 Net Revenue Retention rate(3) Cash Flow Profit
Slide 4: The Modern Go-To-Market Platform
Q3 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 5: The Modern Go-To-Market Approach
Q3 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 Increase in win rates 18% Engage Customers • Connect across channels • Align Sales & Marketing Higher • Access unified e
Slide 6: Diverse Data Sourcing Feeds Evidence-Based AI/ML Systems
Q3 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
Q3 2024 EARNINGS CALL > OVERVIEW Consistently Ranked as a Product Leader ZoomInfo's G2 Awards ZoomInfo's Market Reputation The Forrester WaveTM: B2B Marketing and Sales Data Providers(1) 1. The Forrester Wave™ is copyrighted by Forrester Research, Inc. Forrester and Forrester Wave™ are trademarks of
Slide 8: Best-of-Breed in a Unified Platform
Q3 2024 EARNINGS CALL > OVERVIEW Best-of-Breed in a Unified Platform Category ZoomInfo Solutions Contact Data 420m+ Contacts Company Data 110m+ Companies Technographics 32k+ Individual Technologies ZoomInfo's Product Vision ZoomInfo Aligns Marketing and Sales Tech Intent Streaming Intent XXXXXXXXXXX
Slide 9: Addressing a Large and Growing Opportunity
Q3 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
Q3 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
Q3 2024 EARNINGS CALL > OVERVIEW Recent New and Expansion Customers More than 35,000 Customers Across a Diverse Set of Industries 11
Slide 12: In Depth: ZoomInfo Copilot Features
Q3 2024 EARNINGS CALL > OVERVIEW In Depth: ZoomInfo Copilot Features ZoomInfo Copilot XXXXXXXXXXXXXXXXXXXXXXXX Chrome Extension XXXXXXXXXXXXXXXXXXXXXXXX XXXXXXXXXXXXXXXXXXXXXXXX XXXXXXXXXXXXXXXXXXXXXXXX XXXXXXXXXXXXXXXXXXXXXXXX XXXXXXXXXXXXXXXXXXXXXXXX XXXXXXXXXXXXXXXXXXXXXXXX XXXXXXXXXXXXXXXXXXXXXX
Slide 13: Customer Case Study – Impartner
Q3 2024 EARNINGS CALL > CASE STUDIES XXXXXXXXXXXXXXXXXXXXXXXXXXXXXX Customer Case Study – XXXXXXXXXXXXXXXXXXXXXXXXXXXXXX XXXXXXXXXXXXXXXXXXXXXXXXXXXXXX The Results XXXXXXXXXXXXXXXXXXXXXXXXXXXXXX XXXXXXXXXXXXXXXXXXXXXXXXXXXXXX How Impartner's ABM team Drove 12% Pipeline Growth with ZoomInfo Marketing
Slide 14: Customer Case Study – Xactly
Q3 2024 EARNINGS CALL > CASE STUDIES XXXXXXXXXXXXXXXXXXXXXXXXXXXXXX Customer Case Study – XXXXXXXXXXXXXXXXXXXXXXXXXXXXXX XXXXXXXXXXXXXXXXXXXXXXXXXXXXXX The Results XXXXXXXXXXXXXXXXXXXXXXXXXXXXXX XXXXXXXXXXXXXXXXXXXXXXXXXXXXXX ZoomInfo Data Improves Account Scores, Drives More Opportunities XXXXXXXXX
Slide 15: Financial Results
Q3 2024 Financial Results
Slide 16: Financial Results Overview
Q3 2024 EARNINGS CALL > FINANCIAL RESULTS Financial Results Overview >35,000 Paying Customers1 Financial Results “We continued our move up-market, fueled by ZoomInfo Copilot and Operations growth, and we delivered strong financial results while improving the quality of new customers that we are brin
Slide 17: Q3 2024 Financial Summary (Unaudited)
Q3 2024 EARNINGS CALL > FINANCIAL RESULTS Q3 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 $303.6 (3)% Operating Income $43.5 (31)% Adjusted Operating Income $111.7 (11)% Operat
Slide 18: GAAP Revenue ($M)
Q3 2024 EARNINGS CALL > FINANCIAL RESULTS GAAP Revenue ($M) $313.8 $303.6 Q3 2024 (3)% YoY Change in GAAP Revenue Q3 2022 Q4 2022 Q1 2023 Q2 2023 Q3 2023 Q4 2023 Q1 2024 Q2 2024 Q3 2024 GAAP Revenue 18
Slide 19: Adjusted Operating Income ($M) and Margin
Q3 2024 EARNINGS CALL > FINANCIAL RESULTS Adjusted Operating Income ($M) and Margin(1) $126.2 Q3 2024 $111.7 37% Adjusted Operating Income Margin(1) 40% 37% (11)% YoY Change in Adjusted Operating Income(1) Q3 2022 Q4 2022 Q1 2023 Q2 2023 Q3 2023 Q4 2023 Q1 2024 Q2 2024 Q3 2024 Adjusted Operating Inc
Slide 20: Unlevered Free Cash Flow ($M) and uFCF Conversion
Q3 2024 EARNINGS CALL > FINANCIAL RESULTS Unlevered Free Cash Flow (uFCF) ($M) and uFCF Conversion(1)(2) Q3 2024 $110.7 99% $94.8 Unlevered free cash flow conversion(1)(2) 99% 75% 36% Unlevered Free Cash Flow Margin(1) Q3 2022 Q4 2022 Q1 2023 Q2 2023 Q3 2023 Q4 2023 Q1 2024 Q2 2024 Q3 2024 Unlevered
Slide 21: Balance Sheet Highlights and Net Leverage
Q3 2024 EARNINGS CALL > FINANCIAL RESULTS Balance Sheet Highlights and Net Leverage As of As of ($M, except Leverage Ratios) September 30, 2024 December 31, 2023 Total contractual maturity of outstanding indebtedness $1,239.6 $1,244.0 Cash, cash equivalents, restricted cash, and short-term $156.6 $5
Slide 22: Share Repurchase
Q3 2024 EARNINGS CALL > FINANCIAL RESULTS Share Repurchase • The total authorizations in 2023 and 2024 were $600.0 million and $500.0 million, respectively, of which $157.2 million remained available and authorized for repurchases as of September 30, 2024. • During the three months ended September 3
Slide 23: Tax Receivable Agreement
Q3 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 24: Guidance (as of November 12, 2024)
Q3 2024 EARNINGS CALL > FINANCIAL RESULTS Guidance (as of November 12, 2024)(1) FY 2024 FY 2024 Q4 2024 (as of 8/5/2024) (as of 11/12/2024) GAAP Revenue $296 - $299 million $1.190 - $1.205 billion $1.201 - $1.204 billion Adjusted Operating Income(1) $103 - $105 million $412 - $418 million $416 - $41
Slide 25: Non-GAAP Reconciliations
Non-GAAP Reconciliations
Slide 26: Non-GAAP Financial Measures
Q3 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Non-GAAP Financial Measures To supplement our consolidated financial statements presented in accordance with GAAP, this presentation contains non-GAAP financial measures, including Adjusted Operating Income, Adjusted Operating Income Margin, Adjust
Slide 27: Non-GAAP Financial Measures
Q3 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Non-GAAP Financial Measures We define Unlevered Free Cash Flow as net cash provided by (used in) operating activities less (i) purchases of property and equipment and other assets, plus (ii) cash interest expense, (iii) cash payments related to res
Slide 28: Reconciliation from GAAP Income from Operations to Adjusted Operating Income
Q3 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Income from Operations to Adjusted Operating Income ($M except percent figures) Q3 2024 Q3 2023 Income from operations (GAAP) $43.5 $63.1 Impact of fair value adjustments to acquired unearned revenue — 0.1 Amortization of a
Slide 29: Reconciliation from GAAP Net Income to Cash EBITDA
Q3 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income to Cash EBITDA ($M) Trailing Twelve Months as of September 30, 2024 Trailing Twelve Months as of September 30, 2023 Net income (GAAP) $9.0 $136.0 Provision for income taxes 237.4 145.2 Interest expense, net 40.9
Slide 30: Reconciliation of Non-GAAP Leverage Ratios
Q3 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation of Non-GAAP Leverage Ratios As of As of ($M, except Leverage Ratios) September 30, 2024 December 31, 2023 Total Net Leverage Ratio (Adjusted EBITDA) Total contractual maturity of outstanding indebtedness $1,239.6 $1,244.0 Less: Cash,
Slide 31: Reconciliation from GAAP Operating Cash Flow to Unlevered Free Cash Flow
Q3 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Operating Cash Flow to Unlevered Free Cash Flow ($M except percent figures) Q3 2024 Q3 2023 Net cash provided by operating activities $18.2 $80.8 Purchases of property and equipment and other assets (17.6) (5.0) Interest pa
Slide 32: Reconciliation from GAAP Net Income to Adjusted Net Income
Q3 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income to Adjusted Net Income Share Amortization Restructuring, Tax Impacts of Three months ended September 30, 2024 Equity-based Intangibles and Fair Litigation Adjusted GAAP Margin% Transaction, and Adjustments and As
Slide 33: Reconciliation from GAAP Net Income to Adjusted Net Income
Q3 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income to Adjusted Net Income Share Amortization Restructuring, Tax Impacts of Nine months ended September 30, 2024 Equity-based Intangibles and Fair Litigation Adjusted GAAP Margin% Transaction, and Adjustments and As
Slide 34: Reconciliation from GAAP Net Income to Adjusted Net Income
Q3 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income to Adjusted Net Income Share Amortization Restructuring, Tax Impacts of Three months ended September 30, 2023 Equity-based Intangibles and Fair GAAP Margin% Transaction, and Adjustments and As Adjusted Adjusted M
Slide 35: Reconciliation from GAAP Net Income to Adjusted Net Income
Q3 2024 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES Reconciliation from GAAP Net Income to Adjusted Net Income Share Amortization Restructuring, Tax Impacts of Nine months ended September 30, 2023 Equity-based Intangibles and Fair GAAP Margin% Transaction, and Adjustments and As Adjusted Adjusted Ma