ZoomInfo Technologies Inc at Goldman Sachs Communacopia + Technology Conference Transcript

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

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : Tell us about the -- for people that may not fully appreciate where this is all coming from. I really enjoyed your YouTube video where you've talked about how you got this idea a long time back, say, 15, 20 years back or so. You talk about Micro fish. Because I think there is -- this disbelief that this is real, this is for real. How can you actually build a $1 billion business with these margins growing nicely? So I want you to tell us the idea behind ZoomInfo? How you came with this? 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 13, 2022 / 10:45PM, ZI.OQ - ZoomInfo Technologies Inc at Goldman Sachs Communacopia + Technology Conference

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : Got it. So you've gone from data platform to an end-to-end digital go-to-market platform. Let's see come back to the Goldman Sachs conference 2027, what are we going to be talking about at that time? And what are the problems that you see yourself solving for your customers that you don't do it? Because clearly, you're doing something today that you didn't think was not apparent to us that you would be doing, even 3 to 4 years back at the time of the IPO.

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : Got it. I want to get the fundamental thesis of the company and the questions around it out of the way because I just believe that this data is being volunteered, but at some point, there could be some regulation and that poses a threat to the treasure trove that you've built up. I know that you went to law school. And so...

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : You're a lawyer. I mean, so you've thought through this, I would imagine, just a little bit. Help us understand how comfortable we should be with the legality of building up this contact base?

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : Would you tell them do not ever drop your business card, don't lose it?

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : Got it.

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : Please jump in. Anisha Narayan, who is first time being on stage with us. A member of the software team.

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : So which brings me to my favorite question that you hear all the time on...

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : Yes, you're going to be a CRM company. Are you a CRM company? What is ZoomInfo really mean it? When you look at what you've built on top of the data platform, it's clear you're going someplace, but you don't want to be a system of record, clearly. You want to be a system of engagement. Help us understand in this -- a couple of companies that she mentioned, one of which I cannot mention. And Twilio and you guys, how does it all play out? When you look at the CRM industry, there's sales force and there's a long gap and there's a long tail of -- how do you see the CRM industry unfold over the next 4 to 5 years? And what is going to be your position in that changing landscape?

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : So Henry, I had a question, from your IPO days to now, the TAM you've been layering on new markets and new products that play into those markets. How should we think about your ability to monetize these different markets? Is it a combined suite? Or do you feel like at some point you might need a specialized GTM engine that are specific to each of these markets that comprise your $100 billion-plus TAM?

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : Can you give us an update on Chorus? 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 13, 2022 / 10:45PM, ZI.OQ - ZoomInfo Technologies Inc at Goldman Sachs Communacopia + Technology Conference

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : What drove the acceleration?

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : I think your TAM expanded by a few software companies, which need conversational intelligence with their investors. And I think, of course, of voice assess margins, margins. So I think the... 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 13, 2022 / 10:45PM, ZI.OQ - ZoomInfo Technologies Inc at Goldman Sachs Communacopia + Technology Conference

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : We got the message.

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : I didn't say which one. I mean there's a couple. It's not just one. But we did have Jeff Lawson presented yesterday.

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : I did ask him this question. And he had a very similar vision that he sees Twilio as a platform that brings a signal and Segment...

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : Segment...

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : Have the core messaging and of course (inaudible) got some capabilities there. Flex has got some capabilities. So that is -- and I asked him the same, how does it all come together? And there's no unanimous conclusion, unanimous consensus on how it all comes together, but it's going to be really interesting. I wanted to switch gears to the macroeconomic environment. You had a good quarter. And like many of the software companies, you didn't raise the guidance, which we completely appreciate. 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 13, 2022 / 10:45PM, ZI.OQ - ZoomInfo Technologies Inc at Goldman Sachs Communacopia + Technology Conference

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : You did buy a little bit, yes. But not by...

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : Raise is a raise, okay. Yes.

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : I know, I know, I know. You guys did. I think, Datadog did as well, but nobody trusts the increase in guidance. And even if you -- I didn't raise the guidance and left where it is. MongoDB went down quite a bit. So it's damned if, damned if you don't. And then we had inflation report today that didn't make it any easier. But I'm curious, what are customers saying when you speak with them today?

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : And the thing that we hear the most is more signatures needed...

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : So my solution is just have more sign here tabs, I'm talking...

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : Just sign here -- yes, done. I wanted at this point in time, make good on my promise to offer drinks on me if you ask some really good questions. Now it can be any questions, does not to be a good question. [Yugo]? Unidentified Analyst So a little more of a long-term kind of focused question, but what are the dynamics that facing specific to the data assets? So I think the answer to this might be the factor you're doing enablement more, but are there instances where there may be essential returns because folks using competitive tools, may end up reaching out to the same sort of professionals with the B2B network over time (inaudible) like if first because some of the similar data sets having like...

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : Any other question here, please? Unidentified Analyst Can you talk about why you think that could be a multibillion-dollar business over time? What gives you a conviction on that? And then if and when it does become that large, isn't that a business that grows not as correlated to kind of build more media. And after that, incremental margin on that type of business would also be much -- I mean you already have high margin, but they could potentially be higher for a media-type business.

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : We've got another 6 minutes. 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 13, 2022 / 10:45PM, ZI.OQ - ZoomInfo Technologies Inc at Goldman Sachs Communacopia + Technology Conference

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : I think we've wrapped up 40 minutes. It didn't sound like your 12th meeting. It sounded like your first meeting, I think...

Question: Kasthuri Gopalan Rangan - Goldman Sachs Group, Inc., Research Division - Analyst : And clarity you guys are showing up...