ZoomInfo Technologies Inc. (GTM) Earnings Call Transcript & Summary

Hello, everyone, and thank you so much for joining us today for ZoomInfo's first-ever Analyst Day. My name is Jerry Sisitsky, and I lead Investor Relations for ZoomInfo. This week is an exciting week for us. As in addition to our inaugural Analyst Day, we're also hosting our first-ever user conference beginning on Wednesday. For anyone who wants to register and participate in that event, please visit elevate.zoominfo.com. We have a great agenda for you today, and I'm really excited that you get to spend some time hearing from so many members of the ZoomInfo team. First, we're going to hear from Henry Schuck, our Founder and CEO, who'll provide an overview of ZoomInfo and our platform evolution. Following that, you'll hear from Alyssa Lahar, our Chief Human Resources Officer, as she shares insights about our unique culture, leveraging our platform from an HR perspective and ESG, highlighting our investment in diversity and inclusion. She's followed by Nir Keren, our Chief Technology Officer; Hila Nir, our Chief Product Officer; and Derek Smith, our SVP of Innovation and Data R&D, who'll speak more about our platform, areas of innovation and our data advantage. Then we'll have Chris Hays, our Chief Operating Officer, share details of how we go to market. You'll also have the opportunity to hear directly from customers as Shane Murphy-Reuter, our Chief Marketing Officer, interviews customers, asking them to share their experience with ZoomInfo. Lastly, you'll hear from Cameron Hyzer, our Chief Financial Officer, as he speaks to our expanding addressable market and provides perspective on our unique financial model. Following that, we'll have approximately a 5-minute break in the action as we prepare to transition to the Q&A portion of the event. And for those that don't need to stretch their legs, you can stay and join us for some videos that provide greater insight into the culture and the team at ZoomInfo. After which, we'll host a Q&A session with Henry, Cameron and Chris. We expect the presentations to be approximately 1.5 hours today, followed by approximately an hour of Q&A. If there are any questions that we don't address today in our Q&A session, please e-mail [email protected], and we'll follow up. I would also like to note additional resources that we've made available on the Analyst Day event website, including more information and resources on our commitment to privacy and data protection, customer case studies as well as demos of various aspects of our platform. We invite you to visit those resources following the event. Lastly, please review the safe harbor statement. Statements made today that are not historical facts, including expressions of future goals, business outlook and expectations for future financial performance, are forward-looking statements and represent our outlook only as of today's date, June 14, 2021. These statements involve a number of risks and uncertainties, including those discussed in the Risk Factors section of our filings with the SEC. Actual results may differ materially. Additionally, during this presentation, we will reference non-GAAP financial measures. You can find GAAP to non-GAAP reconciliations in the appendix to the slide deck, which will be available at the conclusion of today's presentation. With that, let's jump right in.

So when I founded ZoomInfo, one of the things that we knew at the time was that sellers and marketers were struggling with getting in touch with their potential customers, their potential prospects. And so we launched the company in 2007, and we gave marketers and sellers just that, a database or a repository of information on the right companies and the right buyers of those companies for them to be able to engage with.

ZoomInfo was known for its contact data at the start, but it's really evolved over time. Our firmographic accuracy is incredible. So we let people target companies of certain sizes in certain industries. And we've expanded beyond just firmographics or contact data. We offer scoops or intent data that helps our customers figure out where companies are looking to grow, what types of projects they're going to do and what they're looking to buy. That type of data is becoming increasingly used by sales and marketers, and it's really helped us differentiate in the market.

When I started, no one knew like what is a go-to-market engine. Like, no one even knew what is go-to-market. It was, hey, give me a list of people. I'm going to call them. I'll talk with you again in like 6 months. And the world shifts towards like I want to understand who is my customer, and I want to get a trigger every time that someone is looking for the great product that I built. So the idea of moving from something that is static and people phone numbers and people e-mails to something that is much more dynamic.

I think in the past, the tools available to marketers is more like a big wide net. We go out into the world, and we try and do these mass marketing campaigns and catch some fish. And then it was the idea with the sales jobs to then take those fish and convert them into revenue. And so nowadays, marketing sales teams are working in tandem to be constantly communicating through different channels with their potential customers.

We have a great go-to-market teams. And we have a market that really needs our product. One of the things that I've been most excited about working here is that our products really work. Customers that are using ZoomInfo to the fullest, they are seeing the growth. They're seeing profitable growth even, and they're seeing great success and momentum.

And we have, obviously, the advantage of being able to use ZoomInfo in a lot of different ways. So we've built our go-to-market around it. We're bringing data in from ZoomInfo and intermingling it with our data from the sales force and our usage data. We're leveraging the intent option within Zoominfo with the scoops option. We're bringing in finding alternate contacts to build buying committees, and we're feeding that back out via our demand gen team and our SDRs. It's a foundational element for us, and it's one of the reasons why our growth rate is what it is. And also, a lot of the things that we're doing, we're feeding that back into the product.

We move fast. But with that comes the opportunity for innovation. Everyone here is encouraged to innovate, to define new possibles and most importantly, to get 1% better every day.

I think the biggest thing we hear today from our customers is they're trying to turn their CRM systems from a system of record to a system of insights. And so what we're seeing is executives in the C-suite come to us today and say, "We want to be best-in-class in our use of CRM." And we know that data is a foundational element for us to be able to see that vision come true. And so let us plug ZoomInfo in, but let's cleanse all the information, let us add new insights and make it a place that sellers want to come to. But it's actually a place that they want to engage with because it's giving them insights they can't find anywhere else. Thank you for joining us today. Last year, in the middle of the pandemic, we launched the first technology IPO of 2020. In doing so, we signaled to our customers and shareholders that we felt incredibly strong about the market opportunity in front of us. In the 12 months since, we have crystallized the vision for the future of ZoomInfo and a vision for the future of go-to-market for companies of all sizes across all geographies and across all industries. As we've crystallized that vision, we've released and seen fast adoption of nearly every new product idea, giving us confidence in our road map and our understanding of our customers, big and small. Our own go-to-market engine is one of the most exciting in-house laboratories for product development and software. While internally, we continue to focus on innovation, metrics and efficiencies to drive our own performance, externally, companies of all sizes continue to come to us asking us to guide them with a data-driven way to go to market. The data-driven go-to-market motion that ZoomInfo enables is a great equalizer for companies with great products and great services, but who often lack the reach or the distribution engine to really scale and grow. I've often said that with ZoomInfo, it doesn't matter if you're a start-up company selling cold brew in Boise, Idaho or a Fortune 100 technology company. We provide the same access and ability to reach the right buyers at the right accounts at the right time to all of our customers. But that kind of democratization goes beyond company's size or location or type. It also levels the playing field for sales reps on a personal level. ZoomInfo gives every person the tools, the data and the technology to be successful in sales. When sales motions are powered by ZoomInfo, there's no extra boost because you came from the right family, have the biggest Rolodex, the right country club membership or you went to the best school. It doesn't matter what your ethnicity, race or sexual orientation is. Sales with ZoomInfo is about leveraging data and insights and technology to know what companies are researching and plan to spend money on your product, who the buyer at those companies are, how to get ahold of them and how to operationalize that process at scale with sophisticated workflow and engagement software. And our product capabilities are only getting better every single day. I am very proud of what our team has accomplished in the year since we went public. To achieve our vision, over the last year, we've hired and virtually onboarded more than 1,000 people to our teams. Our team has continued to achieve strong results across all areas of the business, consistently delivering record results on new business and retention. We've seen demand for our products continue to accelerate with companies looking to adopt our vision of a digital data-driven go-to-market motion. Increasingly, our platform is becoming critical for large organizations that need to transform their CRMs from a system of record to a system of insights. We're driving larger conversations across the enterprise, which is leading to larger, more transformational engagements. As of March 31, we had more than 950 customers with $100,000 or more in ACV, up from more than 630 a year earlier, while also increasing our total customer count to over 20,000 customers from 15,000 during that same period. And we've launched new products like Engage, our sales engagement offering that is designed to help sales teams maximize productivity by giving them access to an automated sales dialer, built-in e-mail automation and technologies to manage sales workflows. Engage users have an end-to-end flow from identifying key prospects and customers to activating and engaging and optimizing their communications with them. Engage has accelerated since launch as ACV doubled in Q1 2021 compared to Q4 2020, and we're seeing a 25% increase in user adoption of the core ZoomInfo platform when customers combine the use of ZoomInfo and the use of Engage. We also see the benefits of this adoption within our retention and renewal numbers. Customers who are dual users of Engage and ZoomInfo have higher renewal and retention rates than those who are ZoomInfo-only customers. We also recently launched ZoomInfo Recruiter, a new product designed to help recruiting teams identify, target and engage with top talent, even when that talent is an actively in-market looking for a new role. ZoomInfo Recruiter allows recruiting teams to uncover timely and accurate data such as work history, technologies used and department organizational charts to help them better understand a candidate's managerial, functional and technical expertise. Since the IPO, we've executed on 3 acquisitions: Clickagy, EverString and Insent. Clickagy improves our intent capabilities by providing the first streaming intent offering for B2B sellers. EverString provides a count and firmographic data aligned to our enterprise use cases. EverString's proprietary AI and machine learning has mastered sourcing and tracking of information on the long tail of SMB companies that are notoriously hard to detect and maintain. And they do it at scale with an incredibly high degree of accuracy, allowing them to take share from much larger legacy data providers. Insent is our most recent acquisition. It is a powerful conversational marketing platform that identifies website visitors in real time, uses AI and advanced lead routing rules to initiate real-time conversations and increases conversions. The combined new solution will be available in the third quarter to new and existing customers as ZoomInfo Chat. Moving on to our Data-as-a-Service offerings. Last month, we announced the partnership with Snowflake. ZoomInfo joined the Snowflake data marketplace to centralize and streamline data delivery. Customers can now use Snowflake's platform to integrate ZoomInfo's industry-leading company and business contact data directly into their technology stacks with no additional integration or ETL required. Joint customers can leverage prebuilt ZoomInfo data sets inside the Snowflake data marketplace or work with ZoomInfo's data services team to create custom data sets that meet their specific needs. Finally, we continue to expand internationally. We have added more resources to capitalize on the growing international opportunity where we saw new customers join us from Dubai, Sydney, Vienna, Rio de Janeiro, Helsinki and Berlin, just to name a few. March was our strongest month ever in our international segment, with increasing win rates and accelerating demand and traction across Europe, Australia, New Zealand and Canada. International revenue has grown by over 65% year-over-year as we continue to see our international customers embrace data to drive efficiencies in their sales and marketing processes. While a lot has changed in the way sellers and marketers have done their jobs over the past decade or so, one thing has not changed at all. In 2007, sellers and marketers were in desperate need of high-quality data on their prospects and customers so that they could understand how big their total addressable markets were, how to align territories to opportunities, how to understand which companies represented the best opportunities in which regions. And then they needed to know who to contact and how to contact them. Back then, that was our business, providing high-quality data to enable sellers and marketers to understand the universe of their potential customers and how to connect with them. Because CRM systems and other go-to-market tools are essentially empty boxes, our customers needed to populate those systems with the data and insights we were collecting on their customers and prospects. Our customers realized early on that their systems were only as good as the data and the insights that power them. Over time, the data and insights we were producing would become the foundational infrastructure that sales and marketing teams needed to go to market. As this happened, we've realized that data also needed to be the foundation of the application layer we were building. So whether it's new product development or M&A or competitive moats, the data we collect, cleanse, deduplicate, match to entities and enrich plays a central role in every one of our strategic decisions. Let me illustrate why. Take Apple AirPods, for example. I'm sure most of you have these. So take a second and think, what is your favorite feature of AirPods? They're great for a lot of reasons, but I would bet that the vast majority of you thought it connects really fast to my iPhone. I've asked this question in nearly 100 people, and that is by far the most common answer. And it's an interesting thing to consider because we're talking about headphones. Yet the most common answer is not sound quality or bass or the microphone. It's all about the integration point. At ZoomInfo, every piece of the go-to-market application layer that we either build or acquire sits firmly on top of the world-class data foundation that we've built. That seamless integration from data to application has enormous strategic advantages. From dials to e-mails, to chat, from engagement to automation, when data is delivered seamlessly through the application layer, applications come to life. Today, we are the only company that can marry a best-in-class data layer with world-class go-to-market applications. And the flywheel is in full effect between these 2 layers. As we continue to invest in the data layer, it makes the application layer more powerful. As we continue to invest in the application layer, it makes the data layer more actionable. Take a look at how this works in sales automation systems with our Engage platform. In order to do anything, these systems need professional business contact information to send e-mails and line up phone calls. In order to get smarter, provide insights and deliver prioritization to the end user, they need robust firmographics, intent data, technographics and signals. Sales automation systems come prepackaged with none of that functionality. With Engage, we're able to combine the necessary inputs into a robust sales automation platform that can seamlessly activate those inputs and provide an all-in-one go-to-market solution. How does that work? First, we can provide much more useful analytics because we understand exactly which companies and professionals our clients are engaging with. It's not just [email protected]. It's Henry Schuck, Founder and CEO of ZoomInfo, a 2,000-person publicly traded company with 9 locations and a newly hired Chief Marketing Officer that uses Salesforce, Snowflake and Eloqua in its tech stack. That level of granularity lets us do more than simply say these people are opening and responding to our outreach more frequently. Instead, it allows us to say CEOs of companies with specific characteristics are responding. And because of the power of our data asset, we can instantly recommend hundreds of look-a-like personas directly into the same sales motion. As Forrester recently said when we were named a leader in their Q2 2021 Forrester way for B2B marketing data providers, ZoomInfo is a best fit for organizations looking for a comprehensive data solution with an expanding array of complementary applications built on a shared data foundation. That shared data foundation creates a major competitive advantage for Engage, and it has the same effects on nearly every go-to-market software solution in the marketplace. And that's not even my favorite thing about Engage. What's so exciting is that every dollar of investment behind Engage doesn't just make that solution better. It positively impacts many of our most strategic initiatives. When Engage improves, adoption rates for our core ZoomInfo solution go up. When used in tandem with ZoomInfo, Engage customers renew at materially higher levels than our general customer base. And when our clients use Engage, we capture the exhaust data of opens, clicks, bounces and delivery confirmations to cleanse and validate our own database. Engage is also a differentiator within both our recruiter and international platforms. So $1 of investment behind Engage has an outsized impact across strategic initiatives and creates a meaningful flywheel effect. So this is who we were, and this is who we are now. Today, while we have significantly grown our data asset and expanded our intelligence offerings, we've also built up a robust set of software applications, offering comprehensive data management, workflow and engagement capabilities, helping our customers to orchestrate and execute an efficient data-driven go-to-market motion. In the intelligence layer, we've added a suite of data management and enrichment solutions that ensure every record in your system is clean, complete, standardized, verified and segmented appropriately. Real-time enrichment of forms prevents incomplete records from entering the system and boost conversion on web forms by reducing the number of required fields. Partial records entered into the CRM manually are enriched in real time. In addition to our own data, we've added valuable integrations with first-party data, including sinking Salesforce data back into ZoomInfo, visualizing and operationalizing the e-mail inbox and calendar data with InboxAI and leveraging our best-in-class company IP graph to activate first-party intent from anonymous website visitors. All of these enhancements create a more complete and unified data asset that can be used for better decision-making, audience targeting and automation. Leveraging our workflow layer, ZoomInfo takes the everyday changes we see in businesses and not only pushes them in real time to our client systems, but triggers workflows that initiate automated motions that improve a go-to-market team's ability to both monitor and act on valuable signals. Our workflows enable sales reps to automate engagement and prioritize their highest value prospecting effort. This year, our vision for the future of go-to-market has gained both acceptance and excitement. As we invent that future, we recognize the data and intelligence only become valuable once they've been activated. The release of our workflow suite and Engage, our acquisition of Insent have shortened the distance from insight to value for our customers as they benefited from a tightly integrated offering. Our modern go-to-market platform layers a unified set of sales and marketing applications and integrations on top of our high-quality data assets in a best-in-class engagement layer. Every system in the engagement layer serves a threefold purpose. First, it is a system where insights are delivered at the right time to go-to-market teams right where they work day in and day out. Second, it provides a unique channel for engaging and connecting with customers and prospects based on data and insights. This engagement ultimately results in pipeline creation and revenue. Third, each system contributes a unique type of first-party activity data that can be fed back into ZoomInfo and uses filters for building more targeted audiences in the future. Prospect activity from Engage can be used to pull prospects in or out of related nurture campaigns and can drive prioritization of accounts. Website chat conversations can be used to source contact information, topical interest and disposition leads into appropriate statuses. Interactions from InboxAI can be used to focus on opportunities that are increasing or decreasing in momentum. And open one and closed opportunities from Salesforce can inform engagement paths across the customer journey. Engagement systems are dependent upon data for their effectiveness, and they generate tons of valuable data for future targeting. As you look back over our history of M&A, you can see how our acquisitions have shaped who we are today. RainKing and EverString broadened and deepened our data assets. Clickagy supplied us with proprietary intent data and advertising audiences. Tel Wise, Komiko and Insent expanded our engagement layer. And NeverBounce improved our ability and our customers' ability to validate contacts. These are not just acquisitions that we buy and run as independent business units. Each becomes a part of a cohesive and well integrated hole. Each form is a chapter and a well crafted story that works together to deliver a connected value story for all of our customers. As we look to the future, we see additional opportunities to expand our intelligence layer through acquisitions of international intelligence providers, vertical-specific niche data providers and additional valuable sources of intent data. We see opportunities to bolster the workflow layer through tighter integration capabilities, improving the bidirectional sync of first- and third-party data. Sales and marketers are using a wide variety of software to execute their go-to-market motions. Where M&A becomes interesting and value-generating for us is when those systems can be differentiated with our data asset, and we believe we can enable a broad swath of our sales force to sell those solutions. That's a lens we look at every player in the go-to-market technology space through. And finally, we see recruiting as a parallel universe where talent acquisition professionals are struggling through similar inefficiencies and disconnected systems. We believe that our model for streamlining the go-to-market motion creates a blueprint for identifying the functionality and potential acquisitions that would allow us to better serve the needs of recruitment professionals and teams. I wanted to take a second to show you how the marriage of a go-to-market chat tool comes to life when integrated and reimagined with ZoomInfo. First, we believe that any company with a website should have a website chat functionality for go-to-market teams. This technology will be ubiquitous for teams looking to engage with customers and prospects. But the current tools fall short because of a lack of account insights, advanced routing capabilities and just the stand-alone nature of chat. Our most recent acquisition, Insent, is a conversational marketing platform that delivers live chat and chatbot conversation with website visitors. This product has natural synergies with our website's feature and our industry-leading IP to company identity graph. Insights and alerts trigger sales teams when high-value targets engage with specific material on their websites in real time. And automating a workflow based on these insights that ZoomInfo's data asset can provide creates another workflow automation innovation that we're inventing for go-to-market teams. As we continue to build out the application layer here, we believe there is a massive opportunity to accomplish something across go-to-market teams that has been talked about for decades but never delivered upon. And that is true alignment between sales and marketing. Today, our hundreds of thousands of users include sales development representatives, account executives, account managers and marketers. What you see here is a newly designed front end that would bring together in one place all marketing-generated leads, surround them with ZoomInfo's data and insights, marry that to relevant first-party CRM data, link that to automated workflow and right back to CRM. In today's market, no one comes close to owning the sales reps windowpane the way we do at ZoomInfo. Marrying that to marketing-generated leads delivers the aligned experience that every seller and marketer has dreamed of. Competitively, today, we're leading this market. Because of that, we have an opportunity to reimagine what's possible. By using our own best-in-class go-to-market teams as a laboratory for best practices, we are inventing the future of how companies of all sizes can go to market better. Our team defines new possibles every day. Throughout the entire company, our employees constantly raise the bar, collaborate effectively across teams and challenge the status quo every day. I can point to the awards we've won, but what our culture truly means to me is the energy and passion you feel when you get on a Zoom meeting with our teams or walk into any of our offices around the world. It's different from any business you've ever stepped into. A buzz of excitement surrounds every product conversation, every customer conversation and every sales or marketing conversation. We have a team that is hungry to be better, to improve and to win. And we believe that this team, this team that we've built sets us up for years of future success. And there are a couple of other things that I think about often. One of them is that I'm not good enough as a CEO to be what this company needs a year from now or 2 years from now. And I don't expect anybody in the organization today is as good as they need to be a year from now, 2 years from now, 3 years from now. All of us should be making a commitment to the person we want to be and not to who we are today. And then every day, I would expect every manager, every director, every VP to come in and press everybody to be that vision of themselves. We're going to give you feedback. We're going to look for those areas of opportunities to continue to get better and better and better and better. Don't know what you're not great at today. Ask your manager, take some time, think about it, write it down, build a plan for who you're going to be a month from now, a quarter from now, a year from now, 2 years from now, and let's all go start being that professional and build that company. Commit to defining a new possible for yourself. What's it going to be? Let's go build and finish building the world's greatest software company ever built.

What you just heard was Henry at an employee all-hands meeting sharing his perspective on how none of us are good enough today for what ZoomInfo needs a year from now and 2 years from now. None of us are good enough today for what ZoomInfo is going to be in the future. That sentiment of providing feedback, continuous improvement and committing to defining new possibles is a big part of our culture at ZoomInfo and is a big part of what will continue to make this company great for years to come. I'm Alyssa Lahar, Chief Human Resources Officer for ZoomInfo. It's my pleasure to outline for you today the work we're doing to make ZoomInfo an employer of choice, hiring top talent, scaling our culture and supporting the great people at ZoomInfo, all of which contribute to the durable and efficient growth of our company. We have a unique and vibrant culture here at ZoomInfo, one that encourages continuous improvement, delivers best-in-class results and emphasizes employee growth. We see employees for what they can become and empower them to get there. Our recruitment process sets the tone for an employee's relationship with the company. Our talent acquisition philosophy centers around seeking out individuals who will contribute to our success and workplace culture, a motion made more robust by our use of ZoomInfo Recruiter. We pride ourselves on creating opportunities for growth within and across functions. We have so many success stories of internal mobility, and we far exceed industry benchmarks. Another area where we are passionate relates to our diversity, equity and inclusion programs. As an HR team, we are proud to support the company's commitment to DE&I across the employee life cycle, whether it's recruiting from historically black colleges and universities, providing trans-inclusive benefits or offering EAP counselors that cater to employees of all background. It's always top of mind. According to the Harvard Business Review, of the 922 largest public companies, only 22% reported conducting a pay audit between 2016 and 2020. When we conducted a pay audit earlier this year, that put us in a select group of companies. But even more importantly, the results of that audit indicated that we compensated our black, Hispanic and female employees equitably as compared to their peers. We are extremely proud of this, and we'll continue to lead in this space by assessing our pay practices frequently. Additionally, we have very strong participation in our employee resource groups, which help us make sure we have safe spaces where all ideas, beliefs and concerns are openly shared. Our employee-led ERG network puts on regular educational events that celebrate diversity and promote acceptance and inclusion. Finally, we have expanded our leadership team to arm us for the high-growth journey we are on. We have promoted leaders from within such as Chris and Hila, our Chief Operating Officer and Chief Product Officer. And over the past year, we have added great new leaders to the organization in Shane, who joined us as CMO; Prasadh, who joined as Chief Accounting Officer; and Chetna, who joined as CIO. We have a unique culture, and we have the right team, setting us up for long-term growth and continued success. With that, I would now like to hand it over to Nir, Derek and Hila as they share more about the platform and our data-driven approach.

Hey. I'm Nir Keren, ZoomInfo's Chief Technology Officer. The last 12 months have been really exciting time to be part of the R&D teams at ZoomInfo. We have nearly doubled the size of our team, onboarded senior leadership from some of the fastest growing, most admired technology companies in the world, and we have driven renewed focus on engineering excellence, high efficiency, engineering innovation and data science. We have released over 300 features over the last year, including an enhanced quick search, many UI and UX updates, including a company overview page redesign, a new on page feed, Enrich dashboard and next-generation workflows design and Engage account screens. In addition to major releases, including full BI directional Salesforce Sync, streaming intent and the launch of all-new platform, ZoomInfo Recruiter. We also continue to increase the size and accuracy of our data assets and have now managed over 25 billion data points in our platform. We added new innovative data points like intense signals while extracting more insights and information from our existing data sets. We are on track to provide more than 1 billion updates in 2021 across our contact universe of nearly 130 million business professionals, providing updates to employee, title, phone, e-mail, address and others. And with our EverString acquisition and integration, we now provide information on insights on more than 95 million companies worldwide. Let's focus on 2 examples that will help demonstrate on how we achieve these results. The first example is our ability to extract semi-structured data. ZoomInfo originally pooled a big portion of people data from our huge contributory network where we see billions of daily events with pieces of textual information on people and business profiles. Imagine a mountain of business cards from different countries, in different languages, with different titles, different address structures, different e-mails. Company likes to be original in the way that they express their business card information, and they carry that over into their e-mail signature. Just 3 years ago, the algorithms that passed and extracted this semi-structured data were rule-based and dependent on logistics. As you might imagine, every time we encountered into a new title or a new structure, the rule-based hadn't seen before, a painful process of manually creating a new well base when the structure was deployed. Since then, we released, iterated on and rereleased a new deep learning algorithm using a [indiscernible] based model that treats, understand, extracts and poses semi structured data and transform it into valuable searchable structure data. These algorithms are now deployed in production at full scale and extract 30% more data with even higher accuracy while using the same compute resources. In this slide, you can see a real example of the old algorithm versus the new AI-based model. You can see that not only we get more data from the exact same text, but we also get better, more accurate results. This is exciting, both because of the results, but also because using deep learning opens up new possibilities from us, from learning new vocabulary, like new titles and new company names, to having the ability to understand new non-English languages to support our international efforts. For the second example, I would like to welcome Senior Vice President of Innovation, Derek Smith, who will walk you through on how we managed to build our robust real-time intent engine.

Thanks, Nir. One of our biggest leaps forward in the past 12 months has been the release of our new intent product featuring streaming data delivery. For years, salespeople and marketers have been conditioned to process buyer intent data on a weekly basis. However, with the increasing number of companies leveraging intent, we have noticed that getting in front of a prospective buyer first is becoming increasingly critical. In late 2020, we decided to speed things up and give our customers the ability to discover which companies are searching for what often just moments after research sessions have concluded. Our streaming intent feature was made possible by our October acquisition of Clickagy, a real-time behavioral intent provider that has a line of sight into the consumption on over 90% of Internet-connected devices in the U.S. With real-time streaming intent, our customers can set SDRs up with call lists that are updated every 10 minutes or schedule real-time intent initiated workflows to launch sales flows using our Engage platform. In addition to the streaming delivery of intent signals, our product now also offers customers the ability to fully customize their intent topics, giving them the latitude to track any keyword or topic they choose. For example, a company like Snowflake doesn't just have to settle for tracking companies spiking on ZoomInfo's standard topics like cloud computing or data warehousing, but it can choose keywords to build more targeted topics like data pipelines or data marketplaces. If they wanted, they could even make topics that track companies reading about an upstart competitor of theirs like [ Firebolt ]. Our new intent product with Clickagy data and streaming delivery options was the first major release for the innovation team. Over the past year, we've seen the percentage of our revenue for intent more than double. We also released a major update to the way we detect people moving from company to company. We're proud of the updated algorithm that we call Doppelganger, which identifies profiles in our platform that look eerily similar to each other and consolidates them. Now with our updated Doppelganger algorithm, when we see a record or a signature for someone named, let's say, Cameron Hyzer, the CFO of ZoomInfo, we're able to look up all individuals in the ZoomInfo platform with the name Cameron Hyzer, analyze their seniority, their job function, industry, name rarity and several other attributes that confidently say, this is the Cameron Hyzer who is CFO as software. We then marked Cameron as has left company and merged his job history and personal contact information into a new Cameron at ZoomInfo profile. It might seem like a straightforward cleanup task at first, but not all examples are as easy as Cameron. For example, in ZoomInfo, we have 2 different sales professionals named [ Don Robbins ]. Both of them are in Boston. They both sell commercial insurance, are individual contributors and both have 20-plus years of experience. In this case, these are actually different people, and our algorithm correctly opts not to merge these profiles. Building an algorithm that correctly identifies people moving from company to company at more than 95% accuracy without improperly merging 2 distinct individuals requires a rigorous data science model. With a dedicated team of innovation data scientists at ZoomInfo, we're able to dig deep and identify complex data features that solve the hardest problems that require extra attention to make compelling products. Last quarter, our Doppelganger algorithm helped us identify the proper current employer for over 200,000 profiles. As for what's next, we're putting the finishing touches on a model that predicts how likely a given professional is to listen to a recruiter about a new opportunity. By factoring things like company growth, time and job, seniority and even data from our award-winning intent product, we're able to use artificial intelligence to direct recruiters to the individuals who appear likely to be ready to move onward and upward in their careers. We are vigilant about continuous improvement. The innovation and data teams push the envelope on what's possible and keep us on the cutting edge of providing solutions for our customers. From the constant optimization of our parsing algorithms to our new products that transform how salespeople and marketers work, we're laser-focused on always moving forward at ZoomInfo. Next up is Hila Nir, our Chief Product Officer.

Thank you, Derek. You heard Henry touched on the 3 layers, the intelligence layer, the workflows layer and the engagement layer. Now I want to take a deeper dive into the solutions to show you what we're offering based on the combination of these 3 layers, the problems our platform solves and the value it creates for our customers. We're well known for being a solution for sales reps and SDRs prospecting for new business. Our intent product feeds them information about who's in the market for their solutions. We give them insight scoops about their target market. And now with integrations like Salesforce Sync, our customers are able to marry their first-party data with ZoomInfo's robust data asset and focus their efforts on the most promising accounts. We've also been hard at work developing ways to help go-to-market professionals take action on our data and insights. With our sales engagement platform Engage, go-to-market teams can create automated sales flows or sets of tasks that includes calls using Engage's auto-dialer and personalized e-mails that leverage key data points in the ZoomInfo platform. Leveraging Engage, our customers can set up custom sales flows to help [indiscernible] sales place in a way that's efficient, consistent and repeatable. Marrying Engage analytics with ZoomInfo's data and insights engine produces powerful recommendations to our customers. Using hundreds of firmographics, technographics and business attributes, we analyze which personas are best responding to the engagement with e-mails and which calls convert the most. This allows you to prioritize the top personas for the best times to call and e-mail. Then we recommend lookalikes to constantly improve our customers' campaigns. Now we're fortifying everything I've just talked about by layering an orchestration tool on top of it all. We call that Workflows. With Workflows, our customers can monitor intense signals on a topic relevant to their company solution and instantly activate against that signal. Imagine that I'm an ERP vendor specializing in the financial sector. I can create a workflow monitoring intense signals such as treasury management, cloud ERP, enterprise resource planning or billing and invoices searched by directors and above working at companies in the banking and insurance industries with 5,000 employees and above in the U.S. The Workflow would trigger an export of these professionals directly into an Engage sales flow with a relevant messaging. In recent years, we've also been doing more and more to help companies retain and expand their existing customer relationships, and by doing that, expand our offerings to sales teams. Salesforce Sync gives users a simple way to look for new contracts at named accounts by pulling sales force information right into their ZoomInfo search experience. And InboxAI allows them to visualize complex relationships with their clients and understand whether those accounts have strong multi-threaded conversations happening or fragile single-threaded conversations. We also give them the ability to monitor their account's tech stack and see when competitive technologies are creeping up so they can act on that information to protect their business. With our acquisition of EverString, we help them quickly identify as soon as new locations emerge so that they can expand their relationships with those accounts. ZoomInfo alerts them with scoops and intent topics their accounts are trending on in their online activity to identify both opportunities and threats. If I'm an account manager at a human resources software company, and I'm getting a scoop about a new CHRO appointed at one of my accounts, reaching out to the new CHRO would open up an expansion opportunity as well as avoid a risk. If I have a partner in an HR and staffing agency, a scoop about hiring initiatives at one of my customers' accounts could open up additional opportunities within that account. In short, we arm them with market information that they could never gather on their own to both protect and grow their business. The revenue ops function has quickly become one of the centers of decision-making in organizations, especially more sophisticated ones. And ZoomInfo is a key tool in their arsenal. Rev ops managers use ZoomInfo to ramp up new sales reps far more quickly than they could otherwise. They can create an ideal customer profile and create a territory and account lease for new account executives within minutes. Of course, the Sisyphean task for rev ops is data management, and more specifically, data hygiene. How can you possibly keep all of the company and contact information in your CRM up-to-date with the business world changing every second? With ZoomInfo's Enrich product, we lift that burden off your shoulders and continuously update your key go-to-market data. This means your sales teams call on the right people, send e-mails to the right address and dial the right number. The aggregate efficiency gain and cost savings are massive. We've attracted marketing professionals for many years, particularly demand gen professionals, helping them increase their efficiency at every phase of the funnel. At the very top of the funnel, we help marketers identify their total addressable market and drive them to their website using our integrations for a multichannel approach, advertising, e-mail campaigns and direct mail campaigns. With our streaming intent product, marketers can automatically target companies that are showing activity or particular topics and drop them directly into outbound campaigns and, in the future, into digital ads. Streaming workflows automates campaigns in real time throughout the funnel to not just the leads but the full buying committee, increasing the probability of closing business with the lead companies. Then with our website solution, we take the mystery out of website traffic that so many companies struggle with by identifying which companies are visiting which pages on their websites and reaching out of their buying committee within those companies if they have not converted yet. Progressing through the funnel for complete and Insent chat allow our clients to significantly improve conversion rates from their website traffic. And finally, we make the handoff between marketing and sales so much better by passing forward best information about leads and accounts. Recruiters and talent acquisition professionals, whether corporate or at an agency, face unprecedented competition for in-demand talent. The need to attract and convert is just as important for recruiters as it is for sales. However, recruiters traditionally haven't had the same set of tools available to them that marketing and sales professionals have. With ZoomInfo for Recruiters, we are bringing our deep expertise in the sales and marketing funnel to bear on recruiting. Our purpose-built experience for recruiters helps users uncover hidden talent within our best-in-class database and then automatically reach out through Engage for recruiters, e-mail sequences and auto dialing. Imagine that I'm an executive recruiter. I can set up a safe search to automatically find VP of product management candidates from the Boston area with Jira and monday.com experience at a company undergoing layoffs. In addition, we've integrated ZoomInfo for Recruiters to the most popular applicant tracking systems and talent CRMs so our customers can work within their recruiting stack. In the last year, we had a strong focus as a company on growing our enterprise business. Enterprise organizations have different needs compared to most mid-market and SMB companies. Their focus and level of investment in data and analytics across the organization is significant. We have invested heavily in products such as our enterprise APIs, custom data feeds and direct integrations into cloud data sharing such as Snowflake to become the single source of truth for other market intelligence. We have invested even further in our area of data APIs, recently launching Webhooks for real-time activation of programmatic go-to-market programs. The acquisition of EverString was an important element in this enterprise strategy, adding value for our master data management solutions today and in the future, deploying master database management strategy across our enterprise customers. And now Nir will present a demo of our Snowflake integration.

There are 2 major challenges in processing large amounts of data, compute resources and security. Until now, the only way to manipulate huge amounts of data in a secure environment was by using files and databases. But files are static, not updated in real time. And it's very difficult to manage or enforce data tools like matching and joining on top of them and are not really secure solutions. The second challenge is that as time goes by and data and business intelligence maturity across organization grows, we are starting to see more and more customers collecting huge amounts of data from the CRM to marketing automation, to ERP, to analytics on every aspect of their business. We help companies turn every piece of business information into accurate insights that drive better decision-making, better territory planning, better account prioritization and better understanding of their customers. How do we ensure that this is accurate and remain accurate? [ Match it ] to the right business entity, aggregate duplicate entities, attend key business contacts, locations, intent, technographic and then do that at scale across nearly 100 million companies. That's challenge that revenue operation professionals and data science teams have been spent a decade trying to solve. This is why ZoomInfo's partnership with Snowflake is something that really makes us excited. For the first time, customers can enjoy Snowflake security and robust query platform with every ZoomInfo B2B data sets and tools. It gives them the ability to match, clean and organize huge data sets in just few clicks at scale with the most up-to-date data. By providing a foundation of millions of company data points and signals, our customers have more comprehensive understanding of their companies and people they are selling to. Their data models and analytics become more reliable, and the business decisions they are making are most sound. Let's walk you through a real customer use case of how ZoomInfo data was used to power buyer persona personal model through Snowflake. The goal of this model was to identify correlations amongst the current user list and quantify these correlations with likelihood to buy score. The score is applied to a better route inbound leads as well as optimize greenfield expansion. The reference data used was the existing customer list, which was categorized into 5 tiers based on contract value. High contract values were given higher score. The customer list was appended with [indiscernible], revenue, industry, employee size, locations, technology stacks, list of all the technologies they use, and buyer intent signals. Regression modeling was applied to identify the strongest correlation across the data sets. These were then used to calculate the buyer propensity score. All inbound leads are appended with the bio propensity scores and assigned to the corresponding sales follow-up motion. Better leads were assigned to better sellers. Additionally, the same model was used to identify net new accounts, which were ideal prospects, but were not already in the existing pipeline. This is real data-driven marketing at scale for the first time. Thank you.

Good afternoon. My name is Chris Hays. I'm the Chief Operating Officer here at ZoomInfo. Today, I'll be talking about how we build our go-to-market engine, the result it has driven and how we work every day to continuously improve it with people, process and technology. I will be covering some of the initiatives we are focused on and how the framework of our go-to-market process will ensure ongoing success. So what does a world-class data-driven go-to-market approach look like? It looks like 50% year-over-year revenue growth across our customer base of over 20,000. It looks like the ability to bring a junior person in as an SDR and move them through our program in under a year, delivering an account executive capable of delivering over $1 million in ACV. The process that we have built ensures that we get value in the first 3 weeks of a person who joins ZoomInfo. And as they move through the program, the value we receive increases every month, ultimately culminating in an AE capable of delivering $1 million of ACV or an account manager driving $2 million in upsell or a customer success manager ensuring that clients are fully adopted and generating value from ZoomInfo. It looks like somebody hired an SMB account manager and giving them the tools and training to grow into an enterprise seller, supporting some of the largest companies in the world. It looks like investing not only in our sales team, but in our customer experience and customer success teams that support our clients' growth and success. While we have established a repeatable high-growth engine here at ZoomInfo, we know that a key to our success is having a product and team that helps our customers do the exact same thing. I think a great way to illustrate the ZoomInfo team is to look at a day in the life of the company. For this example, we'll look at a random Wednesday in March, specifically, March 24, 2021. On that day, our GTM team made over 25,000 calls and sent over 35,000 e-mails. We had close to 800 people inquired to learn more about what we do. The inbound team booked 279 demos, and the outbound team booked 183. The new business AEs created 258 new opportunities, and they closed out just under 50 new deals. From a traffic perspective, our digital assets saw over 405,000 unique visitors, and we had just over 90,000 of them interact with those assets. This is what a world-class GTM motion looks like on a random Wednesday in March. If we zoom out from the day and focus on some of the KPIs that we use to keep score and measure our success, and while the examples I'm sharing here are specific to our new business motion, they do apply to our existing customers as well. Starting with the inbound lead flow that marketing is built for us, we generate over 16,000 total MQLs per month. These are people who've come to our site and filled out a form to engage with us. This is the top of the inbound funnel and the inbound SDRs that we have working these respond to these requests in under 90 seconds, meaning that once the form is submitted, our team is reaching out to them in under 2 minutes. We have this SLA because we've tested and proven that speed to lead has an enormous positive impact on conversion to a created demo. The faster the response time, the better the conversion. This is something we've embedded into our culture over time, and we're extremely proud of this achievement. Another channel in our new sales funnel is our outbound SDR team. While our outbound SDR team is technically doing cold outreach, this outreach is done in a very informed and targeted manner that makes the motion closer to a warm outreach. At the heart of this motion is a ZoomInfo data asset. We feed this data back into our data lake where we intermingle it with data from our CRM system, our intent and scoop data and several other data sources in order to constantly provide our outbound team with great fit accounts, the relevant context of these companies and the insight for the SDRs to have meaningful conversations. This motion generates more than 4,000 demos per month. As we continue to grow as a company, there are a few key areas of opportunity that I'm going to talk about that we're excited to really lean into. These initiatives will be a big part of the future of ZoomInfo. Let's talk about the enterprise. Our unique position in the enterprise accounts is a huge asset for us. In 2020 and the first half of 2021, we made major investments in the GTM motion within an enterprise that are already paying tremendous dividend. We've built out our support and onboarding team in the enterprise to provide these clients a level of support they demand for us to be considered a strategic partner. We expanded the universe of accounts we deemed strategic and more than doubled the team in selling of these accounts. We brought in veteran enterprise sales leaders from companies like Salesforce and Adobe that refine our enterprise GTM, including our packaging and pricing. We have also put in place an overlay specialization team to support these accounts. We are extremely excited about the success so far with more than 950 customers with greater than $100,000 in ACV and our first 8-figure deal that the team closed in Q1. The 8-figure deal is a great example of how the team has matured and scaled. It was not just the sale of one product by one seller to one buyer but was instead a strategic purchase where ZoomInfo's enterprise account manager orchestrated the supporting team at ZoomInfo across a sales cycle that spans 6 months, working back with buying committees and stakeholders across sales, marketing, operations, finance, strategy and procurement. Final sign-off required 12 different individuals within the client's organization, and the products and services included ZoomInfo sales intelligence platform, enrich, streaming intent, websites, SFDC integration, Marketo integration, EverString and InboxAI. It truly was an enterprise sale. With our large TAM, expanding outside of the U.S. is more important than ever. 2020 was going to be the year when we put boots in the ground outside of the U.S. Like many things, COVID made that not a feasible option. We knew we wanted to accelerate our growth in international markets. But without being able to put people in the country, we had to seek other options. The first move for us was to take a team of account executives on the East Coast that would come in an hour or so earlier slightly overlapping with the EMEA time zone. We had SDRs working during that time to support those account executives, and the AE's calendar is filled up with demos from the U.K. and Ireland primarily. We had success, so we leaned in. The next phase was to spin up a team of dedicated AEs working EMEA hours in the U.S. Instead of giving a group of AE share responsibility, we dedicated them against the EMEA market. We didn't stop with the sellers either. We had a dedicated team of inbound and outbound SDR to support this team and drive pipeline growth. The outcome of this, international revenue has grown by over 65% year-over-year, exceeding U.S. growth. So now we know there is a strong market for what we want to do, and by focusing on it, we're able to capture it. The next phase in the evolution will be to open offices in EMEA and APAC. Open an office not only puts boots on the ground, but also provides ways for us to rapidly expand while not working off hours. In the second half of 2021, we'll be carving out international customers within our existing business as we expand the specialization and time zone coverage into our account management teams. This team will be operating under EMEA hours in the U.S. until we're able to find our office location overseas. We'll also be ramping up our CX international resourcing to scale with our sellers and provide our clients with the support they need in the hours that they work. A key element in our evolution was investing in and building on a world-class customer team that is laser-focused on our clients and the value they are deriving from ZoomInfo at every stage of their journey. In 2020, the team kicked off a project we called Magellan. It was an initiative focused on the customer experience and how to ensure customers drive the optimal value at every stage of their engagement. To support our clients, we nearly doubled the size of the customer experience team and aligned them against different steps in the customer journey. The most important part of the journey is how it begins. So we built an onboarding process that align with our goal of delivering value day 1. New clients have access to the platform within hours of coming on board and are able to derive value immediately to the intuitive platform and self-service instruction. For those clients wanting a more customized experience, we're able to accommodate that within days, be our onboarding process and team. The journey doesn't stop there. The value that ZoomInfo delivers is immense, and we offer progressive training to clients to tap into that value. In fact, we saw an increase of over 4x in year-over-year growth in the number of advanced user trainings that we completed. A big part of the value of ZoomInfo's platform is that it can live wherever your team lives. That's in the ZoomInfo platform for sure, but also in places like Salesforce, HubSpot, Outreach and more. To make sure our clients are getting the most value out of these integrations, we have an integration team that can manage the setup and trending on each of these integrations. We can accomplish this all at once, one integration at a time, depending on what the client wants. Our move to be a customer-first organization is already paying off. We're driving stronger [indiscernible] across our larger customer base. We're seeing improved logo retention and increased seat utilization across all sizes of customers. We have continued to refine and scale our already world-class go-to-market motion. We've continued to build out our enterprise motion, not only on the sales side but on the support and integration side as well. We have proven market demand for offerings outside of the U.S. and have shown that the motion that we have used effectively in the U.S. can and will succeed as we move into other countries. All of this, and we're still in the early stages of penetrating a large and growing TAM. The truly exciting part of the story is that we're evolving from a sales and marketing intelligence platform to a go-to-market operating system. With offerings like ZoomInfo Chat, Intent, [indiscernible], Engage and Workflows, we are positioned to not only provide insights about what markets to target and when, but enabling them to use our platform to activate their campaigns, interact with their prospects, touch their clients and feed those interactions back into our platform to provide additional insight and value that can inform future campaigns and drive future revenue. With our world-class GTM and customer support team, and with our unparalleled distribution channel of our 20,000 and growing customers, we are uniquely positioned to transform how organizations, big and small, think about what it means to sell and market in the 21st century. Next up, you'll hear from Shane as he discusses with our customers, T-Mobile and UiPath, how they successfully use ZoomInfo. And following that, you'll hear from Chief Financial Officer, Cameron Hyzer. Thank you.

Hi. I'm Shane Murphy-Reuter. I am the CMO at ZoomInfo. And today, I'm joined by Michelle Worley from T-Mobile.

I'm Michelle Worley, and my job is Director of Seller Enablement for our T-Mobile for business organization. And really, my team's job is about designing and enhancing all the levers, whether it's insights, tools, processes, programs, incentives that really enable our sales reps to be successful every day.

Well, thank you for joining us, Michelle. It's wonderful to have incredible customers like you and really partners who are helping write the ZoomInfo story with us.

So when you were choosing ZoomInfo, what was the biggest pain point that you're experiencing prior to bringing ZoomInfo on board?

Well, the pain that we have in our business is that sellers spend about 40% of their time on the prospecting motion. And many of the tools we have didn't give the right who, what, when, where and how type information to our sellers about our prospects, that they really needed to do a good job to do prospecting.

Yes. So what capabilities of ZoomInfo have you been most impressed with since you brought us on board?

Really great contact information. So direct dial information, direct contact information, information around how -- as people move from one company to another. I think back and I think we had things like campaigns where we had to actually disposition people that had left one company and moved to another company because our data prior to ZoomInfo was just so poorly constructed.

And as you look to the future and how you might use ZoomInfo in new ways, are you considering using it beyond customer acquisition, for example, existing customer expansion and those sort of things? Would love to hear, as you plan forward, if there are other ways that you're hoping to leverage the product.

What we've been doing is really putting a lot of focus on making sure that we are bringing in sales and marketing and operations, which I'm in, really into the think tank altogether and formulating a strategy that starts by using all of the same data. And much of that data is from ZoomInfo that we're leveraging for intent, we're leveraging for digital, we're leveraging for our campaigns, for our nurture tracks, with marketing so that as they provide those to sales, we have that continuity, and then, of course, making sure that we have a good feedback loop from sales back to marketing so that we can continue to improve upon those efforts every day.

That sounds great. It's exactly how we're starting to use the product across our marketing team. As you think about those new use cases more generally, are there any things that you'd love to see on the product road map from ZoomInfo to help?

More about the business structure. So what companies relate to other companies or entities that they own, whether it's equity holding, subsidiaries, franchisees, affiliations, et cetera, really want to understand that relationship more because that tells us a lot about the buying center. So that's kind of one critical thing. In 2020 with merger in our small, medium business space, we move to territories. So we've been able to leverage some ZoomInfo data to help us design our territories. And what we really want to be able to do with ZoomInfo is now understand where we've been most effective, where we have opportunities to expand and be able to overlay other pieces of information around potentially propensity to buy type information to build a model that will help us understand where we should choose our next territory.

That's great because that's a great segue into what was going to be my next question, which is, obviously, Sprint and T-Mobile have recently merged. I know that you were a part of -- a big part of that merger. How has ZoomInfo helped make that merger easier from an operational and marketing sales perspective?

Yes. Great question. Well, the fortunate thing is both Sprint and T-Mobile prior to merger both had ZoomInfo, and we're leveraging its tools at least for a portion of their sales organization. So that was great from the start. But really quickly, ZoomInfo was able to come in and help us make sure that we had the right licenses to the right people and really make sure our -- all of our sales reps were utilizing the same tool, the same features, the same functionality because as you come together and operate, one of the things that you really want to try to do is that you want to try to make sure that you have as much efficiency and make it as easy as possible for your sellers. It was -- it worked great for T-Mobile. We not only stabilized productivity throughout the merger, but we've actually grown from a productivity standpoint at our rep level. And so we're seeing some really great success, and ZoomInfo was certainly part of that.

And so Michelle, what would happen if you took away ZoomInfo from your sales team?

Mass chaos. So still, the thing that we hear most about is we want to have more and more information about our prospects. And so we don't have an option at this point to take this tool away. We want to make sure that people have at their fingertips contact information that they can then feed into sequences that they are able to do outreach on. And without ZoomInfo, we don't have that tool that has that addressable market.

Well, Michelle, I really enjoyed our conversation. Thank you again for being such a wonderful customer and wonderful guest. Thank you for being here.

Shane, it was a pleasure. Thanks so much for having me.

And our next guest is Sean Kay from UiPath. So Sean, just for people who may not be overly familiar with UiPath, what exactly does UiPath do?

Shane, we're the worldwide leader in robotics process automation or RPA. And really, at the end of the day, RPA is about emulating human behavior. So our technology allows us to take mundane and repetitive process that humans do every day, essentially, the robotic processes that humans are doing and take that out of the human and put it into a robot where we think that belongs and allow our workers to do the things that really matter to them. So we really are all about transforming the way people work, live and play.

So Sean, what exactly does your role encompass at UiPath?

Yes. So Shane, at UiPath, [indiscernible] fortunate ability to look after our velocity business in the Americas as well as in Latin America. And for us, that really is customers in revenue under $2 billion. So it's really this unique segment that we're focused on providing acute care and attention to, coupled with creating demand and activity for all of our sellers in the Americas as well. So we actually also look after the business development group that's charged with sort of prospecting, dealing with inbound leads and working closely with marketing as well.

And so more broadly, just how has ZoomInfo contributed to your overall expansion as a company?

Yes. So we continue to -- in our org, specifically around the velocity org, we're about landing new customers and really then expanding to long term. But the ability to land only comes with being able to get touch with the right end users at these clients. And for us to be able to do that, to consume and turn through some of the data and find the right context, like I said before, tools like this, it was like the needle in the haystack. And for the way we look at ZoomInfo, coupled with the rest of our tech stack, we're able to find the needle without having to dig through a haystack. And that's superimportant because everyone's days are jampacked. The time to value is important. And in our case, we're in one of the fastest-growing enterprise software markets ever. And for us to be able to get to clients sooner, and whether it's based on either intent, data, demand, other tools that we're using that are finding customers sniffing around our website, being able to then look at what those customers are, where their names are from and then find some good solid contacts to reach out to, time is -- time kills all deals and time is -- it's speed to market here for us, and we can [ redo ] that with the technology we see from ZoomInfo.

That's great to hear. And as you look forward and you think about how you can use ZoomInfo new ways within your go-to-market operation, what are some of those things that you might see on the horizon for how ZoomInfo can help you with the things that are coming up for you?

Well, our technology continues to evolve as a platform ourselves. And we're fortunate enough where we have a number of different personas that we call on, whether that be in IT, finance, operations, HR, supply chain, and those are unique groups. And being able to have access to all those different areas within your technology really allows us to go deep and wide with our customer base. And that's really our force multiplier. We can gain traction in sort of one area of the company and then look to expand it. We need to be able to go leverage contacts to do that and sell the story that would maybe land it in another part of that company's business. And the power of the ZoomInfo technology and the platform allows us to do that.

Well, thanks, Sean. Really great to have you. Always amazing to spend time with our customers and learn how they get evaluated the tool. I hope to meet you in person someday in Boston once this is all over. Thank you for joining us.

Shane, thank you and thanks for the opportunity to be here with you folks today. Really appreciate it and look forward to seeing you guys in Boston someday soon, too.

I'm Cameron Hyzer, CFO, and I would like to take a few minutes to translate what you've heard today into our leading financial model. As you can see here, ZoomInfo is a top quartile grower among all public SaaS companies with 41% growth anticipated by our guidance and analyst consensus for calendar year 2021. But for us, growing for the sake of growth isn't enough. We focus on driving sustainable growth over the long term. Part of our formula to drive sustainable growth is combining growth with high efficiency and high profitability. This allows us to better scale our organization and reinvest operating leverage back into sales and marketing capacity and R&D innovation that will drive continued growth well into the future. This puts us in a unique position compared to other high-growth SaaS businesses. You've heard me say this before. For us, the balance between growth and profitability has always been an and statement, not an or question. And by driving high growth and profitable subscription business model at scale, we leverage our efficiency to grow sales and marketing capacity above 30% annually to sustain elevated growth going forward. We delivered consistent growth, as demonstrated on the next slide. Most recently in Q1, we delivered GAAP revenue of $153 million. This represents 50% year-over-year growth and 12% sequential growth as adjusted for days in the quarter. During the first quarter, we continued to see strong new customer additions and positive momentum with respect to retention and upsell activity. We also continued to successfully execute against the large and growing enterprise opportunity. In the quarter, we doubled the number of greater than $100,000 ACV customers added as compared to Q1 2020. As a result, as of March 31, we had more than 950 customers with $100,000 or more in ACV, up from more than 630 last year. We also continued to expand our customer base outside of our early adopters in software and business services, with particular strength in bringing on new customers in finance, insurance, real estate and manufacturing verticals. Additionally, during the quarter, we added more resources to capitalize on the growing international opportunity, which resulted in a days adjusted sequential quarter international revenue growth of 14%. With international revenue growing faster than the overall business, we now have over 10% of our revenue coming from international markets. In the first quarter, adjusted operating income was $66 million. This represents a margin of 43%. We also experienced 35% year-over-year growth in adjusted operating income. We increased our investment in research and development in the quarter as planned, investing to expand our data advantage and further extend the work phone activation capabilities of our platform. We also continued to increase sales and marketing capacity to go after the large and expanding market opportunity in front of us. Unlevered free cash flow was $98 million for the quarter, representing 63% margin and almost 150% of adjusted operating income as both billings and collections were strong in the quarter. We also experienced 77% growth in unlevered free cash flow. Looking forward, we anticipate unlevered free cash flow conversion rates in the high 90s or 100s as a percentage of adjusted operating income on an annual basis. Our performance in Q1 and historically demonstrates our durable growth and profitability at scale. The second part of the formula to driving sustainable long-term growth is the breadth of opportunity that we can attack. At the time of the IPO, we estimated our TAM was $24 billion using our platform to provide a universe of potential customers in our contract history to develop potential spend. On an apples-to-apples basis, using a similar approach, we estimate our global intelligence TAM to be $26 billion today. In addition to the core intelligence platform, we have grown our ability to drive value for our customers and added to the TAM with development and acquisitions. In Q3 2020, we launched Engage, a sales engagement platform designed to help sales teams maximize productivity through access to an automated sales dialer, built-in e-mail automation and workflows to manage sales tasks. We estimate this opportunity to be an incremental $7 billion. In Q4 2020, we acquired EverString, which provides data management capabilities, including account and firmographic Data-as-a-Service for the enterprise market. EverString's proprietary AI and machine learning has mastered sourcing and tracking of information on the long tail of SMB companies that are notoriously hard to detect and maintain. We estimate this opportunity to be an incremental $6 billion. In Q1 2021, we formally launched our Recruiter offering. It is designed to help recruiting teams identify, target and engage with top talent, even when that talent isn't actively in market looking for a new role. Recruiting teams can uncover timely and accurate data, such as work history, technologies used and departmental organizational charts to help them better understand managerial, functional and technical experience. We estimate this opportunity at an incremental $6 billion. Finally, we announced earlier this month that we have acquired Insent, a conversational marketing provider that enables marketers to engage with their prospects in real time. This will enhance our engagement layer as our -- of our platform, as Henry presented. We estimate the opportunity for conversational marketing at an incremental $7 billion. As we expand our platform to revolutionize how companies go to market in a comprehensive manner, we estimate our aggregate TAM today at $52 billion, more than double our estimates a year ago. With applicability to every business that sells to other businesses, regardless of industry or size, we are still in the early chapters of growth. Not only will we continue to add new customers as we help improve go-to-market motions across industries and geographies, but we'll continue to add more functionality and capabilities for those customers that we already serve. Given this massive opportunity in front of us, we believe we have the building box in place to grow to over $2 billion in revenue by 2025, more than quadrupling our revenue from our most recent fiscal year in 2020. How will we get there? As you have seen this past year and during the years before, we are laser-focused on execution. Given our market-leading platform and low penetration against the large and growing market, the primary hurdle to achieve $2 billion in revenue by 2025 is building the sales and marketing capacity to continue to bring on and grow customers. Based on our Q1 performance, we see line of sight to an incremental $1.1 billion in annual revenue with existing resources over the next 4 years. And we anticipate ramping sales and marketing capacity over the next 12 months to deliver on that $2 billion revenue target in 2025 on an organic basis. As we think about growth and profitability, we believe we will maintain cost of service, R&D and G&A as a combined percentage of revenue in the low 30s, enabling us to further increase our investment in innovation as we realize operating leverage in the business. We manage sales and marketing costs as a percentage of revenue based on the growth that we drive. The key takeaway here is that at top line growth levels around 40%, we anticipate adjusted operating margins in the mid-40s. When we are able to accelerate growth, we'll see lower margins on those higher growth rates. And conversely, we would expect to bring margins back to higher levels at lower growth rates. At $2 billion in revenue, the total sales and marketing costs would be around $500 million if we maintain a consistent percentage of revenue to what we invested in 2020, and we believe we can grow into this over the course of 5 years. Moving on to our target financial profile. Just like every part of our business, our capital structure is extremely efficient. We have low-cost debt given our profitability profile and achieved extremely competitive pricing during our refinancing in Q1 2021. Our $400 million term loan is priced at LIBOR plus $300 million, and our 8-year $350 million senior notes are priced at 3 7/8, the lowest level achieved by a single B-rated company. As of March 31, our net debt to credit agreement EBITDA ratio was 1.2x. Our gross debt and net debt are 4% and 2%, respectively, as a percent of enterprise value. As demonstrated, we have a prudent approach to leverage. We are targeting an upward rating trajectory and credit profile consistent with investment grade over the next several years given our expected scale, growth and profitability profile. We focus on maintaining strong liquidity for strategic acquisitions and organic growth initiatives between cash on the balance sheet and revolver capacity. We have and will continue to focus our investments on organic and inorganic growth opportunities. Given our successful M&A track record and our plan to continue to pursue acquisitions, I'll briefly discuss our philosophy and approach to M&A. First, we target high-value adjacencies where we can leverage our leading go-to-market organization to drive significant growth. With an LTV to CAC well above 10x across our scaled go-to-market team, touching tens of thousands of customers and prospects, we have a proven, highly efficient go-to-market engine with a track record to bring solutions to market. Second, sales and marketing teams currently purchase a wide variety of niche solutions to help drive go-to-market effectiveness, but these solutions require integration among themselves and with a high-quality third-party data and insights that we offer to create cohesive go-to-market motions. So we look for products that can tightly integrate with our data and insights to create a differentiated value proposition to customers that competition cannot match with point solutions alone. Third, we look for technologies that are near to what we do and adjacent to our current offerings. We stay close to home, but look for assets that provide immediate and long-term value to our customers while expanding our total addressable market. We believe that there is a real opportunity to become the de facto operating system for all go-to-market teams. Henry shared this vision with you, and this is what drives us each and every day. And finally, from a financial perspective, we look for transactions that are accretive to our adjusted operating income in the near to medium term. With that, please enjoy a few short videos as Henry, Chris and I get set up to begin the Q&A portion of the event. [Presentation]

At this point, we're going to transition to a question-and-answer session with Henry, Cameron and Chris. [Operator Instructions] With that, let's open it up to questions.

Great. Thank you, Jerry, and welcome, everybody, to the question-and-answer session of our Analyst Day. I hope you enjoyed hearing a bit from our team, our customers and Cameron and Chris and I. And we're here to answer your questions. We're going to open up questions now from the Zoom chat. So we'll take our first one. We're going to try to get to every question. So if you could keep your questions to 1 question, we'll get through, hopefully, all of you. Hi, DJ.

I guess I'm up. Congrats on the continued momentum. I wanted to ask, look, as we think about kind of how you're enhancing the engagement [indiscernible] the platform, how do you think about complementing the existing go-to-market infrastructure versus replacing it, right? I mean you guys have such a low friction sales model today that I think an evolution towards more replacement would complicate that a bit. So I'd just be curious to get your thoughts on that.

Yes. Let me start on it, and then I'll pass it over to Chris to button up. But first, I think we look -- especially from an M&A perspective, we look at solutions that we think the broadest swath of our sales team will be able to sell and take to market seamlessly. And so we take into consideration, even on the build side, on the buy side, how well can our sales team take this solution to market. And we want to be developing and acquiring technologies that the broadest swath of our sales team can take. Now there are situations where it makes sense to bring in an overlay team, a solution sales team. If the solution is a little bit more technical or complex to bring to market, then most of the technologies sit inside of our stack today. But by and large, we're looking for technologies that all of our sellers can sell. Like, Chris, follow up if there's anything you'd add?

No, 100% Henry. And I think one of the other things about it is as we talk to our clients, there is an appetite for consolidation. So the sales tech stack, the marketing stack has gotten proliferated. So there is an appetite for consolidating. So even though maybe it adds a little bit of complexity, the appetite for that consolidation, I think, certainly outweighs that. It's a great question.

We have Stan from Morgan Stanley. Stan, you're on.

So a very impressive $2 billion revenue target for 2025. I think as people think about that number and what people had in their models longer term, I think that's -- they're going to see that there's -- it's probably a little bit higher than what people had in their base case models. What gives you guys the confidence to come out with this really impressive $2 billion target? And within that $2 billion, what role does the enterprise selling motion and the enterprise momentum that you're already seeing have in getting towards that $2 billion target?

Sure, Stan. Great question. And I think when we look at our potential to grow revenue, there are really 2 things that we're focused on. One is the TAM or the addressable market that we're going after. And we think that, that's a huge market. There's a lot of opportunity up for us. And it continues to grow as we add more functionality and more capabilities to the platform. So we think that our addressable market at over $50 billion today and continuing to grow gives us plenty of runway to get up to and beyond that $2 billion revenue level. And then it's really about execution and continuing to invest in our go-to-market motion as well as our R&D innovation. And so if you look at our capacity that we have today in terms of our go-to-market motion on an annualized basis in Q1, we think that over the next 4 years at that same level, we'll be able to generate over $1 billion of incremental revenue. And we continue to grow that team and think though within the next 12 months, we will achieve the capacity needed in order to continue to drive revenue up to that point. So given our track record of consistent execution, we believe that we're able to really get there and achieve that level of revenue.

Mark with JPMorgan.

Great presentation. I want to leverage the fact, Henry, that you're sitting there with Chris as well. Thinking back on this, you had closed your first 8-figure transaction in Q1. And now, Chris, you're talking about larger, more transformational discussions with large enterprises. I'm kind of wondering what would we see, if we could somehow look at your pipeline of the 7-figure and 8-figure deals, just how is the breadth and volume of those larger-scale opportunities up market today?

It's a great question. I think in 2020 and then the beginning of 2021, we brought in some key people on the team. I mentioned them. We brought in people from Salesforce and from Adobe to help round out this motion in the enterprise. And we had done a really good job of growing on merit in the enterprise space. And now with the thought leadership and the group that we've brought in around us, we're able to be very deliberate around that. And we feel extremely positive about what's going to happen for us, what's happening and what's going to continue to happen for us in the enterprise and the sales within that group.

Next question is Raimo.

That was a great presentation, a lot of detail in there. I just wanted to talk a little bit about recruiting. I saw the addition to the TAM number, and it's a nice size. But if you think about that opportunity in the long run, are we just scratching the surface there a little bit, if I think about like what's possible there. Because to me, in the long run, it feels like it's almost they say -- it's not the same size, but it probably could be bigger. Just can you talk to that a little bit?

Yes. I think.

So maybe I'll jump in on the TAM, and then I'll -- sorry, go ahead, Henry.

Sure. Go ahead, Cam. Well -- okay, I'm going to go. I think that first, when we think about what recruiting is today and where it can go, today, it's largely candidate sourcing married to technology for engagement and analytics on that engagement. There are a -- there is a lot more at the front end and the back end of the sourcing pipeline that we can get into. Right now, we're focused on the passive candidate. You could be focused on the active candidate. Right now, we're focused on direct communication with the passive candidate. You could be focused on a passive communication with the candidates. So there is a lot more that we can do around helping companies source their talent. Today, we're focused just on passive recruiting married to technology for engagement with that passive candidate. But there are a lot more places to go to help talent acquisition professionals recruit their next talent. So I think what you're seeing today is reflective of what we're building today. But we have a big opportunity to continue to build that further there. And then Cameron, go ahead.

Yes. I was just going to reflect on the TAM assumptions that we had. We do -- I do feel that they are relatively conservative, as in Henry mentioned, really focused on what we do today and not where we could go in relatively near future. So I do think, if you look at other recruiting platforms that might be adjacent where it provides similar levels of functionality as we do, you'd probably come up with a much larger TAM over time.

Hi, Koji.

Can you hear me okay?

Yes, we can hear you, yes.

Great. Just one quick question from me on Insent. I know it's super early. You guys just did the acquisition, but any sort of very early, early feedback that you're getting from the customers out there on the Insent product? And anything to share there would be helpful. And I guess, kind of digging into that acquisition a little bit more, was this something customers were asking for? I mean I'm just curious to hear the thought process on why you wanted to go with this marketing chat application here?

Yes. A couple of things. I'd say, first, we're already accelerating sales inside of Insent by just in the very early days. And so this is something that not only customers were asking for, but we saw a number of customers implementing on their websites. And what we heard from them was, we get the reason why chat should be here, but we're not seeing the results we anticipated with chat. And we firmly believe that the reason for that is that there isn't workflow tied to the chat, that there isn't data and insights that are delivered to the SDR or the account executive following up with that chat in real time about the visitors on the website. There isn't anonymous visitor identification, so you can do routing in real time as people are on your website. And we really believe that we could provide a much stronger chat experience that led to higher conversion rates and better outcomes for our customers. And so when we look across our customers, it's still a very small percentage of them who deploy chat. But you see the forward leaning more sophisticated organizations add chat to their website. And really what's driving that is we have marketers spending significant amounts of money to drive that traffic to their websites. And then the conversion rate organically is in the 1% to 2% range. And that's a terrible waste of money from a marketing perspective. And marketing is so tied to sales in this motion that they need the seller there to convert that traffic into a lead to an opportunity to revenue. And we own that window pane of sellers. And so we see this tremendous opportunity to bring marketing together with sellers in our platform, provide a completely new experience around chat that is leveraged by the data and insights that we collect and increase conversion rates and increase the conversion rate on the investment that marketers are making to drive that traffic. It's a very natural fit in our vision to build a modern go-to-market platform. It fits right in it. It's going to be accretive in the short term. Our sellers can sell it. And it gets materially better with our data and insights as the core of that platform. And Michael from Wells Fargo.

I'll echo my thoughts just on this is certainly useful venue for discussing ZoomInfo. I want to just go back to some of the attributes you laid out, the power of richer data, better alignment between sales and marketing, the new recruiting use case. It seems likely those have a tangible ROI also attached to them. So I'm just wondering if there are any stats you can share around the ROI case for ZoomInfo and maybe how that contributes to the sub 30-day median sales cycles Chris pointed to during his presentation as well.

Why don't I give an example, and then Chris can talk about some more specifics. But we recently had a 6-figure HVAC maintenance firm come on as a client. HVAC maintenance firm, you don't think of that when you think about ZoomInfo or modern go-to-market motions. And the way that HVAC maintenance firm went to market was literally they had a team of field sellers who drive around downtown areas. They park their cars. They go into a building. They read the tenant list. They write that all down. And then they come back and leave a brochure for the different companies. That's how they went to market in 2021, which is a terrible way to go to market by anyone's standard. It was a terrible way in 2015 or 2010. And so what they're able to do with ZoomInfo now is coming to ZoomInfo, put in a metro area and, in one click, see every business with offices located in that metro area. Once they have that, they're one more click away from seeing every director of facilities, every director of operations, every CEO and COO at those companies. And then they're one step -- they're one more click away from seeing which of those companies have been doing the biggest amounts of research on HVAC, HVAC maintenance, heating and cooling, which of those companies are increasing their research on those specific topics. One more click, and I can move all of those into an automated sequence inside of Engage and automated sales flow where I have messages that go out on day 1, day 2, day 3, phone calls that are lined up and tasks that are managed for your sellers. And that is an end-to-end go-to-market experience that's digital. It's driven by digital signals, and it brings all of your field sellers in-house and makes them tremendously more effective. And that is the vision that we're driving towards, and that is a tremendous ROI that a company like that sees. And it doesn't take much to wrap your mind around selling in a digital age when you see our platform and what's capable with it.

Yes. 100%, Henry. And I think as we get into these conversations with sellers, marketers and we show them the power within the platform and the power to use the data, to activate the data and to deliver it back to their sellers, they realize very quickly that this solves a key problem in their go-to-market. They get excited and they lean in. And as Henry mentioned, the one click here, a next click to actually do it. They get excited and that's, I think, one of the things that moves deals along at the velocity that we see, as people see the potential and are able to realize that very quickly. And on the recruiter side, it's a similar thing. We're not necessarily tied directly to revenue. But when you think about actually hiring a candidate, where you could spend 30, 50 large expense around hiring the right person, so having a tool like Recruiter that allows you to go in and find candidates that you might not have been able to find in another way and bring those people in, the ROI there is very, very quick, and people see it and they get it and then they move.

And oftentimes, with the Recruiter solution even, they're comparing us against the cost that it would cost to hire a staffing agency or an executive headhunter to go capture those candidates. And that's one placement. One placement a year will pay for your subscription to ZoomInfo. And so the ROI is so clear in that way. And I would say -- one other thing I'd add here is I would challenge you to find a company that can sell a $30,000 ticket piece of software in a 1-day close. That happens to us all the time. And it's unique, and it's unique because the value is so clear to the people we're selling the solution to. They can buy it on a Monday, get up and running on a Wednesday and see value on a Friday. That quick time to value is incredibly unique with ZoomInfo and doesn't exist amongst most other software solutions in the marketplace. [indiscernible]

As you think about the evolution of the product, Henry and team, today, the product looks very different than it was a year ago. And as you think about the boundary between where ZoomInfo ends and the CRM ecosystem begins, how philosophically, Henry and team, how do you think about that over the long term?

Yes. Look, I think, first, this is a solution that brings CRM and marketing automation and sales automation systems to life, no question about that. And what we hear most from our enterprise customers is we want to turn CRM from a system of record to a system of insights. And we recognize that what exists in the CRM organically is not what's going to get the sellers to engage with that platform. And so we really do believe that our data, our insights, our technology, the software we're building embedded inside of CRM, where a lot of our solutions are embedded directly inside of CRM, whether that's our InboxAI solution, our Intent data, our Engage solution, we're embedding that right in CRM, and we're giving sellers a motivated reason to come into CRM and engage inside there. And we recognize that companies, especially enterprises, they want to be best-in-class in their usage of CRM. And so our focus today is on bringing those systems to life and filling in, in places where CRM organically doesn't have a solution to fit in. And so we feel really good about that symbiotic relationship, our partnership with CRM and marketing automation systems and our ability to bring those systems to life with our data insights and our technology.

And my second question is, in that context, Henry, today, the vast majority of your revenues come from data, the data layer of your platform. What do you think the split between data and the non-data aspects, engagement and workflow, are going to be over the long term? Are we talking about 50-50? Or maybe data is still going to predominate in the long term? What's your best guess?

Look, I think today, all of it is growing. And so the data piece is growing, and we're still incredibly early in the marketplace from a data perspective. We're meeting with customers every day who don't have data and insights driving their go-to-market motion. And so that TAM in and of itself is a $24 billion TAM that we're single digits penetrated in. And so there's an incredible opportunity still just in the data piece. We're going to continue to grow that. And I think you'll see every product that we've released over the last year has accelerated materially. Our Intent product, our Workflows product, our Engage product, our motion internationally, our Recruiter product is getting real momentum today. And so you see us releasing new products that are getting tremendous momentum. Those are going to continue to grow. The data piece is going to continue to grow. I do believe that in 2022 even, you're going to see material contribution from those other products in our overall revenue, and it will continue to grow over time.

One other thing I would add, too, to that is when you think about the interaction of the products, so the core information later, data layer and you add back that to activation and you add back to that like things like chat, as those things come together and clients start to use them collectively, then it makes -- it lifts the whole thing, the net retention rate for clients using multiple things, multiple solutions across our customer base are much higher than somebody just using one. So there is this flywheel effect. And as this grows, the overall business grows and gets healthier as well.

I mean Engage, I talked about Engage. It's such an incredible example of this. And investment in dollar in Engage makes the Engage product better, allows us to attach more on the account management and new business side. An investment dollar Engage also makes our recruiter platform better, because Engage is packaged in over there for recruiters and makes our international motion better, where we package Engage together with our platform internationally. And best of all, it increases retention rates and renewal rates, like Chris mentioned, on the overall platform. And so you really do get this flywheel effect going when you're investing in these products that are getting traction on their own, but are driving the ecosystem in a much more positive way. Hey, Alex.

So first, congrats on a really great Analyst Day. It was tight. I was on message. So congrats on that. I wanted to ask about the target, and you've talked about it a little bit. But with respect to -- you look at that $2 billion target, you think about the visibility that you have on it, how much of that -- in 2025 when we're sitting here, in terms of seats versus revenue from the incremental modules, how much -- how should we think about that breakdown? And given the net retention going up by as much as you talked about just around Engage, how does that look when you start layering in the other products, and again, in a holistic way looking at that kind of time line and this ability that you're laying out here?

Sure. Thanks, Alex. And I think we've historically seen more of our retention or expansion growth come from seats. But we are seeing more and more momentum coming from the incremental products and functionality that we offer. Realistically, it is a complete platform, and the different pieces of the platform actually are additive to each other and that flywheel that Henry talked about. So you will have continued growth across the board. But I do think that more and more of the growth, and particularly as we work on accelerating the net expansion that we see from customers, will come from those incremental products and services, whether that's Engage or more Intent data or our chat functionality, whatever it is, all of those do add to it and, in our mind, help to incrementally add growth to the overall platform. The thing that you need to be careful of, though, is that there is so much growth potential, and we continue to see great momentum in the core intelligence market as well that it's hard to kind of create that mix shift when we continue to see the core intelligence market growing at 40-plus percent in recent periods and a lot of runway for that to continue for the medium term.

Hi, Siti.

I also convey my congratulations on this first Analyst Day. I just want to begin a little bit on the recruiting offering. How do you differentiate from your competition in this recruiting offering? One question I was getting from investors is with competition with LinkedIn. When I think of sales intelligence, you have clear advantage, given you have access to professional e-mail and work e-mail and phone number. So when it comes to recruiting, how often professional wants to get connected and not connected in their work e-mail. So that was the question I was getting. So it would be great if you could explain how customers are using recruiting. And then Henry, when you think about $2 billion goal, what percentage of revenue recruiting could be?

Yes. So first, what I would tell you is very similar to how we talk about LinkedIn Sales Navigator on the LinkedIn platform, it is a closed system. And so your ability to -- or a closed channel. Your ability to engage with a prospect or a candidate on LinkedIn is limited to LinkedIn. And there are all these other ways that sellers and marketers go to market, and there's all these other ways that are more impactful for a recruiter to engage with the candidate. The most sophisticated forward-leaning staffing agencies and talent acquisition arms, they are reaching out to individuals at their professional e-mail address. That conversation may move to a personal e-mail context, but that outreach, you know it's going to be seen when you send to somebody's professional e-mail address. And what we've seen from our customers is their response rates, their open rates, they increase when they're communicating with someone on their -- in their professional realm. As opposed to in an InMail in LinkedIn, which is a great channel for recruiting, and we use InMail for recruiting as well. And -- but it is one channel. And if I don't log into my LinkedIn and open my messages and go read it in that platform, I'm never going to see that message from a recruiter. And you compare that to an e-mail coming into your business e-mail box, you are going to see that. You may move the conversation to your personal e-mail box, but that is a touch and a channel that is important to the recruiting motion. And I think what we've seen in the talent acquisition space is they have adopted LinkedIn as a solution to identify candidates and engage with them. And then they're looking for more data, more technology now to really build that out. They have confidence that they can use data and data gives them an advantage, and they want to do more of that. And then the other thing that we see is that processes are still incredibly bespoke. And so if you go into a talent acquisition department, what you see them doing is a lot of Excel spreadsheets tracking who they contacted, how many times, whether they got back to them, how many additional candidates there are. It's a lot of pen and paper and Excel spreadsheets. And what we're able to do beyond just being a candidate database inside of a recruiting solution is marry that with technology that automates outreach, that increases engagement rates with the analytics that come back from it that suggest look-alike talent for them to reach out to, that tells you talent who is likely in market for a career change. And bringing all that together really empowers the talent acquisition professional in a way that they're not empowered today with the competitive set. And on the -- yes. And Cameron, do you want to touch on the size of the recruiting solution and the $2 billion projections?

Sure. The way that I often think about this is relative to the TAM. So the recruiting TAM that we've rolled up is over 10% of what we see is our overall TAM. And I think that in the -- for us, we think really long term. So in the shorter term, that is 2025, I think that we're still going to be ramping up to kind of having an equivalent level of penetration relative to our intelligence platform and probably something below that 10% number. But I think we see real value to the customers with respect to the recruiting platform as well as the other ancillary functionality sets that we're bringing online. And we see those ramping up and getting to those levels over time to be equivalent to where we see the TAM.

And yes, I'll quote what others have said, Henry, a lot of content in a short amount of time. We do probably write 10- or 20-page notes. My question might...

I look forward to reading those. Sorry.

That's very nice of you. I'm not sure if I totally believe it, but that's fine. One thing on Engage, so it was a good data point on 1Q in terms of the triple-digit growth sequentially. Given that, that's still a nascent area, there have been a lot of interest. Should the growth and adoption continue at that kind of growth rate? And the second part of the question is we're seeing a lot of funding from these sales engagement tools like Outreach, SalesLoft, Gong, et cetera. Are you competing directly against those companies with the Engage product?

You want to take that, Chris?

I can take the competitive one.

Yes.

Yes. I mean we're in the market, and we're having conversations with our customer base and with new logos. And in some -- in cases, we are competing with the likes of SalesLoft and Outreach. So that is a place that we're playing. And mostly, that space is still fairly nascent, meaning that people are coming to us and not with a solution. So it's not a displacement motion. It might just be we're competing for in a logo. But yes, we're definitely playing in that space.

And not so much, Terry, with -- Gong doesn't have a solution in the sales engagement space. It's a conversational intelligence provider. So we don't compete with them today with those engagement solutions. We are, as you know, seeing tremendous growth from Engage. And so we do believe that it will make up a meaningful part of revenue in 2022. And like Chris mentioned, most often, we're not seeing a competitor in our sales cycles. We're seeing white space. I think one of the most interesting things that I've seen is we've been involved now in a couple of RFPs. And when you look at what the RFPs require from an integration perspective, the ones that we've seen, they require an integration to Salesforce, and they require an integration into ZoomInfo. And if that doesn't tell you how competitively differentiated we are when we go into that market and why we have a right to win in that market space, it should. When one of your key integration points into those solutions is ZoomInfo, it makes sense for us to also include that engagement layer. And in this case, what we found was, look, if you're going to automate the sending of e-mails and phone calls to professionals, well, the key ingredient there is e-mail addresses and phone numbers to be able to do that. But an added value point is, once you're seeing the analytic come through, who is responding, who is not responding, our ability to deliver a look-alike audience in real time is something that nobody else is able to deliver on. And so we do see a tremendous opportunity there that we're going to continue to invest behind both from a go-to-market perspective and a product perspective. Brent?

How is it going? Nice to see you, Henry, Cam and Chris. I wanted to ask a question around the pace of enterprise expansions here. I think what stands out to me is hearing companies like T-Mobile, UiPath talked about how instrumental ZoomInfo is and has become. Other customers talking about giving them superpowers. And you couple that with this 3-year journey where you highlighted that enterprise customer that started with data intelligence and then expanded to an 8-figure contract in, I think, just 3, 4 years. My question here is, are you seeing a broader swath of enterprise expansions where they are starting with data, but now kind of taking the full application bundle and you could start to see other enterprises scale to 8-figure? Or was there something unique about that 8-figure contract that we shouldn't necessarily apply that to the broader base of opportunities that you see?

It's a great question. I think the motion that we ran on that very large transaction is a motion that we're seeing happen throughout our entire enterprise customer base. We have -- we talked about how powerful what it is that we sell and show people who drive revenue, who drive growth in an organization. And that's included in the enterprise as well. When you show an enterprise Vice President of Sales in enterprise or a CMO at an enterprise company how powerful the ZoomInfo layer is, whether that's the information, the intelligence layer or the activation layer, they get it, they see it and they lean in. And in some cases, we'll grow and we'll start at a smaller footprint within that enterprise space. And then, as I mentioned earlier, we grow based on the merit of the value that we're adding. And then as we grow within that enterprise account and the spend continues to grow and the value grows, we get viewed now as a strategic partner. And when we have that -- those strategic conversations now and we're able to talk about all the things that we do and the vision that we've talked about today, they also get excited and they want to be part of that. They see the value. And there's also, I mentioned earlier, an appetite for some level of consolidation as well. So I think I know what's happened in a few of the big deals that we've had so far is just the beginning. The position that we're in, in the enterprise is an amazing position. I don't know, Henry, if you have another...

No, well said. Matt?

I'll echo the comments before. This is a lot of really good content in a short period of time. So Cameron, maybe just on the targets. If we're thinking about $2 billion by 2025, 31% CAGR by my math, does that -- how does the slope of that look? Does that stay above 30% through that time period? And thinking about the margins, if you're talking about the capacity investments over the next 12 months, do we see a little bit of a dip and then it kind of ramps up with the leverage beyond that? Just curious how the slope of the revenue and the margins look over that time period.

Sure. So in terms of the pace to get there, I do think that we'll continue to see over the shorter-term revenue growth on a year-over-year basis above 35%. I think naturally, as we get to larger and larger numbers that we're growing off of, those numbers would come down just slightly. And in terms of margins, I think we do think of margins as being inversely managed relative to growth. So the faster we're growing, which obviously we're growing much faster recently, above those 40-ish percent levels that we saw a year ago, we will have slightly lower margins. But then, again, as we're growing off of the larger and larger basis of numbers, that investment into the sales and marketing capacity won't be quite as large. And therefore, the margins will actually naturally move up and we'll manage them upwards as the growth comes down a little over time.

Hi Taylor.

So I guess just given the $2 billion out, your target in low 30s CAGR, it's clear that you guys feel this high-level growth is durable longer term. So can you just talk about, I guess, what you're seeing in the current demand environment and in a post-COVID world that gives you comfort that as things start to normalize, this high level of growth can continue? And maybe as part of that, you can talk about or provide more color on things like Engage and other opportunities and how that has -- and the impact that those have on average like data intelligent-only type deal sizes?

Yes. So I think, first, we are seeing an incredibly healthy demand environment. I think what you saw as COVID came on in March was a bit of a pullback and a slowdown in a decision-making process, especially in the enterprise. And we really saw Q3 and Q4 really accelerating the comeback. And we really do feel today that the pandemic environment is very far behind us. And we rebounded to sort of the pre-pandemic demand environment, which is fueled by a secular tailwind around digitization of the go-to-market effort. And when I talk about the example of the HVAC maintenance company, that really manual non-digital sales motion, it's not the exception. It's more the norm that we're finding at companies. And so whether it's in the enterprise or the mid-market or the SMB, we're finding incredibly antiquated ways to go to market that are not driven by insights, that are not driven by software, that are not leveraging technology. And so because of that, we see this tremendous opportunity. When we talk about the 8-figure deal, word starts with data and adds Intent, it adds InboxAI. It continues to add software and technology and enrichment solutions to their offering that they get from us. We see that same motion playing out across hundreds of other companies in our customer base. And then as we release these new solutions, when we release Engage and we go international and we release Intent and InBoxAI, you see a fast acceleration of these solutions into the marketplace. And it's for a number of reasons. Number one, we have incredibly trusted relationships with our 20,000-plus customers. And much of that comes from the fact that they look to us as an innovator in the go-to-market space. And that innovation starts with the lab that Chris has created in our go-to-market world, where we're able to test solutions and try solutions out in our own go-to-market motion before we go to market. And then you marry that with that incredible engineering team that's led by our CTO, Nir Keren, who can bring those solutions to life in faster time than I've seen any software company able to do. And we've built incredible R&D centers across the world. We have a large one in Israel and Boston. And so we're leveraging that engineering talent to basically bring to market the same solutions that we're testing in our go-to-market motion. And so once we bring those to market, we're not confused by the response because we've tried those solutions. We know how they activate. We know how to teach them to our customers. And our sellers have used them, so they know also how to sell them to an end user. And so because we're incredibly thoughtful in the process of product development and we're only bringing products to market or making M&A decisions around products we use and understand the value that they bring, you're seeing quick acceleration across those products that we believe will last for a long time. Do you want to add anything?

No, that's great.

This is the next question from Pat Walravens at JMP, which is what are Henry's top 3 strategic imperatives for this year? So I would say, #1 is continue the acceleration we're seeing on the enterprise side of the house, and so continue investing behind our go-to-market motion in the enterprise, both from a product perspective and from a go-to-market team, an execution perspective. So continue to see acceleration on the new products we've launched. Recruiting Engage, our international motion, InboxAI and then fully integrate Insent into the platform. And that will drive our ability to build workflow around all of our solutions and really bring marketing and sales together under one -- inside of one platform. And that's it. That's our last question. So I want to thank you all for joining us today. We're excited that we had the opportunity to provide more insights into the large and growing total addressable market that we're going after. We got a chance to share our vision for the future of ZoomInfo and how that translates into durable growth and strong operating margins. If you have any other questions, please reach out to [email protected] (sic) [ ir.zoominfo.com ]. Thank you very much for joining us today. We really appreciate it.

Thanks a lot.