ZoomInfo Technologies (ZI) Morgan Stanley Technology, Media & Telecom Conference 2026 summary

Business overview and product innovation

• Provides data software and AI solutions for go-to-market professionals, leveraging a proprietary data asset built from customer and community contributory networks, partnerships, and backend intelligence engines.

• Launched Go-to-Market Studio as a control tower for RevOps leaders, integrating first-party and third-party data, enriched by AI for campaign design and territory planning.

• Introduced GTM Workspace in October 2025, designed for account executives and managers to centralize workflows and receive AI-driven next best actions.

• Copilot and Workspace products focus on AI-powered actions and workflows, with Copilot now representing over 20% of ACV and showing improved renewal rates.

• Operations business, a non-seat-based, consumption-driven model, is the fastest-growing segment, exceeding $200 million ARR and driving diversification.

AI, data moat, and competitive positioning

• Competitive moat is rooted in proprietary, non-public data assets, continually enriched through exclusive agreements and AI-driven intelligence engines.

• AI is used for tagging, categorizing, and enriching data, but the core value remains in unique data origination and synthesis.

• Faces limited direct competition upmarket, with most growth and expansion occurring in enterprise segments; downmarket remains competitive with lower-cost providers.

• Downmarket business is being deliberately reduced and qualified for healthier contribution, while upmarket is prioritized for profitability and growth.

Monetization, pricing, and margin dynamics

• Transitioning from seat-based to consumption and AI action credit models, aiming for simplicity and faster adoption.

• Pricing model diversification accelerated since 2022, with seat-based revenue now significantly lower and operations/consumption models growing.

• AI action credits introduce new processing costs, expected to reduce gross margins to the mid-80s but offset by operational efficiencies and higher profitability upmarket.

• Willing to accept short-term gross margin pressure to drive adoption and long-term revenue growth.