ZoomInfo — Third Quarter 2026 Earnings Summary

Financial Performance:

• GAAP revenue was $308.8 million, a 3% decrease year-over-year.
• GAAP operating income was $23.6 million, a 65% decrease year-over-year; GAAP operating income margin was 8%.
• Adjusted operating income was $119.1 million, a 1% increase year-over-year; adjusted operating income margin was 39%.
• GAAP cash flow from operations was $47.4 million, a 49% decrease year-over-year.
• Unlevered free cash flow was $87.2 million, an 8% decrease year-over-year.
• GAAP net income per share (diluted) was $0.01.
• Adjusted net income per share (diluted) was $0.29.
• Net revenue retention rate was 88%.

Guidance and Future Outlook:

• Q4 2026 GAAP revenue is guided to $294–$297 million.
• Full year 2026 GAAP revenue is guided to $1.2235–$1.2265 billion.
• Q4 2026 non-GAAP adjusted operating income is guided to $113–$116 million.
• Full year 2026 non-GAAP adjusted operating income is guided to $452–$455 million.
• Q4 2026 non-GAAP adjusted net income per share is guided to $0.285–$0.295.
• Full year 2026 non-GAAP adjusted net income per share is guided to $1.125–$1.135.
• Full year 2026 non-GAAP unlevered free cash flow is guided to $405–$425 million.
• Weighted average shares outstanding for Q4 2026 is 321 million; for full year 2026 is 318 million.

Business Segments and Product Lines:

• Announced "Agent Teams," a native multi-agent AI orchestration layer in ZoomInfo GTM Studio that coordinates teams of agents across company systems to execute complex GTM motions.
• Recognized as a Leader in the 2026 IDC MarketScape for Worldwide Unified Revenue Orchestration Platforms.
• Named a Leader in the Gartner Magic Quadrant for Account-Based Marketing (ABM) Platforms for the third consecutive year.
• Achieved ISO/IEC 42001:2023 certification for its Artificial Intelligence Management System (AIMS).
• Total ACV from customers with $100,000 or greater increased 4% year-over-year, though the number of such customers decreased 2% year-over-year to 1,851.
• 77% of the Company's ACV was Upmarket, with Upmarket ACV remaining flat year-over-year.

Market and Competitive Landscape:

• The Company's largest customers continue to invest and grow, with the million-dollar customer cohort described as the strongest ever from an ACV and logo perspective.
• The headless context layer is grounding AI agents across dozens of platforms customers already use.

Risks and Challenges:

• Forward-looking statements note that actual results may differ materially due to economic, competitive, and regulatory conditions.
• Risks include the Company's revenue model, transition upmarket, pricing structures, ability to attract new customers, renew existing subscriptions, or expand existing subscriptions.
• Risks also include the successful integration of acquired businesses and future decisions made by competitors.
• The Company does not provide a quantitative reconciliation of forward-looking non-GAAP measures to GAAP due to high variability in stock-based compensation, taxes, TRA liability remeasurement, and restructuring expenses.

Management Commentary and Tone:

• CEO Henry Schuck stated that ZoomInfo is central to how leading GTM teams and their AI agents get work done.
• Management emphasized a continued priority on maintaining a disciplined balance sheet while expanding the approach to capital allocation.

Other Key Points:

• The Company repurchased 2.5 million shares of common stock at an average price of $2.94 per share, for an aggregate amount of $7.5 million.
• The Company repurchased $34.8 million in aggregate principal amount of its Senior Notes for $31.1 million in cash.
• The debt repurchase resulted in a gain on debt extinguishment of $3.4 million and a $1.3 million annual reduction to cash interest payments.
• For the nine months ended September 30, 2026, the Company recorded a goodwill impairment of $650.5 million.
• The Company recorded a gain on debt extinguishment of $14.4 million for the nine months ended September 30, 2026.
• Upcoming investor events include Needham Virtual Tech Week (Nov. 18), UBS Global Technology and AI Conference (Nov. 30), BofA Securities Leveraged Finance Conference (Dec. 2), Wells Fargo TMT Summit (Dec. 8), and Barclays Global Technology Conference (Dec. 10).