ZoomInfo Technologies Inc. (ZI): BCG Matrix [Dec-2025 Updated]

You're looking for the straight story on ZoomInfo Technologies Inc.'s portfolio as of late 2025, and honestly, the numbers paint a clear picture of their strategic pivot. We've got high-flyers like the Operations suite, expanding over 20% year-over-year, sitting right next to the reliable Cash Cows generating a 37% adjusted operating income margin from their core platform, which still accounts for 73% of their annual contract value. But the matrix also shows where they're trimming fat, like the Downmarket/SMB segment seeing 10% ACV decline, and the big, expensive gambles-like DaaS solutions showing 24% logo growth-that need to prove themselves soon. Here's the quick math on where ZoomInfo Technologies Inc. is placing its chips for the next few years.

Background of ZoomInfo Technologies Inc. (ZI)

You're looking at ZoomInfo Technologies Inc., which you might also see trading under the ticker GTM now, a company that has firmly established itself as a provider of Go-To-Market Intelligence, essentially offering a Revenue Operating System (RevOS) for sales, marketing, and recruiting teams. Honestly, they're trying to be the essential platform for the entire revenue engine, not just one piece of it.

For the third quarter ending September 30, 2025, ZoomInfo Technologies Inc. reported GAAP Revenue of $318.0 million, marking a 5% increase year-over-year. This performance led management to raise the full-year 2025 guidance, now expecting total GAAP revenue to fall between $1.237 billion and $1.240 billion at the midpoint. That full-year projection represents a modest annual growth rate of about 2% based on the midpoint guidance.

The company's strategy is clearly focused on moving upmarket, which is showing up in their profitability metrics. In Q3 2025, Adjusted Operating Income Margin hit 37%, which was the highest level reported since the fourth quarter of 2024. They ended the quarter with 1,887 customers holding an Annual Contract Value (ACV) of $100,000 or greater, an increase of 78 of those large customers compared to the prior year.

A key indicator of customer stickiness is the Net Revenue Retention (NRR) rate, which improved sequentially to 90% in the third quarter of 2025. This focus on larger, more strategic accounts is central to their current narrative, especially as they integrate AI capabilities, like the recently launched ZoomInfo GTM Workspace, into their platform. The Upmarket segment's ACV represented 73% of the total ACV in Q3 2025, with that specific segment growing 6% year-over-year. To be fair, the growth trajectory has been uneven; for instance, in Q1 2025, the Downmarket segment was actually declining by about 10% year-over-year. Finance: draft 13-week cash view by Friday.

ZoomInfo Technologies Inc. (ZI) - BCG Matrix: Stars

You're looking at the engine room of ZoomInfo Technologies Inc.'s current growth, the segment where high market share meets a rapidly expanding market. These are the products demanding capital investment to maintain their leadership position.

The Operations suite is a clear Star, showing significant momentum. It grew more than 20% year-over-year and now represents more than 15% of the total Annual Contract Value (ACV). This suite is positioned perfectly to leverage ZoomInfo's proprietary data asset for the current wave of AI-driven initiatives touching go-to-market functions. This growth is part of a broader trend; the overall Artificial Intelligence market size is projected to reach USD 2,407.02 billion by 2032, growing at a Compound Annual Growth Rate (CAGR) of 30.6% from 2025 to 2032.

The focus on AI-driven Go-To-Market (GTM) solutions places ZoomInfo Technologies Inc. squarely in this high-growth area. While the specific growth rate for AI-driven GTM solutions through 2032 was not explicitly stated as 11.3%, the broader AI market context suggests a high-growth environment, with the overall AI market projected to grow at a 30.6% CAGR through 2032.

The adoption of the AI-powered Copilot solution is showing tangible renewal benefits. Early cohorts coming up for renewal in Q3 demonstrated a mid- to single-digit revenue uplift, indicating that the AI features are sticky and driving incremental value post-initial adoption. This success is also reflected in the overall Net Revenue Retention (NRR), which improved to 90% in Q3 2025.

Enterprise Sales Intelligence maintains its dominance, which is the high market share component of the Star quadrant. As of the Spring 2025 G2 reports, ZoomInfo Technologies Inc. matched a company record with 150 No. 1 rankings. This includes leading the specific Enterprise grid for Sales Intelligence.

Here's a quick look at the recent operational performance underpinning these Star products:

The investment required to keep these products ahead-especially in AI development-is substantial, which is why they consume cash even while generating significant revenue. For instance, Q3 2025 GAAP Revenue was $318 million, up 5% year-over-year, with an Adjusted Operating Income Margin of 37%. The company's full-year 2025 revenue guidance is set between $1.195 billion and $1.205 billion, though a later update raised the full-year guidance to $1.237 billion to $1.240 billion.

You should track the following operational indicators for these Stars:

• Operations suite growth rate versus the 20% benchmark.
• Net Dollar Retention (NDR) improvement, which hit 90% in Q3 2025.
• The pace of migration of the legacy SalesOS base onto Copilot, which was reported to have a double-digit uplift on a per-seat basis during the migration period.
• The total number of customers with $100,000 or greater in ACV, which was 1,887 in Q3 2025.

The value proposition is clear from third-party validation; a commissioned Forrester Consulting study found that a composite organization achieved a 316% ROI and $7.6 million in total quantified benefits over three years from deploying ZoomInfo Technologies Inc. solutions. Finance: draft 13-week cash view by Friday.

ZoomInfo Technologies Inc. (ZI) - BCG Matrix: Cash Cows

You're looking at the core engine of ZoomInfo Technologies Inc., the business units that are market leaders in mature segments, reliably printing cash. The Core Go-to-Market (GTM) Intelligence Platform fits squarely here, generating substantial cash flow, evidenced by the Q3 2025 adjusted operating income margin hitting a strong 37%. That margin shows they are milking this established position for all it's worth, which is exactly what a Cash Cow should do. It's defintely the foundation supporting the riskier parts of the portfolio.

This segment's strength is visible in the customer base composition and loyalty metrics. Here's a quick look at what's driving that stability:

• Upmarket/Enterprise customer segment accounts for 73% of total ACV.
• Upmarket Net Revenue Retention (NRR) was again over 100% in the period.
• Total customer count with $100,000 or greater in ACV reached 1,887.
• Overall Net Revenue Retention rate improved sequentially to 90%.

The Upmarket/Enterprise customer segment is the primary driver of this stability, accounting for 73% of total Annual Contract Value (ACV). These are the most entrenched relationships, where the value proposition is mission-critical, and that shows up in retention; the in-period net revenue retention rate for these upmarket customers was again over 100% in Q3 2025. This means existing large customers are spending more year-over-year, even as the overall company NRR sits at 90%, showing the success of shifting focus away from lower-retention areas.

Looking ahead, management is signaling stability, not hyper-growth, which aligns with the Cash Cow profile. They raised the full-year 2025 revenue guidance to a range with an upper limit of up to $1.240 billion, reflecting stable, low single-digit growth. This guidance raise, coming after Q3 results, suggests the core business is performing predictably and profitably. For context on the Q3 performance that drove this confidence, look at these key figures:

The real story for a Cash Cow is the cash it frees up for the rest of the business. ZoomInfo Technologies Inc. delivered on this, with Unlevered Free Cash Flow hitting $95.3 million in Q3 2025 alone. This is the capital that funds the Question Marks and keeps the lights on. To further demonstrate capital discipline and shareholder return, the company also repurchased 8.3 million shares of common stock during the quarter at an average price of $10.46 per share, totaling $86.6 million. Finance: draft 13-week cash view by Friday.

ZoomInfo Technologies Inc. (ZI) - BCG Matrix: Dogs

Dogs are business units or products with a low market share operating in low-growth markets. For ZoomInfo Technologies Inc., this quadrant is characterized by the strategic deemphasis of the Downmarket/SMB segment and legacy product features that do not align with the current high-growth, high-margin Upmarket focus.

The Downmarket/SMB customer segment is explicitly being managed down as a percentage of the total business mix. This area is seen as inherently more sensitive to macro trends. The strategic shift involves rigorous qualification of new business entering this segment and changes to pricing and packaging to optimize retention outcomes, which suggests the prior composition of this segment contained many Dogs.

The financial performance metrics clearly illustrate the low-growth nature of this segment:

Legacy, non-integrated product features are candidates for the Dog quadrant because the company is aggressively prioritizing AI-first solutions like Copilot, GTM Workspace, and GTM Studio, which are driving better retention outcomes. For example, early Copilot cohorts saw a mid- to single-digit uplift relative to legacy SalesOS customers upon renewal in Q3. This indicates that the older, non-integrated features are less valuable and likely less profitable than the platform-based offerings.

The focus on efficiency and margin expansion means that business areas that consume disproportionate resources without meeting profitability hurdles are candidates for minimization or divestiture. This includes:

• Downmarket/SMB customer segment, where ACV declined 10% year-over-year in Q3 2025.
• Legacy product features that yield lower revenue per user than platform offerings.
• Customer accounts characterized by low value and high churn risk.

The company's stated goal for efficiency is tied directly to margin performance. Business areas that do not meet the profitability threshold are prime candidates for avoidance. The full-year 2025 guidance targets an adjusted operating income margin of 36% at the midpoint. In Q3 2025, the actual adjusted operating margin was 37%. Any segment, including those with high Customer Acquisition Cost (CAC), that drags the overall margin below this 36% target is strategically unsound. While the company is aggressively disqualifying smaller and riskier businesses-a process that included writing off over $2 million per month in high-risk SMB transactions in a prior period-this action itself confirms the avoidance strategy for these low-return units.

The strategic direction is clear: move the business upmarket, aiming for the Upmarket segment to reach an 80% mix of total ACV. This move is designed to build a much more durable customer base with higher net retention rates, which stood at 90% in Q3 2025. Units that do not contribute to this durable, high-retention profile are managed out.

ZoomInfo Technologies Inc. (ZI) - BCG Matrix: Question Marks

You're assessing the parts of ZoomInfo Technologies Inc. that are in high-growth markets but haven't yet captured a dominant market share. These are the cash consumers, the units that require significant capital infusion to push them toward Star status, or risk them falling into the Dog quadrant.

The Question Marks for ZoomInfo Technologies Inc. as of late 2025 center on newer product suites and strategic geographic pushes. These areas are characterized by high investment needs, often in Research & Development (R&D) or sales infrastructure, which means they currently consume cash rather than generate substantial net returns.

Here's a look at the specific vectors fitting this profile:

• GTM Studio, a new, innovative solution with the potential to be the biggest product released, but still establishing market traction.
• New Data-as-a-Service (DaaS) solutions, showing strong logo growth (up 24% YoY) but with unproven long-term market share.
• International expansion efforts, which are high-investment, high-risk growth vectors in new geographies.
• Any new, unproven AI-first product lines requiring significant R&D investment before generating material revenue.

The strategic imperative here is clear: decide quickly whether to invest heavily to capture market share or divest. The overall company financial context shows a pivot toward the upmarket, which grew 6% year-over-year in Q3 2025, now representing 73% of total Annual Contract Value (ACV). This focus means resources are being pulled from the declining downmarket, which shrank 10% year-over-year in Q3 2025, to fuel these Question Marks.

The GTM Studio and related AI execution engine, ZoomInfo GTM Workspace, launched in Q1 and Q3 2025, respectively, are prime examples of this high-potential, high-investment category. The CEO stated that GTM Studio 'has the opportunity to be the biggest product we've ever released'. These AI-first tools require R&D spend to mature, though early adoption shows promise; for instance, users of ZoomInfo Copilot reported saving an average of 10 hours a week on research and manual tasks.

The Data-as-a-Service (DaaS) category, which includes the Operations suite, is showing strong adoption signals. While the broader Operations solutions grew more than 20% year-over-year in Q3 2025, the specific DaaS logo growth is noted as being up 24% year-over-year, indicating high demand in a growing market where the long-term share is still being fought for. The global Data as a Service market itself is projected to grow at a Compound Annual Growth Rate (CAGR) of 28.1% from 2024 to 2030, reaching USD 76.80 billion by 2030, confirming the high-growth environment.

International expansion is a classic high-risk, high-reward Question Mark. These efforts require substantial upfront investment in sales, compliance, and localized data acquisition before revenue materializes. We see evidence of this investment as one of the largest food delivery vendors is activating the platform to support its expansion into international markets. The potential return is suggested by a technology company reporting a 2-3x increase in outreach response rates in specific verticals/regions supported by this global push.

To summarize the current state of these growth vectors, here is a snapshot of their characteristics relative to the overall business performance:

The overall company performance in Q3 2025 saw GAAP Revenue of $318.0 million and an Adjusted Operating Income Margin of 37%. The company raised its full-year 2025 revenue guidance to a range ending at $1.240 billion. The challenge for these Question Marks is to quickly translate their high growth potential into market share gains that contribute positively to the overall $95.3 million in Unlevered Free Cash Flow generated in Q3 2025. If they fail to gain share quickly, the cash burn will make them candidates for divestiture.

Finance: draft 13-week cash view by Friday.