ZoomInfo Technologies Inc at UBS Global TMT Conference (Virtual) Transcript

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

Question: Jennifer Alexandra Swanson Lowe - UBS Investment Bank, Research Division - Analyst : Just to start, I know ZoomInfo, a lot of people have had an opportunity to learn about the story, but it is still pretty recently public company. So some others may be less familiar. So I thought maybe, Henry, if you could start it off. Could you just give us the quick elevator pitch on the business, what you do, and then we'll go from there?

Question: Jennifer Alexandra Swanson Lowe - UBS Investment Bank, Research Division - Analyst : Great. And maybe just to follow that thought out, obviously, as we're all on the phone and on the webcast and not face-to-face, it's very apparent that the world is operating differently. Within your customer base, as they have to reinvent, in some cases, how they go to market, what does that mean for ZoomInfo's business? What are sort of the opportunities and the challenges that have cropped up in the current pandemic for you?

Question: Jennifer Alexandra Swanson Lowe - UBS Investment Bank, Research Division - Analyst : That's great. And maybe following up on that because I think that's one of the questions I get the most often from investors is trying to understand this vast amount of data that ZoomInfo has collected, and why can't someone else go and do the same thing. Can you just spend a little time talking about the competitive moats there? And what you've done that would be difficult for someone else to replicate?

Question: Jennifer Alexandra Swanson Lowe - UBS Investment Bank, Research Division - Analyst : Great. And going on the customer contributory network, another question I frequently get usually right after that one, the first one is what's the incentive of your customers to contribute back to the ZoomInfo community? And are there limits on the types of data they're willing to contribute back? I mean, on one hand, it seems like there's value to them to have a more robust network, but there might be certain information that they prefer to keep proprietary. How do you sort of negotiate that conversation?

Question: Jennifer Alexandra Swanson Lowe - UBS Investment Bank, Research Division - Analyst : And so you sort of outlined, you've got the freemium customer base, the customer contributory network, but there's a lot of other data that lives within ZoomInfo that is maybe independent of what you're collecting from those sources. Can you talk a bit about some of the other data sources you have and how that makes a richer set of insights for your customers?

Question: Jennifer Alexandra Swanson Lowe - UBS Investment Bank, Research Division - Analyst : And maybe just touching on that and going back sort of the history of the company a little bit. There are certain vertical markets where maybe you have a bit more penetration, things like technology. First, can you just touch on sort of what the base looks like currently from an industry concentration perspective? And then secondly, as you work to get more traction in some newer verticals, is there data that you need to add in to effectively add value to those verticals that might look a little different? Or I'm just curious how you -- like the example of the technology information would seem highly relevant to the technology sector, but maybe less so to others. So is that sort of an ongoing process? And is that key to your vertical market diversification?

Question: Jennifer Alexandra Swanson Lowe - UBS Investment Bank, Research Division - Analyst : Okay. Great. And then...

Question: Jennifer Alexandra Swanson Lowe - UBS Investment Bank, Research Division - Analyst : Yes. That's great. And it almost got ahead of me on my next question, but maybe just to look at that. So you've got sort of the strong brand and presence within the sales and marketing organization. It will be exciting to see the recruiting products are more formally launched in next month, I think you said. But I'm curious about the go-to-market investment around recruiting. Is it largely going to be kind of an upsell scenario to existing customers or going to be sort of its own thing operating in a separate way and a separate go-to-market? Just how are you thinking about layering recruiting into what's already a very highly efficient sales machine?

Question: Jennifer Alexandra Swanson Lowe - UBS Investment Bank, Research Division - Analyst : And just looking at sort of going back to some of the earlier discussion around the existing CRM solutions in the sales and marketing organization. I know in some cases, you're working with an existing sales force automation or marketing solution. In other cases, you're engaging a bit more directly with the customer. But maybe to start, I mean, how important is it having relationships or how important are some of the leading CRM players to your go-to-market strategy? Is it if they're there, you make it easy? Or are they actually advocating for you? How do those relationships play into your strategy?

Question: Jennifer Alexandra Swanson Lowe - UBS Investment Bank, Research Division - Analyst : Maybe just staying on that point you made around the 10x LTV-to-CAC. I think the combination of growth and profitability at ZoomInfo is pretty unique within the broader software coverage universe. And I'm sure you get the question all the time, but when you see a 10x LTV-to-CAC ratio, is that a signal you should be putting a bit more gas into the engine and pushing ahead a bit more on the sales side? Or how do you think about getting that balance right between growth and profitability?

Question: Jennifer Alexandra Swanson Lowe - UBS Investment Bank, Research Division - Analyst : Okay. And then maybe just sort of rounding that out and going back to the earlier discussion, too. There's a few different growth initiatives that have come up. You mentioned recruiting as one. I don't think we touched too much on international, but that's another enterprise. Pushing market has been a focus as well. How do you think about the allocation of resources and the timing of resources behind all those things, which seem like they could be pretty exciting expansionary opportunities for you to...

Question: Jennifer Alexandra Swanson Lowe - UBS Investment Bank, Research Division - Analyst : Great. Well, I think we're at time. So I enjoyed the conversation. I'm sure everyone else did, too. This was fantastic. It's been exciting to see your first, I guess, 6 months as a public company. And looking forward to see what's next. So thank you, guys, and have a great rest of your day.