ZoomInfo Hits Record Q3 Revenue with Strong ABM Market Recognition and Customer Momentum

ZoomInfo (NASDAQ: GTM) wrapped up the third quarter of 2025 with impressive financial results that validate its strategic positioning in the go-to-market intelligence space. The company reported $318.0 million in GAAP revenue—a 5% year-over-year increase—while maintaining strong profitability and cash generation metrics.

Business Momentum Accelerates Across Key Segments

The standout performer this quarter was the Upmarket segment, which now represents 73% of total annual contract value (ACV). This strategic focus is paying dividends, with Upmarket ACV growing 6% year-over-year. More impressively, ZoomInfo closed the quarter with 1,887 customers generating $100,000 or more in annual contract value, up 78 customers from a year ago—signaling deepening penetration in enterprise accounts.

A particularly notable achievement came from Gartner, which recognized ZoomInfo as the only vendor positioned in the customers’ choice quadrant for its 2025 Voice of the Customer Report on Account-Based Marketing (ABM) Platforms. This positioning underscores the company’s leadership in helping revenue teams execute sophisticated go-to-market strategies.

Net Retention Rate Shows Recovery Trajectory

The company’s net retention rate improved sequentially to 90%, a meaningful indicator of customer health and expansion opportunities. This metric reflects ZoomInfo’s ability to retain existing customers while capturing additional wallet share through product expansion and cross-selling initiatives. The improved net retention rate demonstrates that customers are finding increasing value in the platform’s integrated suite of tools.

Product Innovation Drives Execution-Focused Strategy

ZoomInfo launched GTM Workspace this quarter—an AI-powered execution engine designed to transform how revenue teams implement go-to-market strategies. The platform shifts sales, account management, and customer success teams from reactive problem-solving to proactive engagement, enabling sellers to manage their entire workflow from a unified interface. The company also announced deepened integrations with Salesforce’s Agentforce Sales, amplifying its relevance in the expanding AI-assisted sales ecosystem.

Financial Performance Reflects Operational Efficiency

Operating income reached $67.5 million under GAAP, representing a 55% year-over-year surge. Adjusted operating income came in at $117.7 million, maintaining a healthy 37% adjusted operating income margin—consistent with prior quarters. Cash generation remained robust, with $93.8 million in operating cash flow and $95.3 million in unlevered free cash flow.

The company returned significant capital to shareholders, repurchasing 8.3 million shares at an average price of $10.46 per share for an aggregate of $86.6 million during the quarter.

Guidance Points to Measured Growth Ahead

For Q4 2025, ZoomInfo guided to revenue between $307-$310 million, with adjusted operating income projected at $117-$120 million. Full-year 2025 revenue guidance sits at $1.237-$1.240 billion, with adjusted net income per share of $1.04-$1.06. The company’s outlook reflects confidence in its market position while acknowledging competitive dynamics and macro headwinds.

CEO Henry Schuck summarized the quarter’s thesis succinctly: “We’re building the future of go-to-market – connecting intelligence, automation, and execution in one system for go-to-market teams and the AI agents serving them.”