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?
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?
REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us
consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies.
AUGUST 01, 2022 / 8:30PM, ZI.OQ - Q2 2022 ZoomInfo Technologies Inc Earnings Call
|
