Go-to-market intelligence provider ZoomInfo (NASDAQ: GTM) announced better-than-expected revenue in Q3 2026, but sales fell by 2.9% year on year to $308.8 million. Guidance for next quarter’s revenue was better than expected at $295.5 million at the midpoint, 1.2% above analysts’ estimates. Its non-GAAP profit of $0.29 per share was in line with analysts’ consensus estimates.
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ZoomInfo (GTM) Q3 2026 highlights:
- Revenue $308.8 million vs S&P analysts’ estimates of $299.7 million (2.9% year-on-year decline, 3% beat)
- Adjusted EPS $0.29 vs S&P analysts’ estimates of $0.29 (in line)
- Adjusted operating income $119.1 million vs analyst estimates of $114.3 million (38.6% margin, 4.2% beat)
- Revenue guidance $295.5 million at the midpoint for Q4 2026, above analyst estimates of $291.9 million
- Adjusted EPS guidance Management slightly raised its full-year adjusted EPS guidance to $1.13 at the midpoint
- Operating margin 7.6%, down from 21.2% in the same quarter last year
- Billings $264.9 million at quarter end, down 4.6% year on year
- Market capitalization $1.24 billion
StockStory’s take
ZoomInfo’s third quarter was marked by continued resilience in its upmarket customer segment despite a challenging environment, especially within the software vertical. Management pointed to ongoing softness in software industry demand, with longer sales cycles and increased vendor scrutiny, but highlighted strong traction among large enterprise clients in sectors like finance, insurance, and manufacturing. CEO Henry Schuck noted, “We ended the quarter with a record number of million-dollar customers and record ACV from that cohort.” Management also attributed quarter-over-quarter growth in data consumption to the expansion of usage across new technical interfaces, which doubled sequentially, even as most usage came from pre-existing customer commitments.
Looking forward, ZoomInfo’s guidance reflects optimism around the commercial rollout of its GTM1 platform, which combines AI-driven features and unified data access for sales, marketing, and operations. Management emphasized that early feedback from pilot customers has been encouraging, with Schuck stating, “Our entire sales team is on it, and we have a couple dozen customers who are big fans of the product and recognize its ability to bring data and context together in a unique way.” The company is also focused on transitioning more customers to hybrid or consumption-based pricing models, which could unlock incremental revenue as existing usage credits are exhausted and new workflows drive further demand.
Key insights from management’s remarks
Management attributed the quarter’s performance to growth in large enterprise customers, successful early adoption of its new GTM1 platform, and expanded data consumption via new technical surfaces.
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Enterprise client momentum: The largest customers, particularly in finance, insurance, real estate, and manufacturing, increased their engagement, with a record number of accounts surpassing $1 million in annual contract value. Management highlighted that these segments value ZoomInfo’s high-quality, privacy-compliant data, which is increasingly critical as companies consolidate vendors and seek trusted, scalable solutions.
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Software vertical headwinds: The software industry, making up roughly 30% of revenue, continued to face pressure, with lengthened sales cycles and smaller upsell opportunities. Schuck noted that vendor scrutiny is higher and buying groups are larger, making it harder to drive growth in this segment.
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Expansion of consumption-based usage: Over 10,000 customers accessed ZoomInfo’s data through new technical surfaces, such as updated APIs and command line interfaces, that did not exist a year ago. This consumption doubled sequentially but mostly drew down pre-purchased credits, meaning the financial impact will lag usage trends until customers renew or expand their contracts.
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Hybrid pricing and packaging introduction: A new model allows customers to mix traditional seat-based licensing with flexible credit consumption for data and AI usage. Early adopters, often with large engineering or operations teams, are using ZoomInfo data in custom-built applications, which could set the stage for greater usage and revenue over time.
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Product innovation and platform integration: The launch of GTM1 unifies data, context, and AI-powered agents for go-to-market teams. Integrations with platforms like ClickUp and Salesforce, plus acquisitions such as DoubleO.ai and Workbounce, have strengthened the platform’s capabilities and are designed to make ZoomInfo a core component of customers’ workflow automation and data infrastructure.
Drivers of future performance
ZoomInfo’s outlook is shaped by expectations for increased adoption of its GTM1 platform, continued upmarket penetration, and a shift toward hybrid pricing models, while acknowledging persistent headwinds in the software sector.
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GTM1 platform adoption: Management expects the GTM1 platform, which brings together AI agents and unified data context, to drive incremental demand among large enterprises as customers consolidate their go-to-market tools. Early feedback from pilot users has been positive, and broader rollout could accelerate new contract wins and upsell opportunities.
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Shift to hybrid and consumption pricing: The ongoing transition from seat-based to usage-based or hybrid pricing is anticipated to generate new revenue streams as customers exhaust pre-purchased credits and expand data consumption. This model is particularly attractive to organizations building custom workflows, offering more flexibility and aligning costs with usage patterns.
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Enduring software vertical weakness: Despite product innovation, management remains cautious about near-term prospects in the software industry, where long sales cycles and heightened vendor scrutiny are expected to persist. This creates risk of continued net retention pressure, especially in the middle and lower tiers of upmarket accounts.
Catalysts in upcoming quarters
In the coming quarters, the StockStory team will watch for (1) the pace of GTM1 adoption and success in driving new large enterprise deals, (2) measurable increases in consumption-based revenue as more customers transition from pre-purchased credits to incremental spend, and (3) stabilization or improvement in net revenue retention, particularly in the software vertical. We will also monitor the effectiveness of the new pricing model rollout and broader integration of Agent Teams into customer workflows.
ZoomInfo currently trades at $4.31, up from $4.26 just before the earnings. In the wake of this quarter, is it a buy or sell? Find out in our full research report (it’s free).
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