Investor Overview
and Financial Results

DATE

August 1, 2022

Q2 EARNINGS CALL > SAFE HARBOR STATEMENT

Forward-Looking Statements
This presentation contains forward-looking statements within the meaning of Section 27A of the Securities Act of 1933 and Section 21E of the Securities Exchange Act of 1934, as amended,and the Private Securities Litigation Reform Act of 1995. Forward-looking statements include all statements that are not historical facts. In some cases, you can identify these forward-looking
statements by the use of words such as “outlook,” “believes,” “expects,” “potential,” “continues,” “may,” “will,” “should,” “could,” “seeks,” “predicts,” “intends,” “trends,” “plans,”“estimates,” “anticipates,” or the negative version of these words or other comparable words. Any statements in this presentation regarding future revenue, earnings, margins, financial
performance, cash flow, liquidity, results of operations, free cash flow, stock based compensation expense, depreciation and amortization expense, interest expense, capital expenditures,
non-GAAP tax rates, or cash tax rates (including, but not limited to, the information provided under "Financial Results Overview - 2022 Guidance” and "Guidance"), our total addressable
market ("TAM"), our future investments in R&D, innovation and product offerings, the potential impact of the COVID-19 pandemic and macroeconomic conditions on our business, future
product or service offerings, expected customer growth or net retention, the integration and anticipated benefits of acquisitions to us and our customers, our acquisition strategy, future plans
for further international expansion, and any other statements that are not historical facts are forward-looking statements. We have based our forward-looking statements on ourmanagement’s beliefs and assumptions based on information available to our management at the time the statements are made. We caution you that assumptions, beliefs, expectations,
intentions and projections about future events may and often do vary materially from actual results. Therefore, actual results could differ materially from those expressed or implied by ourforward-looking statements.
Factors that could cause actual results to differ from those expressed or implied by our forward-looking statements include, among other things: future economic, competitive, and regulatory
conditions, the COVID-19 pandemic, the successful integration of acquired businesses, and future decisions made by us and our competitors. All of these factors are difficult or impossible topredict accurately and many of them are beyond our control. For a further list and description of these and other important risks and uncertainties that may affect our future operations, seePart I, Item 1A - Risk Factors in our most recent Annual Report on Form 10-K filed with the Securities and Exchange Commission, which we may update in Part II, Item 1A - Risk Factors inQuarterly Reports on Form 10-Q we have filed or will file hereafter. Our forward-looking statements do not reflect the potential impact of any future acquisitions, mergers, dispositions, joint
ventures, investments, or other strategic transactions we may make. Each forward-looking statement contained in this presentation speaks only as of the date of this presentation, and weundertake no obligation to update or revise any forward-looking statements whether as a result of new information, future developments or otherwise, except as required by law.

2

Q2 EARNINGS CALL > OVERVIEWBusiness Model

Delivering Durable Growthand Profitability at Scale

Growing TAM$100BnEstimated TAM(1)Network Effects

Scale

GrowthRetention$1.07B

54%

116%

Annualized Q2 2022 Revenue

Q2 2022 YoY Revenue Growth

FY 2021 Net Revenue Retention rate(6)Cash Flow

Profitability

Large Customers

$108M

40%

1,763

Q2 2022 Unlevered Free Cash Flow(5)Q2 2022 Adj. Operating Income Margin(5)Customers w/ >100K ACV(2)>100M
Contact record events daily(2)Business Model>10x
LTV/CAC(3)(4)
1. See footnote on slide 11.
2. As of or through June 30, 2022 as applicable
3. For the trailing twelve month period ended June 30, 2022
4. “LTV” is average lifetime value expected from a customer. “CAC” is our average customer acquisition cost
5. GAAP to non-GAAP reconciliations available in the non-GAAP reconciliations section of this presentation
6. For the trailing twelve month period ended December 31, 2021

3

Q2 EARNINGS CALL > OVERVIEW

Sales and Marketing is Still Inefficient
Sales reps need criticalquestions answered
before they can sell

ADMIN &OTHER

GATHERING &ENTERING DATA

The business world is always changing
People leave their jobs

“Is it a parent or a subsidiary?”“Is this company in my territory?”

Only“Is this company a high priority target?”

1/3“Do they use a competitive technology?”

Constant change
amplifies inefficiency

Companies get acquiredof Sales Rep's Day is
Spent Selling(1)Teams grow and change roles“Who is the decision maker?”“How can I reach this contact?”“What do I know about this contact?”

1. According to 2018 Salesforce State of Sales report

SELLING

New targetable companies every day

44

Q2 EARNINGS CALL > OVERVIEWBest-of-Breed in a Unified Platform: RevOS

ZoomInfo Aligns Marketing and Sales Tech
Stack in a Unified Platform

Category

SolutionsMarket Reputation

Contact Data

220m+ Contacts#1for Lead Intelligence
by G2

Company Data

100m+ Companies#1in Market Intelligenceby G2

Technographics

30k+ Individual
Technologies#1in Sales Intelligence
by G2

IntentStreaming Intent#1

in Buyer Intent
Data Tools by G2

Conversation Intelligence

Chorus#1

in Conversation Intelligencefor Enterprise by G2

Sales Engagement

EngageA
Leaderin Sales Engagement
Software by G2

Pipeline Forecasting

Chorus Momentum

A
Leaderin Sales Coaching
Software by G2

Conversational Marketing

Chat

Enrichment

EnrichA
Leaderin B2B Marketing Data in
Forrester Wave

Audience Solutions

Targeted Audiences#1for Marketing AccountIntelligence Software by G2

Account-Based Marketing

ABMA
Leaderin B2B Marketing Data in
Forrester Wave

Data Orchestration

RingLeadA
Leaderin Data Quality Software
by G2

Key Contact Tracking

Tracker#1

Sales Intelligence Solution withKey Contact Tracking by G2

Site Visitor Identification

WebSights

A
LeaderHigh
in Conversational
Performer Marketing by G2

in Visitor Identification
by G2

Q2 EARNINGS CALL > OVERVIEW

The Modern Revenue Operating System

Display and Social Advertising

Sales Intelligence

Account-Based Marketing

Buyer Intent Data

Website Chat

Key Contact Tracking

Form Enrichment

Conversation Intelligence

Abandoned Form Tracking

Pipeline Forecasting

Audience Solutions

Sales Engagement
Website Chat

Recruitment Intelligence

Data-as-a-Service

Recruitment Automation

Data Quality Management

Talent Engagement

Lead-to-Account Matching

Talent Pool Management

Enrichment

Employer Branding

Routing

Recruitment Marketing

Email Verification

6

Q2 EARNINGS CALL > OVERVIEW

The Modern Revenue Operating System

Foundational Data Layer

Company & Contact Data Brick;Cleanse, Route, Prevent & Multi-Vendor
Enrichment; API solutions
Audiences & Advertising

Capturing Leads

Prospecting
SalesOS

MarketingOS

OperationsOS

Building Awareness

WebSights; FormComplete;
Website Chat; RouteAdvanced Search; Salesforce Filtering; Intent
Signals; Enrich; ReachOut; Engage; ListMatch;
Scoops; Funding data; Tracker; Attributes
Engage; Website Chat; Audiences;
Buying Committee; Org charts;
Workflows

Nurturing & Conversion
Chorus; Tracker; Intent
Creating Opportunities
Intent; Salesforce Filtering;
Workflows; Chorus
Close & Expand
Loyalty & Advocacy

Chorus7

Q2 EARNINGS CALL > OVERVIEW

Product Vision and Privacy Leadership

ZoomInfo's Product Vision

ZoomInfo's Privacy Leadership8

Q2 EARNINGS CALL > OVERVIEWDiverse Data Sourcing Feeds Evidence-Based AI/ML Systems

9

Q2 EARNINGS CALL > OVERVIEW

Consistently Ranked as a Product Leader

The Forrester WaveTM: B2B
Marketing Data Providers

G2 Gridfor Sales Intelligence

Sales Intelligence
Software TrustMap

2021 Conversation
Intelligence Data Quadrant

ZoomInfo Technologies

ZoomInfo Technologies

ZoomInfo Technologies

ZoomInfo Technologies

Leaders in Current Offerings
and Strategies

Leaders, High Performance andSatisfaction, Strong Market PresenceHigh Research Frequency,
High Score

Leader in Product Features andSatisfaction, Vendor Experience
and Capabilities
1010

Q2 EARNINGS CALL > OVERVIEW

Addressing a Large and Growing Opportunity
ZoomInfo's Global TAM

Today (5)(6)

$40B

$30B

$20B

$10B

SalesOSOperationsOS

MarketingOS

TalentOS$100B

As of 12/31/21 (2)(3)(4)

$14B

$12B

North America
Intelligence

International
Intelligence

$18B

$7B

$7B

Conversation Intelligence

Chat

Engage

$6B
Data
Mgt.

$6B
Recruiter$70B

At IPO (1)

1.

2.
3.
4.
5.

6.

$13B

$11B

North America
Intelligence

International
Intelligence$24B

We calculated our TAM at IPO by estimating the total number of companies by employee size for companies with 1,000 or more employees (enterprise), companies with 100 to 999 employees (mid-market), and companies with 10 to 99 employees (SMBs) and applying the ACV to each respective company using internally generated data of actual customer spend by company size. The aggregate calculated
value represents our estimated TAM. Data for numbers of companies by employee count is from our ZoomInfo platform that we have identified as relevant prospects for our platform. The ACV applied to the specifically identified number of companies by employee size is calculated by leveraging internal company data on current customer spend, which is concentrated on sales and marketing use cases
today. For our companies with 1,000 or more employees, we have applied the average ACV of our top quartile of customers with 1,000 or more employees, who we believe have achieved broader implementation of our platform across their organizations. For companies with 100 to 999 employees and companies with 10 to 99 employees, we have applied an average ACV based on current spend for ourcustomers in these bands.
We estimated our TAM most recently reported with our 12/31/21 earnings with the same methodology as per footnote 1 above with the following changes: 1) SMBs sized based on companies 25 to 99 employees, 2) ACV excludes Engage, Everstring and Recruiter as those TAMs are being calculated separately and 3) applying North America and International ACV to applicable company counts by assuming
45% of North America ACV for International enterprise and 75% of North America ACV for mid-market and SMBs.
Conversation Intelligence assumes 40% of ACV as per footnote 2 for enterprise, and 100% of ACV as per footnote 2 for mid-market and SMBs; Engage assumes 25% of ACV as per footnote 2 for enterprise, mid-market and SMBs; Data Management assumes 33% of ACV as per footnote 2 for enterprise and mid-market only; Recruiter assumes $100K ACV for enterprise (50 reps x $2,000 / rep), $8K ACV for midmarket (4 reps x $2,000 / rep), $2K ACV for SMBs (2 reps x $2,000 / rep); Chat assumes 25% of ACV as per footnote 2 for enterprise, mid-market and SMBs.
Company counts based on ZoomInfo platform as of 5/13/2021; ACV values as of 3/31/2021.
We calculated our TAM today by estimating the total number of B2B companies by employee size for companies with 1,000 or more employees (enterprise), companies with 100 to 999 employees (mid-market), and companies with 25 to 99 employees (SMBs) and applying the ACV to each respective company using internally generated data of actual customer spend by company size. The aggregate
calculated value represents our estimated TAM. Data for numbers of companies by employee count is from our ZoomInfo platform that we have identified as relevant prospects for our platform. The ACV applied to the specifically identified number of companies by employee size is calculated by leveraging internal company data on current customer spend by persona as we sell today. For our companies
with 1,000 or more employees, we have applied the average ACV of the top half of customers with 1,000 or more employees, who we believe have achieved broader implementation of our platform across their organizations. For companies with 100 to 999 employees and companies with 25 to 99 employees, we have applied an average ACV based on current spend for our customers in these bands. Note wehave applied a haircut for International ACV to applicable company counts by assuming 45% of North America ACV for International enterprise and 75% of North America ACV for mid-market and SMBs.
Company counts based on ZoomInfo platform as of 3/31/2022; ACV values as of 12/31/2021.

11
11

Q2 EARNINGS CALL > OVERVIEWMultiple Levers for Sustained Growth

Select acquisitions
to complement
platform
Expand Personas:
MarketingOS,
OperationsOS,
TalentOS
Increased usage ofadvancedfunctionality
Seat and data
expansion
Further penetrateinternational
markets
Acquire newcustomers

12

Q2 EARNINGS CALL > OVERVIEW

Recent New and Expansion Customers
More than 30,000 Customers from Small, Mid-sized, and Large Organizations Across a Diverse Set of Industries

13

Q2 EARNINGS CALL > OVERVIEW

Recent Platform Highlights

Integrated Platform Experience•

Integrated the most powerful sales automation capabilities ofOperationsOS

Data Privacy••

Engage with our best-in-class data, targeting, and workflow
capabilities in SalesOS.
•

Introduced Aircover, helping drive a more integrated
experience with tighter alignment between sales andmarketing teams.
•

Launched the ability for customers to connect their Snowflake

ZoomInfo has met the rigorous qualifications of ISO 27701, a

instance to Ringlead, enabling their first- and third-party data

privacy extension to the international information security

stored in Snowflake to be used as an enrichment source.

management standard, ISO/IEC 27001, which the company

Combining existing orchestration capabilities with multiple

attained in 2020 — ISO 27701 provides the requirements andsources of data stored in Snowflake enables customers to

guidance for companies to establish, implement, maintain,

create a 360-degree view of their customer data governed byand continually improve their Privacy Information

the rules they set in Ringlead.

Management System.

Launched the ability to write data to Snowflake, making
Snowflake not only a source of enrichment data, but also a
destination for storing fully unified, cleansed, enriched,normalized, segmented, scored, and routed data coming out
of Ringlead.

Integrated Platform Experience14

Q2 EARNINGS CALL > CASE STUDIES

Customer Case Study - Hackett GroupThe Results
15% Increase in Pipeline

The Challenge
In an era where accurate and dynamic datasets are the lifeblood of modern business, The Hackett Group was in need of a
unified, in-depth system of data with insights and software to drive pipeline and enable automation within their go-tomarket strategy.
The marketing department at The Hackett Group was conducting a vendor review as their current contract was nearing theend. They were looking for a more robust platform with best-in-class data, more advanced features, and technology to fueltheir company-wide initiatives.
“Our old provider’s database was stale and there wasn’t a way for us to automate data enrichment,” said Ileana Gheorma,
Global Marketing Director of Demand Generation and Analytics at The Hackett Group. “It wasn’t a sustainable solution.
We needed more than just a database.”

About the Company
The Hackett Group® is an intellectual property-based
strategic consultancy and leading enterprisebenchmarking firm to global companies. It offers
digital transformations, which include theimplementation of leading enterprise cloud
applications, workflow automation and analytics thatenable Digital World Class™ performance.

The Hackett Group understood that in order to meet the needs of their growing business, they would need a partner who
could offer rich integrations, actionable insights, and a robust go-to-market operating system.

15

Q2 EARNINGS CALL > CASE STUDIES

Customer Case Study - Hackett GroupThe Results
15% Increase in Pipeline

The Solution

The Results“After researching different providers and doing our due diligence, we decided to move
forward with ZoomInfo, not just for their data quality, but also for the automation andworkflows that exist within the ZoomInfo universe,” explained Gheorma.

With access to ZoomInfo’s suite of solutions, The Hackett Group has brought actionable
company insights and contacts into their omnichannel marketing strategy.

With ZoomInfo, The Hackett Group has significantly improved data hygiene within their
CRM. By implementing ZoomInfo Enrich, they’ve been able to automate dataenrichment, giving them a full view of their customers and prospects in real-time. “We nolonger have to waste time or resources manually updating or verifying data,” explained
Gheorma. “Our sales and marketing teams are now confident that the data they are
working off of is reliable and actionable.”
Additionally, ZoomInfo Scoops has helped The Hackett Group’s sales and marketing
teams stay up-to-date on new projects and initiatives, executive hires, product launches,and major changes within their target accounts. “Scoops allows us to lead well-informed
conversations and craft relevant messaging that will resonate with our target accounts.
This feature has helped us tremendously,” said Gheorma.

“With the data intelligence we get from ZoomInfo, we’ve been able to create a successful
Account-Based Marketing (ABM) structure, to ensure every prospect receives a 1:1
experience and only sees content that is most relevant to them at the moment.”“We’ve identified nearly 2,000 new accounts and 15,000 new contacts that fit within our
ICP in just the first year and a half since we partnered with ZoomInfo. This translates to a
15% increase in our pipeline, which is amazing to see,” said Gheorma.
The Hackett Group is on a strong trajectory to keep growing year over year. “Nobody candeny the impact ZoomInfo has on our teams. We’re always looking for ways to consolidate
our tech stack and streamline productivity, and ZoomInfo allows us to do just that.”

16
16

Q2 EARNINGS CALL > CASE STUDIES

Customer Case Study - Newswire
The Results
Frontline Teams Set Up For Success With Consolidated Tech Stack; Data Entry Time Reduced by 90%

The Challenge
Data is at the forefront of today’s evolving business landscape. Kyle Metcalf, President and Chief Revenue Officer at
Newswire, knew his customer-facing organizations needed to invest in a system that was not only rooted in robust insights,
but would address the organization’s major pain points: driving pipeline and data management/hygiene.
Newswire understood the audience it intended to reach, but it struggled with how to find and connect with those
prospects. Exacerbated by today’s work-from-home culture, getting a prospect or customer on the phone had become apainful challenge as the sales team continually ran into abandoned office landlines. This issue was perpetuated byNewswire’s customer relationship management (CRM) system and marketing automation platform, which were bothflooded with inaccurate contact and company information.
“Our Salesforce was bogged down with eight years of unattended account data and we had 311,000 leads sitting in
HubSpot littered with outdated contact information,” said Metcalf. “We knew where we wanted to go, but we couldn’t get
there quickly or effectively without accurate and consistent data fueling our sales and marketing efforts, campaigns, andoutreach.”

About the Company
Newswire is an innovative press release distribution
SaaS company that helps its clients increase online
visibility and drive their web presence. Newswire
delivers premiere syndication to leading news outlets
and empowers its clients with its industry-leading
technology and its commitment to customer
satisfaction. Newswire provides true value forbusinesses at a fraction of the cost of other solutions.
Newswire is headquartered in New York, and was
ranked #1 in customer satisfaction four years in a row.

Newswire searched for a way to easily pull up current contact and company information at a moment’s notice to keep its
sales cycle moving. At the same time, Newswire was looking for a way to ensure clean data was collected from site visitors
filling out forms.

17

Q2 EARNINGS CALL > CASE STUDIES

Customer Case Study - Newswire
The Results
Frontline Teams Set Up For Success With Consolidated Tech Stack; Data Entry Time Reduced by 90%

The Solution
After researching ZoomInfo’s SalesOS platform, Metcalf realized this solution was exactly what
Newswire was looking for to jumpstart more efficient sales efforts. SalesOS ensures Newswire’s
team has access to the most accurate B2B contact and company information and businessintelligence in order to prospect effectively and engage with the right contacts, at the rightcompanies, at the right time.
While Newswire had a resource for identifying net new leads, it still needed to refine its data
management strategy. Again, Metcalf found a solution with ZoomInfo—this time with ZoomInfo’s
OperationsOS suite of products that served as a proper data management solution. Through one
integrated platform, Newswire transformed its entire CRM database into rich, actionable data via
ZoomInfo’s Enrich application and continues to keep the data clean by enriching any new data
before it enters its CRM using the ZoomInfo API.
As a result, Newswire’s customer-facing teams no longer waste time sifting through bad data.
Metcalf adds, “I don’t have someone on my team chasing down a contact for 30 minutes; instead
we have the information we need in seconds. I estimate our partnership with ZoomInfo has
reduced the time my team spends doing data entry from 5 hours a week to 30 minutes a week.”
Newswire is also leveraging ZoomInfo’s FormComplete solution to optimize web traffic andimprove lead captures. “With FormComplete enriching the data, we have been able to decrease
the number of fields on our web forms from eight to five and still gather more data than everbefore–giving us that 360-degree view of the prospect. ZoomInfo has ultimately set our frontline
teams up for success when scoring and routing these leads,” shares Metcalf.

ZoomInfo’s RevOS product suite has allowed Newswire to consolidate their tech stack and bring
multiple solutions under one umbrella, something that has historically required several vendors.
With Chorus, ZoomInfo’s conversation intelligence platform, Newswire is able to deliver a seamlesssales onboarding and training experience for new reps–introducing them to best practices early andoften by reviewing recorded calls, sharing insights, commenting and tagging relevant areas for
feedback. After seeing such positive results, Newswire increased its Chorus licenses to empower thecustomer delivery and account management side of the house as well. Using Chorus to capture andanalyze customer phone calls, video meetings, and email threads, Newswire can keep the voice of thecustomer at the forefront of every decision and interaction. “Chorus allows us to have a clear pictureof the entirety of a customer’s experience, and stick to our promise of delivering a premium customer
support experience,” said Metcalf.

The Results
Without access to ZoomInfo’s RevOS product suite, Metcalf shares that “It would be painful for us to
run effective marketing campaigns, customer outreach, and new product launches in a productive andefficient way.” With the ability to pull insights from one unified platform, Newswire’s marketing andsales team use the same underlying data to unlock true marketing and sales alignment and deliver
tremendous value to the company overall.
“The biggest benefit we have received from ZoomInfo is time, which is the most valuable asset that
we have; time leads to revenue. A lot of sales is limiting challenges–and I know that our investment in
ZoomInfo provides my teams with access to the tools and information they need to excel in theirroles.”

18
18

Q2 EARNINGS CALL > CASE STUDIESVideo Case Studies - Ascent Risk Management Group and EFI

Ascent Risk
Management Group

EFI

19

Q2 2022
Financial Results

Q2 EARNINGS CALL > FINANCIAL RESULTS

Financial Results Overview
Financial Results“Customers of all sizes and industries are leveraging ZoomInfo
data, insights, automation, and workflows to drive a more
efficient go-to-market motion, which is critical in any economic
environment,” said Henry Schuck, ZoomInfo Founder and CEO.
“Our platform strategy is resonating with customers, and we
delivered another record quarter, combining strong revenue
growth, profitability, and free cash flow.”2022 Guidance2
We are increasing our financial guidance for the year. For FY
2022 we expect revenue of $1.08 - $1.09 billion and Adjusted
Operating Income in the range of $433 - $437 million, up fromour prior guidance of revenue in the range of $1.06 - $1.07
billion and Adjusted Operating Income in the range of $418 $424 million.

>30,000
Paying Customers1>1,763Customers with > $100k in ACV1

2022 Guidance (as of 8/1/2022)$1.08 - $1.09
billion
FY 2022 Revenue$433 - $437
million
FY 2022 Adjusted Operating Income2

1. As of or through June 30, 2022 as applicable
2. Guidance as of 8/1/2022. We do not provide a quantitative reconciliation of the forward-looking non-GAAP financial measures included in this presentation to the mostdirectly comparable GAAP measures due to the high variability and difficulty to predict certain items excluded from these non-GAAP financial measures; in particular, theeffects of stock-based compensation expense, taxes and amounts under the exchange tax receivable agreement, deferred tax assets and deferred tax liabilities, andrestructuring and transaction expenses. We expect the variability of these excluded items may have a significant, and potentially unpredictable, impact on our
future GAAP financial results.

21

Q2 EARNINGS CALL > FINANCIAL RESULTS

Q2 2022 Financial Summary (Unaudited)
Non-GAAP(1)GAAP
Quarterly
Results

ChangeYoY

Quarterly
Results

ChangeYoY

Revenue$267.1

54%

Operating Income

$39.5

(3)%

Adjusted Operating
Income$106.941%

Operating Income Margin

15%

Adjusted Operating
Income Margin40%

Net Income Per Share (Diluted)$0.04

Adjusted Net Income Per Share(Diluted)$0.21

Cash Flow from Operating Activities$106.2

Unlevered Free Cash Flow

$108.3($M, except per share amounts and percent figures)

20%

1. GAAP to non-GAAP reconciliations available in the non-GAAP reconciliations section of this presentation

18%

22

Q2 EARNINGS CALL > FINANCIAL RESULTS

GAAP Revenue Growth ($M)
54%$267.1Q2 202254%$174.0GAAP Revenue Growth42%
Organic Revenue Growth(1)Q2 2020

Q3 2020

Q4 2020

Q1 2021

Q2 2021

Q3 2021

Q4 2021

Q1 2022

Q2 2022

GAAP Revenue

1. Organic Revenue excludes revenue from products acquired within the last 12 months. Products acquired within thelast 12 months contributed $19.9 million in revenue for the three months ended June 30, 2022.

23

Q2 EARNINGS CALL > FINANCIAL RESULTS

Adjusted Operating Income ($M)
and Margin(1)41%

Q2 2022$106.940%$75.8

Adjusted Operating
Income Margin(1)

43%

40%

41%
YoY Growth in Adjusted
Operating Income(1)Q2 2020

Q3 2020

Q4 2020

Q1 2021

Adjusted Operating Income (1)Q2 2021

Q3 2021

Q4 2021

Q1 2022

Q2 2022

Adjusted Operating Income Margin (1)1. GAAP to non-GAAP reconciliations available in the non-GAAP reconciliations section of this presentation

24

Q2 EARNINGS CALL > FINANCIAL RESULTS

Unlevered Free Cash Flow (uFCF)
and uFCF Conversion(1)(2)Q2 202218%$108.3

101%

$91.8

Unlevered free cash flow
conversion(1)(2)
121%
101%

40%
Unlevered Free Cash
Flow Margin(1)Q2 2020

Q3 2020

Q4 2020

Q1 2021

Q2 2021

Unlevered Free Cash Flow (1)Q3 2021

Q4 2021

Q1 2022

Q2 2022

uFCF Conversion (1) (2)1. GAAP to non-GAAP reconciliations available in the non-GAAP reconciliations section of this presentation
2. Unlevered Free Cash Flow Conversion defined as Unlevered Free Cash Flow divided by Adjusted Operating Income25

Q2 EARNINGS CALL > FINANCIAL RESULTS

Balance Sheet Highlights and Net Leverage
As ofDecember 31, 2021

As ofJune 30, 2022

Total contractual maturity of outstanding indebtedness$1,250.0$1,250.0

Cash, cash equivalents, restricted cash, and short-term
investments$332.5$371.4

Trailing Twelve Months (TTM) Adjusted EBITDA(1)$318.2$381.5Trailing Twelve Months (TTM) Cash EBITDA(1)$444.6$498.2

Total Net Leverage Ratio (Adjusted EBITDA)(1)(2)

2.9x

2.3x

Total Net Leverage Ratio (Cash EBITDA)(1)(3)

2.1x

1.8x

Total Unearned Revenue$364.2$411.8Current remaining performance obligations$671.5$764.2

Total remaining performance obligations$864.4$984.7($M, except Leverage Ratios)

1. GAAP to non-GAAP reconciliations available in the non-GAAP reconciliations section of this presentation
2. Defined as total contractual maturity of outstanding indebtedness less cash and cash equivalents, restricted cash, and short-term investments divided by TTM Adjusted EBITDA, expressed as a ratio
3. Defined as total contractual maturity of outstanding indebtedness less cash and cash equivalents, restricted cash, and short-term investments divided by TTM Cash EBITDA (defined as Consolidated EBITDA in our Credit Agreements), expressed as a ratio26

Q2 EARNINGS CALL > FINANCIAL RESULTS

Guidance (as of August 1, 2022)(1)Q3 2022

FY 2022(as of 5/2/2022)

FY 2022(as of 8/1/2022)

GAAP Revenue$277 - $279 million$1.06 - $1.07 billion$1.08 - $1.09 billion

Adjusted Operating Income(1)$111 - $113 million$418 - $424 million$433 - $437 million

Adjusted Net Income Per Share(1)$0.19 - $0.20$0.75 - $0.77$0.78 - $0.80

Unlevered Free Cash Flow(1)Not guided$435 - $445 million$438 - $446 million

Weighted Average Shares Outstanding

412 million

411 million

411 million

1. We do not provide a quantitative reconciliation of the forward-looking non-GAAP financial measures included in this presentation to the most directly comparable GAAP measures due to the high variability and difficulty to predict certain
items excluded from these non-GAAP financial measures; in particular, the effects of stock-based compensation expense, taxes and amounts under the exchange tax receivable agreement, deferred tax assets and deferred tax liabilities,
and restructuring and transaction expenses. We expect the variability of these excluded items may have a significant, and potentially unpredictable, impact on our future GAAP financial results.

27

Non-GAAP
Reconciliations

Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES

Non-GAAP Financial Measures
To supplement our consolidated financial statements presented in accordance with GAAP, this presentation contains non-GAAP financial measures, including Adjusted Operating Income, Adjusted Operating Income Margin, Adjusted Net
Income, Adjusted Net Income Per Share, Unlevered Free Cash Flow, Unlevered Free Cash Flow Conversion, TTM Adjusted EBITDA, Net Leverage Ratio, Adjusted Gross Margin, Adjusted Sales and Marketing Expense, Adjusted Researchand Development Expense, and Adjusted General and Administrative Expense. We believe these non-GAAP measures are useful to investors in evaluating our operating performance because they eliminate certain items that affect periodover-period comparability and provide consistency with past financial performance and additional information about our underlying results and trends by excluding certain items that may not be indicative of our business, results ofoperations, or outlook.
Non-GAAP financial measures are not meant to be considered in isolation or as a substitute for the comparable GAAP measures, but rather as supplemental information to our business results. This information should be read only in
conjunction with our consolidated financial statements prepared in accordance with GAAP. There are limitations to these non-GAAP financial measures because they are not prepared in accordance with GAAP and may not be comparable
to similarly titled measures of other companies due to potential differences in methods of calculation and items or events being adjusted. In addition, other companies may use different measures to evaluate their performance, all of which
could reduce the usefulness of our non-GAAP financial measures as tools for comparison. A reconciliation is provided at the end of this presentation for each historical non-GAAP financial measure to the most directly comparable financial
measure stated in accordance with GAAP. We do not provide a quantitative reconciliation of the forward-looking non-GAAP financial measures included in this presentation to the most directly comparable GAAP measures due to the highvariability and difficulty to predict certain items excluded from these non-GAAP financial measures; in particular, the effects of stock-based compensation expense, taxes and amounts under the exchange tax receivable agreement,
deferred tax assets and deferred tax liabilities, and restructuring and transaction expenses. We expect the variability of these excluded items may have a significant, and potentially unpredictable, impact on our future GAAP financial
results.
We define organic revenue growth as current period revenue less revenue from products acquired within the last 12 months divided by prior period revenue. We define Adjusted Operating Income as income from operations plus (i) impactof fair value adjustments to acquired unearned revenue, (ii) amortization of acquired technology and other acquired intangibles, (iii) equity-based compensation expense, (iv) restructuring and transaction-related expenses, and (v)integration costs and acquisition-related compensation. We exclude the impact of fair value adjustments to acquired unearned revenue and amortization of acquired technology and other acquired intangibles, as well as equity-based
compensation, because these are non-cash expenses or non-cash fair value adjustments and we believe that excluding these items provides meaningful supplemental information regarding performance and ongoing cash-generation
potential. We exclude restructuring and transaction-related expenses, as well as integration costs and acquisition-related compensation, because such expenses are episodic in nature and have no direct correlation to the cost of operating
our business on an ongoing basis. Adjusted Operating Income is presented because it is used by management to evaluate our financial performance and for planning and forecasting purposes. Additionally, we believe that it and similar
measures are widely used by securities analysts and investors as a means of evaluating a company’s operating performance. Adjusted Operating Income should not be considered as an alternative to operating income as an indicator ofoperating performance. We define Adjusted Operating Income Margin as Adjusted Operating Income divided by the sum of revenue and the impact of fair value adjustments to acquired unearned revenue.
We define Adjusted Net Income as Adjusted Operating Income less (i) interest expense, net (ii) other (income) expense, net, excluding TRA liability remeasurement expense (benefit) and (iii) income tax expense (benefit) including
incremental tax effects of adjustments to arrive at Adjusted Operating Income and current tax benefits related to the TRA. Adjusted Net Income is presented because it is used by management to evaluate our financial performance and forplanning and forecasting purposes. Additionally, we believe that it and similar measures are widely used by securities analysts and investors as a means of evaluating a company’s operating performance. Adjusted Net Income should not
be considered as an alternative to cash flows from operating activities as a measure of liquidity or as an alternative to operating income or net income as indicators of operating performance.

29

Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES

Non-GAAP Financial Measures
We define Unlevered Free Cash Flow as net cash provided from operating activities less (i) purchases of property and equipment and other assets, plus (ii) cash interest expense, (iii) cash payments related to restructuring and transactionrelated expenses, and (iv) cash payments related to integration costs and acquisition-related compensation. We define Unlevered Free Cash Flow Margin as Unlevered Free Cash Flow divided by the sum of revenue and the amortization of
the impact of fair value adjustments to acquired unearned revenue. Unlevered Free Cash Flow is presented because it is used by management to evaluate our financial performance and for planning and forecasting purposes. Additionally,
we believe that it and similar measures are widely used by securities analysts and investors as a means of evaluating a company’s operating performance. Unlevered Free Cash Flow should not be considered as an alternative to cash flows
from operating activities as a measure of liquidity or as an alternative to operating income or net income as indicators of operating performance. Unlevered Free Cash Flow does not represent residual cash flow available for discretionary
expenditures since, among other things, we have mandatory debt service requirements. We define Unlevered Free Cash Flow Conversion as Unlevered Free Cash Flow divided by Adjusted Operating Income.
We define Net Leverage Ratio to Adjusted EBITDA as total contractual maturity of outstanding indebtedness less cash and cash equivalents, restricted cash, and short-term investments, divided by trailing twelve months Adjusted EBITDA.
EBITDA is defined as earnings before debt-related costs, including interest and loss on debt modification and extinguishment, provision for taxes, depreciation, and amortization. Management further adjusts EBITDA to exclude certain
items of a significant or unusual nature, including other (income) expense, net, impact of certain non-cash items, such as fair value adjustments to acquired unearned revenue and equity-based compensation, restructuring and transactionrelated expenses, and integration costs and acquisition-related compensation. We exclude these items because these are non-cash expenses or non-cash fair value adjustments, which we do not consider indicative of performance andongoing cash-generation potential or are episodic in nature and have no direct correlation to the cost of operating our business on an ongoing basis. Adjusted EBITDA is presented because it is used by management to evaluate ourfinancial performance and for planning and forecasting purposes. Additionally, we believe that it and similar measures are widely used by securities analysts and investors as a means of evaluating a company’s operating performance.
Adjusted EBITDA should not be considered as an alternative to cash flows from operating activities as a measure of liquidity or as an alternative to operating income or net income as indicators of operating performance. Net Leverage
Ratio should not be considered as an alternative to other ratios of GAAP earnings to indebtedness.
We define Adjusted Gross Profit as gross profit plus (i) equity-based compensation expense included as part of Cost of Service, and (ii) integration and deal related compensation included as part of Cost of Service, and (iii) amortization of
acquired technology. Adjusted Gross Margin is Adjusted Gross Profit divided by the sum of revenue and the impact of fair value adjustments to acquired unearned revenue.
We define Adjusted Sales and Marketing Expense as sales and marketing expense less (i) integration and deal related compensation expense, and (ii) the equity-based compensation expense included as part of sales and marketing
expense. Adjusted Sales and Marketing as a percentage of Adjusted Revenue is Adjusted Sales and Marketing divided by the sum of revenue and the impact of fair value adjustments to acquired unearned revenue.
We define Adjusted Research and Development Expense as research and development expense less (i) integration and deal related compensation expense, and (ii) the equity-based compensation expense included as part of research anddevelopment expense. Adjusted Research and Development as a percentage of Adjusted Revenue is Adjusted Research and Development divided by the sum of revenue and the impact of fair value adjustments to acquired unearned
revenue.
We define Adjusted General and Administrative Expense as general and administrative expense, less (i) integration and deal related compensation expense, and (ii) the equity-based compensation expense included as part of general andadministrative expense. Adjusted General and Administrative as a percentage of Adjusted Revenue is Adjusted General and Administrative divided by the sum of revenue and the impact of fair value adjustments to acquired unearned
revenue.
Net revenue retention is an annual metric that we calculate based on customers that were contracted for services at the beginning of the year, or, for those that became customers through an acquisition, at the time of the acquisition. Net
revenue retention is calculated as: (a) the annual contract value ("ACV") for those customers at the end of the year divided by (b) ZoomInfo ACV at the beginning of the year plus the ACV of acquired companies at the time of acquisition.

30
30

Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES

Reconciliation from GAAP Net Income (Loss) to Adjusted Operating Income($M except percent figures)

Q2 2021

Q2 2022

Net income (loss)

$24.5

$15.9

Add (less): Expense (benefit) from income taxes

6.2

10.5

Add: Interest expense, net

10.1

11.7

Add: Loss on debt modification and extinguishment——

Add (less): Other expense (income), net

0.1

1.4

Income (loss) from operations

40.9

39.5

Add: Impact of fair value adjustments to acquired unearned revenue

0.4

0.6

Add: Amortization of acquired technology

6.8

12.3

Add: Amortization of other acquired intangibles

4.8

5.6

Add: Equity-based compensation

17.1

47.0

Add: Restructuring and transaction-related expenses

2.2

1.1

Add: Integration costs and acquisition-related expenses

3.5

0.8

Adjusted Operating Income$75.8$106.9

Revenue

174.0

267.1

Impact of fair value adjustments to acquired unearned revenue

0.4

0.6

Revenue for adjusted operating margin calculation

174.4

267.7

Adjusted Operating Income Margin

43%

40%

31

Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES

Reconciliation from GAAP Net Income (Loss) to Cash EBITDA($M)

Trailing Twelve Months as of June 30, 2021

Trailing Twelve Months as of June 30, 2022

Net income (loss)$38.0$126.4Add (less): Expense (benefit) from income taxes

52.2(26.2)

Add: Interest expense, net

36.3

50.8

Add: Loss on debt modification and extinguishment

5.9

1.8

Add: Depreciation

12.3

14.3

Add: Amortization of acquired technology

25.6

45.4

Add: Amortization of other acquired intangibles

19.0

21.6

EBITDA

189.3

234.0

Add (less): Other expense (income), net(15.5)(36.5)

Add: Impact of fair value adjustments to acquired unearned revenue

2.0

5.2

Add: Equity-based compensation expense

80.9

147.2

Add: Restructuring and transaction related expenses (excluding depreciation)

5.9

20.7

Add: Integration costs and acquisition-related expenses

11.4

11.0

Adjusted EBITDA

274.0

381.5

Add: Unearned revenue adjustment

99.0

113.4

Add (less): Cash rent adjustment

(1.6)

0.6

Add (less): Pre-Acquisition EBITDA—

1.1

Add (less): Other lender adjustments

0.9

1.6

$372.3$498.2

Cash EBITDA(1)1. Defined as Consolidated EBITDA in our Credit Agreements

32

Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES

Reconciliation of Non-GAAP Leverage Ratios
As ofDecember 31, 2021

As ofJune 30, 2022

Total contractual maturity of outstanding indebtedness$1,250.0$1,250.0

Less: Cash and cash equivalents, restricted cash, and short-term investments

332.5

371.4

Net Debt

917.5

878.6

Trailing Twelve Months (TTM) Adjusted EBITDA

318.2

381.5

Total Net Leverage Ratio (Adjusted EBITDA)

2.9x

2.3x

Total contractual maturity of outstanding indebtedness$1,250.0$1,250.0

Less: Cash and cash equivalents, restricted cash, and short-term investments

332.5

371.4

Net Debt

917.5

878.6

Trailing Twelve Months (TTM) Cash EBITDA(1)

444.6

498.2

Total Net Leverage Ratio (Cash EBITDA)

2.1x

1.8x

($M, except Leverage Ratios)
Total Net Leverage Ratio (Adjusted EBITDA)

Total Net Leverage Ratio (Cash EBITDA)

1. Defined as Consolidated EBITDA in our Credit Agreements

33

Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES

Reconciliation from GAAP Operating Cash Flow to Unlevered Free Cash Flow($M except percent figures)

Q2 2021

Q2 2022

Cash flow from operating activities$88.6$106.2

Purchases of property and equipment and other assets

(6.3)

(8.2)

Interest paid in cash

5.5

6.1

Restructuring and transaction-related expenses paid in cash

2.7

1.4

Integration costs and acquisition-related compensation paid in cash

1.3

2.8

Unlevered Free Cash Flow

$91.8

$108.3Adjusted Operating Income

75.8

106.9

Unlevered Free Cash Flow conversion

121%

101%

Revenue

174.0

267.1

Impact of fair value adjustments to acquired unearned revenue

0.4

0.6

Revenue for uFCF margin calculation

174.4

267.7

Unlevered Free Cash Flow Margin

53%

40%

34

Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES

Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share
Equity-based
Compensation

Amortization of Acquired
Intangibles and Fair Value
Adjustments fromAcquisitions

Transaction RelatedExpenses

Tax Impacts of
Adjustments and
TRA

As Adjusted

$—

$0.6

$—

$—

$267.7

13%

(5.0)

—

(0.1)

—

29.7

12.3

5%

—

(12.3)———

Gross profit

220.1

82%

5.0

12.9

0.1

—

238.0

89%

Sales and marketing

95.2

36%

(20.4)

—

(0.4)

—

74.4

28%

Research and development

49.5

19%

(15.3)

—

(0.2)

—

34.0

13%

General and administrative

29.2

11%

(6.3)

—

(0.2)

—

22.7

8%

Amortization of other acquired intangibles

5.6

—

(5.6)

—

—

—

Restructuring and transaction-related
expenses

1.1

—

—

(1.1)

—

—

Total operating expenses

180.6(42.0)

(5.6)

(1.9)

—

131.1

Income (loss) from operations

$39.5

$47.0

$18.5

$2.0

$—

$106.9Interest expense, net

11.7

—

—

—

—

11.7

Loss on debt modification and extinguishment

—

—

—

—

—

—

Other (income) expense, net, excluding TRA
liability remeasurement (benefit) expense

1.4

—

—

—

—

1.4

Income (loss) before income taxes

26.4

47.0

18.5

2.0

—

93.9

Income tax expense (benefit)

10.5

—

—

—

(0.8)

9.7

Net income (loss)

$15.9

$47.0

$18.5

$2.0

$0.8

$84.1

Diluted net income (loss) per share

$0.04

$0.21

Common Stock WASO – diluted (in millions)

403

410

Three months ended June 30, 2022
($M)

GAAP

Revenue$267.1

Cost of service

34.7

Amortization of acquired technology

Margin%15%

6%Adjusted Margin%

11%

40%

31%

35

Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES

Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per Share
Equity-based
Compensation

Amortization of Acquired
Intangibles and Fair Value
Adjustments fromAcquisitions

Transaction RelatedExpenses

Tax Impacts of
Adjustments and
TRA

As Adjusted

$—

$1.7

$—

$—

$510.5

13%

(9.6)

—

(0.2)

—

57.8

23.5

5%

—

(23.5)———

Gross profit

417.8

82%

9.6

25.2

0.2

—

452.7

89%

Sales and marketing

179.3

35%

(36.5)

—

(0.5)

—

142.3

28%

Research and development

95.1

19%

(30.9)

—

(0.5)

—

63.8

12%

General and administrative

57.0

11%

(12.5)

—

(0.2)

—

44.2

9%

Amortization of other acquired intangibles

10.9

—

(10.9)———

Restructuring and transaction related expenses

3.6

—

—

(3.6)

—

—

Total operating expenses

345.9(79.9)(10.9)

(4.8)

—

250.2

Income (loss) from operations

$71.9

$89.5

$36.1

$5.0

$—

$202.5Interest expense, net

23.5

—

—

—

—

23.5

Six months ended June 30, 2022
($M)

GAAP

Revenue$508.8

Cost of service

67.5

Amortization of acquired technology

Margin%14%

Loss on debt modification and extinguishment

0.0

—

—

—

—

—

Other (income) expense, net, excluding TRA
liability remeasurement (benefit) expense

2.8

—

—

—

(0.9)

1.9

Income (loss) before income taxes

45.6

89.5

$36.1

5.0

0.9

177.1

Income tax expense (benefit)

23.5

—

—

—

(4.3)

19.2

Net income (loss)

$22.1

$89.5

$36.1

$5.0

$5.2

$157.9Diluted net income (loss) per share

$0.05

$0.39

Common Stock WASO – diluted (in millions)

403

409

4%

Adjusted Margin%

11%

40%

31%

36

Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES

Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per ShareThree months ended June 30, 2021
($M)

GAAP

Revenue$174.0Margin%Equity-based
Compensation

Amortization of Acquired
Intangibles and Fair Value
Adjustments fromAcquisitions

Transaction RelatedExpenses

Tax Impacts of
Adjustments and
TRA

As Adjusted

$—

$0.4

$—

$—

$174.4

Adjusted Margin%

Cost of service

23.5

14%

(3.2)

—

(0.6)

—

19.7

Amortization of acquired technology

6.8

4%

—

(6.8)

—

—

—

Gross profit

143.7

83%

3.2

7.2

0.6

—

154.7

89%

Sales and marketing

49.9

29%

(7.2)

—

(0.5)

—

42.2

24%

Research and development

24.0

14%

(3.2)

—

(1.9)

—

18.9

11%

General and administrative

21.9

13%

(3.5)

—

(0.5)

—

17.9

10%

Amortization of other acquired intangibles

4.8

—

(4.8)

—

—

—

Restructuring and transaction related expenses

2.2

—

—

(2.2)

—

—

Total operating expenses

102.8(13.9)

(4.8)

(5.1)

—

78.9

Income from operations

$40.9

$17.1

$12.0

$5.7

$—

$75.8

Interest expense, net

10.1

—

—

—

—

10.1

Loss on debt modification and extinguishment

—

—

—

—

—

—

Other (income) expense, net, excluding TRA
liability remeasurement (benefit) expense

0.1

—

—

—

—

0.1

Income (loss) before income taxes

30.7

17.1

12.0

5.7

—

65.5

Income tax expense (benefit)

6.2

—

—

—

2.9

9.1

Net income (loss)

$24.5

$17.1

$12.0

$5.7

$(2.9)$56.4

Diluted net income (loss) per share

$0.05

$0.14

Class A WASO – diluted (in millions)

193

404

24%

14%

11%

43%

32%

37

Q2 EARNINGS CALL > NON-GAAP FINANCIAL MEASURES

Reconciliation from GAAP Net Income (Loss) to Adjusted Net Income Per ShareSix months ended June 30, 2021
($M)

GAAP

Revenue$327.3

Margin%Equity-based
Compensation

Amortization of Acquired
Intangibles and Fair Value
Adjustments fromAcquisitions

Transaction RelatedExpenses

Tax Impacts of
Adjustments and
TRA

As Adjusted

$—

$1.1

$—

$—

$328.4

Adjusted Margin%

Cost of service

44.9

14%

(6.7)

—

(1.2)

—

37.0

Amortization of acquired technology

13.5

4%

—

(13.5)———

Gross profit

268.9

82%

6.7

14.6

1.2

—

291.3

89%

Sales and marketing

98.7

30%

(15.6)

—

(1.0)

—

82.1

25%

Research and development

44.4

14%

(5.8)

—

(3.7)

—

34.8

11%

General and administrative

40.7

12%

(7.1)

—

(1.0)

—

32.6

10%

Amortization of other acquired intangibles

9.6

—

(9.6)

—

—

—

Restructuring and transaction related expenses

6.6

—

—

(6.6)

—

—

Total operating expenses

200.0(28.5)(9.6)(12.3)—

149.5

Income from operations

$68.9

$35.2

$24.2

$13.5

$—

$141.9Interest expense, net

16.6

—

—

—

—

16.6

21%

Loss on debt modification and extinguishment

5.9

—

—

(5.9)

—

—

Other (income) expense, net, excluding TRA
liability remeasurement (benefit) expense

(0.1)

—

—

—

—

(0.1)

Income (loss) before income taxes

46.5

35.2

24.2

19.4

—

125.3

Income tax expense (benefit)

55.9

—

—

—

(37.7)

18.2

Net income (loss)$(9.4)

$35.2

$24.2

$19.4

$37.7

$107.1

Diluted net income (loss) per share

$0.07

$0.27

Class A WASO – diluted (in millions)

400

404

(3)%

11%

43%

33%

38