ZoomInfo Technologies Q4 Earnings Call Highlights

Core Insights - The company is successfully shifting its business upmarket, with upmarket revenue growing 6% year-over-year and 74% of the business now classified as upmarket, aiming for 80% by the end of 2027 [1][5] Financial Performance - Full-year 2025 GAAP revenue reached $1.25 billion, a 3% increase year-over-year, with adjusted operating income of $446 million and a 36% margin [2] - Fourth-quarter revenue was $319 million, also up 3% year-over-year, with adjusted operating income of $123 million, representing a 38% margin [3][5] - Adjusted levered free cash flow per share increased to $1.20 in 2025, up from $1.07 in 2024, indicating a 12% growth [2] Share Repurchase and Capital Return - The company repurchased $407 million of stock in 2025 and authorized an additional $1 billion for buybacks, representing roughly 50% of its market capitalization [4][12] - A total of 40.5 million shares were repurchased at an average price of $10.06, accounting for 12% of total shares outstanding [11] Customer Metrics and Product Growth - The number of customers with more than $100,000 in annual contract value (ACV) reached 1,921, representing over 50% of total company ACV [6] - The Copilot product has more than doubled, now accounting for over 20% of total ACV, with penetration in the SalesOS base closer to 30% [7][8] Operations and Data Services - The operations business grew more than 20% year-over-year, contributing nearly a fifth of total ACV, driven by demand for high-quality data [8] - The company added over 10 million contacts and expanded its coverage across six European markets [8] 2026 Guidance and Outlook - For 2026, the company projects GAAP revenue between $1.247 billion and $1.267 billion, implying 1% annual growth at the midpoint [14] - The guidance conservatively assumes upmarket growth remains stable or decelerates, with no revenue contribution from new products included in the forecast [15]