The following is excerpted from the question-and-answer section of the transcript.
(Questions from industry analysts are provided in full, but answers are omitted - download the transcript to see the full question-and-answer session)
Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst
: Okay. Can you hear me now?
Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst
: So just like -- it looks like everybody is going through some level of tribulation, dislocation of sales cycles. And it's evident in your
RPO, CRPO. If you look at the sequential rates of change, it's -- you can see it. I'm more interested in finding out what is happening
to the deals that haven't gone unfold or postponed? What are customers saying that they need to see in order to come back and
reengage with you guys on those deals, firstly.
And secondly, the -- it looks like your acquisitions are doing better than expected. You seem to have very good synergies in your
distribution. So something is obviously working. Maybe the certification of ZoomInfo is really at work here. But I'm curious to get
your thoughts on the slip deals, where you stand with them. And what is your assumption as to when these deals come back and
close for you guys. Is it Q3 or Q4 or next year?
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AUGUST 01, 2022 / 8:30PM, ZI.OQ - Q2 2022 ZoomInfo Technologies Inc Earnings Call
Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst
: Got it. So just a follow-up to that, do you think this could be just another U-shaped recovery as customers, so you know what, I'm
factoring in the higher cost of interest and whatever, inflation, et cetera, and then we get some kind of recovery either this year or
next year? Or is it that these pressures could create a permanently lower but still attractive organic growth rate in your markets? And
that's it for me.
Question: Rishi Nitya Jaluria - RBC Capital Markets, Research Division - Analyst
: In the interest of time, I'll make it one question, which is, look, you talked about how important the software vertical is, right? I think
45% of the business come from software companies, mostly larger ones, definitely not VC-backed ones. But we are seeing software
companies putting on hiring freezes or, at the very least, slowing down hiring, including at the sales level. Can you maybe just help
us understand as you think your growth algorithm, specifically -- especially within that vertical, given the slowing down of hiring,
how should we think about the impact there? Or is there just still so much greenfield opportunity with sales reps even within your
existing customer base that that's not too much of an issue?
Question: David E. Hynes - Canaccord Genuity Corp., Research Division - Analyst
: Just one for me. So with the introduction of all the additional advanced functionality and the new personas, I'm wondering, have
you seen any material change in the time line to the typical customers first follow-on sale? In other words, like are they getting a
flavor for ZoomInfo and coming back and transacting any faster now?
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