ZoomInfo Technologies Inc.

Ladies and gentlemen, thank you for standing by. Welcome to Zoom Info Third Quarter 2025 Financial Results Conference Call. At this time, all participants are in a listen-only mode. After the speaker's presentation, there will be a question and answer session. To ask a question during the session, you will need to press star 11 on your telephone. You will then hear an automated message advising your hand is raised. we do ask that you please limit to one question. And to withdraw your question, please press star 1-1 again. Please be advised that today's conference is being recorded. I would like now to turn the conference over to Jerry Saseski, Vice President of Investor Relations. Please go ahead.

Thanks, Michelle. Welcome to Zoom Info's Financial Results Conference Call for the third quarter of 2025. With me on the call today are Henry Shuck, founder and CEO of ZoomInfo, and Graham O'Brien, our chief financial officer. During this call, any forward-looking statements are made pursuant to the safe harbor provisions of U.S. securities laws, expressions of future goals, including business outlook, expectations for future financial performance, and similar items, including without limitation expressions using the terminology may, will expect, anticipate, and believe, and expressions which reflect something other than historical facts, are intended to identify forward-looking statements. Forward-looking statements involve a number of risks and uncertainties, including those discussed in the risk factor section of our SEC filings. Actual results may differ materially from any forward-looking statements. The company undertakes no obligation to revise or update any forward-looking statements in order to reflect events that may arise after this conference call, except as required by law. For more information, please refer to the forward-looking statements in the slides posted to our investor relations website at ir.zoominfo.com. All metrics on this call are non-GAAP unless otherwise noted, or reconciliation can be found in the financial results press release or in the slides posted to our IR website. With that, I'll turn the call over to Henry.

Great. Thank you, Jerry, and welcome, everyone. We are executing well and capitalizing on a rapidly growing AI opportunity and go-to-market. In Q3, we continue to improve the business across every metric, GAAP revenue was a record $318 million, up 5% year over year, and adjusted operating income was $118 million, a margin of 37%. Both were above the high end of our guidance, with the highest level of AOI margin we've reported since Q4 of 2024, and the first time we exceeded the rule of 40 since Q1 of 2024. During the quarter, we accelerated upmarket growth improved net revenue retention for the fifth straight quarter, delivered another quarter of strong profitability, and are again raising our financial guidance for the year. We are aggressively expanding the product portfolio with innovative go-to-market AI and workflow products as we continue our shift up market. I believe we are building and delivering the best solutions that we've ever put in front of customers. which is driving stronger daily engagement from a diverse set of go-to-market personas. Our operations suite again grew more than 20% year over year as our proprietary data asset continues to prove mission critical to any AI-driven initiative that touches go-to-market. This is our fastest growing product, and it's accelerating as it gets bigger. And with the launch of Copilot last year, its expansion into GTM workspace this quarter and the evolution of our GTM Studio platform, we've begun to play offense again. Through the innovation we are driving, I believe it is only a matter of time before ZoomInfo will be synonymous with AI and go-to-market. We believe that our unique and proprietary data assets put us in the winner's column as AI proliferates across go-to-market teams. While LLMs can reliably deliver data points available through the second or third page of search results, it is unique data, not available on the public web, that go-to-market teams require in order to stand out in increasingly competitive markets. If a customer is looking for every residential or commercial roofer in the United States, or every company with at least three vehicles in their fleets, or every non-franchised quick service restaurant in a certain zip code, or to identify the buyers visiting their website or researching their competitors, they come to us, not just for this unique data asset, but also for our ability to tie that data asset to our contact and signal data and put them in a position to execute a sales or marketing workflow around these go-to-market attributes. By using Copilot and GTM Workspace, frontline go-to-market professionals get a single pane of glass to execute their daily workflows. GTM Studio is already generating strong interest from operations leaders and their counterparts in frontline sales leadership as they look to close the gap between idea and execution. We're also winning with our account-based marketing platform. ZoomInfo is recognized as the only vendor positioned in the customer's choice quadrant in the 2025 Gartner Voice of the Customer Report for ABM platforms, and we added millions of ACV in the quarter, as customers like EmployBridge, Sienna, and Master Control migrated from legacy ABM providers to our integrated ABM platform. With our Salesforce partnership, ZoomInfo Revenue Agent is now bringing the industry's most comprehensive B2B data and agents directly into AgentForce. Our data is enabling sales teams to use natural language queries to uncover hidden opportunities and engage the right contacts at the right time within their existing Salesforce workflows. Through our expanded platform, our unique and proprietary data asset, and through recently released partner integrations, our pace of innovation continues to accelerate. During the quarter, we closed up market opportunities with Insight Software, a fast-growing software provider to the office of the CFO, Rider System, a $12 billion transportation and logistics company, Brightview, a multibillion-dollar commercial landscaper, and Circle K, a multinational convenience store brand. These wins highlight our focused move-up market and the large total addressable market we have across a wide range of industries. Additionally, a global professional services firm expanded ZoomInfo enterprise-wide, adding sales seats, data, and our marketing and talent solutions. Their CMO called it a no-brainer, to improve sales pipeline generation, identify active buying signals, reduce wasted time on unproductive leads, and connect with the right decision makers. A large private unified data and AI company is now leveraging our sales intelligence platform to power its land and expand sales motion across enterprise accounts, while also using us to efficiently penetrate new verticals. We demonstrated to one of the largest companies in the world how our data provided a 25% improvement in coverage rates compared to their existing data provider, including far superior coverage in the SMB and startup space. Through company data initiatives, we have increased match rates for customers by more than 20% over the last six months. This data advantage is increasingly creating upmarket displacement opportunities from organizations using legacy vendors that provide stale and low quality data. And many of the world's fastest growing and most innovative AI native companies like Level Path, Harvey, Pano.ai, and Tilt choose ZoomInfo as they scale their sales teams and need data signals and workflow to scale in the enterprise. To continue to win, we are providing our customers more than just another fragmented tool or another buzzy solution. We are providing the unified data foundation that connects CRM data, engagement signals, intent data, call transcripts, and market intelligence into one AI-ready system, giving sellers AI to allow them to shift their focus away from the time-consuming, low-value tasks of building decks and account plans, filling out CRM fields, prioritizing prospecting lists, writing follow-ups, and on to the art of sales, building relationships, adding consultative value, and closing deals. For 20 years, ZoomInfo has been the trusted source of truth for company and contact data. That foundation isn't going away. It's becoming the launchpad for something much bigger. Today, our master data management capabilities unify fragmented go-to-market data across systems into a single intelligence layer, clean, connected, constantly updated. And now we turn that intelligence into action. With GTM Studio and GTM Workspace, execution becomes automatic sellers operators leaders even their ai agents know exactly where to focus what to do next next and how to move the number we're moving from powering decisions to powering outcomes from informing go to market to executing it as we innovate for our customers we continue to be focused capital allocators for our shareholders in the quarter We delivered a nearly 300 basis point sequential improvement in margins and are raising our growth expectations for the year. We remain confident in our ability to sustainably deliver revenue growth and expanding margins. And we continue to be aggressive buyers of our stock. We are increasingly confident in the trajectory of the business, which gives us even more conviction that our ongoing share repurchases will drive substantial shareholder value, and we will continue to put the majority of the cash we generate into repurchasing ZoomInfo shares for as long as that is the best and highest return use of our free cash flow. AI is giving us an opportunity to capitalize on our proprietary data assets. We are building stickier user engagement and customer relationships, and we have improved net revenue retention for the fifth straight quarter. With that, I'll turn the call over to Graham.