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ZoomInfo Technologies Inc. (ZI) is a global leader in modern go-to-market software, data, and intelligence, serving sales, marketing, operations, and recruiting teams. The company provides a cloud-based platform that delivers high-quality intelligence and analytics to help professionals target organizations and individuals effectively. ZoomInfo sells subscriptions to its platform, which includes tools for sales engagement, marketing, talent acquisition, and operations management.
- Subscription Services - Offers SaaS applications that support sales and marketing processes, providing access to the platform and customer support.
- Usage-Based Revenue - Includes services like email verification and online advertisement facilitation, charged on a per-unit basis.
- Other Revenue - Comprises implementation and professional services fees.
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In light of the ongoing challenges in the lower end of the SMB market, can you elaborate on the specific measures you're taking to mitigate these issues, and how the strategic shift towards mid-market and enterprise segments will impact your growth expectations for 2025?
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Given the negative sequential revenue growth of minus 2% in Q3 and similar guidance for Q4, when do you anticipate a return to positive sequential growth, and how does your conservative guidance approach account for potential operational momentum?
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With net revenue retention stabilizing at 85% for the third consecutive quarter, what specific initiatives are you implementing to improve this metric, especially considering the challenges in SMB retention and opportunities for upsells with Copilot and OperationsOS?
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How is the adoption of Copilot influencing average deal sizes and contributing to revenue growth, particularly amidst macroeconomic headwinds, and do you see it as a driver for offsetting renewal pressures?
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While you've expressed confidence in your expanding data moat and the growth of your data-as-a-service offerings, how do you anticipate the competitive landscape evolving, and what strategies are you employing to ensure that your data advantage continues to widen relative to competitors?