A supercharged LinkedIn Sales Navigator for B2B sales.

The 'Google' for B2B sales leads.

• Go-to-Market Intelligence and Engagement Platform: A cloud-based platform that provides comprehensive data and automated tools for sales and marketing teams to identify, engage, and convert target customers.
• Customer and Decision Maker Identification: Services within the platform that enable users to pinpoint specific target companies and key decision-makers.
• Predictive Lead and Company Scoring: Functionality that delivers continually updated scores to help prioritize potential leads and companies based on buying intent.
• Buying Signal Monitoring: Tools that track and alert users to specific attributes and signals indicating a target company's readiness to purchase.
• Automated Sales Engagement Tools: Features for crafting messages, automating outreach campaigns, and managing interactions with prospects throughout the sales process.
• Deal Cycle Tracking: Capabilities to monitor and manage the progress of sales opportunities from initial contact through to deal closure.

• Businesses of all sizes: The company serves enterprises, mid-market companies, and small businesses.
• Companies across various industry verticals: These include, but are not limited to, software, business services, manufacturing, telecommunications, financial services, media and internet, transportation, education, hospitality, and real estate.

• Amazon.com, Inc. (AMZN)

Henry L. Schuck, Founder, Chairman & CEO

Henry L. Schuck co-founded DiscoverOrg in 2007, starting the business while in law school with a modest initial investment. He initially bootstrapped DiscoverOrg's growth, focusing on human-verified B2B data for enterprise clients, leading to early profitability. In February 2019, he led DiscoverOrg's acquisition of its competitor, Zoom Information, Inc., and subsequently rebranded the combined entity as ZoomInfo. ZoomInfo became a publicly traded company in June 2020. DiscoverOrg received minority investments from private equity firms, including TA Associates in 2014, and The Carlyle Group and 22C Capital in 2018. The acquired Zoom Information Inc. was also backed by private equity firm Great Hill Partners prior to its acquisition by DiscoverOrg.

Michael Graham O'Brien, Chief Financial Officer

Michael Graham O'Brien was appointed permanent Chief Financial Officer of ZoomInfo effective August 1, 2025, after serving as interim CFO since September 2024. He joined ZoomInfo in December 2017 and has held various roles with increasing responsibility within the company, including Vice President of Financial Planning & Analysis since January 2023. Prior to joining ZoomInfo, Mr. O'Brien held accounting positions at RainKing Solutions from 2016 to 2017 and Kaseya from 2008 to 2016. RainKing Solutions was acquired by DiscoverOrg (now ZoomInfo) in 2017.

Christopher Joseph Hays, COO & President

Christopher Joseph Hays joined ZoomInfo in 2016. He served as Chief Revenue Officer from 2019 until early 2021 before being promoted to Chief Operating Officer and President. In his current role, he oversees areas such as revenue and growth, new sales, sales development, emerging products, marketing, data services, customer experience, and technology and operations. Before joining ZoomInfo, Mr. Hays co-founded Inside Sales Team in 2008, where he served as Head of Revenue Operations until 2015. His earlier career included global sales, marketing, and operations leadership roles at Lucent and Avaya.

James Roth, Chief Revenue Officer

James Roth joined ZoomInfo in 2022. As Chief Revenue Officer, he is responsible for overseeing ZoomInfo's global revenue organization, which includes global sales, account management, and partner business. He has a strong background in scaling high-growth teams and building enterprise go-to-market strategies. Prior to his tenure at ZoomInfo, Mr. Roth held various leadership positions at companies such as Vonage, Vonage Applications Group, iCore Networks (which became part of Vonage), and Cbeyond (later acquired by Birch Communications). In these roles, he consistently achieved strategic targets and double-digit growth and was involved in acquisitions. He began his career in door-to-door sales.

Filip Popovic, Chief Technology Officer

As Chief Technology Officer, Filip Popovic leads ZoomInfo's global engineering team, focusing on driving innovation and scalability across the company's technology platform. He joined ZoomInfo through the 2017 acquisition of RainKing Solutions. Previously, he was Senior Vice President of Engineering, where he was instrumental in shaping ZoomInfo's technology strategy and execution. Before his time at RainKing, Mr. Popovic focused on developing SaaS applications for the legal industry.

Key Business Risks for ZoomInfo Technologies (GTM)

ZoomInfo Technologies Inc. (GTM) faces several significant risks to its business operations and future growth. These risks primarily stem from evolving data privacy regulations, intense market competition exacerbated by advancements in artificial intelligence, and challenges related to financial performance and customer retention.

1. Regulatory and Data Privacy Risks: ZoomInfo's business model, which relies on the collection and sale of professional contact data, is highly susceptible to stringent and evolving data privacy laws globally. Regulations such as the European Union's General Data Protection Regulation (GDPR) and the California Consumer Privacy Act (CCPA) directly impact the company's ability to gather and utilize data. Increased regulatory scrutiny, potential litigation, and shifts in public perception regarding data privacy could negatively affect ZoomInfo's reputation, financial standing, and its ability to maintain its extensive database. There have been past class-action lawsuits challenging its data collection methods and user consent practices.
2. Intense Competition and AI Disruption: The B2B data intelligence and sales enablement market in which ZoomInfo operates is highly competitive. The company faces numerous direct rivals, including Apollo.io, Cognism, Lusha, Seamless.AI, and Dun & Bradstreet, along with major CRM providers integrating AI into their platforms. The rapid advancements in artificial intelligence (AI) pose a credible threat, as AI tools could potentially replicate or even enhance the scraping of web data to generate sales leads, diminishing the unique value proposition of ZoomInfo's proprietary dataset. This could lead to a cap on demand for ZoomInfo's platform and intensify competitive pressures.
3. Financial and Customer Retention Issues: ZoomInfo has experienced slowing revenue growth and has provided flat sales guidance, leading to investor concern. The company's financial health also presents potential vulnerabilities, with concerns raised about financial stability, as indicated by its Altman Z-Score, and a notable debt-to-equity ratio. Furthermore, ZoomInfo has faced allegations of using "manipulative and coercive auto-renew policies" and threats of litigation to retain customers, which has reportedly damaged customer relationships and could negatively impact client franchises and competitive advantages, creating a "demand cliff" for contract renewals.

ZoomInfo Technologies (symbol: GTM) operates within several significant addressable markets for its go-to-market intelligence and engagement platform.

The global sales intelligence market, a core area for ZoomInfo, was valued at approximately USD 4.85 billion in 2025 and is projected to reach USD 12.45 billion by 2034, growing at a compound annual growth rate (CAGR) of 11.10% over the forecast period. North America is a dominant region within this market, accounting for a 42.30% share in 2025. Specifically, the U.S. sales intelligence market is expected to expand significantly, reaching an estimated value of USD 2,855.0 million by 2032.

ZoomInfo itself has reported an expansion of its total addressable market (TAM) from $24 billion in 2020 to over $100 billion. This growth is attributed to the company's diversification into various product categories that serve sales, marketing, and operations teams. More broadly, ZoomInfo operates within the Software - Application segment of the Technology sector, a global market projected to be worth $5.0 trillion by 2027.

Expected Drivers of Future Revenue Growth for ZoomInfo Technologies (GTM)

• Upmarket Strategy and Expansion: ZoomInfo is focused on expanding its presence among larger enterprise customers, referred to as its "upmarket strategy." This segment has shown accelerated growth, with customers spending over $100,000 in Annual Contract Value (ACV) representing more than 50% of the company's total ACV. This shift towards higher-value contracts with larger clients is expected to drive future revenue growth and improve customer retention.
• AI Adoption and Product Innovation: The company is heavily investing in and seeing significant traction from AI-powered solutions, such as ZoomInfo Copilot. Copilot's adoption more than doubled in 2025, now accounting for over 20% of total ACV, and demonstrates better retention outcomes compared to legacy products. Continued innovation and the launch of new AI-native tools like GTM Studio and GTM Workspace are anticipated to enhance the platform's value proposition, leading to higher contract values and deeper account penetration.
• Growth in Operations Business (Data-as-a-Service): ZoomInfo's operations business, which provides data-as-a-service (DaaS), experienced over 20% year-over-year growth in Q4 2025 and constitutes nearly one-fifth of the total ACV. This growth is fueled by increasing demand for high-quality data to power AI agents and various workflows, indicating a strong revenue stream from its core data offerings.
• Platform Integration and End-to-End Orchestration (RevOS): ZoomInfo is developing its platform as a comprehensive "Revenue Operating System" (RevOS) that integrates robust data with workflow and orchestration tools. By controlling both the data and application layers, and offering end-to-end orchestration and execution capabilities, the company aims to streamline revenue generation processes for its customers. Deeper integrations with leading CRM platforms like Salesforce, HubSpot, and Dynamics are also part of this strategy to expand utility and drive adoption.

Share Repurchases

• In February 2026, ZoomInfo Technologies authorized an additional $1 billion for share repurchases, representing approximately 50% of its market capitalization.
• The company returned nearly $1 billion to shareholders through repurchases over the past two years (2024-2025). Specifically, in 2025, ZoomInfo repurchased $407 million of its shares, and in 2024, it retired 46.8 million shares worth $400 million.
• In March 2023, the Board of Directors approved a share repurchase program authorizing the company to repurchase up to $100 million of its common stock.

Share Issuance

• ZoomInfo Technologies has focused on share repurchases to reduce its outstanding shares, having retired nearly one-quarter of its shares since the start of 2023. No significant new share issuances with disclosed dollar amounts were identified within the last 3-5 years.

Inbound Investments

• RPD Fund Management increased its stake in ZoomInfo by 725,616 shares in the third quarter of 2025, bringing its total holdings to nearly 6.9 million shares with a market value of $75.3 million as of September 30, 2025.

Outbound Investments

• ZoomInfo Technologies completed several acquisitions, including Chorus.ai for $575 million in July 2021.
• Other acquisitions within the 2021-2022 period include Insent.ai and NeverBounce in June 2021, and Comparably in May 2022, for undisclosed amounts.

Capital Expenditures

• The company has been investing in the business to drive innovation and build its GTM Intelligence platform, with a primary focus on AI and the Copilot platform.
• The rollout of AI-integrated products has put some pressure on gross margins, indicating significant investment in these areas.