ZoomInfo Technologies Inc Q1 2021 Earnings Call Transcript

The following is excerpted from the question-and-answer section of the transcript.

Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst : Congrats on the results. So Tom was just asking about the quality of adds as you go upmarket. I'll ask about the quantity. If you had to characterize the record number of new customers that you're adding, I guess, would you attribute it more to top-of-funnel strength or improving win rates? And I guess I'll ask a follow-up while I'm at it. So if you don't win, which I'm sure happens on occasion, what's typically the top reason that a lost deal would cite?

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : Congratulations on the quarter, and congrats on hiring Prasadh as well. I have 2 questions for you, Henry. One is as we get past the vaccination phase, and hopefully we open up, is there a possibility that you're contemplating that a fair amount of selling activity will actually shift to in-person meetings, and therefore, digital engagement, as source of getting leads, et cetera, that probably takes a bit of a backseat as people go out to meet clients in person? And secondly, as you look at Engage, if you can talk about how much more white space there is for Engage before you bump into other established categories in the CRM space?