Zoominfo Results Presentation Deck
Q1 EARNINGS CALL > OVERVIEW
Addressing a Large and Growing Opportunity
ZoomInfo's Global TAM
As of 2021 (2)(3)(4)
At IPO (1)
1.
2.
3.
$14Bn
North America
Intelligence
4.
$13Bn
North America
Intelligence
$12Bn
International
Intelligence
$11Bn
International
Intelligence
Z zoominfo
$7Bn
Engage
$24Bn
$6Bn
Data
Management
$7Bn
Chat
$6Bn
Recruiter
$18Bn
Conversation
Intelligence
$70Bn
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 spend 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 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 estimate our TAM today 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 and 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.
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