ZoomInfo Technologies Inc. (GTM) Presents at 47th Annual Raymond James Institutional Investor Conference Transcript

Brian Peterson
Raymond James & Associates, Inc., Research Division

All right, everyone we’re going to get started. My name is Brian Peterson. I’m one of the application software analyst here at Raymond James. Very happy to have ZoomInfo back with us this year. Graham O’Brien, Jerry Sisitsky. We’re going to make this interactive. So if you guys raise your hands, if you have any questions, feel free to fire away.

So Graham, maybe to get started, just a high-level overview on ZoomInfo, what you guys have been up to on the product side over the last few years.

Michael O’Brien
CFO & Interim PFO

Yes, it’s great to be back, Brian. Thanks for having us. In the last few years, ZoomInfo, the focus has been shifting the business upmarket. We’ve been really successful in doing so over the last 8 or so quarters. Our upmarket business is growing 6% year-over-year in Q4. It’s now 74% mix of the total business. That’s up 4 points in 2025 alone and almost 10 points over the last 2 years, our upmarket business is significantly more profitable than our downmarket business, and we continue to see improving retention opportunity upmarket as we roll out new AI-powered products for go-to market.