ZoomInfo Technologies Inc Common Stock The KeyBanc Technology Leadership Forum 2026

Thanks, Jackson. Really happy to be here. Thank you for hosting us. My name is Graham O'Brien. I'm the CFO of ZoomInfo. ZoomInfo provides and sells data and software to go-to-market professionals, sales reps, VPs of RevOps, anyone who sells products and services to other businesses. Our data asset starts with about 100 million-plus companies, 500 million-plus professionals, and then we're able to identify and harvest billions of signals that we layer on top of that data asset, and then surface those signals using AI to notify reps, managers as to what their next best customer might look like, how and when to engage with that customer, and give them all the information and the context they need to grow their business.

Sure. It was a solid quarter. We reported results that were generally above expectations. I think some of the highlights in the quarter was strong unlevered free cash flow quarter. We were up 7% year-over-year, so we delivered $107 million of unlevered free cash flow in Q2. I'd also call out margin improvement. Improving margins year-over-year. We were able to restructure the business in Q2 and reduce the cost base while we continue to navigate a growth transition. I'd also highlight it was a very strong, large customer new business quarter. So we have our 100K cohort. These are customers that spend at least $100,000 with us annually. Net new lands into that cohort, so customers that are making new business purchases at or above $100,000. So it was one of our best quarters ever from an ACV perspective.

What drove that? Really a focus on a purely focused enterprise account executive team.

Okay. We started really segmenting the account executive team about two years ago, and that meant being okay with longer sales cycles, investing more in the creating a buying committee at the prospect, landing those at a higher price point, and then more importantly, having a path to grow those customers six months or a year down the road.

So you're starting to see that. I think it started really catching, getting traction there about a year ago, but this was hit at full speed in Q2.

Yeah. I think we have better enterprise talent to start with up in that business team. These are folks that are used to deal, or essentially investing in the longer sales cycles, building the relationships, and they're a little less transactional. I do think we've done a good job of vertical specification or specialization, more so than we did before, where we might have an account executive who's selling into financial services and software. Now we're starting to specialize a little bit more. If someone is particularly adept at selling to financial services or to manufacturing, we're able to point that rep or that team to those verticals.

Yeah. I think we were one of the folks that were earliest to market with a legitimate AI product with ZoomInfo Copilot.

That's been out in market for 2-plus years now. There's hundreds of millions of dollars of ACV on that product, and I don't think there are many similar success stories in go-to-market or software around the kind of success and traction that we've been able to get with ZoomInfo Copilot. But you mentioned embedding AI into the platform.