ZoomInfo Pricing in 2026: Plans, Costs, and the Fine Print

ZoomInfo appears in 5 of the 1,298 VP Sales job postings we track weekly at The CRO Report. For the largest B2B contact database on the market, that's a low number. Salesforce shows up in 180 postings, Outreach in 65, HubSpot in 48. ZoomInfo's footprint in hiring requirements is small relative to its market reputation. The product still commands $15,000 to $50,000+ per year in annual contracts, with some enterprise deals running well above that range. The gap between brand recognition and job posting frequency tells you something about how the market is shifting.

ZoomInfo doesn't publish pricing. Every contract is negotiated through a sales rep. What follows is a breakdown of what buyers actually report paying, how the credit system works, what gets bundled versus sold as add-ons, and where the contract terms create risk. We've also mapped ZoomInfo against the alternatives that are absorbing its low-end and mid-market customers.

What ZoomInfo Costs by Tier

ZoomInfo organizes its pricing around three main tiers: SalesOS, MarketingOS, and TalentOS. Most B2B sales teams are buying SalesOS, which is the contact and company data platform. Within SalesOS, the actual price depends on the number of seats, your annual credit allocation, and which data access level you select.

Based on buyer reports, here's what teams are paying across different configurations.

Configuration	Estimated Annual Cost	What's Included
Entry-level (2-3 seats)	$15,000 - $25,000	Basic contact search, limited credits, standard integrations. Enough for a small SDR team running outbound.
Mid-market (5-10 seats)	$25,000 - $50,000	More credits, advanced filters, intent data access, CRM integrations. Common configuration for growth-stage teams.
Enterprise (15+ seats)	$50,000 - $100,000+	Full data access, intent signals, API access, advanced integrations, dedicated support. Large sales orgs with multiple teams.
Enterprise + bundled products	$100,000 - $200,000+	SalesOS + MarketingOS or TalentOS, Chorus.ai bundled, custom API limits, enterprise SSO and compliance features.

The range is wide because ZoomInfo's pricing has more variables than most SaaS products. Two companies with 10 seats can pay different amounts depending on their credit tier, data access level, and whether they negotiated from a renewal position or a new-customer offer. First-year pricing for new customers tends to be more aggressive than renewal pricing, which is a pattern worth understanding before you sign.

ZoomInfo also owns Chorus.ai, the conversation intelligence platform. Chorus is frequently bundled into larger ZoomInfo deals at a steep discount compared to its standalone price. If you're evaluating Gong or another conversation intelligence tool alongside ZoomInfo, ask about the bundle. The discount can be substantial.

The Credit System: How Usage Drives Cost

ZoomInfo uses a credit-based model. Your annual contract includes a set number of credits, and each action within the platform consumes credits. Exporting a contact costs credits. Viewing a phone number costs credits. Running a search and downloading results costs credits. The credit cost per action varies by data type and access tier.

The credit system is where the gap between quoted price and actual cost lives. Here's how it works in practice.

• Credit allotment varies by tier. Entry-level plans come with fewer annual credits. Mid-market and enterprise plans include larger pools. The exact numbers are negotiable and differ by contract.
• Overages are expensive. If your team burns through credits before the contract year ends, you can purchase additional credits, but overage pricing runs at a premium. Buyers consistently report overage credits costing 30-50% more per unit than the credits included in the base contract.
• Usage is hard to predict. A 10-person SDR team running aggressive outbound can burn through a mid-tier credit allocation in six to eight months. If your team's prospecting volume increases mid-year, you'll face a choice between slowing down or paying overage rates.
• Credits don't roll over. Unused credits at the end of your contract year expire. There's no refund and no carry-forward. This creates pressure to use credits even when you don't need to, or to lose the value you've already paid for.

The credit model works in ZoomInfo's favor. It creates a floor (your annual contract) with an uncapped ceiling (overages). Teams that underestimate their usage pay overage premiums. Teams that overestimate lose unused credits. The middle ground requires accurate forecasting of how many contacts your team will export, enrich, and research over a 12-month period.

What's Included (and What's an Add-On)

ZoomInfo's base SalesOS platform includes contact and company search, basic filters, and CRM integration. Beyond that, the line between "included" and "costs extra" shifts depending on your contract tier.

Typically included in base contracts

• Contact and company search. The core database with filters for industry, company size, revenue, location, job title, and seniority. This is ZoomInfo's primary product.
• Basic CRM integration. Salesforce and HubSpot connectors for pushing contacts and company data into your CRM. Standard sync functionality.
• Browser extension. Chrome extension for surfacing ZoomInfo data while browsing LinkedIn or company websites.
• Basic data enrichment. Append company and contact fields to existing CRM records within your credit allocation.

Often sold as add-ons or higher-tier features

• Intent data. ZoomInfo's intent signals show which companies are actively researching topics related to your product. Available on mid-tier and above plans, or as a separate add-on. Intent data is one of ZoomInfo's strongest differentiators, but it adds $5,000 to $15,000+ to the annual cost depending on configuration.
• Streaming intent. Real-time intent signals (versus batch updates). Enterprise tier feature.
• FormComplete and WebSights. Form shortening tools and website visitor tracking. Separate products with their own pricing.
• Chorus.ai. Conversation intelligence. Bundled at a discount on larger deals, or sold standalone. If you're already buying ZoomInfo, the Chorus add-on price is typically lower than Gong's standalone pricing.
• API access. Programmatic access to ZoomInfo data for custom integrations, data warehouses, or enrichment pipelines. Usually restricted to higher tiers or priced separately.
• Advanced compliance features. GDPR consent management, data suppression tools, and audit logs. Enterprise requirements that come at enterprise prices.

The add-on structure means the headline price you negotiate for SalesOS is rarely the final number. Intent data alone can add 20-40% to the base cost. Factor add-ons into your total cost of ownership before comparing ZoomInfo to alternatives.

The Contract Structure

ZoomInfo's contract terms are aggressive. This is well-documented across buyer communities, Reddit threads, and G2 reviews. Here's what to expect.

• Annual contracts are mandatory. There is no month-to-month option. The minimum commitment is one year, and the sales team will push for two or three years in exchange for discounts.
• Auto-renewal with price increases. Contracts auto-renew at the end of the term, often with a built-in price escalator of 5-10%. You need to provide written cancellation notice, typically 60-90 days before renewal, to avoid being locked into another year at a higher rate.
• Cancellation is difficult. Buyers consistently report that the cancellation process requires navigating multiple touchpoints, including account managers, legal teams, and formal written notices. Start the cancellation process early if you intend to leave.
• Multi-year discounts lock you in. A three-year deal at 20% off sounds attractive. It also means you're committed for 36 months to a platform that may not align with your needs as your team evolves. The discount rarely compensates for the loss of flexibility.
• Seat minimums. ZoomInfo may require a minimum number of seats, even if your team doesn't need them all. Buyers have reported being quoted 5-seat minimums when they only needed 3.

ZoomInfo vs. the Alternatives

The B2B data market has fragmented. ZoomInfo built its position as the single-source enterprise database, but a new generation of tools is pulling customers away at the low end (Apollo.io), competing on data flexibility (Clay), and challenging on intent data and ABM (Demandbase).

Tool	Pricing	Best For	Key Trade-off
ZoomInfo	$15K-$50K+/year	Enterprise teams needing comprehensive B2B data	Expensive, data decay, aggressive sales tactics
Apollo.io	Free tier, from $49/user/mo	SMB/mid-market all-in-one prospecting	Data quality varies, less enterprise features
Clay	From $149/month	Maximum data coverage via waterfall enrichment	Learning curve, expensive at scale
Demandbase	$30K-$200K+/year	Enterprise ABM and account intelligence	Very expensive, complex implementation

Now the feature comparison across the same four platforms.

Feature	ZoomInfo	Apollo.io	Clay	Demandbase
Contact Database	Largest single-source	Large, built-in	75+ providers via waterfall	Account-focused
Intent Data	Strong native signals	Basic	Available via providers	Best-in-class
Email Sequencing	Limited (Engage add-on)	Built-in	Integrations only	Limited
Ease of Use	Moderate	Easy, intuitive	Complex, steep learning curve	Complex
Free Tier	No	Yes	Limited free plan	No
Conversation Intelligence	Yes (Chorus.ai bundled)	No	No	No
CRM Integration	Salesforce, HubSpot, others	Salesforce, HubSpot	Salesforce, HubSpot, others	Salesforce, others

Where each tool wins

Apollo.io is eating ZoomInfo's low end. For a 5-person SDR team, Apollo costs roughly $3,000 per year ($49/user/month) versus $15,000+ for ZoomInfo. Apollo includes built-in email sequencing and a dialer, features that ZoomInfo charges extra for. The data isn't as deep, particularly for enterprise contacts and direct phone numbers, but for SMB and mid-market prospecting, the coverage is adequate and the price difference is hard to ignore. Apollo's free tier lets you test the product before committing, something ZoomInfo doesn't offer.

Clay competes on data quality rather than database size. Instead of relying on one proprietary database, Clay runs waterfall enrichment across 75+ providers, querying multiple sources in sequence until it finds a match. The result is often higher coverage than any single provider, including ZoomInfo. Clay starts at $149 per month, though credits and enrichment costs push the real number higher. The trade-off is complexity. Clay requires a technically capable RevOps person to build and maintain workflows. ZoomInfo is more turnkey.

Demandbase overlaps with ZoomInfo on intent data but diverges on the core use case. Demandbase is an ABM platform built around account intelligence, advertising, and orchestration. If your primary need is account-level intent signals and coordinated marketing-to-sales motions, Demandbase delivers more depth in that area. The pricing ($30,000 to $200,000+ per year) reflects its enterprise positioning. Most teams that buy Demandbase aren't comparing it directly to ZoomInfo. They're solving a different problem.

When ZoomInfo Is Worth It (and When It Isn't)

ZoomInfo makes sense for:

• Enterprise sales teams with 15+ reps. At scale, the database depth justifies the cost. Enterprise contact data, direct dials, org charts, and technographics are genuinely better in ZoomInfo than in most alternatives. The per-seat economics also improve at larger deployments.
• Teams that need intent data and contact data in one platform. Running intent signals and contact enrichment through a single vendor simplifies the workflow. ZoomInfo's intent data, while not best-in-class (Demandbase and Bombora lead that category), is good enough for most sales use cases and eliminates the need for a separate intent vendor.
• Organizations already paying for Chorus.ai. If you're buying conversation intelligence anyway, the ZoomInfo + Chorus bundle often costs less than ZoomInfo + Gong separately. The bundle economics favor staying in the ZoomInfo ecosystem.
• Teams selling to large enterprises. ZoomInfo's data coverage for Fortune 500 and Global 2000 companies is stronger than Apollo or Clay. If your target accounts are large enterprises with complex org structures, ZoomInfo's depth at the account level is a real advantage.

ZoomInfo probably isn't worth it for:

• Startups and teams under 5 reps. At $15,000+ per year for a small team, the per-rep cost is too high. Apollo's free tier or $49/user/month plan covers core prospecting needs. The $12,000+ you save goes further invested in pipeline generation or an additional hire.
• Teams with a strong RevOps function. If you have someone who can build and maintain Clay workflows, waterfall enrichment across 75+ providers will match or exceed ZoomInfo's coverage at lower cost. The prerequisite is technical capability on the ops team.
• Companies targeting SMB or mid-market. ZoomInfo's data advantage is most pronounced at the enterprise level. For SMB and mid-market contacts, Apollo and other tools provide comparable coverage. Paying enterprise pricing for SMB data doesn't make financial sense.
• Teams burned by aggressive renewal practices. If contract flexibility matters to your organization, ZoomInfo's annual lock-in, auto-renewal clauses, and documented difficulty with cancellation are legitimate concerns. Alternatives with monthly billing or transparent pricing reduce contract risk.

Negotiation Tips from Buyers

ZoomInfo's pricing is negotiable. The published quotes from their sales team are starting positions. Here's what buyers have shared about what works.

• Get competing quotes first. An Apollo or Clay proposal in hand gives you leverage. ZoomInfo's reps know the competitive landscape. Having a real alternative with pricing attached changes the conversation from "take our price" to "beat their price."
• Push back on the first offer. Multiple buyers report that the initial quote from ZoomInfo's sales team drops 15-30% through negotiation. The first number is rarely the best number. Ask for a discount, cite competitive alternatives, and be willing to walk away.
• Negotiate credit allocation separately from seats. ZoomInfo's pricing bundles seats and credits, but they're independent levers. You may need more credits with fewer seats, or fewer credits with more seats. Unbundling the negotiation lets you optimize for your actual usage pattern.
• Resist multi-year commitments on first contracts. The discount for a two or three-year deal is tempting, but if you've never used ZoomInfo, you don't know if the data quality meets your needs for your specific market. Start with one year. Negotiate multi-year terms at renewal when you have real usage data to evaluate the ROI.
• Buy at end of quarter or end of year. ZoomInfo's sales team carries quotas. Q4 (October through December) and the last month of any quarter consistently produce better pricing. Timing your purchase to coincide with ZoomInfo's sales cycle creates leverage.
• Negotiate the auto-renewal terms. Before signing, ask for the auto-renewal clause to be modified. Request a shorter notice period, removal of automatic price escalators, or a cap on renewal increases. Not every term is negotiable, but the ones you don't ask about default to ZoomInfo's preferred position.
• Ask about the Chorus bundle. If you're evaluating conversation intelligence tools alongside ZoomInfo, the Chorus add-on price is often 40-60% less than Chorus or Gong standalone. Even if Chorus isn't your first choice for CI, the bundled economics can shift the overall ROI calculation.

One more consideration. ZoomInfo's data quality varies by segment. Before committing to a contract, request a data sample for your specific target market. Export 200-300 contacts from your ICP and validate email deliverability, phone number accuracy, and company data freshness. The overall database is the largest in the market. That doesn't mean it's equally accurate for every industry, company size, and geography. Test before you buy.