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UNITED STATES
SECURITIES AND EXCHANGE COMMISSION
Washington, D.C. 20549
FORM 10-Q
(Mark One)
    QUARTERLY REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the quarterly period ended September 30, 2021
or
    TRANSITION REPORT PURSUANT TO SECTION 13 OR 15(d) OF THE SECURITIES EXCHANGE ACT OF 1934
For the transition period from               to               
Commission File Number 001-39310               
ZoomInfo Technologies Inc.
(Exact name of registrant as specified in its charter)
Delaware
87-3037521
(State or other jurisdiction of
incorporation or organization)
(I.R.S. Employer
Identification No.)
805 Broadway Street, Suite 900
Vancouver, Washington
98660
(Address of principal executive offices)(Zip Code)
(800) 914-1220
(Registrant’s telephone number, including area code)
Securities registered pursuant to Section 12(b) of the Act:
Title of Each Class
Trading Symbol(s)
Name of each exchange on which registered
Class A common stock, par value $0.01 per shareZIThe Nasdaq Stock Market LLC
Indicate by check mark whether the registrant (1) has filed all reports required to be filed by Section 13 or 15(d) of the Securities Exchange Act of 1934 during the preceding 12 months (or for such shorter period that the registrant was required to file such reports), and (2) has been subject to such filing requirements for the past 90 days. Yes    No
Indicate by check mark whether the registrant has submitted electronically every Interactive Data File required to be submitted pursuant to Rule 405 of Regulation S-T (§ 232.405 of this chapter) during the preceding 12 months (or for such shorter period that the registrant was required to submit such files). Yes    No
Indicate by check mark whether the registrant is a large accelerated filer, an accelerated filer, a non-accelerated filer, a smaller reporting company, or an emerging growth company. See the definitions of “large accelerated filer,” “accelerated filer,” “smaller reporting company,” and “emerging growth company” in Rule 12b-2 of the Exchange Act.
Large Accelerated Filer
Accelerated Filer
Non-accelerated Filer
Smaller reporting company
Emerging growth company
If an emerging growth company, indicate by check mark if the registrant has elected not to use the extended transition period for complying with any new or revised financial accounting standards provided pursuant to Section 13(a) of the Exchange Act.  
Indicate by check mark whether the registrant is a shell company (as defined by Rule 12b-2 of the Exchange Act).  Yes    No

As of October 25, 2021, the number of outstanding shares of the registrant's common stock was:
375,392,534 shares of Class A common stock.
22,338,777 shares of Class B common stock.



ZoomInfo Technologies Inc.
Quarterly Report on Form 10-Q
For the Quarterly Period Ended September 30, 2021

TABLE OF CONTENTS
Page
               Condensed Consolidated Balance Sheets
               Consolidated Statements of Operations
               Consolidated Statements of Comprehensive Loss
               Consolidated Statements of Cash Flows
i

Table of Contents
GLOSSARY
As used in this quarterly report on Form 10-Q (this “Form 10-Q”), the terms identified below have the meanings specified below unless otherwise noted or the context indicates otherwise. References in this Form 10-Q to “ZoomInfo Technologies Inc.” refer to ZoomInfo Technologies Inc. and not to any of its subsidiaries unless the context indicates otherwise. References in this Form 10-Q to “ZoomInfo,” the “Company,” “we,” “us,” and “our” refer (1) prior to the consummation of the Reorganization Transactions, to ZoomInfo OpCo and its consolidated subsidiaries, and (2) after the consummation of the Reorganization Transactions, to ZoomInfo Technologies Inc. and its consolidated subsidiaries unless the context indicates otherwise.
2020 Form 10-K” refers to the Annual Report on Form 10-K of ZoomInfo Technologies Inc. for the fiscal year ended December 31, 2020 as filed with the SEC on February 26, 2021.
ACV” refers to annual contract value, or the total annualized value that a customer has agreed to pay for subscription services at any particular point in time under contract(s) that are or were enforceable at that point in time.
Blocker Companies” refers to certain of our Pre-IPO OpCo Unitholders that are taxable as corporations for U.S. federal income tax purposes.
Blocker Mergers” refers to the mergers described under “Reorganization Transactions” in Note 1 to our unaudited consolidated financial statements included in Part I, Item 1 of this Form 10-Q.
Carlyle” refers to investment funds associated with The Carlyle Group.
Class A Common Stock Option” refers to an Award granted under Section 7 of the 2020 Omnibus Incentive Plan.
Class P Units” refers to Class P Units (including, without limitation, any indirectly held Class P Units) of ZoomInfo OpCo.
Continuing Class P Unitholders” refers to certain Pre-IPO Owners who continued to hold Class P Units following the consummation of the Reorganization Transactions and the IPO.
Continuing members” refers to Pre-IPO Owners who continue to hold HoldCo Units or OpCo Units following the Reorganization Transactions and the IPO.
Customers” refers to companies that have contracted with us to use our services and, at the time of measurement, maintain one or more active paid subscriptions to our platform. Paid subscriptions will generally include access for a number of employees or other affiliated persons of the customer.
Exchange Tax Receivable Agreement” refers to the tax receivable agreement entered into with certain Pre-IPO OpCo Unitholders.
Founders” refers to Henry Schuck, our Chief Executive Officer, and Kirk Brown.
HoldCo Units” refers to the class of units of ZoomInfo HoldCo.
HSKB” and “HSKB I” refers to HSKB Funds, LLC, a privately held limited liability company formed on February 9, 2016 for the purpose of issuing equity to certain persons who had performed and would continue to perform services for ZoomInfo OpCo.
HSKB II” refers to HSKB Funds II, LLC, a privately held limited liability company formed on May 28, 2020 for the purpose of effecting a reorganization of HSKB I at the time of the IPO and to issue equity to certain persons who had performed and would continue to perform services for ZoomInfo OpCo.
IPO” refers to the initial public offering of Class A common stock of ZoomInfo Technologies Inc.
LTIP Units” refers to a class of partnership units that are intended to qualify as “profit interests” in ZoomInfo OpCo for federal income tax purposes that, subject to certain conditions, including vesting, are convertible by the holder into OpCo Units.
OpCo Units” refers to the class of units of ZoomInfo OpCo and does not include Class P Units.
Pre-Acquisition ZI” refers to Zoom Information Inc.
Pre-IPO Blocker Holders” refers to the Pre-IPO Owners that held their interests in us through the Blocker Companies immediately prior to the IPO.
Pre-IPO HoldCo Unitholders” refers to the Pre-IPO Owners that held HoldCo Units immediately prior to the IPO.
Pre-IPO OpCo Unitholders” refers to the Pre-IPO Owners that held OpCo Units immediately prior to the IPO.
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Pre-IPO Owners” refers collectively to the Sponsors, the Founders, and the management and other equity holders who were the owners of ZoomInfo OpCo immediately prior to the Reorganization Transactions.
Reorganization Tax Receivable Agreement” refers to the tax receivable agreement entered into with the Pre-IPO Blocker Holders.
Reorganization Transactions” refers to the transactions described under “Reorganization Transactions” in Note 1 to our unaudited consolidated financial statements included in Part I, Item 1 of this Form 10-Q.
Restricted Stock” refers to Common Stock, subject to certain specified restrictions (which may include, without limitation, a requirement that the Participant remain continuously employed or provide continuous services for a specified period of time), granted under Section 8 of the 2020 Omnibus Incentive Plan.
Restricted Stock Unit” refers to an unfunded and unsecured promise to deliver shares of Common Stock, cash, other securities or other property, subject to certain restrictions (which may include, without limitation, a requirement that the Participant remain continuously employed or provide continuous services for a specified period of time), granted under Section 8 of the 2020 Omnibus Incentive Plan.
SEC” refers to the Securities and Exchange Commission.
Securities Act” refers to the Securities Act of 1933, as amended.
Series A Preferred Units” refers to the Series A preferred units of ZoomInfo OpCo outstanding immediately prior to the IPO.
Sponsors” refers collectively to TA Associates, Carlyle, and investment funds associated with 22C Capital LLC and its predecessor.
TA Associates” refers to investment funds associated with TA Associates.
Tax Receivable Agreements” or “TRA” refers collectively to the Exchange Tax Receivable Agreement and the Reorganization Tax Receivable Agreement.
ZoomInfo HoldCo” refers to ZoomInfo Intermediate Holdings LLC, a Delaware limited liability company, and a direct subsidiary of ZoomInfo Technologies Inc.
ZoomInfo OpCo” refers to ZoomInfo Holdings LLC (formerly known as DiscoverOrg Holdings, LLC), a Delaware limited liability company, and a direct subsidiary of ZoomInfo HoldCo and indirect subsidiary of ZoomInfo Technologies Inc.
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CAUTIONARY STATEMENT REGARDING FORWARD-LOOKING STATEMENTS
From time to time we make statements concerning our expectations, beliefs, plans, objectives, goals, strategies, future events or performance and underlying assumptions and other statements that are not historical facts. These statements are “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995. Actual results may differ materially from those expressed or implied by these statements. You can generally identify our forward-looking statements by the words “anticipate,” “believe,” “can,” “continue,” “could,” “estimate,” “expect,” “forecast,” “goal,” “intend,” “may,” “might,” “objective,” “outlook,” “plan,” “potential,” “predict,” “projection,” “seek,” “should,” “target,” “trend,” “will,” “would” or the negative version of these words or other comparable words.
We have based our forward-looking statements on our management’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, we cannot assure you that actual results will not differ materially from those expressed or implied by our forward-looking statements.
The following are some of the factors that could cause actual results to differ from those expressed or implied by our forward-looking statements, including forward-looking statements contained in this Quarterly Report on Form 10-Q:
the COVID-19 pandemic, including the global economic uncertainty and measures taken in response, could materially impact our business and future results of operations;
larger well-funded companies shifting their existing business models to become more competitive with us;
our ability to provide or adapt our platform for changes in laws and regulations or public perception, or changes in the enforcement of such laws, relating to data privacy;
the effects of companies more effectively catering to our customers by offering more tailored products or platforms at lower costs;
adverse general economic and market conditions reducing spending on sales and marketing;
the effects of declining demand for sales and marketing subscription platforms;
our ability to improve our technology and keep up with new processes for data collection, organization, and cleansing;
our ability to provide a highly accurate, reliable, and comprehensive platform moving forward;
our reliance on third-party systems that we do not control to integrate with our system and our potential inability to continue to support integration;
our ability to adequately fund research and development potentially limiting introduction of new features, integrations, and enhancements;
our ability to attract new customers and expand existing subscriptions;
a decrease in participation in our contributory network or increased opt-out rates impacting the depth, breadth, and accuracy of our platform;
our failure to protect and maintain our brand and our ability to attract and retain customers;
our failure to maintain effective internal controls over financial reporting;
our ability to successfully integrate acquired businesses, services, databases and technologies into our operations;
our substantial indebtedness, which could adversely affect our financial condition, our ability to raise additional capital to fund our operations, our ability to operate our business, our ability to react to changes in the economy or our industry, and our ability to meet our obligations under our outstanding indebtedness, and could divert our cash flow from operations for debt payments;
the parties to our stockholders agreement controlling us and their interests conflicting with ours or our other stockholders in the future;
our being a “controlled company” within the meaning of the Nasdaq rules and, as a result, qualifying for exemptions from certain corporate governance requirements, as a result of which our stockholders will not have the same protections afforded to stockholders of companies that are subject to such requirements; and
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other factors described under “Risk Factors” in Part I, Item 1A of our 2020 Form 10-K, and in other reports we file from time to time with the SEC.
These factors should not be construed as exhaustive and should be read in conjunction with the other cautionary statements that are included in this Form 10-Q and our other filings with the SEC. Should one or more of these risks or uncertainties materialize, or should any of our assumptions prove incorrect, our actual results may vary in material respects from those projected in our forward-looking statements. Factors or events that could cause our actual results to differ may emerge from time to time, and it is not possible for us to predict all of them. 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.
You should not place undue reliance on our forward-looking statements. Each forward-looking statement speaks only as of the date of the particular statement, and we undertake 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.
Website Disclosure
The Company intends to use its website as a distribution channel of material company information. Financial and other important information regarding the Company is routinely posted on and accessible through the Company’s website at https://ir.zoominfo.com. In addition, you may automatically receive email alerts and other information about the Company when you enroll your email address by visiting the “Email Alerts” section of our investor relations page at https://ir.zoominfo.com. The information on our website is not incorporated herein or otherwise a part of this Form 10-Q.
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PART I - FINANCIAL INFORMATION
ITEM 1. FINANCIAL STATEMENTS

INDEX TO FINANCIAL STATEMENTS
Unaudited Consolidated Financial Statements of ZoomInfo Technologies Inc. and Subsidiaries

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ZoomInfo Technologies Inc.
Condensed Consolidated Balance Sheets
(in millions, except share data)
September 30,December 31,
20212020
(unaudited)(*)
Assets
Current assets:
Cash and cash equivalents$196.8 $269.8 
Short-term investments36.5 30.6 
Restricted cash, current 1.2 
Accounts receivable115.1 121.2 
Prepaid expenses and other current assets56.2 14.3 
Income tax receivable4.1 2.4 
Total current assets408.7 439.5 
Property and equipment, net38.7 31.0 
Operating lease right-of-use assets, net62.1 32.0 
Intangible assets, net447.3 365.7 
Goodwill1,575.4 1,000.1 
Deferred tax assets4,006.0 415.7 
Deferred costs and other assets, net of current portion64.1 43.4 
Restricted cash, non-current5.8  
Total assets$6,608.1 $2,327.4 
Liabilities, Temporary, and Permanent Equity (Deficit)
Current liabilities:
Accounts payable$24.9 $8.6 
Accrued expenses and other current liabilities77.6 81.5 
Unearned revenue, current portion285.6 221.3 
Income taxes payable5.5 3.4 
Current portion of tax receivable agreements liability6.2  
Current portion of operating lease liabilities8.1 6.0 
Total current liabilities407.9 320.8 
Unearned revenue, net of current portion2.3 1.4 
Tax receivable agreements liability, net of current portion3,059.6 271.0 
Operating lease liabilities, net of current portion63.2 33.6 
Long-term debt, net of current portion1,232.2 744.9 
Deferred tax liabilities1.2 8.3 
Other long-term liabilities7.0 7.8 
Total liabilities4,773.4 1,387.8 
Commitments and Contingencies (Note 11)
Permanent Equity (Deficit)
Class A common stock, par value $0.01
3.7 0.9 
Class B common stock, par value $0.01
0.2 2.2 
Class C common stock, par value $0.01
 0.9 
Additional paid-in capital1,808.9 505.2 
Accumulated other comprehensive income (loss)4.3 (2.4)
Retained Earnings(32.1)(4.0)
Noncontrolling interests49.7 436.8 
Total equity (deficit)1,834.7 939.6 
Total liabilities, temporary, and permanent equity (deficit)$6,608.1 $2,327.4 
________________
(*) The Condensed Consolidated Balance Sheet as of December 31, 2020 has been derived from the audited consolidated financial statements at that date but does not include all of the information and footnotes required by generally accepted accounting principles for complete financial statements.


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ZoomInfo Technologies Inc.
Consolidated Statements of Operations
(in millions, except per share amounts; unaudited)
Three Months Ended September 30,Nine Months Ended September 30,
2021202020212020
Revenue$197.6 $123.4 $524.9 $336.5 
Cost of service:
Cost of service(1)
27.2 21.2 72.1 64.2 
Amortization of acquired technology10.7 5.5 24.2 16.7 
Gross profit159.7 96.7 428.6 255.6 
Operating expenses:
Sales and marketing(1)
65.3 46.1 164.0 139.7 
Research and development(1)
34.4 10.6 78.8 36.9 
General and administrative(1)
23.4 17.1 64.1 45.3 
Amortization of other acquired intangibles
5.4 4.6 15.0 13.9 
Restructuring and transaction-related expenses
11.0 (0.1)17.6 12.3 
Total operating expenses
139.5 78.3 339.5 248.1 
Income (loss) from operations
20.2 18.4 89.1 7.5 
Interest expense, net
13.9 9.7 30.5 59.3 
Loss on debt modification and extinguishment
1.8  7.7 14.9 
Other (income) expense, net
(0.1)(3.8)(0.2)(3.8)
Income (loss) before income taxes
4.6 12.5 51.1 (62.9)
Income tax expense (benefit)
45.5 1.4 101.4 9.8 
Net income (loss)(40.9)11.1 (50.3)(72.7)
Less: Net income (loss) attributable to ZoomInfo OpCo prior to the Reorganization Transactions   (5.1)
Less: Net income (loss) attributable to noncontrolling interests(0.3)6.2 (22.2)(38.1)
Net income (loss) attributable to ZoomInfo Technologies Inc.$(40.6)$4.9 $(28.1)$(29.5)
Net income (loss) per share of Class A and Class C common stock:
Basic
$(0.15)$0.03 $(0.13)$(0.26)
Diluted
$(0.15)$0.02 $(0.13)$(0.26)
________________
(1)Amounts include equity-based compensation expense, as follows:
Three Months Ended September 30,Nine Months Ended September 30,
2021202020212020
Cost of service
$2.8 $6.8 $9.5 $23.8 
Sales and marketing
9.5 15.2 25.1 53.6 
Research and development
7.4 1.8 13.2 11.9 
General and administrative
4.8 4.6 11.9 14.9 
Total equity-based compensation expense
$24.5 $28.4 $59.7 $104.2 


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ZoomInfo Technologies Inc.
Consolidated Statements of Comprehensive Income (Loss)
(in millions; unaudited)
Three Months Ended September 30,Nine Months Ended September 30,
2021202020212020
Net income (loss)$(40.9)$11.1 $(50.3)$(72.7)
Other comprehensive income (loss), net of tax
Unrealized gain (loss) on cash flow hedges1.5 (1.5)8.6 (11.1)
Realized loss on settlement of cash flow hedges1.5 1.7 4.5 4.0 
Amortization of deferred losses related to the dedesignated Interest Rate Swap0.1  0.2 3.0 
Other comprehensive income (loss) before tax3.1 0.2 13.3 (4.1)
Tax effect(0.8) (2.1) 
Other comprehensive income (loss), net of tax2.3 0.2 11.2 (4.1)
Comprehensive income (loss)(38.6)11.3 (39.1)(76.8)
Less: Comprehensive income attributable to ZoomInfo OpCo prior to the Reorganization Transactions   (12.8)
Less: Comprehensive income (loss) attributable to noncontrolling interests(0.4)6.3 (16.9)(35.7)
Comprehensive income (loss) attributable to ZoomInfo Technologies Inc.$(38.2)$5.0 $(22.2)$(28.3)





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ZoomInfo Technologies Inc.
Consolidated Statements of Changes in Equity (Deficit)
(in millions, except share data; unaudited)
ZoomInfo Technologies Inc. Stockholders' Equity
Class A SharesClass B SharesClass C SharesClass A AmountClass B AmountClass C AmountAdditional paid-in capitalRetained EarningsAOCINoncontrolling interestsTotal Equity
Balance, December 31, 202087,697,381 216,652,704 86,123,230 $0.9 $2.2 $0.9 $505.2 $(4.0)$(2.4)$436.8 $939.6 
Effect of LLC Unit Exchanges14,500,582 (9,776,683)(3,869,894)0.1 (0.1)(0.1)37.2 —  (20.1)17.0 
Issuance of Class A common stock upon vesting of RSUs20,439 — — — — — — — — —  
Shares withheld related to net share settlement and other(30,936)— — — — — (1.6)— — — (1.6)
Exercise of stock options24,758 — — — — — 0.5 — — — 0.5 
Forfeitures / cancellations— (7,852)— — — — — — — —  
Net income (loss) — — — — — — — 3.2 — (37.1)(33.9)
Other comprehensive income— — — — — — — — 4.0 6.2 10.2 
Paid and accrued tax distributions— — — — — — — — — (3.0)(3.0)
Equity-based compensation — — — — — — 8.3 — — 9.8 18.1 
Balance at March 31, 2021102,212,224 206,868,169 82,253,336 $1.0 $2.1 $0.8 $549.6 $(0.8)$1.6 $392.6 $946.9 
Effect of LLC Unit Exchanges19,514,930 (15,259,859)(4,040,025)0.2 (0.2) 45.1 — 0.1 (31.1)14.1 
Issuance of Class A common stock upon vesting of RSUs123,729 — — — — — — — — —  
Shares withheld related to net share settlement and other(14,333)— — — — — (0.6)— — — (0.6)
Exercise of stock options11,056 — — — — — 0.2 — — — 0.2 
Forfeitures / cancellations— (32,424)— — — — — — — —  
Net income (loss)— — — — — — — 9.3 — 15.2 24.5 
Other comprehensive income— — — — — — — — (0.5)(0.8)(1.3)
Paid and accrued tax distributions— — — — — — — — — (9.2)(9.2)
Equity-based compensation— — — — — — 8.4 — — 8.7 17.1 
Balance at June 30, 2021121,847,606 191,575,886 78,213,311 $1.2 $1.9 $0.8 $602.7 $8.5 $1.2 $375.4 $991.7 
Effect of LLC Unit Exchanges252,796,919 (168,693,583)(78,213,311)2.5 (1.7)(0.8)1,222.5 — 0.7 (362.7)860.5 
Effect of reorganization transaction— — — — — — (27.8)— — 27.8  
Issuance of Class A common stock upon vesting of RSUs147,368 — — — — — — — — —  
Shares withheld related to net share settlement and other(68,803)— — — — — (4.3)— — — (4.3)
Exercise of stock options28,705 — — — — — 0.6 — — — 0.6 
Forfeitures / cancellations— (3,281)— — — — — — — —  
Registered offering costs— — — — — — (1.6)— — — (1.6)
Net income (loss)— — — — — — — (40.6)— (0.3)(40.9)
Other comprehensive income— — — — — — — — 2.4 (0.1)2.3 
Paid and accrued tax distributions— — — — — — — — — 1.9 1.9 
Equity-based compensation— — — — — — 16.8 — — 7.7 24.5 
Balance at September 30, 2021374,751,795 22,879,022  $3.7 $0.2 $ $1,808.9 $(32.1)$4.3 $49.7 $1,834.7 


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ZoomInfo Technologies Inc.
Consolidated Statements of Changes in Equity (Deficit)
(in millions, except share data; unaudited) (continued)
ZoomInfo Holdings LLC (Prior to Reorganization Transactions)ZoomInfo Technologies Inc. Stockholders' Equity
Members' DeficitClass A SharesClass B SharesClass C SharesClass A AmountClass B AmountClass C AmountAdditional paid-in capitalRetained EarningsAOCINoncontrolling interestsTotal Equity
Balance, December 31, 2019$(207.8)$ $ $ $ $ $(6.0)$ $(213.8)
Net income (loss)(5.9)(5.9)
Member distributions(5.0)(5.0)
Other comprehensive income(6.7)(6.7)
Equity-based compensation11.311.3
Balance at March 31, 2020$(207.4)$ $ $ $ $ $(12.7)$ $(220.1)
Net income (loss) prior to Reorganization Transactions0.80.8
Other comprehensive loss prior to Reorganization Transactions and IPO(1.0)(1.0)
Member distributions prior to Reorganization Transactions(1.8)(1.8)
Equity-based compensation prior to Reorganization Transactions4.5