ZoomInfo Technologies Inc at Deutsche Bank Technology Conference (Virtual) Transcript

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

Question: Brad Zelnick - Deutsche Bank AG - Analyst : But with that, maybe, Cameron, just open up, you come off of a great Q2, how much of your recent growth is coming from onetime events, perhaps influenced by COVID versus being driven by a more secular shift as companies work to digitize sales motions like should investors be concerned that there's a tailwind that might abate at some point? And are you seeing incremental investment dollars going towards other catch-up areas that might have been deprioritized during the peak of the pandemic?

Question: Brad Zelnick - Deutsche Bank AG - Analyst : I like that that there is no word for undigitized. Maybe just related to what you said, Cameron, what trends can you extrapolate in terms of looking at the business by new logos versus seat or module growth for that matter?

Question: Brad Zelnick - Deutsche Bank AG - Analyst : Makes sense. And Cameron, if we look at -- if we think about those vectors of growth and we think about seat growth, you're in an interesting position to take -- have a view on hiring trends for B2B sellers. I'd be curious if there's any observations that you can share with us as well as the appetite for your customers to take on new projects?

Question: Brad Zelnick - Deutsche Bank AG - Analyst : Cool. Well, I'm not a B2B seller, but I can tell you even just as a research analyst, I have a ZoomInfo seat myself. Sometimes it's easier rather than digging for contact information for somebody to find that old business card or the e-mail that you had from 6 months ago. And I actually have my Chrome browser when I started up, I have a few pages. ZoomInfo is one of them that starts up for me. So I use the product all the time. But if we think about your primary audience, we think about B2B sellers and we think about sort of the hierarchy of their needs, where does ZoomInfo sit in the order of priorities for B2B sellers? REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. SEPTEMBER 10, 2021 / 1:20PM, ZI.OQ - ZoomInfo Technologies Inc at Deutsche Bank Technology Conference (Virtual)

Question: Brad Zelnick - Deutsche Bank AG - Analyst : So Cameron, if we think about all that you do to make the salesperson successful or to your -- I think your tag line is still hit your number?

Question: Brad Zelnick - Deutsche Bank AG - Analyst : That makes sense. And as part of your strategy, you've made a number of high-quality acquisitions along the way. Just yesterday, you guys announced RingLead. So I've got a few M&A-related questions. First, maybe starting with RingLead, can you update us just why it's so exciting and what we should expect. If I'm not mistaken, I think they had something like at least if I looked at like LinkedIn or so, around 100 employees or a little less. Like any sense of the scale? That would be helpful as well.

Question: Brad Zelnick - Deutsche Bank AG - Analyst : Well, congrats. It sounds like an exciting opportunity for customers and obviously for RingLead and you guys combined now together. But if we think about that in context of, of Chorus, Insent, Clickagy, how should we just more generally think about your appetite for M&A in terms of rate and pace as well as deal size?

Question: Brad Zelnick - Deutsche Bank AG - Analyst : That makes sense. And I totally appreciate that with M&A. It's not as if you can completely dictate the exact timing of when something is available and actionable and all makes sense to me. But very much appreciate a lot of these capabilities that you've brought on board, which maybe takes me to the next question. Now you've got things like text parsing chatbots with Insent, purchase intent data with Clickagy, do you still sell them as

Question: Brad Zelnick - Deutsche Bank AG - Analyst : Not only efficient, but I mean, from time of IPO, I remember learning about your process in terms of just optimized and the use of data, unlike anything else, at that point, I've ever seen. And a great job. I want to ask about some of the deals and capabilities, in particular, Cameron. But before I do, maybe if I can just touch on just the different industries. Like I think historically, over half the business was coming from the software industry and business services verticals, what other verticals are most promising or have the most traction? And how does your product or go-to-market itself have to evolve to access additional verticals?

Question: Brad Zelnick - Deutsche Bank AG - Analyst : That makes sense. And I'm about the same vintage as you are. So I can remember having e-mail in college and -- yes, good times. Maybe just as we think about your go-to-market, and I think about vertical industries and we just think about the business scaling to well over $1 billion in revenue and exciting things for years ahead, how should we think about your go-to-market scaling along with that as you've got customers for which you're a larger and larger line item? Perhaps need more handholding or as we've seen other companies where they go to more verticalized sales motions and sales organizations, do you think that you can scale it as it is today?

Question: Brad Zelnick - Deutsche Bank AG - Analyst : Totally makes sense. With respect to time, I want to stay focused on important and exciting topics. Maybe on partnerships. I mean, you mentioned earlier RingLead was originally a partner. So I guess part -- partnerships can be a feeder for M&A even at some point, they can create off-balance sheet leverage for the overall business product complementarity. There's a lot that you can get out of partnerships. I'd love to hear, in the general, your view on the types of partners that make the most sense and where you're investing. And then maybe in specific, would love to hear a little bit about the Snowflake partnership that you have and how that's been received so far and any changes in customer behavior when consuming through Snowflake, et cetera.

Question: Brad Zelnick - Deutsche Bank AG - Analyst : Got you. Again, with respect to time, I think we've got 5 minutes or so. I want to make sure I hit some important topics. International growth, just as we talk about partnerships that makes me think, in some cases, it might not be for additional salespeople out there driving demand in a region you're already, where you already have a presence and you're established, but there might be areas around the globe for which it helps to have a local partner. So I guess maybe from both a product perspective, data perspective and then from a distribution perspective, to what extent do partners help you to better penetrate internationally? And also, can you maybe talk about the data layer, how extensible is it into new geographies? How hard is it to get a critical mass or base level of data to be relevant in a given region? REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. SEPTEMBER 10, 2021 / 1:20PM, ZI.OQ - ZoomInfo Technologies Inc at Deutsche Bank Technology Conference (Virtual)

Question: Brad Zelnick - Deutsche Bank AG - Analyst : Cool. I think I've got time for one more. And I'll ask you one that I know you get asked, maybe I'll ask you a little bit differently. As you continue to expand the product offering, there seems to be increasing overlap with what core CRM offerings, Salesforce and other CRM solutions do. And I mean, you're moving from data to being much more in the process, if you will. Do you foresee this being a coopetition dynamic into the future? And at what point might it become more competitive?

Question: Brad Zelnick - Deutsche Bank AG - Analyst : Makes sense. With that, Cameron, as always, thank you so much. Great to see you, and thanks for participating at this year's conference. REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. SEPTEMBER 10, 2021 / 1:20PM, ZI.OQ - ZoomInfo Technologies Inc at Deutsche Bank Technology Conference (Virtual)