#1Z zoominfo ZoomInfo 2022 Analyst Day DATE June 2022#22022 ANALYST DAY > AGENDA Agenda Z zoominfo 01. Henry Schuck Founder and Chief Executive Officer 04. Chris Hays President and Chief Operating Officer 07. Customer Interview: Adobe 02. Simon McDougall Chief Compliance Officer 05. Employee Interview: Carolyn Murray 08. Cameron Hyzer Chief Financial Officer 03. Customer Interview: SAP 06. Tim Strickland Chief Revenue Officer 09. Q&A Henry Schuck Chris Hays Cameron Hyzer#32022 ANALYST DAY > SAFE HARBOR STATEMENT Safe Harbor Statement This presentation contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934, as amended, and the Private Securities Litigation Reform Act of 1995. Forward-looking statements include all statements that are not historical facts. In some cases, you can identify these forward-looking statements by the use of words such as "outlook," "believes," "expects," "potential," "continues," "may," "will," "should," "could," "seeks," "predicts," "intends," "trends," "plans," “estimates," "anticipates," or the negative version of these words or other comparable words. Any statements in this presentation regarding future revenue, earnings, margins, financial performance, cash flow, liquidity, results of operations, unlevered free cash flow conversion rates, stock based compensation expense, depreciation and amortization expense, interest expense, capital expenditures, non-GAAP tax rates, or cash tax rates, our total addressable market ("TAM"), our potential opportunities within existing enterprise customers, our future investments in R&D, innovation and product offerings, the potential impact of COVID-19, future product or service offerings, expected customer growth or net retention, the anticipated benefits of previously announced acquisitions to us and our customers, our acquisition strategy, and any other statements that are not historical facts are forward-looking statements. We have based our forward-looking statements on our management's beliefs and assumptions based on information available to our management at the time the statements are made. We caution you that assumptions, beliefs, expectations, intentions and projections about future events may and often do vary materially from actual results. Therefore, actual results could differ materially from those expressed or implied by our forward-looking statements. Factors that could cause actual results to differ from those expressed or implied by our forward-looking statements include, among other things: future economic, competitive, and regulatory conditions, the COVID-19 pandemic, the successful integration of acquired businesses, and future decisions made by us and our competitors. All of these factors are difficult or impossible to predict accurately and many of them are beyond our control. For a further list and description of these and other important risks and uncertainties that may affect our future operations, see Part I, Item 1A - Risk Factors in our most recent Annual Report on Form 10-K filed with the Securities and Exchange Commission, which we may update in Part II, Item 1A - Risk Factors in Quarterly Reports on Form 10-Q we have filed or will file hereafter. Our forward-looking statements do not reflect the potential impact of any future acquisitions, mergers, dispositions, joint ventures, investments, or other strategic transactions we may make. Each forward-looking statement contained in this presentation speaks only as of the date of this presentation, and we undertake no obligation to update or revise any forward-looking statements whether as a result of new information, future developments or otherwise, except as required by law. Z zoominfo#4Henry Schuck FOUNDER AND CHIEF EXECUTIVE OFFICER Z zoominfo#52022 ANALYST DAY WORLD OF SALES Successful Sales Tools of the Past 21 Z zoominfo#62022 ANALYST DAY WORLD OF SALES The New World of Sales Lead Routing Website Chat Sales Engagement CRM Conversation Intelligence List Building Purchasing Intent Z zoominfo The average number of tools used by sales teams has grown 300% -Smart Selling Tools Only 29% of sales leaders are satisfied with their tech stack. - Gartner Reps spend 2/3rds of their time on non-selling activities. -Forbes#72022 ANALYST DAY> PRODUCT TO PLATFORM SELLING The Evolution of Product to Platform Selling Z zoominfo ZoomInfo Data Cloud Zoominfo MarketingOS Zoominfo RecruitingOS Engagement Orchestration ZoomInfo Intelligence SalesOS Zoominfo ZoomInfo OperationsOS#82022 ANALYST DAY > ZOOMINFO REVOS The Modern Revenue Operating System OperationsOS Marketingos Z zoominfo SalesOS Foundational Data Layer Building Awareness Capturing Leads Prospecting Nurturing & Conversion Creating Opportunities Close & Expand Loyalty & Advocacy Company & Contact Data Brick; Cleanse, Route, Prevent & Multi-Vendor Enrichment; API solutions Audiences & Advertising WebSights; FormComplete; Website Chat; Route Advanced Search; Salesforce Filtering; Intent Signals; Enrich; ReachOut; Engage; ListMatch; Scoops; Funding data; Tracker; Attributes Engage; Website Chat; Audiences; Buying Committee; Org charts; Workflows Chorus; Tracker; Intent Intent; Salesforce Filtering; Workflows; Chorus Chorus#92022 ANALYST DAY > ZOOMINFO REVOS Z RevOS The Modern Revenue Operating System Z Marketingos Display and Social Advertising Account-based Marketing Website Chat Form Enrichment Abandoned Form Tracking Audience Solutions Z TalentOS Recruitment Intelligence Recruitment Automation Talent Engagement Talent Pool Management Employer Branding Recruitment Marketing Z zoominfo Chat 11 Engagement Orchestration ZoomInfo Intelligence Engage Chorus Z SalesOS Sales Intelligence Buyer Intent Data Key Contact Tracking Conversation Intelligence Pipeline Forecasting Sales Engagement Website Chat Z Operations OS Data-as-a-Service Data Quality Management Lead-to-Account Matching Enrichment Routing Email Verification#102022 ANALYST DAY> SALESOS ● ● zoominfo Z SalesOS Identify the right accounts and the right contacts. Use Intent data to help with prospecting efforts. Export ZoomInfo data to your go-to-market tools. Build and execute multi-channel outreach campaigns at scale. Use conversation intelligence to improve your sales effectiveness. Z zoominfo Zoominfo MarketingOS Zoominfo TalentOS Engagement Orchestration ZoomInfo Intelligence Zoom Zoominfo OperationsOS#112022 ANALYST DAY > MARKETINGOS ● zoominfo Z Marketing OS Target precisely the right audience through a combination of account, contact, Intent, and in-market score activity. Easily launch display and social ad campaigns through ZoomInfo's DSP and social integrations. Reveal website visitors. Automate demand gen and ABM activities through Workflows. Improve website conversions through Chat & FormComplete. Dedupe, cleanse, enrich, & route leads. Z zoominfo ZoomInfo MarketingOS Zoominfo Talentos Engagement Orchestration ZoomInfo Intelligence SO 002 Zoominfo OperationsOS#122022 ANALYST DAY> OPERATIONSOS zoominfo Z Operations OS ● Automatically cleanse and enrich records from multiple sources. ● Route leads. Automate workflows. Use APIs to ensure up-to-date GTM data. Databricks integrated into any system or workflow. Z zoominfo Zoominfo MarketingOS Zoominfo TalentOS Engagement Orchestration Zoominfo Intelligence SalesOS Zoominfo ZoomInfo OperationsOS#132022 ANALYST DAY> RECRUITINGOS ● ● zoominfo Z TalentOS Improve candidate interest through employer branding. Source talent in new ways. Improve contact rates. Automate and scale outreach process. Collaborate and increase transparency for hiring projects. Push records to your applicant tracking system. Z zoominfo ZoomInfo MarketingOS ZoomInfo TalentOS Engagement Orchestration ZoomInfo Intelligence SalesOS ZoomInfo Zoominfo OperationsOS#142022 ANALYST DAY> M&A Mergers & Acquisitions Since IPO CLICKAGY Oct 2020 Clickagy acquisition Clickagy's sophisticated data collection infrastructure allows ZoomInfo to do something with Intent data that no other provider has ever been able to do: Deliver B2B Intent Signals in a streaming, real-time format. Z zoominfo EVERSTRING Nov 2020 Everstring acquisition EverString's proprietary machine learning algorithms scour online & offline data, leveraging sources such as corporate filings, SSL certificates, search caches, & more. It catalogues both company & contact data from even the smallest of companies. Insent A Zoominfo Company May 2021 Insent acquisition Insent will now allow businesses to activate chat at scale. Paired with ZoomInfo industry-leading B2B intelligence we can provide the most important prospects with personalized experiences without overwhelming internal teams. Chorus by zoominfo July 2021 Chorus acquisition The acquisition of Chorus will accelerate our vision to deliver a modern GTM platform that brings together best-in-class intelligence. With the largest Conversation Intelligence patent portfolio in the industry, Chorus will advance each aspect of our vision by surfacing a new category of insights, illuminating new workflows, and enabling more targeted engagement at scale. Ring Lead August 2021 Ringlead acquisition RingLead is a comprehensive data quality management tool that automates sales, marketing, and revenue operations throughout the entire customer lifecycle. Companies that subscribe. to RingLead benefit from al user-friendly and codeless interface that enables. them to acquire and merge data from multiple third-party providers in order to enrich and standardize prospect and customer data assets.. COMPARABLY April 2022 Comparably acquisition Comparably is a suite of popular SaaS solutions for employer branding and recruitment marketing combined with an employee review platform that reaches millions of candidates each month. April 2022 Dogpatch acquisition Dogpatch Advisors is a go-to-market (GTM) consultancy with expertise in scaling revenue teams, creating GTM operations functions and building modern. sales and marketing playbooks. Dogpatch has helped large enterprises modernize their workflows and rapidly increase revenue.#15EN Chat D Chat O Operations OS Sales 34 g Avanced Seach Q* Enhance Search for that desbe your pricka in services Z SalesOS Explore Intent Topics 4300 g Engage Participants Chat 5121 a Marketing OS Record Z zoominfo App Chorus H ww Z Recruitingos E C Zoominfo Platform Vision | Login ZoomInfo an application#162022 ANALYST DAY > WORKFLOWS Workflows Evolution 2021. ZoomInfo Customers can run 12 automations in SalesOS on 12 plays. Z zoominfo 2022. ZoomInfo aims to enable all 100 automated plays on both SalesOS and MarketingOS. Identify prospects through website visitor insights ST 1. 66 Unviewed DocuSign follow-up Increase meeting show rate Expertet auto 50-60% 30-35% Address low feature usage#17STEP ONE Select a trigger Capture key changes happening in your target market. Trigger workflows based on purchasing intent, website traffic, company funding updates, and more. STEP TWO Apply a filter Use attributes to define what matters to you. Narrow down the pool of companies or contacts to take action on. Cross-reference signals against your Ideal Customer Profile (ICP) using standard firmographics, technographics, and business dependencies. Z zoominfo Saved Search Website Traffic Technology Locations in Europe lg Purchasing Intent Series A Funding Round CO Scoops 600 Funding Uses ACME Technology Manager Level STEP THREE Choose an action Put your CRM, sales engagement, and marketing automation platform to work. From contact and account creation to targeting prospects using sales cadences or multi-touch nurture campaigns - ZoomInfo Workflows automates your go-to-market activities. ela 492 Contacts added! Add prospect to Salesflow: General Marketing_Nurture ABM Nurture New Funding Nurture#182022 ANALYST DAY> CASE STUDIES Case Studies Z zoominfo FedEx#192022 ANALYST DAY> CASE STUDIES Case Studies Z zoominfo Morgan Stanley#202022 ANALYST DAY> CULTURE & VALUES Great Place To Work® Certified JUL 2021-JUL 2022 USA TECH TOP MASSTLC INCLUSIVITY IMPACT TOP WORK PLACES 2021 De Orignias 2021 Best Company HAPPINESS Z zoominfo 2021 Best Company for DIVERSITY We Define New Possibles. We are Difference Makers. 2021 Best Company for WOMEN 2.5x The career mobility of our SaaS peers We are One Team, One Dream. We Get Stuff Done. 2021 Best Company CAREER GROWTH 2021 Best Company CULTURE Our Bar is High. We are Customer Focused. 80,051 Number of hours invested in training and people FORTUNE BEST WORKPLACES FOR MILLENNIALS 2021 PUGET SOUND BUSINESS JOURNAL BE ST 2021 WASHINGTON'S BEST WORKPLACES 2 ACE AWARDS 2021 ACE PROGRAM OF THE YEAR 202 Zoominfo University 2021 Best Company COMPENSATION#21We hope that you leave us today with: Platform Evolution KEY TAKEAWAYS Efficiency Differentiated investments in privacy Durability of growth & profitability Z zoominfo au Enable Enterprise success Unique culture#22Simon McDougall CHIEF COMPLIANCE OFFICER Z zoominfo#232022 ANALYST DAY> PRIVACY ZoomInfo is Privacy-First GDPR Z zoominfo Sustainability Report 2021 February 2012 Privacy First How We Collect Data in three programmatical stu Z And d Data Protection Chann ity of the ange and ngono The te nate pendor, and other 66 Collecting data is easier than ever, which makes the real problem hard. The big thing is how to systematically cleanse 99% of the chaos 24/7 and keep bad things from happening#242022 ANALYST DAY > SECURITY & PRIVACY Security & Privacy Controls Z zoominfo#25ISO 27701 WOMEN IN SECURITY AND PRIVACY AICPA Service Organization Control Reports AICPA SERVICE ORGANIZATIONS SOC aicpa.org/soc Formerly SAS 70 Reports 20IPL CIPL AT 20-SHAPING DATA POLICY FOR TOMORROW HUNTON ANDREWS KURTH iapp GOLD MEMBER SOC 2 TYPE II CERTIFIED Z zoominfo AICPA SOC aicpa.org/soc4so SOC for Service Organizations | Service Org FUTURE OF PRIVACY FORUM Security ISO 27001 Certified Information Mangement TRUSTE Certified Privacy Powered by TrustArc#262022 ANALYST DAY > NOTIFICATION PROCESS Our Notification Process Zzoominfo#272022 ANALYST DAY> NOTIFICATION PROCESS Data Collection Notice Flow 01. Acquire Data 4+++ Source Source Source Source Z zoominfo 02. Initial Processing RE Is a person? Is unique? Isn't opt-out? Is viable? 03. Profile Fe Create Person Profile 60 second average duration from profile viability to data collection notice 04. Notice Notice Delivery Control - GDPR - ... Send Data Collection Notice 05. Publish X Publish person profile#282022 ANALYST DAY > CUSTOMER COMPLIANCE Helping Our Customers Be Compliant Z zoominfo#292022 ANALYST DAY> CUSTOMER COMPLIANCE ZoomInfo's Global DNC Registries Z zoominfo 1/11 ● ● ● 9 Lists for 8 Countries Australia Canada France Germany Ireland ● New Zealand ● United Kingdom (Company & Consumer) United States#302022 ANALYST DAY > CUSTOMER COMPLIANCE Compliance API Compliance API accesses the ZoomInfo database to determine where contacts are physically located as well as all known aliases, both professional and personal, to provide a comprehensive overview. Meet Stricter Requirements ZoomInfo makes it easy to meet the latest data privacy standards by ensuring all unsubscribe requests are addressed. Reduce Risk ZoomInfo helps you reduce financial risk and exposure from unintentional non-compliance. Z zoominfo Facilitate Compliant Email Lead Generation Compliance API allows you to keep sales & marketing databases compliant & accessible by flagging at-risk contacts. Compliance Readiness With the Compliance API, your organization will be ready for any new or changing state and federal privacy regulations. Cross-reference unsubscribe email addresses with all known aliases ● ● ● Current Email Addresses Past Email Addresses Contact is in EU, Canada, or California Contact has Moved Notice Provided Date#312022 ANALYST DAY > LEADING OUR INDUSTRY Leading Our Industry BIC A convention of peers and competitors in one industry group, made to share best practice and develop an industry voice. Z zoominfo BUSINESS INFORMATION COALITION Business Contact Preference Registry Global database of opt-out requests processed by ZoomInfo that is made available to other B2B data providers.#322022 ANALYST DAY> LEADING OUR INDUSTRY Market-Leading Approach 01. Enhance Technology and Automation. Around our notice and choice framework Z zoominfo 02. Improve Customer Education & Support. Empowering through privacy literacy 03. Further Develop Industry Standards. Share best practice with others#33Chris Hays PRESIDENT AND CHIEF OPERATING OFFICER Z zoominfo#342022 ANALYST DAY> TALENT PIPELINES Managing Our Talent Pipeline is Key 1-4 Months Inbound SDR Z zoominfo 5-7 Months Pooled Outbound SDR 8-12 Months Proven Promotion Opportunities Account Manager Customer Success Manager Demand Gen Marketing Operations Product Manager Paired Outbound SDR Trojan AE Corporate AE Commercial AE Strategic AE Strategic-Plus AE !!! 13-18 Months 19-24 Months 25-36 Months#352022 ANALYST DAY> CAREER PROGRESSION Career Progression Seller Track Specialist Track More Junior Talent Funnel Sales Development Rep SMB-P AM Inside Sales Rep Generalist CSM Customer Support Z zoominfo Career Progression AE Track Sellers progress through tiers primarily within personas AM Track Sellers progress through segments primarily within personas Persona Specialist Track Specialist Solution Seller Track Specialist CSM Track Senior GTM Roles Persona-based Strategic AE Strategic AM More Senior Persona Specialist Specialist Solution Seller Specialist CSM#362022 ANALYST DAY > CAREER PROGRESSION Examples of Proven Success Z zoominfo#372022 ANALYST DAY> PROGRAMS EXPANSION SDR Career Path Program Benefits Z zoominfo ■ OARDING. Di Likely to ramp faster N си INBOUND PROHING Certified SDR Provides training and enablement to become a best-in-class professional PE Significant, greater long-term success $ Cost effective#382022 ANALYST DAY > IMPACT Impact on Talent Acquisition Z zoominfo#392022 ANALYST DAY > SALES PROCESS Enablement & Standardization of Sales Process New Employee Z zoominfo CCCCO 9.9.9 Z zoominfo Sales Enablement & Revenue Operations Training Programs#402022 ANALYST DAY > PATH TO EFFICIENT GROWTH Path to Efficient Growth Continuing to uplevel all our teams to accelerate growth Z zoominfo RECENTLY ACQUIRED ☆ Dogpatch Advisors A modern sales advisory consultancy that helps enterprises scale revenue operations, build sales playbooks, use data and insights to create and refine sales, and build outbound operations functions.#412022 ANALYST DAY > PATH TO EFFICIENT GROWTH In 2022 and beyond New Employee (Inbound SDR) Z Z 2 h C 2 Z A Z 2 Certification to Senior Outbound SDR (8-12 months) SDR Management zoominfo Z Marketing OS Marketingos Account Executive zoominfo Z RevOS RevenueOS Account Management ... and more.#42ZoomInfo Marketingos ZoomInfo TalentOS Engagement Orchestration Zoominfo Intelligence Z zoominfo SalesOS ZoomInfo Zoominfo OperationsOS#43Tim Strickland CHIEF REVENUE OFFICER Z zoominfo#442022 ANALYST DAY > LARGE CUSTOMER SUCCESS Large Customer Success $100K+ CUSTOMERS >1,600 Z zoominfo $1M+ CUSTOMERS >40 $100K+ CUSTOMERS YOY ACV Growth 75% $100K+ ACV REPRESENTING TOTAL ACV >40%#452022 ANALYST DAY > ZOOMINFO REVOS Z RevOS The Modern Revenue Operating System Z Marketingos Display and Social Advertising Account-based Marketing Website Chat Form Enrichment Abandoned Form Tracking Audience Solutions Z TalentOS Recruitment Intelligence Recruitment Automation Talent Engagement Talent Pool Management Employer Branding Recruitment Marketing Z zoominfo Chat 11 Engagement Orchestration ZoomInfo Intelligence Engage Chorus Z SalesOS Sales Intelligence Buyer Intent Data Key Contact Tracking Conversation Intelligence Pipeline Forecasting Sales Engagement Website Chat Z Operations OS Data-as-a-Service Data Quality Management Lead-to-Account Matching Enrichment Routing Email Verification#462022 ANALYST DAY> COUPA coupa Z SalesOS 01. Faster Rep Ramp Time Z zoominfo 02. Deal Chorus Acceleration 03. Deal Conversation Intelligence Qualification 04. Improved Meeting Conversion Rates LICENSE EXPANSION >600% Combined sales platform strategy showcasing our use cases across business lines.#472022 ANALYST DAY > COUPA coupa During the Expansion Cycle We relied on our product level specialists to help drive the deal to completion, and we leveraged our core sales team with our prior executive relationships in an orchestrated way. Z zoominfo -8 88 8#482022 ANALYST DAY > ADOBE A Adobe Z zoominfo But 000 TOTAL CONTRACTUAL RELATIONSHIP 600% Z SalesOS Chorus USERS 2,800 NEW USERS HUNDREDS Added to data enrichment application to run automated data cleansing efforts globally#492022 ANALYST DAY> ADOBE A Adobe Throughout 2021 Our strategic engagements allowed Adobe to do a few things: Z zoominfo 01. Map ZoomInfo's technology offering 02. Align our technology offering to their business objectives 03. Justify the increase in investment#502022 ANALYST DAY > ADOBE Driving Towards Larger Customer Relationships Zzoominfo#512022 ANALYST DAY ADOBE A Adobe ZoomInfo MarketingOS Zoominfo Talentos Engagement Orchestration Zoominfo Intelligence SalesOS ZoomInfo Zoominfo OperationsOS + Z zoominfo qu RECENTLY LICENSED Chorus#522022 ANALYST DAY CUSTOMER INTERVIEWS Customer Conversations - Adobe Z zoominfo A ►obe#53Cameron Hyzer CHIEF FINANCIAL OFFICER Z zoominfo#542022 ANALYST DAY> MODEL AT SCALE Leading Revenue Growth Model at Scale Consensus CY22E Revenue Growth (per Bloomberg)(¹) 66% 56% 54% 48% Z zoominfo 42% 46% 46% Z zoominfo 43% 42% 40% 40% 40% 37% 36% 35% 34% 34% 34% 34% 33% 33% 32% 32% 32% 31% Paylocity JFrog DigitalOcean 31% 28% 28% Dynatrace HashiCorp Procore Bigcommerce Jamf Shopify 26% Anaplan Zendesk Paycom Five9 26% 26% 24 % 23% RingCentral ServiceNow Avalara Source: Consensus estimates from Bloomberg as of 5/9/2022. No adjustments made to the figures. 1. CY22E revenue growth calculated as CY22E revenue divided by CY21 revenue minus 1 BlackLine Salesforce.com 21% 21% 21% 21% UiPath Workday Clearwater 20% 19% 19% Workiva Sumo Logic Ceridian Upper Quartile CY22E Revenue Growth Lower 75% CY22E Revenue Growth Negative CY22E Revenue Growth 16% 16% 16% 14% 13% 13% 11% 4%#552022 ANALYST DAY> MODEL AT SCALE Leading Profitability Model at Scale Consensus CY22E Adj Operating Margin (per Bloomberg)(1¹) Z zoominfo 40% 45% Adobe 40% 38 % ---- ZoomInfo I е 34% 33% 32% Veeva Qualys Paycom Zoom Video Z zoominfo 29% 20% 25% 25% 25% 23% Dropbox Clearwater ServiceNow Dynatrace SPS Commerce Mimecast Paylocity xog 19% Blackbaud Salesforce.com Workday DocuSign 14% 14% 12% Datadog CrowdStrike DigitalOcean Fivey 11% RingCentral Vertex 8% 6% 4% 4% Q2 Ceridian Zscaler Jamf HubSpot KnowBe4 Benefitfocus Zendesk Alarm.com Duck Creek 3% 2% 2% 1% 1% Everbridge Coupa Shopify Qualtrics Cloudflare BlackLine Source: Consensus estimates from Bloomberg as of 5/9/2022. No adjustments made to the figures. 1. CY22E adj operating margin calculated as CY22E ((Adjusted EBIT / Operating Income) / (Revenue)) *100 1% 1% 0% -1% -1% -3% -4% III || -6% -6% Upper Quartile CY22E Adj Operating Margin Lower 75% CY22E Adj Operating Margin Negative CY22E Adj Operating Margin -8% -10% -11% -13% -14% -18% -36% -36% -38% -45% -56%#562022 ANALYST DAY> MODEL AT SCALE Leading Revenue Growth and Profitability at Scale Consensus CY22E Revenue Growth + CY22E Adj Operating Margin(¹)(2) Z zoominfo 82% 82% 70% 68% 63% 59% 58% 56% 55% 55% 52% 51% 47% Z zoominfo 46% 43% 42% 42% 41% 41% Clearwater DigitalOcean Zoom Video HubSpot KnowBe4 Mimecast 41% Salesforce.com SPS Commerce Workday Five9 อนเวน 37% 37% 36% 35 % 35 % 35% 35% 34% 34% 33 % 32% 32% Dropbox RingCentral Box Twilio Qualtrics Blackbaud Zendesk DocuSign Jamf MongoDB болнг Unity Upper Quartile CY22E Revenue Growth Lower 75% CY22E Revenue Growth legative CY22E Revenue Growth 29% 27% Shopify Ceridian Okta 27% 26% 25% 25 % 24% 23% 23% 22% 22% 19% Source: Consensus estimates from Bloomberg as of 5/9/2022. No adjustments made to the figures. Note: Figures may not add up due to rounding 1. CY22E revenue growth calculated as CY22E revenue divided by CY21 revenue minus 1 2. Non-GAAP operating income margin calculated as CY22E non-GAAP operating income divided by CY22E revenue Upper Quartile CY22E Adj Operating Margin Lower 75% CY22E Adj Operating Margin Negative CY22E Adj Operating Margin 17% 12% 12% 4% * -5%#572022 ANALYST DAY > OPPORTUNITY Addressing a Large and Growing Opportunity ZoomInfo's Global TAM Today (5) (6) Latest Earnings Slides as of 12/31/21(2)(3)(4) $12B International Intelligence At IPO (¹) 1. 2. 3. $14B North America Intelligence 4. 5. 6. $40B SalesOS $13B North America Intelligence $11B International Intelligence $18B Conversation Intelligence $24B $6B Data Mgt. $30B OperationsOS $7B Chat $6B $7B Recruiter Engage We calculated our TAM at IPO by estimating the total number of companies by employee size for companies with 1,000 or more employees (enterprise), companies with 100 to 999 employees (mid-market), and companies with 10 to 99 employees (SMBS) and applying the ACV to each respective company using internally generated data of actual customer spendby company size. The aggregate calculated value represents our estimated TAM. Data for numbers of companies by employee count is from our Zoominfo platform that we have identified as relevant prospects for our platform. The ACV applied to the specifically identified number of companies by employee size is calculated by leveraging internal company data on current customer spend, which is concentrated on sales and marketing use cases today. For our companies with 1,000 or more employees, we have applied the average ACV of our top quartile of customers with 1,000 or more employees, who we believe have achieved broader implementation of our platform across their organizations. For companies with 100 to 999 employees and companies with 10 to 99 employees, we have applied an average ACV based on current spend for our customers in these bands. We estimated our TAM most recently reported with our 12/31/21 earnings with the same methodology as per footnote 1 above with the following changes: 1) SMBs sized based on companies 25 to 99 employees, 2) ACV excludes Engage, Everstring and Recruiter as those TAMs are being calculated separately and 3) applying North America and International ACV to applicable company counts by assuming 45% of North America ACV for International enterprise and 75% of North America ACV for mid-market SMBs. Conversation Intelligence assumes 40% of ACV as per footnote 2 for enterprise, and 100% of ACV as per footnote 2 for mid-market and SMBs; Engage assumes 25% of ACV as per footnote 2 for enterprise, mid-market and SMBS; Data Management assumes 33% of ACV as per footnote 2 for enterprise and mid-market only; Recruiter assumes $100K ACV for enterprise (50 reps x $2,000/ rep), $8K ACV for mid-market (4 reps x $2,000/rep), $2K ACV for SMBS (2 reps x $2,000/ rep); Chat assumes 25% of ACV as per footnote 2 for enterprise, mid-market and SMBs. Company counts based on Zoominfo platform as of 5/13/2021; ACV values as of 3/31/2021. We calculated our TAM today by estimating the total number of B2B companies by employee size for companies with 1,000 or more employees (enterprise), companies with 100 to 999 employees (mid-market), and companies with 25 to 99 employees (SMBS) and applying the ACV to each respective company using internally generated data of actual customerspend by company size. The aggregate calculated value represents our estimated TAM. Data for numbers of companies by employee count is from our Zoominfo platform that we have identified as relevant prospects for our platform. The ACV applied to the specifically identified number of companies by employee size is calculated by leveraging internal company dataon current customer spend by persona as we sell today. For our companies with 1,000 or more employees, we have applied the average ACV of the top half of customers with 1,000 or more employees, who we believe have achieved broader implementation of our platform across their organizations. For companies with 100 to 999 employees and companies with 25to 99 employees, we have applied an average ACV based on current spend for our customers in these bands. Note we have applied a haircut for International ACV to applicable company counts by assuming 45% of North America ACV for International enterprise and 75% of North America ACV for mid-market and SMBs. Company counts based on Zoominfo platform as of 3/31/2022; ACV values as of 12/31/2021. Z zoominfo $20B Marketingos $70B $10B TalentOS $100B#582022 ANALYST DAY> OPPORTUNITY Growing Application Stack ACV Across Customers Utilizing Advanced Functionality 5% 2018 0% % of ACV from Customers with Advanced Functionality Z zoominfo 37% 30% 2019 9% 60% 33% 2020 15% % Implied Lift from Advanced Functionality 75% 48% 2021 24% % Allocated ACV from Advanced Functionality#592022 ANALYST DAY> ACV COHORT >$100K ACV Cohort >650 Q2 2020 Z zoominfo >720 >850 Q3 2020 Q4 2020 >65% >950 >1100 >1250 Q1 2021 Q2 2021 Q3 2021 Customers with >$100k ACV 1452 Q4 2021 1623 Q1 2022 01 2022 YOY Growth in >$100k ACV Customers >65% Q1 2022 >$1M ACV Customers >40#602022 ANALYST DAY > GAAP REVENUE GROWTH GAAP Revenue Growth ($mm) 58% $153 Q2 2020 Q3 2020 Q4 2020 Q1 2021 Q2 2021 GAAP Revenue Q3 2021 Q4 2021 $242 Q1 2022 Z zoominfo 1. GAAP to non-GAAP reconciliations available in the non-GAAP reconciliations section of this presentation 01 2022 GAAP Revenue Growth 58% Q1 2022 Organic Revenue Growth(¹) 49%#612022 ANALYST DAY > OPERATING INCOME & MARGIN Adjusted Operating Income ($MM) and Margin(¹) 45% $66 Q2 2020 Q3 2020 Q4 2020 Adjusted Operating Income (¹) 47% Q1 2021 $96 40% Q2 2021 Q3 2021 Q4 2021 Q1 2022 Adjusted Operating Income Margin(¹) Z zoominfo 1. GAAP to non-GAAP reconciliations available in the non-GAAP reconciliations section of this presentation Q1 2022 Adjusted Operating Income Margin(¹) 39% Q1 2022 YOY Growth in Adjusted Operating Income(¹) 45%#622022 ANALYST DAY > GROWTH AND PROFITABILITY Growth and Profitability An AND Statement, not an OR Question 80% 60% 40% 20% Z zoominfo Q1 2021 1. Q2 2021 GAAP Revenue Growth Q3 2021 Q4 2021 Adjusted Operating Margin(¹) Q1 2022 GAAP to non-GAAP reconciliations available in the non-GAAP reconciliations section of this presentation What to Expect MARGIN Mid 40% at GROWTH RATES ~40%#632022 ANALYST DAY> UFCF & CONVERSION Unlevered Free Cash Flow (UFCF) ($MM) and uFCF Conversion (1) (2) Q2 2020 Z zoominfo 29% $98 148% Q3 2020 Q4 2020 Q1 2021 Unlevered Free Cash Flow(1) Q2 2021 $126 Q3 2021 Q4 2021 uFCF Conversion (1)(2) 132% Q1 2022 1. GAAP to non-GAAP reconciliations available in the non-GAAP reconciliations section of this presentation 2. Unlevered Free Cash Flow Conversion defined as Unlevered Free Cash Flow divided by Adjusted Operating Income Q1 2022 Unlevered free cash flow conversion (1) (2) 132% Q1 2022 Unlevered Free Cash Flow Margin(¹) 52%#642022 ANALYST DAY> FINANCIAL PROFILE Financial Profile Current Leverage Target Capitalization Liquidity Capital Allocation Z zoominfo 1. 2. 3. 1.8x Current Net Debt-to-Credit Agreement EBITDA (1), (2) Gross Debt = 8% of Enterprise Value ● Net Debt = 6% of Enterprise Value 3 ● Prudent approach to leverage Target upward rating trajectory and credit profile consistent with Investment Grade over the next several years Commitment to existing leverage target 3.0x net leverage Maintain strong liquidity, including for strategic acquisitions and organic growth initiatives ● Balanced between cash and revolver capacity Cash and debt as of March 31, 2022. Based off of Trailing Twelve Months (TTM) Cash EBITDA of $475.6M reported for the period of of March 31, 2022. Based off of the closing price of the company's Class A common stock as of May 24, 2022 ($34.61). Fully diluted shares outstanding based on 403,392,697 shares of Class A common stock outstanding as of April 22, 2022 (including 2,692,109 of restricted stock), 5,983,638 of restricted stock units as of March 31, 2022, and 395,503 of Class A common stock options at an exercise price of $21.00 as of March 31, 2022. 4. Enterprise Value defined as Equity Market Cap + Debt - Cash. Focus on investments for growth ● Balanced approach to acquisitions - must fit well with rigorous strategy and financial criteria $1,250mm Debt (¹) $413mm Cash" $14.2Bn Equity (3) Market Cap $15.0Bn Enterprise Value (4)#652022 ANALYST DAY > M&A PHILOSOPHY M&A Philosophy Key Criteria Fits into our 4 RevOS Personas cominfo De co Mar Zoominfo Talentos eso: CLICKAGY Zoom 05 Recent Acquisitions EVERSTRING Leverage our GTM Motion >10x LTV TO CAC (1) Insent Chorus Tightly Integrate with our Data Cloud Z 8 NLP Ring Lead Growth & Profitability Z zoominfo 1. For the trailing twelve month period ended March 31, 2022. "LTV" is average lifetime value expected from a customer. "CAC" is our average customer acquisition cost. Accretive to growth and AOI in the near-to-medium term COMPARABLY Dogpatch#662022 ANALYST DAY> NON-GAAP RECONCILIATIONS Non-GAAP Reconciliations Z zoominfo#672022 ANALYST DAY> NON-GAAP RECONCILIATIONS Non-GAAP Financial Measures To supplement our consolidated financial statements presented in accordance with GAAP, this presentation contains non-GAAP financial measures, including Adjusted Operating Income, Adjusted Operating Income Margin, Adjusted Net Income, Adjusted Net Income Per Share, Unlevered Free Cash Flow, Unlevered Free Cash Flow Conversion, TTM Adjusted EBITDA, Net Leverage Ratio, Adjusted Gross Margin, Adjusted Sales and Marketing Expense, Adjusted Research and Development Expense, and Adjusted General and Administrative Expense. We believe these non-GAAP measures are useful to investors in evaluating our operating performance because they eliminate certain items that affect period-over-period comparability and provide consistency with past financial performance and additional information about our underlying results and trends by excluding certain items that may not be indicative of our business, results of operations, or outlook. Non-GAAP financial measures are not meant to be considered in isolation or as a substitute for the comparable GAAP measures, but rather as supplemental information to our business results. This information should be read only in conjunction with our consolidated financial statements prepared in accordance with GAAP. There are limitations to these non-GAAP financial measures because they are not prepared in accordance with GAAP and may not be comparable to similarly titled measures of other companies due to potential differences in methods of calculation and items or events being adjusted. In addition, other companies may use different measures to evaluate their performance, all of which could reduce the usefulness of our non-GAAP financial measures as tools for comparison. A reconciliation is provided at the end of this presentation for each historical non-GAAP financial measure to the most directly comparable financial measure stated in accordance with GAAP. We do not provide a quantitative reconciliation of the forward-looking non-GAAP financial measures included in this presentation to the most directly comparable GAAP measures due to the high variability and difficulty to predict certain items excluded from these non-GAAP financial measures; in particular, the effects of stock-based compensation expense, taxes and amounts under the exchange tax receivable agreement, deferred tax assets and deferred tax liabilities, and restructuring and transaction expenses. We expect the variability of these excluded items may have a significant, and potentially unpredictable, impact on our future GAAP financial results. We define Organic Revenue as GAAP revenue less revenue from products acquired within the last 12 months. We define Adjusted Operating Income as income from operations plus (i) impact of fair value adjustments to acquired unearned revenue, (ii) amortization of acquired technology and other acquired intangibles, (iii) equity-based compensation expense, (iv) restructuring and transaction-related expenses, and (v) integration costs and acquisition-related compensation. We exclude the impact offair value adjustments to acquired unearned revenue and amortization of acquired technology and other acquired intangibles, as well as equity-based compensation, because these are non-cash expenses or non-cash fair value adjustments and we believe that excluding these items provides meaningful supplemental information regarding performance and ongoing cash-generation potential. We exclude restructuring and transaction-related expenses, as well as integration costs and acquisition-related compensation, because such expenses are episodic in nature and have no direct correlation to the cost of operating our business on an ongoing basis. Adjusted Operating Income is presented because it is used by management to evaluate our financial performance and for planning and forecasting purposes. Additionally, we believe that it and similar measures are widely used by securities analysts and investors as a means of evaluating a company's operating performance. Adjusted Operating Income should not be considered as an alternative to operating income as an indicator of operating performance. We define Adjusted Operating Income Margin as Adjusted Operating Income divided by the sum of revenue and the impact of fair value adjustments to acquired unearned revenue. We define Adjusted Net Income as Adjusted Operating Income less (i) interest expense, net (ii) other (income) expense, net, excluding TRA liability remeasurement expense (benefit) and (iii) income tax expense (benefit) including incremental tax effects of adjustments to arrive at Adjusted Operating Income and current tax benefits related to the TRA. Adjusted Net Income is presented because it is used by management to evaluate our financial performance and for planning and forecasting purposes. Additionally, we believe that it and similar measures are widely used by securities analysts and investors as a means of evaluating a company's operating performance. Adjusted Net Income should not be considered as an alternative to cash flows from operating activities as a measure of liquidity or as an alternative to operating income or net income as indicators of operating performance. Z zoominfo#682022 ANALYST DAY> NON-GAAP RECONCILIATIONS Non-GAAP Financial Measures We define Unlevered Free Cash Flow as net cash provided from operating activities less (1) purchases of property and equipment and other assets, plus (ii) cash interest expense, (iii) cash payments related to restructuring and transaction-related expenses, and (iv) cash payments related to integration costs and acquisition-related compensation. We define Unlevered Free Cash Flow Margin as Unlevered Free Cash Flow divided by the sum of revenue and the amortization of the impact of fair value adjustments to acquired unearned revenue. Unlevered Free Cash Flow is presented because it is used by management to evaluate our financial performance and for planning and forecasting purposes. Additionally, we believe that it and similar measures are widely used by securities analysts and investors as a means of evaluating a company's operating performance. Unlevered Free Cash Flow should not be considered as an alternative to cash flows from operating activities as a measure of liquidity or as an alternative to operating income or net income as indicators of operating performance. Unlevered Free Cash Flow does not represent residual cash flow available for discretionary expenditures since, among other things, we have mandatory debt service requirements. We define Unlevered Free Cash Flow Conversion as Unlevered Free Cash Flow divided by Adjusted Operating Income. We define Net Leverage Ratio to Adjusted EBITDA as total contractual maturity of outstanding indebtedness less cash and cash equivalents, restricted cash, and short-term investments, divided by trailing twelve months Adjusted EBITDA. EBITDA is defined as earnings before debt-related costs, including interest and loss on debt modification and extinguishment, provision for taxes, depreciation, and amortization. Management further adjusts EBITDA to exclude certain items of a significant or unusual nature, including other (income) expense, net, impact of certain non-cash items, such as fair value adjustments to acquired unearned revenue and equity-based compensation, restructuring and transaction-related expenses, and integration costs and acquisition-related compensation. We exclude these items because these are non-cash expenses or non-cash fair value adjustments, which we do not consider indicative of performance and ongoing cash-generation potential or are episodic in nature and have no direct correlation to the cost of operating our business on an ongoing basis. Adjusted EBITDA is presented because it is used by management to evaluate our financial performance and for planning and forecasting purposes. Additionally, we believe that it and similar measures are widely used by securities analysts and investors as a means of evaluating a company's operating performance. Adjusted EBITDA should not be considered as an alternative to cash flows from operating activities as a measure of liquidity or as an alternative to operating income or net income as indicators of operating performance. Net Leverage Ratio should not be considered as an alternative to other ratios of GAAP earnings to indebtedness. We define Adjusted Gross Profit as gross profit plus (i) equity-based compensation expense included as part of Cost of Service, and (ii) integration and deal related compensation included as part of Cost of Service, and (iii) amortization of acquired technology. Adjusted Gross Margin is Adjusted Gross Profit divided by the sum of revenue and the impact of fair value adjustments to acquired unearned revenue. We define Adjusted Sales and Marketing Expense as sales and marketing expense less (i) integration and deal related compensation expense, and (ii) the equity-based compensation expense included as part of sales and marketing expense. Adjusted Sales and Marketing as a percentage of Adjusted Revenue is Adjusted Sales and Marketing divided by the sum of revenue and the impact of fair value adjustments to acquired unearned revenue. We define Adjusted Research and Development Expense as research and development expense less (i) integration and deal related compensation expense, and (ii) the equity-based compensation expense included as part of research and development expense. Adjusted Research and Development as a percentage of Adjusted Revenue is Adjusted Research and Development divided by the sum of revenue and the impact of fair value adjustments to acquired unearned revenue. We define Adjusted General and Administrative Expense as general and administrative expense, less (i) integration and deal related compensation expense, and (ii) the equity-based compensation expense included as part of general and administrative expense. Adjusted General and Administrative as a percentage of Adjusted Revenue is Adjusted General and Administrative divided by the sum of revenue and the impact of fair value adjustments to acquired unearned revenue. Net revenue retention is an annual metric that we calculate based on customers that were contracted for services at the beginning of the year, or, for those that became customers through an acquisition, at the time of the acquisition. Net revenue retention is calculated as: (a) the ACV for those customers at the end of the year divided by (b) Zoominfo ACV at the beginning of the year plus the ACV of acquired companies at the time of acquisition. Z zoominfo#692022 ANALYST DAY> NON-GAAP RECONCILIATIONS Reconciliation from GAAP Net Income (Loss) to Adjusted Operating Income Q1 2021 $(33.9) 49.7 ($M except percent figures) Net income (loss) Add (less): Expense (benefit) from income taxes Add: Interest expense, net Add: Loss on debt modification and extinguishment Add (less): her expense (income), net Income (loss) from operations Add: Impact of fair value adjustments to acquired unearned revenue Add: Amortization of acquired technology Add: Amortization of other acquired intangibles Add: Equity-based compensation Add: Restructuring and transaction-related expenses Add: Integration costs and acquisition-related expenses Adjusted Operating Income Revenue Impact of fair value adjustments to acquired arned revenue Revenue for adjusted operating margin calculation Adjusted Operating Income Margin Z zoominfo 6.5 5.9 (0.2) 28.0 0.6 6.7 4.8 18.1 4.4 3.4 $66.1 153.3 154.0 43% Q1 2022 $6.2 13.0 11.8 - 32.4 1.1 11.2 5.3 42.5 2.5 0.6 $95.7 241.7 1.1 242.8 39%#702022 ANALYST DAY> NON-GAAP RECONCILIATIONS Reconciliation from GAAP Operating Cash Flow to Unlevered Free Cash Flow ($M except percent figures) Cash flow from operating activities Interest paid in cash Purchases of property and equipment and other assets Restructuring and transaction-related expenses paid in cash Integration costs and acquisition-related compensation paid in cash Unlevered Free Cash Flow Adjusted Operating Income Unlevered Free Cash Flow conversion Revenue Impact of fair value adjustments to acquired unearned revenue Revenue for uFCF margin calculation Unlevered Free Cash Flow Margin Z zoominfo Q1 2021 $93.0 6.8 (4.7) 1.1 1.3 $97.5 66.1 148% 153.3 0.6 153.9 63% Q1 2022 $105.0 (6.6) 19.5 8.0 0.0 $125.9 95.7 132% 241.7 1.1 242.8 52%#712022 ANALYST DAY> NON-GAAP RECONCILIATIONS Reconciliation from GAAP Net Income (Loss) to Cash EBITDA ($M) Net income (loss) Add (less): Expense (benefit) from income taxes Add: Interest expense, net Add: Loss on debt modification and extinguishment Add: Depreciation Add: Amortization of acquired technology Add: Amortization of other acquired intangibles EBITDA Add (less): Other expense (income), net Add: Impact of fair value adjustments to acquired unearned revenue Add: Equity-based compensation expense Add: Restructuring and transaction related expenses (excluding depreciation) Add: Integration costs and acquisition-related expenses Adjusted EBITDA Add: Unearned revenue adjustment Add: Pro forma cost savings Add (less): Cash rent adjustment Add (less): Pre-Acquisition EBITDA Add (less): Other lender adjustments Cash EBITDA (1) Z zoominfo 1. Defined as Consolidated EBITDA in our Credit Agreements Trailing Twelve Months as of March 31, 2021 $(64.4) 54.8 51.2 18.6 10.9 24.4 18.9 114.5 (15.5) 1.9 128.4 14.0 9.4 252.6 83.3 1.0 (1.1) $335.7 Trailing Twelve Months as of March 31, 2022 $135.0 (30.6) 49.2 1.8 13.2 39.8 20.8 229.2 (37.6) 5.0 117.3 21.0 13.7 348.6 128.9 1.9 (0.3) (4.7) 1.2 $475.6#722022 ANALYST DAY> NON-GAAP RECONCILIATIONS Reconciliation from Revenue to Allocated Combined Receipts ($ in Millions) GAAP Revenue Impact of fair value adjustments to acquired unearned revenue Pre-acquisition ZI revenue Impact of fair value adjustments to acquired unearned revenue recorded by pre-Acquisition ZI Pre-acquisition revenue of other acquired companies Allocated Combined Receipts Year-over-year Growth Q1 2019 $54.6 8.5 9.7 0.1 0.2 $73.1 Q2 2019 $68.5 10.7 T 0.2 $79.4 Q3 2019 $79.1 8.1 0.2 $87.5 Z zoominfo 1. As Allocated Combined Receipts converges with GAAP revenue, we do not expect to continue reporting ACR following Q3 2020 Q4 2019 $91.1 4.9 T $96.1 Q1 2020 $102.2 1.4 $103.6 42% Q2 2020 $110.9 0.3 $111.2 40% Q3 2020 $123.4 0.2 $123.6 41%#732022 ANALYST DAY> NON-GAAP RECONCILIATIONS Reconciliation to Calculate Organic Growth ($ in Millions) Allocated Combined Receipts GAAP Revenue Revenue from products acquired in preceding 12 months Numerator for Organic Growth Calculation Denominator for Organic Growth Calculation (Prior Year ACR) Year-over-year Growth Z zoominfo 1. Q1 2020 $103.6 $103.6 $73.1 42% Q2 2020 $111.2 $111.2 $79.4 40% Organic revenue growth is defined as the growth of Allocated Combined Receipts for the periods reported (through Q3 2020), or GAAP revenue thereafter, minus revenue from products acquired within the preceding 12 months, compared to the prior year period Q3 2020 $123.6 $123.6 $87.5 41% Q4 2020 $139.7 (2.0) $137.7 $96.1 43% Q1 2021 $153.3 (3.0) $150.3 $103.6 45%#74Thank you Z zoominfo#75N Z zoominfo Q&A#76We're experiencing some technical difficulties. Thank you for your patience.