ZoomInfo is a leading subscription-based B2B information services company providing proprietary data and integrated insights to B2B Sales and Marketing organizations.
TA has helped ZoomInfo:
- Recruit a CFO, CMO, SVP of Data and Research, General Counsel, VP of Customer Success, Chief of Staff and various other team members
- Recruit three independent board directors
- Identify, source, finance and/or execute five strategic add-ons, including the transformational acquisitions of RainKing Software and ZoomInfo
- Conduct four debt recapitalizations, one equity recapitalization, and a debt-financed share repurchase
- Grow >8x in revenue and >6x in profits
About ZoomInfo (formerly DiscoverOrg)
ZoomInfo is a leading subscription-based B2B information services company providing proprietary data and integrated insights that enable B2B Sales and Marketing organizations to identify, connect and sell to target buyers. The Company serves technology, consulting, staffing, telecom and services companies targeting IT, Sales, Marketing, Human Resources, Engineering, C-Suite, Finance, Legal and Operations departments of Fortune-ranked, mid-market and SMB companies in North America and internationally. ZoomInfo’s proprietary datasets cover more than 100 million verified B2B professionals at more than 15 million companies. Since TA’s investment in May 2014, the Company has become increasingly automated in its sourcing and cleansing of data, and its platform has become deeply embedded into business workflows and technology stacks, including integrations with the leading CRM, Sales Engagement, Marketing Automation and Talent Management applications. ZoomInfo receives more than 44 million data points daily from its contributory data model, which cleanses and grows the database, enabling the Company to scale at a faster pace while maintaining accuracy in a real-time, automated fashion. Designed to be the single source of truth, we believe the ZoomInfo platform offers best-in-class technology paired with unrivaled data coverage, accuracy and depth of contacts, companies and opportunities essential to empower sales, marketing and recruiting professionals to hit their numbers.
The Investment Opportunity
TA takes a great deal of pride in partnering and collaborating with entrepreneurs and founders to help accelerate growth and build leading companies. In particular, our firm maintains a deep history of investing across a broad range of tech-enabled business services sectors, including information services. TA closely followed the development and growth of DiscoverOrg, now ZoomInfo, for several years and identified it as an attractive investment opportunity as the need for higher quality information had grown increasingly important in the wake of the investment rise in CRM and marketing automation systems, inside sales and account-based marketing.
Adding Value to Scale Growth
TA believed that ZoomInfo possessed a high-quality business model, differentiated product and strong Founder / CEO, but needed guidance and support to capitalize on and accelerate its strategic vision. We worked alongside the Company’s management team to develop an in-depth strategy that lent itself to opportunistic growth opportunities. Utilizing TA’s network of relevant industry contacts, we introduced ZoomInfo to prospective customers; recruited three independent board directors; played a large role in recruiting new management; and helped the Company create and implement ways to track retention, as well as upsell and engage its customers.
Accretive acquisitions have historically been a key value-add for TA’s portfolio companies. Since our investment, TA has helped identify, source, negotiate and/or debt finance five strategic acquisitions, leading to significant cost synergies, enhanced service offerings and customer value proposition, as well as a larger addressable market.
In February 2019, DiscoverOrg acquired ZoomInfo, an investment that was originated by TA, with the goal of providing sales, marketing and recruiting professionals access to the most comprehensive B2B data available in the market. DiscoverOrg was renamed ZoomInfo in September 2019, concurrent with the launch of a new flagship Go-To-Market platform, ZoomInfo powered by DiscoverOrg, which combines the strengths and benefits of both groups’ platform.
As of September 2019, the ZoomInfo services more than 13,500 customers worldwide across all industries, up from 1,000 at the time of TA’s investment; has proprietary datasets covering more than 100 million verified B2B professionals at more than 15 million companies; and employs approximately 1,045 employees globally. Since TA’s investment, revenue has grown >8x and EBITDA has grown >6x. DiscoverOrg and the original ZoomInfo have both been named for multiple consecutive years to Inc.’s 5000 list of the fastest-growing privately held companies in the U.S.
All statistical and financial metrics are as of June 30, 2019.
Case studies have been selected for illustrative purposes for management teams of growth companies considering a partnership with TA and should not be considered an offer or solicitation of services or an actual or implied endorsement of TA or any security, investment or portfolio company. The portfolio companies highlighted are not representative of all current and prior investments of TA. A list of investments for the past 25 years is available on this website.