Zoominfo Technologies Inc at Raymond James Institutional Investors Conference Transcript

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

Question: Brian Peterson - Raymond James - Analyst : So it's a fireside chat, pretty open format. So if you guys have questions, just raise your hand, happy to make this pretty interactive. But Graham, just maybe kick things off. I know you guys had a really strong fourth quarter report. Maybe highlight a couple of things that you would like to show from the fourth quarter.

Question: Brian Peterson - Raymond James - Analyst : So we'll hit on upmarket, but I want to kind of start off higher level on AI. And in an AI world, like, talk about the importance of ZoomInfo and what investments you're making there to kind of enable gen AI use cases for your customers?

Question: Brian Peterson - Raymond James - Analyst : And how do you think about those products in terms of kind of a higher level like net new and the investments and the interest in the pipeline versus like the existing base? And what is their interest in those products specifically?

Question: Brian Peterson - Raymond James - Analyst : And maybe talk about the value that a customer would get on Copilot versus non Copilot. And then if we were to think about kind of the uplift in terms of the customer economics, what does that look like?

Question: Brian Peterson - Raymond James - Analyst : And so I wanted to kind of highlight, maybe separate a little bit like upmarket versus down market. But as we think about kind of that upmarket kind of net new opportunity or your differentiation, what are you seeing there? And I know in terms of the value that you're providing to customers. What are people using? What's the competitive market like it? What are you seeing upmarket? REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. MARCH 05, 2025 / 4:35PM, ZI.OQ - Zoominfo Technologies Inc at Raymond James Institutional Investors Conference

Question: Brian Peterson - Raymond James - Analyst : And how do you think, if you're looking at a upmarket, 70% of the business, how do you think about that balance of net new versus what you're seeing with existing customers on the NRR side?

Question: Brian Peterson - Raymond James - Analyst : And how do you think about like the same sort of factor on the downmarket business? How would that look?

Question: Brian Peterson - Raymond James - Analyst : And what are you seeing from a competitive perspective? I know pricing is always a topic with investors, but how would you see the competitive dynamics, both upmarket and then does that look a little bit different down market?

Question: Brian Peterson - Raymond James - Analyst : What about win backs? I know it's come up a little bit over the course of 2024. Anything up market that you can highlight in terms of people that may have left and have come back to you guys?

Question: Brian Peterson - Raymond James - Analyst : What would you call out in terms of trends by vertical? I know software exposure, business services, but anything that you've seen in terms of those markets specifically, and how are you ramping in maybe some other end markets?

Question: Brian Peterson - Raymond James - Analyst : Why do you think that kind of the non-software biz cervicals are still behind the curve and thinking about that modern like data-driven go to market? And what could, will AI or could it change that?

Question: Brian Peterson - Raymond James - Analyst : Are you seeing the benefit of those changes now? I'd love to understand maybe what you think that could do to overall sales rep productivity in

Question: Brian Peterson - Raymond James - Analyst : And is that what drove in your opinion, kind of that step-up in large customers that we saw in the fourth quarter? Maybe you can speak to what you saw that kind of drove the strength of up market in the fourth quarter? REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. MARCH 05, 2025 / 4:35PM, ZI.OQ - Zoominfo Technologies Inc at Raymond James Institutional Investors Conference

Question: Brian Peterson - Raymond James - Analyst : And if you think about software specifically in there, do you feel like we're through like the worst of kind of that down cell head count reduction? Or is that something that kind of persists? Or what do you think in terms of kind of just isolating the software dynamic?

Question: Brian Peterson - Raymond James - Analyst : One more for me, and I'll open it up to the audience. But just thinking about the balance of growth versus profitability, where do we stand today? And how do you think that should look going forward?

Question: Brian Peterson - Raymond James - Analyst : Anything from the audience? All right, I'll keep you in some hard-hitting. But as we think about the growth profile, like how do you think about the recovery in 2025? And is there a good durable growth rate you think to pin on? Or are we too early to call that right 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. MARCH 05, 2025 / 4:35PM, ZI.OQ - Zoominfo Technologies Inc at Raymond James Institutional Investors Conference

Question: Brian Peterson - Raymond James - Analyst : And you mentioned the outcomes orientation for customers. Maybe talk about the ROI pitch and what you're able to deliver for some of your upmarket customers?

Question: Brian Peterson - Raymond James - Analyst : And maybe just Copilot, but like what are the gen AI cases internally for you? Like are there things that you can do from the margin side? And have you seen any productivity benefits from just employing GenAi?

Question: Brian Peterson - Raymond James - Analyst : So the cash flow generation is really strong. Maybe help us understand like how are you thinking about capital allocation priorities over the next year or two? REFINITIV STREETEVENTS | www.refinitiv.com | Contact Us consent of Refinitiv. 'Refinitiv' and the Refinitiv logo are registered trademarks of Refinitiv and its affiliated companies. MARCH 05, 2025 / 4:35PM, ZI.OQ - Zoominfo Technologies Inc at Raymond James Institutional Investors Conference

Question: Brian Peterson - Raymond James - Analyst : And we'll wrap up. I'm sorry, go ahead. Unidentified Participant (inaudible) why would I use your profile versus Microsoft? Like, are you cheaper? Like, are you integrated? Like, why use you as I'm coming up with companies like everyone to have straightforward. So why? Why? --

Question: Brian Peterson - Raymond James - Analyst : And maybe just take a step back. The sources of your data advantage and this maybe isn't always clear to everyone, but like you guys have better data than how do you get that? Like what is the value pair position? How do you source it?

Question: Brian Peterson - Raymond James - Analyst : And maybe just to wrap up, thinking about 2025 strategic priorities, like what should we be paying attention to from your perspective?