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- **Revenue & Profit Milestones**: $318M Q3 revenue (+5% YoY), 37% AOI margin, and first Rule of 40+ quarter since 2024.
- **Upmarket Dominance**: 73% of ACV from upmarket, with 6% YoY growth vs. -10% downmarket decline; $1M+ cohort +30% YoY.
- **AI Product Success**: Copilot renewals show mid-single-digit uplift; GTM Studio drives consultative sales; Operations suite >20% YoY growth.
- **Customer Expansion**: 1,887+ $100k ACV customers (+4% YoY); 50%+ contracts >1 year, improving renewal efficiency.
- **Aggressive Buybacks**: $87M spent on 8.3M shares in Q3; 80M+ shares retired since 2024, reducing diluted shares by 20%.
- **2026 Vision**: Committed to Rule of 40+ annually, with free cash flow per share acceleration via growth, margin expansion, and buybacks.

**【CEO Summary Section】**
- **Record Q3 Performance**: GAAP revenue of $318 million (+5% YoY), adjusted operating income of $118 million (37% margin), and first Rule of 40+ quarter since Q1 2024.
- **Upmarket Growth Dominance**: 73% of ACV from upmarket, with 6% YoY upmarket ACV growth vs. -10% downmarket decline.
- **Product Innovation Success**: Operations suite >20% YoY growth; Copilot renewals show mid-single-digit uplift; GTM Studio launch drives consultative sales opportunities.
- **Customer Expansion**: 1,887+ $100k ACV customers (+4% YoY), $1M+ cohort +30% YoY; 50%+ contracts >1 year, improving renewal efficiency.
- **AI & Data Differentiation**: Proprietary data (e.g., SMB fleet, competitor visitors) powers AI-driven workflows, displacing legacy providers.

**【CFO Financial Commentary】**
- **Revenue & Profitability**: Q3 GAAP revenue $318M (+5% YoY), AOI $118M (37% margin). Full-year guidance: $1.237B-$1.240B revenue (+2% YoY), AOI $440M-$443M (36% margin).
- **Cash Flow & Buybacks**: Q3 free cash flow $95M, $87M spent on 8.3M shares. 2025: $424M-$444M free cash flow, 80M+ shares retired since 2024.
- **Balance Sheet**: $135M cash, $1.3B gross debt (2.6x net leverage). RPO $1.17B (82% next 12 months).
- **Trend Shifts**: Increasing seasonality; focus on YoY growth vs. sequential trends due to upmarket weighting.

**【Q&A Highlights】**
- **Copilot Impact**: Mid-single-digit renewal uplift, contributing to Q3 upside. 50%+ upmarket NRR driven by Copilot, GTM Studio, and Operations suite.
- **Downmarket Health**: Sequential -10% YoY downmarket decline (vs. -11% prior qtr); improved collection models reduce write-offs by 45%.
- **Agentforce Integration**: Salesforce partnership positions ZoomInfo as AI data layer in Agentforce workflows, with featured Revenue Agent in AppExchange.
- **2026 Outlook**: Committed to Rule of 40+ annually, with free cash flow per share acceleration via growth, margin expansion, and buybacks.

ZoomInfo Technologies Inc. (GTM) Q3 2025 Earnings Call Transcript

Revenue

Sales and Services Revenue

Financing Services Revenue

Other Revenue

Cost of Revenue

Cost of Goods and Services

Cost of Financing Services

Other Cost

Gross Profit

Other Operating Income

Operating Expenses

Selling, General and Administrative Expenses

Selling and Marketing Expenses

General and Administrative Expenses

Research and Development Expenses

Loss on Bad Debts

Loss on Impairment of Other Assets

Loss on Disposal of Assets

Other Operating Expenses

Operating Income

Non-Operating Income (Loss)

Income (Loss) from Affiliates

Income (Loss) from Associates

Income (Loss) from Joint ventures

Gain (Loss) on Other Investment

Gain (Loss) on Change in Fair Value

Gain (Loss) on Foreign Currency Exchange

Other Non-Operating Income (Loss)

Net Interest Expense

Interest Expense

Interest Income

Pretax Income From Continuing Operations

Income Tax Expense

Current Income Tax

Deferred Income Tax

Income Tax Adjustments

Net Income from Continuing Operations

Income from Discontinued Operations

Other Items Before Net Income

Net Income

Net Income Attributable to Minority Interests

Net Income Attributable to Owners of the Company

Preferred Stock Dividends

Other Adjustments

Net Income Attributable to Common Stockholders

Other Comprehensive Income

Total Comprehensive Income

Total Comprehensive Income Attributable to Minority Interests

Total Comprehensive Income Attributable to Owners of the Company

Basic EPS

Basic EPS from Continuing Operations

Basic EPS from Discontinued Operations

Diluted EPS

Diluted EPS from Continuing Operations

Diluted EPS from Discontinued Operations

GTM

GTM fundamentals

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