ZoomInfo Cuts Outlook, Shifts Pricing Model as AI Disruption Pressures GTM

ZoomInfo (NASDAQ:GTM) reported first-quarter 2026 revenue above expectations but issued weaker-than-expected second-quarter guidance and announced cost cuts affecting 20% of its workforce as AI-related customer uncertainty weighs on sales cycles. Revenue rose 1.5% year over year to $310.2 million, while non-GAAP earnings of 28 cents a share beat analyst estimates by 8.7%. The company guided for second-quarter revenue of $301.5 million, 2.8% below consensus. Shares recently traded at $4.37, down from $6.06 before the earnings release. CEO Henry Schuck said growth trends weakened across both downmarket and upmarket customers as buyers reassess AI capabilities and purchasing needs. ZoomInfo is shifting from seat-based pricing to a consumption-driven model tied to data use in AI workflows, including large language model environments. CFO Graham O’Brien said the transition will pressure near-term revenue but is expected to support higher margins and more durable growth.