ZoomInfo Technologies Inc. (ZI): ANSOFF MATRIX [Dec-2025 Updated]

You're looking for the clearest path forward for ZoomInfo Technologies Inc., and after two decades analyzing growth plays, I can tell you their 2025 strategy is a multi-pronged sprint. We see them aggressively doubling down on their core, pushing that upmarket shift which already makes up 73% of Q3 ACV, while trying to nurse the downmarket segment that slipped 10% in Q3. But the real action is in the new bets: launching major products like GTM Studio and exploring entirely new revenue streams like supply chain risk data, all while trying to lift that Net Revenue Retention above 90%. Honestly, it's a classic mix of solidifying the base and making calculated leaps; let's break down exactly where the capital is going in the next four quadrants below.

ZoomInfo Technologies Inc. (ZI) - Ansoff Matrix: Market Penetration

You're looking at how ZoomInfo Technologies Inc. plans to squeeze more revenue out of its existing customer base-that's market penetration in a nutshell. The near-term action is clearly weighted toward the enterprise side of the ledger, which is where the durable growth is supposed to come from.

The strategy centers on accelerating the shift upmarket, which is already the dominant revenue driver. In the third quarter of 2025, this segment represented 73% of the company's Annual Contract Value (ACV). This focus is paying off, as Upmarket ACV grew 6% year-over-year. To keep this momentum, you need to see continued expansion within these larger accounts.

Driving Net Revenue Retention (NRR) above the current 90% is a critical lever for penetration. This 90% figure was an improvement sequentially from the second quarter, showing that efforts to keep existing customers happy and spending more are working, even if it's not yet at the 100%+ mark that signals hyper-healthy expansion.

Here's a quick look at the key customer segments and metrics for Q3 2025:

Deeper product adoption within the most valuable customers is non-negotiable. The target here is the 1,887 customers that already have an Annual Contract Value of $100,000 or greater. Getting these accounts to adopt more modules, like the Operations suite, is key to pushing NRR higher.

The Operations suite itself is a bright spot for cross-sell opportunities, having grown more than 20% year-over-year, which management attributes to its critical role in AI-driven initiatives. You should be tracking this growth as a leading indicator for successful product penetration across the installed base.

On the other side of the coin, the downmarket segment requires stabilization, which is where aggressive pricing comes into play. This segment saw its ACV decline by 10% year-over-year in Q3. The stated goal is to make this business a smaller, healthier part of the mix, moving from its current 27% of the total mix down toward 25% and eventually 20% over the next few years. Stabilizing the decline is the immediate action required.

The actions for Market Penetration are:

• Drive upsells to lift NRR above 90%.
• Increase cross-sell of the Operations suite, which grew over 20%.
• Focus product adoption efforts on the 1,887 customers with $\ge\$100\text{k}$ ACV.
• Implement aggressive pricing to halt the 10% downmarket ACV decline.
• Continue migrating revenue mix upmarket from 27% to a target of 25% and then 20%.

Finance: draft the Q4 forecast model incorporating the 6% upmarket growth rate by Friday.

ZoomInfo Technologies Inc. (ZI) - Ansoff Matrix: Market Development

ZoomInfo Technologies Inc. is executing a Market Development strategy by focusing on expanding its reach within the enterprise segment and establishing a presence in new geographic areas, evidenced by financial and operational metrics from 2025.

Expand data coverage and sales teams into key international regions for global growth.

• The GTM 2025 Roadshow included a session in London on June 19, 2025.

Target new enterprise functions like Finance or HR with existing data-as-a-service offerings.

The focus on broader revenue teams is supported by product enhancements and segment growth.

• The Operations suite grew more than 20% year-over-year in Q3 2025.
• The Go-To-Market Studio is designed to serve marketing, customer success, and account management functions.

Focus sales efforts on specific vertical markets where outreach response rates are 2-3x higher.

The company's success in certain sectors suggests targeted market penetration.

• Enterprise customers in the finance, insurance, and real-estate sectors reported notable gains in win rates.

Establish strategic partnerships to enter new geographic markets without heavy capital expenditure.

Strategic alliances are being used to enhance data assets and distribution reach.

• Announced a strategic partnership with Five by Five (5x5) Data to integrate high-quality datasets.
• Expanded partnership with Salesloft to accelerate revenue growth, with Salesloft representation expanding its reach worldwide.

Localize the Go-To-Market (GTM) platform for major European and Asian languages.

The platform evolution is centered on unifying data and execution, as seen with the launch of GTM Studio, which combines centralized data, campaign design, and AI-powered execution in one platform.

The shift toward the Upmarket segment is a core component of the Market Development strategy, moving resources away from lower-value areas.

If onboarding takes 14+ days, churn risk rises.

ZoomInfo Technologies Inc. (ZI) - Ansoff Matrix: Product Development

You're looking at the hard numbers behind the latest product pushes at ZoomInfo Technologies Inc. The focus is clearly on embedding intelligence across the entire Go-To-Market (GTM) workflow, moving beyond just data provision.

The strategic product development roadmap centers on several key areas for 2025 and beyond. These are the concrete actions being taken:

• Integrate ZoomInfo Copilot features, such as Deal Risk Alerts, across the entire GTM platform.
• Launch the GTM Studio as a major new product to capture a larger share of the marketing automation budget.
• Enhance the core data asset with new AI-ready insights and predictive modeling capabilities.
• Develop a dedicated compliance and security suite for large enterprise customers.
• Build more native integrations with major CRM and ERP systems beyond Salesforce.

The impact of the AI-powered Copilot solution is already showing up in customer results. For instance, revenue leaders using ZoomInfo Copilot reported an 83% increase in average deal size. Also, deal cycles sped up by 30% faster, saving an average of 45 days per deal.

Here's a quick look at how the product enhancements are translating into measurable customer value as of the third quarter of 2025:

The launch of GTM Studio, an AI-powered execution engine, is designed to centralize GTM orchestration. This is happening while the company is recognized in the 2025 Gartner® Voice of the Customer Report for Account-Based Marketing (ABM) Platforms, which speaks to the perceived quality of the platform's components, including security and compliance features.

Furthermore, the platform is deepening its ecosystem ties. At Dreamforce, Salesforce announced Agentforce Sales, featuring data and Agentic integrations directly with ZoomInfo. This shows a clear push to embed the intelligence layer into the largest enterprise systems.

For context on current market perception as of late November 2025, ZoomInfo Technologies trades at 28.9 times earnings, which is notably higher than the industry average of 19.5 times. The stock price was recently noted at $9.67, against a narrative fair value estimate of $12.35 per share.

Finance: draft 13-week cash view by Friday.

ZoomInfo Technologies Inc. (ZI) - Ansoff Matrix: Diversification

You're looking at how ZoomInfo Technologies Inc. can move beyond its core Go-To-Market (GTM) intelligence platform, which currently serves more than 35,000 companies worldwide. Diversification means taking that proprietary data asset into new, adjacent, or completely new markets.

Create a new product line for supply chain risk management using proprietary company data

The success in monetizing the existing data asset shows a clear path for expansion. The Operations suite, for example, grew more than 20% year-over-year in the third quarter of 2025. This indicates strong demand for intelligence beyond traditional sales and marketing functions.

Here's a look at the financial strength supporting investment in new data verticals as of the third quarter of 2025:

Acquire a vertical-specific data or software company in a non-GTM market like FinTech

The company's financial footing provides the capital flexibility for inorganic growth. As of September 30, 2025, the trailing twelve month (TTM) total debt stood at $1,562.2 million. The market capitalization was $3.48B as of October 29, 2025, suggesting a solid equity base for potential transactions.

The core business is accelerating its focus on larger clients, with 73% of the Annual Contract Value (ACV) coming from the Upmarket segment in Q3 2025, which grew 6% year-over-year. This focus frees up resources to explore non-GTM verticals.

Launch a new AI-driven product for talent acquisition in the European market

Expanding into the European market for talent acquisition requires scaling infrastructure outside the primary US focus. The company's commitment to data privacy, including GDPR compliance, is a foundational asset for this move. The overall business is showing improved customer stickiness, with Net Revenue Retention (NRR) improving sequentially for the fifth straight quarter, reaching 90% in Q3 2025.

Key performance indicators showing momentum that can fund international expansion:

• GAAP Operating Income Margin (Q3 2025): 21%
• Adjusted Operating Income (Q3 2025): $117.7 million
• Customers with $\ge$ $100,000$ ACV (Q3 2025): 1,887

Monetize the data asset for financial services, offering alternative data for investment analysis

The success of the Operations suite growing more than 20% YoY demonstrates the market appetite for data applications outside of direct sales workflows. This validates the proprietary data asset's value for complex analysis, like that required in financial services for alternative data feeds.

The company raised its full-year 2025 guidance, projecting GAAP revenue between $1.237 billion and $1.240 billion, with an expected Adjusted Operating Income margin of 36% at the midpoint.

Develop a new platform for small business (SMB) risk and credit scoring, separate from the core GTM platform

While developing a separate credit scoring platform for SMBs is a diversification play, there is an existing legal risk tied to this segment. A securities fraud lawsuit alleges that ZoomInfo misled investors by overstating the health of its small- and mid-sized business customers between November 2020 and August 2024. As of March 31, 2025, the company held $171.0 million in cash and cash equivalents, which provides a buffer while navigating this area.

Financial context from the first quarter of 2025 shows the SMB-adjacent area was under pressure:

• Q1 2025 GAAP Revenue: $305.7 million (down 1% YoY)
• Q1 2025 Net Income: $26.8 million (up 78% YoY)
• Q1 2025 Profit Margin: 8.8% (up from 4.9% in Q1 2024)