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: DJ Hynes - Canaccord Genuity - Analyst
: Yeah. So if I hear the message right there, it was like Q2, we took our lumps for maybe past sins, right? We've put better risk and controls in place
now that in theory, this shouldn't be an issue going forward. And then, in terms of risk of potential future write-offs with what's in the installed
base, how would you characterize any issues or possible concerns there going forward?
Question: DJ Hynes - Canaccord Genuity - Analyst
: Yes. Understood. Let's talk about mid-market and enterprise, which I think there were a lot of really good data points in the quarter. And maybe
Question: DJ Hynes - Canaccord Genuity - Analyst
: Yeah. Makes sense. And you guys are a very data-driven company. You talked about stabilization in software, net revenue retention. What are the
other metrics you track that might inform your view on kind of where we are in this pressure of down-sell and do you feel like we're nearing a
trough?
Question: DJ Hynes - Canaccord Genuity - Analyst
: Yeah. Good. We'll spend some time on Copilot. We've alluded to it several times, but maybe haven't explicitly talked about what the product does
for folks who you may not have seen it yet or be familiar with that. So talk a little bit about kind of the fundamental problem you're solving. And
then, how ZoomInfo is uniquely positioned to leverage Copilot? I mean, Copilot has become a term that we're hearing often now, but how you
guys are differentiated from the copilot that we might get from a CRM venture, for instance?
Question: DJ Hynes - Canaccord Genuity - Analyst
: Yeah. Doing all the homework that a sales guy needs.
Question: DJ Hynes - Canaccord Genuity - Analyst
: Yes. Let's talk about how it impacts the economics of the business. Maybe you could hit a little bit on kind of realized price uplift. And then, as part
of that, my sense is you starting with the customers that have the highest propensity to buy, right, are going to get the most value from it. So in
theory, you'll realize price look with uplift with those customers probably more than maybe as you go deeper into the base. So curious on realized
price uplift and then by durability or how you're thinking about that longer term?
Question: DJ Hynes - Canaccord Genuity - Analyst
: Yeah. One more product question. Talk a little bit about the data as a service business, how that's been performing, kind of how it differentiates
from your core offering and then our opportunities for Copilot in the services and other parts of the organization or the product that you've built
for the different personas inside the organization.
Question: DJ Hynes - Canaccord Genuity - Analyst
: Yes. Makes sense. I want to end with a few of the numbers. But before we go there, I want to ask just like a culture question in ZoomInfo. Like what's
employee morale that like? It's been a couple of challenging years for ZoomInfo. ZoomInfo has been challenged, but it's been -- software has been
broadly challenging, right So some of the headwinds you guys are facing are not unique. What are you seeing in terms of employee turnover?
What are you doing to keep morale high? Like how does it feel internally?
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 13, 2024 / 6:00PM, ZI.OQ - Zoominfo Technologies Inc at Canaccord Genuity Growth Conference
Question: DJ Hynes - Canaccord Genuity - Analyst
: You mentioned employee buy-in. And maybe that's a good segue to talk about personal buy-in. And you also made some comments on the Q2
call that we're going to be actively buying stock. I don't know if there's anything you want to say to that or what's going on.
Question: DJ Hynes - Canaccord Genuity - Analyst
: Yeah. Maybe on the numbers and on offices, Henry or Graham, you guided for Q4 days adjusted sequential growth that was flat to slightly negative.
And I felt like it was somewhat intentionally flagged or called out for investors as a potentially a proxy for thinking about '25. What was the message
you were trying to get across there?
Question: DJ Hynes - Canaccord Genuity - Analyst
: Yeah. So setting reasonable expectations that you guys feel like we won't have to revisit in the future.
Question: DJ Hynes - Canaccord Genuity - Analyst
: And maybe we could just finish with some parting thoughts, like what do you want investors leaving this room here today to be thinking in terms
of the setup of the business going forward?
Question: DJ Hynes - Canaccord Genuity - Analyst
: Yeah. It's a great spot to leave it. It's nice to see you buying more stock. It speaks to your confidence in the business. And Graham, congrats to you
on the new CFO role. Look forward to working with you. And thank you guys for being here.
Question: DJ Hynes - Canaccord Genuity - Analyst
: Were there any questions in the room? I'm sorry.
Unidentified Participant
(inaudible - microphone inaccessible)
| 
