ZoomInfo is the largest listed B2B contact-data company. It sells contact and company data, intent signals and, increasingly, an AI layer ("Copilot", "GTM Studio", "GTM.AI") to enterprise sales and marketing teams. It changed its Nasdaq ticker from ZI to GTM, announced in May 2025 alongside the GTM Studio launch, arguing there was "no platform for GTM — so we built one".
The surprising fact is how badly the rebrand has fared so far. In Q2 2026 ZoomInfo took a $650.5M goodwill impairment, grew revenue 1.2%, reported net revenue retention of 89% and cut full-year guidance. It also bought back stock at an average of $4.51 a share.
What it sells
From the pricing page, October 2026:
- Sales: Professional (contacts, mobiles, search, CRM integrations, AI email writing), Copilot Advanced (intent, website visitors, champion tracking, "workflows for automated outreach") and Copilot Enterprise (real-time intent, sales activity automation, Copilot chat).
- Marketing: Marketing Demand, ABM Lite, ABM Enterprise, with a display network and intent topics.
- GTM Studio and GTM Workspace: signal-triggered workflows and an AI workspace (ZoomInfo).
- GTM.AI: a "headless" context layer, with native MCP integrations with Claude, plus OpenAI, Claude Code, Amazon and Zapier announced with Q2 2026 results.
- ZoomInfo Lite: a free tier aimed at the Apollo-style self-serve buyer.
ZoomInfo used to market its own sequencer, ZoomInfo Engage. As of October 2026 the /products/engage URL serves a ZoomInfo + Salesloft partnership page that positions Salesloft as the engagement layer. We found no end-of-sale notice, but ZoomInfo no longer appears to sell sending as a core product.
How it prices
ZoomInfo publishes no prices. Contracts depend on seats, export credits (one credit per contact or company export), tier and add-ons (ZoomInfo pricing). A 2026 third-party estimate puts typical contracts at $15K–40K+ a year.
We have no verified 2026 ZoomInfo price sheet, seat minimums or Copilot uplift. Vendr-style median contract data for ZoomInfo was not retrieved in this pass.
The numbers
| Metric | FY2025 | Q2 2026 | Source |
|---|---|---|---|
| Revenue | $1,249.5M (+3%) | $310.4M (+1.2% YoY) | FY25 8-K, Q2 8-K |
| Adj. operating margin | 36% | 35% | same |
| Net revenue retention | 90% | 89% | same |
| Customers ≥$100K ACV | 1,921 | 1,891 | same |
| Upmarket share of ACV | 74% (+6% YoY) | 76% (+3% YoY) | same |
| FY2026 revenue guide | $1.247–1.267B (Feb) | $1.207–1.217B (Aug) | same |
ZoomInfo also booked $40.3M of restructuring in 2025, including office impairments in Vancouver and Ra'anana and severance.
Upmarket ACV is still growing (+3%) while total revenue is barely growing. That means the downmarket book is shrinking. That is the SMB and lower-mid-market customer who moved to Apollo.io, Clay-style waterfalls (Clay) and cheap providers (Contact data and enrichment). NRR below 90% means the average customer pays less each year.
Who uses it and why
Enterprise sales, marketing and RevOps teams that need broad coverage, intent data and compliance answers, and that already route ZoomInfo data into Salesforce, Outreach or Salesloft. ZoomInfo claims 35,000+ customer companies. The core buyer is Enterprise RevOps buyers.
Where it is strong
- Cash generation. FY2026 guidance still calls for $403–423M unlevered free cash flow. ZoomInfo can fund buybacks and acquisitions for years.
- Enterprise data compliance and coverage. Legal review is already done for it in most large companies.
- Agent distribution. MCP connectors to Claude and OpenAI put ZoomInfo data inside the tools reps already use.
Where it is weak
- Price versus Apollo. Five-figure annual contracts compete against $49–119 per-seat Apollo plans (Docket) and pay-per-record data.
- Retention. 89% NRR is weak for a data business that should be sticky.
- Execution layer. With Engage apparently handed off to Salesloft, ZoomInfo depends on partners for sending. Its "workflows for automated outreach" have not been shown to replace a sequencer.
Trajectory
ZoomInfo is betting that AI agents will need verified GTM context and will pay for it through MCP and API calls. Meanwhile it is managing a slow decline in seats. Expect more AI packaging (Copilot, GTM.AI), more aggressive free tiers and possibly acquisitions in execution or signals. Do not expect it to build cold-email infrastructure.
What this means for an entrant
- ZoomInfo is a data source to integrate, not a competitor. Enterprise prospects will arrive with ZoomInfo contracts. Import from it natively and run Built-in email verification on its exports before sending.
- Its downmarket churn is your top of funnel. Teams leaving ZoomInfo for cheaper data still need a sequencer. Bundling a data waterfall with sending captures them. See Built-in lead database.
- MCP is how data vendors reach agents. If ZoomInfo and Apollo expose data over MCP, a sending platform that exposes send, monitor and reply over MCP becomes the natural execution partner for agent builders. See API, webhooks and MCP.
- Watch the free tier. ZoomInfo Lite plus Apollo Free means contact data at the bottom of the market costs close to zero. Do not plan revenue from reselling data.