ZoomInfo Technologies Inc. (ZI): Business Model Canvas [Dec-2025 Updated]

You're trying to map out exactly how ZoomInfo Technologies Inc. is translating its massive data asset into shareholder value, especially now that they've made a definitive pivot toward the enterprise and AI. After spending years in the trenches analyzing these complex SaaS engines, I can tell you the story for 2025 is all about the high-value customer: 73% of their total Annual Contract Value now comes from those big accounts, supporting a GAAP revenue guidance between $1.237 billion and $1.240 billion. To truly see the mechanics behind their new AI-first strategy and that 90% Net Revenue Retention from Q3 2025, you need to look at the core components. Below is the distilled Business Model Canvas that shows where they are investing and how they are capturing revenue from their GTM Intelligence Platform.

ZoomInfo Technologies Inc. (ZI) - Canvas Business Model: Key Partnerships

You're looking at how ZoomInfo Technologies Inc. builds its value by leaning on outside entities to deliver its Go-To-Market Intelligence Platform. It's not just about what they build; it's about who they work with to scale and enrich that data.

Strategic Integrations with CRM and Sales Engagement platforms

ZoomInfo Technologies Inc. deepens its utility by tightly integrating with the tools you already use every day. For instance, the expanded partnership with Salesloft, announced in January 2025, is a big deal. This lets joint customers push ZoomInfo's buying signals directly into Salesloft Rhythm for immediate action, like triggering an AI-powered sales cadence.

This integration also means ZoomInfo account managers can now sell Salesloft's revenue orchestration platform to commercial and mid-market customers. It's about making the data actionable right where the seller lives. The platform serves more than 35,000 companies worldwide, and these integrations are key to keeping that user base engaged.

Here are some key integration dynamics:

• Sync ZoomInfo Buying Signals to Salesloft Rhythm for next-best-action assignment.
• Use ZoomInfo Copilot's generative AI to craft emails sent through Salesloft.
• Export hyper-targeted lists built in ZoomInfo directly to Salesloft's multi-channel tools.
• API access is now included for all Copilot plans, enabling connections to partners like Outreach.

It helps that the company is focused upmarket; as of March 31, 2025, 71% of the company's Annual Contract Value (ACV) came from Upmarket customers.

Integration Partner Category	Specific Partner Mentioned	Key Functionality/Context
Sales Engagement Platform	Salesloft	Enables signal-to-action workflows and joint AI email generation.
CRM/Data Integration	Google Cloud (BigQuery)	Streamlines data delivery via Analytics Hub for large-scale processing and AI modeling.
Technology Partner Ecosystem	Outreach	Supported via expanded API access for data verification and contact discovery.

Technology Partners Utilizing the Open API Environment

The API environment is opening up, which is a major strategic shift. As of July 2025, API Access is included in all ZoomInfo Copilot plans, letting customers build private applications or connect to partner integrations. This is happening as the broader API economy is projected to hit USD 9.70 billion in revenue for 2025. You've got to manage those calls, though; you'll want to build throttling into your code to avoid hitting rate limits.

Data Providers for Continuous Expansion of B2B Contact and Company Data

ZoomInfo Technologies Inc. actively partners to keep its proprietary data asset fresh, which management noted grew more than 20% year-over-year in the operations suite as of Q3 2025. They are augmenting their supply chain through collaborative models.

• Partnered with Five by Five (5x5) Data in June 2025 to source data from the 5x5 Identity Graph, aiming to reduce data decay.
• Announced a partnership with Markaaz in October 2025 to enhance global business growth intelligence.

The focus on data quality is clear; customers using ZoomInfo-sourced signals showed a 2.7x increase in deal size in one case study.

Cloud Computing Providers for Platform Hosting and Scalability

Hosting and scalability rely on major cloud infrastructure players. Both Google Cloud Platform (GCP) and Amazon Web Services (AWS) are listed as top picks for ZoomInfo DaaS. GCP is a particularly strong partner, having awarded ZoomInfo for its achievements in the Google Cloud ecosystem, specifically for data solutions delivered via the Google Cloud Marketplace.

Reseller and Channel Partners for Global Distribution

The upmarket push is being supported by direct enterprise wins that function similarly to channel success. For example, in Q3 2025, ZoomInfo Technologies Inc. closed opportunities with insightsoftware, Ryder System, BrightView, and Circle K. These wins underscore the strategy to capture larger total addressable market (TAM) share, which customers reported growing by an average of 40% with ZoomInfo.

The company's full-year 2025 GAAP revenue guidance sits between $1.237 billion and $1.240 billion, showing the scale these partnerships support.

Finance: review Q4 2025 channel revenue attribution against the 71% Upmarket ACV figure from Q1 2025 by next Tuesday.

ZoomInfo Technologies Inc. (ZI) - Canvas Business Model: Key Activities

You're looking at the core engine driving ZoomInfo Technologies Inc.'s performance as of late 2025. The Key Activities section of the Business Model Canvas is where the heavy lifting happens, turning raw data into revenue-generating intelligence.

Continuous, real-time data collection, verification, and enrichment.

This is the foundation, honestly. ZoomInfo Technologies Inc. maintains its GTM Data Universe through constant collection and verification, which is why enterprise teams trust it for scale and accuracy. The proof is in the product satisfaction; ZoomInfo products have collected more than 8,500 5-star reviews on G2 as of early 2025. The operations suite, which relies on this data asset, grew more than 20% year-over-year in Q3 2025. Also, the platform was named the top solution on 63 Enterprise reports in the G2 Spring 2025 Reports, showing deep enterprise validation for the data quality.

Here are some of the metrics reflecting the value derived from this activity:

• Total Revenue guidance for the full year 2025 is between $1.237B and $1.240B.
• Q3 2025 GAAP Revenue hit a record of $318 million.
• The composite organization in a Total Economic Impact study saw a $7.6 million benefit over three years.
• ZoomInfo Sales has held the No. 1 spot on the Buyer Intent Data Overall grid for 19 consecutive quarters.

Developing and deploying AI-first GTM solutions like ZoomInfo Copilot.

The push into generative AI is a major activity, centered around ZoomInfo Copilot. This tool is designed to sift through the noise and give sellers AI-guided recommendations. It moved fast; ZoomInfo Copilot achieved $100 million in revenue within just six months of its launch. You can see the immediate impact on user efficiency, too. Sellers using Copilot reported saving eight hours a week on manual tasks, and their average connect rates improved by 23 percentage points. If onboarding takes 14+ days, churn risk rises, but Copilot seems to speed things up.

The quantitative results for Copilot users are defintely compelling:

Metric	Improvement/Value
Increase in Average Deal Size	83%
Increase in Email Response Rates	89%
Increase in Win Rates	46%
Deal Cycle Time Reduction	30% faster (saving 45 days per deal)

Maintaining platform compliance with GDPR and CCPA data privacy laws.

For large organizations, security and compliance are non-negotiable parts of the data sourcing equation. Before implementing ZoomInfo, surveyed enterprise customers cited security and compliance concerns as a critical challenge. Addressing these concerns is a key activity that underpins the trust required for high-value contracts. The platform's ability to deliver a 316% ROI over three years for enterprises, with payback in under 6 months, suggests that compliance risks are effectively managed to allow for this rapid value realization.

Enterprise-focused sales and account management for upmarket growth.

ZoomInfo Technologies Inc. is clearly prioritizing the upmarket segment, which is reflected in its sales and account management focus. This strategy is working, as Upmarket ACV now represents 73% of total ACV as of Q3 2025. The focus is on larger contracts, evidenced by the 1,887 customers with an Annual Contract Value (ACV) greater than $100,000, a 4% year-over-year increase. Furthermore, the ACV for the $1 million cohort accelerated, growing more than 30% year-over-year in Q3 2025. This targeted approach directly impacts deal size; one technology company reported accounts with ZoomInfo-sourced signals showed a 2.7x increase in deal size.

Integrating proprietary data into partner ecosystems via APIs.

The proprietary data asset is positioned as mission-critical to any AI-driven initiative that touches go-to-market, which necessitates robust integration capabilities. While specific API revenue isn't public, the platform's success in driving revenue improvement of 1.5% for composite organizations is tied to this data being accessible across the tech stack. This integration capability allows for the unification of siloed 1st and 3rd party data, as seen with the launch of Go-To-Market Studio, which unifies data to launch and orchestrate plays. The platform's ability to integrate with other tools helps teams reduce time spent on manual data entry by 4-5 hours per week per sales representative, according to one technology company in the TEI study.

Finance: draft 13-week cash view by Friday.

ZoomInfo Technologies Inc. (ZI) - Canvas Business Model: Key Resources

You're looking at the core assets that power ZoomInfo Technologies Inc.'s Go-To-Market Intelligence Platform, which is a critical view for understanding their competitive moat as of late 2025. These aren't just abstract concepts; they are quantifiable assets driving real revenue outcomes for their customers.

Proprietary B2B Data Asset

The foundation is the sheer scale and freshness of the underlying data universe.

• 130M+ professionals in the database.
• 14M+ businesses profiled.

The Go-To-Market (GTM) Intelligence Platform and its unified data layer

The platform itself is validated by market recognition and direct customer impact. The shift upmarket is a key indicator of resource value, as these customers typically yield higher Annual Contract Value (ACV) and stickier revenue.

Here are some key performance indicators tied directly to the platform's use:

Metric Category	Data Point	Context/Period
Market Validation	133 No. 1 Rankings	G2 Summer 2025 Reports
Sales Efficiency	91% Improvement	Reported connect rate improvement
Deal Size Impact (Average)	From $70,000 to nearly $100,000	40% increase
Deal Size Impact (Enterprise)	From $166,000 to $313,000	89% larger deals for Enterprise leaders
Revenue Quality	81% Average NRR	Post-implementation average
Customer Mix	72% of ACV	Upmarket mix as of Q2 2025
Financial Scale (Quarterly)	$307 million GAAP Revenue	Q2 2025
Financial Scale (Annual Guidance)	$1.215 billion-$1.225 billion	FY 2025 GAAP Revenue midpoint guidance
High-Value Customer Base	1,884 customers	With $100,000+ ACV as of June 30, 2025

Advanced AI and Machine Learning (ML) algorithms for intent and signals

The AI/ML layer translates raw data into actionable intelligence, which is where you see the most dramatic user-reported multipliers. For example, accounts flagged by ZoomInfo-sourced signals showed a significant uplift.

• 83% increase in average deal size reported by ZoomInfo Copilot users.
• 30% faster deal cycles, saving an average of 45 days per deal.
• Accounts with ZoomInfo-sourced signals showed a 2.7x increase in deal size.
• One technology company generated $2 million in pipeline from a single alumni-tracking initiative in just two weeks.
• 71% of Copilot users reported uncovering new opportunities at existing accounts.
• Composite organization saw a 1.5% revenue improvement due to AI-powered insights in a TEI study.

Intellectual property related to data collection and verification processes

This resource is about the proprietary methods that ensure the data feeding the platform is trustworthy. While specific patent counts aren't readily available, the quality assurance metrics reflect the value of this IP.

• 95% of data verified through human verification and machine learning algorithms.

A large, specialized sales and customer success workforce

The human element remains a key resource, especially for enterprise adoption and high-touch customer success required for complex GTM orchestration.

• 3,508 total employees as of September 30, 2025.

Finance: draft 13-week cash view by Friday.

ZoomInfo Technologies Inc. (ZI) - Canvas Business Model: Value Propositions

You're looking at the core value ZoomInfo Technologies Inc. (ZI) delivers to its customers, the tangible results that justify the spend, especially as you review their Q1 2025 GAAP Revenue of $305.7 million.

The primary value is delivering AI-ready insights and trusted data for sales and marketing teams. This isn't just about having a big database; it's about quality that prevents wasted effort. Experts estimate the cost of bad data is 15% to 25% of revenue for most companies, so clean data is a direct margin play.

Here are the concrete results customers see from leveraging this intelligence:

• Accelerating revenue growth with a reported 40% increase in average deal size for general customers, moving from about $70,000 to nearly $100,000.
• Enterprise revenue leaders saw even greater impact, reporting 89% larger deals, increasing their average deal size from $166,000 to $313,000.
• One technology company reported that accounts with ZoomInfo-sourced signals showed a 2.7x increase in deal size.
• Sales teams using ZoomInfo Technologies Inc. (ZI) reported a 91% improvement to their connect rate, up from an average of 23% before implementation.

The platform helps you unify your Go-To-Market (GTM) execution through tools like the GTM Workspace (also referred to as GTM Studio) and Copilot. This unification eliminates silos, which is critical when 85% of enterprise sellers still manage their book in spreadsheets, according to a late 2025 survey.

The value in unification is clear when you look at the scope of the integrated intelligence:

Component	Data Scope/Metric
Database Size (Contacts)	Over 500 million contacts referenced in the Copilot Workspace
Database Size (Companies)	Over 100 million companies referenced in the Copilot Workspace
G2 Enterprise Rankings	133 No. 1 rankings in Summer 2025 Reports
Forrester TEI ROI	316% ROI over three years for a composite company

Focusing outreach is powered by real-time buying signals (Intent Data). This allows teams to act when it matters most. For marketers, this focus translates directly to pipeline generation:

• Nearly one-third (29%) of marketers' active opportunities were sourced exclusively from ZoomInfo Technologies Inc. (ZI) signals and data.
• Marketers using ZoomInfo Technologies Inc. (ZI) signals and data improved lead-to-opportunity rates by 28%.
• One technology company generated $2 million in pipeline from a single alumni-tracking initiative in just two weeks using these signals.

Finally, the value proposition includes data enrichment and cleansing to improve CRM data accuracy. This is foundational to all other gains. The quality of the data directly impacts retention; Net Revenue Retention (NRR) improved sequentially to round to 87% as of March 31, 2025, with customers reporting NRR increasing from 60% to 81% after implementation. The Forrester Total Economic Impact study found that improved data quality contributed to $7.6 million in total quantified benefits over three years for a composite organization. ZoomInfo Enrichment pulls from a database of over 250 million contacts and 100 million companies.

If your onboarding takes 14+ days, churn risk rises, so the fact that the Forrester study found organizations achieved payback in fewer than six months after deploying ZoomInfo Technologies Inc. (ZI) is a key metric for you to track.

Finance: draft 13-week cash view by Friday.

ZoomInfo Technologies Inc. (ZI) - Canvas Business Model: Customer Relationships

You're looking at how ZoomInfo Technologies Inc. manages its customer base right now, late in 2025. It's a clear split: high-touch for the big spenders and automation for everyone else, all aimed at keeping customers happy and spending more.

Dedicated Account Managers and Enterprise Sales for Upmarket customers.

The focus on the top tier is clear from the revenue mix. Upmarket Annual Contract Value (ACV) now makes up 73% of the total ACV. The count of customers with an ACV of $100,000 or greater reached 1,887 in Q3 2025, which is an increase of 78 year-over-year. For these high-value accounts, the relationship is deep, involving dedicated resources to manage complex deployments and renewals.

AI-powered proactive engagement and deal risk alerts (Copilot).

The AI tools are central to proactive relationship management and driving expansion. Users of ZoomInfo Copilot reported an 83% increase in average deal size. Furthermore, these AI tools are credited with 30% faster deal cycles, saving an average of 45 days per deal. The launch of ZoomInfo GTM Workspace, an AI-powered execution engine, is designed to shift sales, account management, and customer success teams from reactive to proactive work.

Self-service and automated assistance for SMB and downmarket users.

For the downmarket segment, the strategy leans toward efficiency and scale, which usually means more self-service options. While the exact self-service metrics aren't public, the financial trend shows a focus on efficiency here. The decline in the downmarket segment improved to negative 10% year-over-year in Q3 2025, from negative 11% in the prior quarter. This suggests that while the segment is shrinking, the rate of decline is slowing, perhaps due to more efficient, automated support models.

High-touch onboarding and training programs (webinars, professional services).

The value delivered through the platform directly impacts the customer success function. Customer success managers (CSMs) report their accounts are 54% healthier thanks to the insights provided by ZoomInfo. This health metric is a direct outcome of effective onboarding and ongoing support, whether through professional services or high-touch engagement with the platform's intelligence.

Focus on improving Net Revenue Retention (NRR), which hit 90% in Q3 2025.

Retention is the ultimate measure of customer relationship success. Company-wide Net Revenue Retention (NRR) rose to 90% in Q3 2025, marking the fifth straight quarterly improvement. Critically, the in-period NRR for the upmarket segment was >100%.

Here's a quick look at the key metrics tying customer success to financial performance as of Q3 2025:

Metric Category	Specific Metric	Value (Q3 2025 or latest available)
Retention Health	Company-wide Net Revenue Retention (NRR)	90%
Upmarket Success	In-Period Upmarket NRR	>100%
Customer Value Mix	Upmarket ACV as Percentage of Total ACV	73%
Enterprise Scale	Customers with ACV $\ge$ $100,000	1,887
AI Impact on Deals	Increase in Average Deal Size (Copilot Users)	83%
Customer Health	Reported Healthier CSM Accounts (due to insights)	54%

The strategic alignment is clear; the top-tier customers are expanding their spend, evidenced by the greater than 100% NRR in that cohort. Enterprise customers using the platform reported 60% higher marketing campaign ROI on average.

• Dedicated Account Managers support the 1,887 customers with ACV of $100,000+.
• AI-powered Copilot users see 30% faster deal cycles.
• CSMs report accounts are 54% healthier from platform insights.
• Upmarket ACV contribution is 73% of the total.
• Overall NRR improved 5 pts y/y to reach 90%.

Finance: draft 13-week cash view by Friday.

ZoomInfo Technologies Inc. (ZI) - Canvas Business Model: Channels

You're looking at how ZoomInfo Technologies Inc. gets its GTM Intelligence Platform into the hands of customers as of late 2025. The mix heavily favors direct engagement for the biggest contracts, but partners and the platform itself are scaling up.

Direct Sales Force: Primary channel for high-ACV Upmarket deals.

The focus on larger customers is clear in the Annual Contract Value (ACV) mix. As of the third quarter of 2025, 73% of the Company's total ACV came from Upmarket customers. This segment is driven by the direct sales force, targeting deals that carry significant weight. The cohort of customers with $100,000 or greater in ACV reached 1,887 in Q3 2025. For Enterprise revenue leaders specifically, average deal size increased from $166,000 to $313,000 after adopting the platform. The direct sales motion is supported by the fact that Upmarket ACV growth accelerated to 6% year-over-year in Q3 2025.

Metric	Value (As of Q3 2025)	Value (As of Q1 2025)
Upmarket ACV Contribution	73%	71%
Customers with $100k+ ACV	1,887	1,868
Upmarket ACV Growth (YoY)	6%	+3%

Integrated Partner Ecosystem: Data delivery through CRM and sales platforms.

The partner channel is used to embed data and orchestrate actions within customer workflows. In January 2025, ZoomInfo Technologies Inc. expanded its partnership with Salesloft, where ZoomInfo now represents Salesloft in deals with commercial and mid-market customers. Also, in June 2025, a strategic partnership with Five by Five (5x5) Data was announced to enhance the B2B data supply chain.

• ZoomInfo represents Salesloft in deals with commercial and mid-market customers.
• Partnership with 5x5 Data to source data from the 5x5 Identity Graph.

Online Platform/Web: Direct access to the GTM Intelligence Platform.

The core platform itself is a primary channel, especially with new product introductions driving engagement. The launch of Go-To-Market Studio (GTM Studio) in May 2025 reinforced the platform repositioning. The operations suite, which is part of the platform offering, grew more than 20% year-over-year in Q3 2025. The overall Net Revenue Retention (NRR) metric, which reflects platform stickiness, improved to 90% in Q3 2025.

API Access: Data as a Service (DaaS) for large-scale data consumption.

While specific API revenue percentages aren't public, the platform's integration capabilities are key to large-scale consumption. The platform's proprietary data asset is described as mission-critical to any AI-driven initiative touching go-to-market. The success of AI-powered applications like Copilot, which is described as a 3x opportunity in the customer base, suggests high-volume data access through APIs is a significant delivery method.

Digital Marketing and Webinars for lead generation and education.

Marketing efforts drive pipeline and educate users on new capabilities like GTM Studio and Copilot. Customers using ZoomInfo signals and data improved lead-to-opportunity rates by 28%. For marketers, using the platform increased qualified leads by 36% and boosted marketing pipeline by more than 42%. Enterprise customers reported 60% higher marketing campaign ROI on average after adoption.

• Lead-to-opportunity rates improved by 28% for users of signals and data.
• Qualified leads increased by 36% due to digital marketing efforts.
• Marketing pipeline boosted by over 42%.

Sales teams using the platform reported a 91% improvement to their connect rate.

ZoomInfo Technologies Inc. (ZI) - Canvas Business Model: Customer Segments

You're looking at where ZoomInfo Technologies Inc. places its focus for revenue generation, and the numbers clearly show a deliberate push toward the top end of the market. This isn't a broad-based strategy; it's a targeted approach at the largest potential spenders.

The Upmarket segment, which includes Enterprise and Mid-Market companies, is the clear engine for Annual Contract Value (ACV). As of the third quarter ended September 30, 2025, this segment accounted for 73% of the Company's total ACV. This concentration is supported by a solid base of large contracts.

Here is the breakdown of the high-value customer base as of September 30, 2025:

Customer Segment	ACV Contribution (as of Q3 2025)	Customer Count (>$100k ACV) (as of Q3 2025)
Upmarket (Enterprise/Mid-Market)	73%	1,887
Downmarket (SMB)	Remaining Percentage	Not explicitly stated for this tier

The Downmarket (SMB) segment represents smaller businesses. While they are part of the overall customer base (which was over 35,000 companies worldwide as of Q1 2025), the financial emphasis is elsewhere, suggesting this segment is currently a lower priority or experiencing a relative decline in importance to overall ACV growth.

The actual users of the platform fall into distinct functional roles, driving the need for specific data and automation features. The platform's utility is split across the core Go-To-Market (GTM) functions:

• Sales Teams: Primary users for prospecting and lead generation.
• Marketing/RevOps Teams: Users for data enrichment, account-based marketing (ABM), and operations.

Looking at the user profile from recent customer surveys, we see where the platform is embedded:

• Approximately 38% of surveyed respondents represented enterprise businesses.
• Small- to mid-size businesses (SMBs) and midmarket companies each accounted for about 31% of survey responses.
• Approximately one-third of survey respondents said they were in a sales prospecting role.
• Nearly 60% of survey respondents reported being in a new business role (SDR, BDR, AE, or Field Sales).
• Sales leadership and sales managers comprised 9% of respondents.

The introduction of tools like the AI-powered GTM Workspace further solidifies the focus on these user groups, shifting sales, account management and customer success teams from reactive to proactive workflows. For instance, ZoomInfo was recognized in the 2025 Gartner Voice of the Customer Report for Account-Based Marketing (ABM) Platforms, directly validating its utility for Marketing/RevOps teams focused on ABM strategies.

Finance: review Q4 2025 ACV mix against the 73% Upmarket target by end of January.

ZoomInfo Technologies Inc. (ZI) - Canvas Business Model: Cost Structure

You're looking at the core expenses that drive ZoomInfo Technologies Inc.'s ability to deliver its Go-To-Market Intelligence Platform. For a data and AI-driven business like ZoomInfo Technologies Inc., the cost structure is heavily weighted toward the inputs that create and maintain that data advantage, plus the engine to sell it.

We can see the scale of the overall cost base from the third quarter of 2025 results. The total GAAP operating expenses for the quarter were substantial, reflecting the necessary investment in proprietary data and product development.

Metric	Q3 2025 Amount (Millions USD)
GAAP Revenue	$318.0
GAAP Operating Income	$67.5
Implied Total GAAP Operating Expenses	$250.5
GAAP Operating Income Margin	21%

The Cost Structure is dominated by four main areas, as you outlined, which collectively make up that $250.5 million in Q3 GAAP operating expenses.

High cost of revenue (CoR) for data acquisition and maintenance.

This is the cost of keeping the proprietary data universe fresh, accurate, and compliant. For a platform whose value is directly tied to the quality and breadth of its data, this is a non-negotiable, high-volume expense. The company's focus on AI-driven initiatives means this cost likely includes significant spending on data ingestion, validation, and the infrastructure to process it.

Significant investment in Research & Development (R&D) for AI and product innovation.

ZoomInfo Technologies Inc. is actively building the future of go-to-market, which means R&D is a major cost driver. This investment funds the development of features like the GTM Workspace and AI-powered Copilot activations. This spending is critical to maintaining a competitive moat against other data providers.

Sales and Marketing (S&M) expenses to drive Upmarket growth.

Driving growth, especially in the Upmarket segment where 73% of the Annual Contract Value (ACV) now resides, requires a significant S&M spend. This covers the personnel and resources needed to acquire large enterprise customers and displace competitors, which is a more complex and costly sales cycle than the downmarket segment.

General and Administrative (G&A) costs to support compliance and operations.

G&A covers the necessary overhead to run a public company with a global data footprint. Given ZoomInfo Technologies Inc.'s emphasis on industry-leading GDPR and CCPA compliance, a portion of G&A is dedicated to legal, finance, and administrative functions supporting these rigorous standards.

Full Year 2025 Adjusted Operating Income is projected to be $440 million to $443 million.

This projection, based on Q3 performance and updated guidance, shows the expected profitability outcome after these significant operating costs are accounted for on an adjusted basis for the full fiscal year 2025.

• Full Year 2025 Projected Adjusted Operating Income Range: $440 million to $443 million.
• Q3 2025 Adjusted Operating Income Margin: 37%.
• Q3 2025 GAAP Operating Income Margin: 21%.

Finance: draft 13-week cash view by Friday.

ZoomInfo Technologies Inc. (ZI) - Canvas Business Model: Revenue Streams

You're looking at the core engine of how ZoomInfo Technologies Inc. makes money as of late 2025. It's all about recurring revenue, plain and simple.

Subscription Fees: This remains the bread and butter, the predominant model. You pay for access, tiered based on how much data you need and which features you unlock.

Annual Contract Value (ACV): ZoomInfo Technologies Inc. is heavily focused on driving up the value of each customer relationship, especially moving further upmarket (larger enterprises). As of the third quarter of 2025, the Upmarket segment accounted for 73% of total ACV. The growth in this area is key; Upmarket ACV grew 6% year-over-year in Q3 2025. Contrast that with the downmarket, which saw a 10% year-over-year decline in ACV for the same period. The focus on larger deals is clear when you see the $1 million cohort accelerating, up more than 30% year-over-year in Q3 2025.

Here's a quick look at the customer value shift:

Metric	Value (Q3 2025)	Comparison
Total ACV from Upmarket Customers	73%	Up from 71% as of Q1 2025
Upmarket ACV Growth (YoY)	6%	Accelerated from 4% in the prior quarter
Downmarket ACV Growth (YoY)	-10%	Improvement from -11% in the prior quarter
Customers with >$100k ACV	1,887	Up 4% year-over-year

Data as a Service (DaaS): This is the fast-growing component, often bundled into suites like the Operations Suite, which leverages the proprietary data asset. The Operations Suite grew more than 20% year-over-year in Q3 2025, showing strong adoption for raw data integration and AI initiatives.

Cross-selling and Upselling: You measure this success by how much existing customers spend more over time. Net Revenue Retention (NRR) is your best proxy here. ZoomInfo Technologies Inc. improved NRR for the fifth straight quarter, hitting 90% in Q3 2025, the highest level since Q2 2023. This means, on average, customers are spending 90% of what they spent last year, plus new expansion revenue is pushing that number up for the overall base.

You're looking at the full-year expectation now, which anchors the entire revenue picture:

• Full Year 2025 GAAP Revenue guidance is $1.237 billion to $1.240 billion.
• Q3 2025 GAAP Revenue was a record $318 million, up 5% year-over-year.
• The expected full-year Adjusted Operating Income margin is 36%.

Finance: draft 13-week cash view by Friday.