ZoomInfo Technologies : Q1 2024 Investor Overview and Financial Results

Investor Overview

Q1 2024 Financial Results

DATE

May 7, 2024

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 Reform Act of 1995. Forward-looking statements include all statements that are not historical facts. In some cases, you can identify these forward-looking statements by the use of words such as "outlook", "believes", "expects", "potential", "continues", "may", "will", "should", "could", "seeks", "predicts", "intends", "trends", "plans", "estimates", "anticipates", or the negative version of these words or other comparable words. Any statements in this presentation regarding future revenue, earnings, margins, financial performance, cash flow, liquidity, use of cash, results of operations, free cash flow, stock based compensation expense, depreciation and amortization expense, interest expense, capital expenditures, non-GAAP tax rates, or cash tax rates (including, but not limited to, the information provided under "Financial Results Overview - 2023 Guidance" and "Guidance"), our total addressable market ("TAM"), our future investments in R&D, innovation and product offerings, the potential impact of macroeconomic and geopolitical conditions on our business, future product or service offerings, expected customer growth or net retention, the integration and anticipated benefits of acquisitions to us and our customers, our acquisition strategy, future plans for further international expansion, and any other statements that are not historical facts are forward-looking statements. We have based our forward-looking statements on our management's beliefs and assumptions based on information available to our management at the time the statements are made. We caution you that assumptions, beliefs, expectations, intentions and projections about future events may and often do vary materially from actual results. Therefore, actual results could differ materially from those expressed or implied by our forward-looking statements.

Factors that could cause actual results to differ from those expressed or implied by our forward-looking statements include, among other things: future economic, competitive, and regulatory conditions, potential future uses of cash, the successful integration of acquired businesses, and future decisions made by us and our competitors. All of these factors are difficult or impossible to predict accurately and many of them are beyond our control. For a further list and description of these and other important risks and uncertainties that may affect our future operations, see Part I, Item 1A - Risk Factors in our most recent Annual Report on Form 10-K filed with the Securities and Exchange Commission, which we may update in Part II, Item 1A - Risk Factors in Quarterly Reports on Form 10-Q we have filed or will file hereafter. Our forward-looking statements do not reflect the potential impact of any future acquisitions, mergers, dispositions, joint ventures, investments, or other strategic transactions we may make. Each forward-looking statement contained in this presentation speaks only as of the date of this presentation, and we undertake no obligation to update or revise any forward-looking statements whether as a result of new information, future developments or otherwise, except as required by law.

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Q1 2024 EARNINGS CALL >OVERVIEW

ZoomInfo is the go-to-market platform for businesses to find, acquire, and grow customers.

Delivering Durable Growth and Profitability at Scale

ScaleGrowthRetention

$1.25B	3%	85%
Annualized Q1 2024 Revenue	Q1 2024 YoY Revenue Growth	Q1 2024 Net Revenue Retention rate(3)

Cash FlowProfitabilityLarge Customers

$122.7M	39%	1,760
Q1 2024 Unlevered Free Cash Flow(2)	Q1 2024 Adj. Operating Income Margin(2)	Customers w/ >100K ACV(1)

1. As of or through March 31, 2024 as applicable
2. GAAP to non-GAAP reconciliations available in the non-GAAP reconciliations section of this presentation
3. For the trailing twelve month period ended March 31, 2024

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Q1 2024 EARNINGS CALL >OVERVIEW

The Modern Go-To-Market Approach

Win Faster

• Scale your go-to-market
• Automate customer outreach
• Simplify your tech stack

Engage Customers

• Connect across channels
• Align Sales & Marketing
• Access unified engagement platform

Unlock Insights

• #1 B2B data & intent
• Real-timeinsights

Win Faster

Engage Customers

Unlock Insights

Revenue	32%
increase

Increase in	18%
win rates

Higher	64%
productivity

Reps finding new	75%
opportunities

Source: 2024 ZoomInfo Impact Survey

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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 funnel	Deliver engagement-
for passive candidates	ready data to GTM teams
Access and engage inside the ZoomInfo ecosystem	Access data anywhere

Data Foundation

Workflows

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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, and publishes intelligence

Contributory Networks

>100 Million contact record events daily

Select First Party Data & Insights

Hundreds of Millions daily

Real Time Intent Signals

>50 Million per week across >22,000 topics

Unstructured Public Information

Billions of web pages monitored

Data Training Lab

>300 human researchers

Generally Available Information

Limited amount of acquired data

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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™ are trademarks of Forrester Research, Inc. The Forrester Wave™ is a graphical

representation of Forrester's call on a market and is plotted using a detailed spreadsheet7 with exposed scores, weightings, and comments. Forrester does not endorse any vendor,

product, or service depicted in the Forrester Wave™. Information is based on the best	7
available resources. Opinions reflect judgment at the time and are subject to change

Q1 2024 EARNINGS CALL >OVERVIEW

Best-of-Breed in a Unified Platform

Category

Solutions

Contact Data

410m+ Contacts

Company Data

110m+ Companies

Tech

Technographics

32k+ Individual

Technologies

andMarketingSales

PlatformUnifieda

Intent

Streaming Intent

Conversation Intelligence

Chorus

Sales Engagement

Engage

Pipeline Forecasting

Chorus Momentum

AlignsZoomInfo

Stackin

Conversational Marketing

Chat

Enrichment

Enrich

Audience Solutions

Targeted Audiences

Account-Based Marketing

ABM

Data Orchestration

RingLead

Key Contact Tracking

Tracker

Market Reputation

for Sales Intelligence, Buyer Intent, Email Verification, Lead

#1 Capture, Lead Intelligence, Marketing Account Intelligence and additional categories by G2

ZoomInfo's Product Vision

See how customers use

ZoomInfo's data and insights to power the go-to-market motion for four different personas: Sales, Operations, Talent, and Marketing.

Watch Now

Site Visitor Identification WebSights

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 employees (enterprise), companies with 100 to 999 employees (mid-market), and companies with 25 to 99 employees (SMBs) and applying the ACV to each respective company using internally generated data of actual customer spend by company size. The aggregate calculated value represents our estimated TAM. Data for numbers of companies by employee count is from our ZoomInfo platform that we have identified as relevant prospects for our platform. We have applied an average ACV based on current customer spend by persona and segment. Note that the International ACV applied to company counts is assumed to be 45% of North America ACV for enterprise and 75% of North America ACV for mid-market and SMBs.

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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

Acquire new

customers

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