September 28, 2023
Learn more about how Zoom, the popular video conferencing platform, has managed to build a profitable business model despite offering free services. This article provides insights into Zoom's subscription and freemium models, revenue streams, market share, and business strategy.


As the COVID-19 pandemic forced many businesses, schools, and individuals to shift to remote work and online learning, video conferencing platforms like Zoom saw a massive surge in demand. However, many people are still wondering how Zoom makes its money since its basic service is free. In this article, we will take a deep dive into Zoom’s business model to help readers understand how the platform has been so successful.

Zoom’s Subscription Model

Zoom offers a variety of pricing plans for businesses, educators, and individuals, ranging from free to premium. The free plan includes up to 100 participants, unlimited one-on-one meetings, and 40-minute group meetings. The paid subscription plans, on the other hand, offer additional features such as longer meeting times, more participants, and advanced administrative controls.

Over time, Zoom has been able to gain more revenue by increasing its prices and upselling new features to its existing customers. For example, Zoom’s “Zoom Rooms” subscription, which allows users to create permanent virtual meeting rooms, costs $49 per month per room. Additionally, the company has a “Zoom Phone” service that provides cloud-based phone systems for businesses starting at $10 monthly per user.

One of the advantages of Zoom’s subscription model is that it provides a predictable revenue stream for the company. By charging a monthly or annual fee, Zoom can better forecast its income and plan for future growth. However, some customers might not be willing to pay for premium features, especially if they only use Zoom occasionally. This can lead to customer churn and revenue loss for the company.

Zoom’s Freemium Model

Zoom also uses a freemium model to attract and retain users. The free version of the platform is limited in terms of meeting times, participant limits, and features. However, by offering a free service, Zoom has been able to build a large and loyal user base that can help promote the platform through word-of-mouth and social media sharing.

Moreover, the company has been able to convert many free users to paying subscribers by offering them trial periods of premium features. According to one report, 30% of Zoom’s free users convert to paying customers after trying out the platform’s premium services. This is a significant conversion rate compared to other freemium-based businesses.

The freemium model also allows Zoom to collect valuable data on user behavior, preferences, and demographics, which the company can use to improve its services and target its marketing efforts more effectively.

Zoom’s Revenue Streams

Zoom’s main sources of revenue come from its subscription plans and add-on services like Zoom Rooms and Zoom Phone. Additionally, the company generates revenue from its Zoom Marketplace, which allows third-party developers to offer their Zoom-based products and services to customers.

Another revenue stream for the company is Zoom’s advertising platform, which allows businesses to promote their products and services to Zoom users. However, this revenue stream is relatively small compared to Zoom’s other sources of income.

Despite its multiple revenue streams, Zoom has been able to maintain a strong profitability level. In the first quarter of 2021, the company reported $956 million in revenue and $227 million in net income.

Zoom’s Market Share

Zoom is currently the market leader in the video conferencing space, with a 50% share of the market in 2020. The company was able to gain market share by offering a better product at a lower price than some of its competitors, such as Cisco and Microsoft, which have traditionally dominated the enterprise video conferencing market.

In addition, Zoom was able to quickly adapt to the changing needs of remote work and online learning during the pandemic, which helped attract new users to the platform. By providing reliable, easy-to-use video conferencing services, Zoom was able to build a strong reputation and achieve viral growth through word-of-mouth recommendations.

To maintain its market leadership position, Zoom has invested heavily in product development and innovation. For example, the company has released new features such as virtual backgrounds, noise suppression, and end-to-end encryption to enhance the user experience and differentiate itself from the competition.

Zoom’s Business Strategy

Zoom’s overall business strategy is focused on providing a seamless and easy-to-use video conferencing platform for its users. The company invests heavily in customer support and satisfaction, with a dedicated team of technical experts and a 24/7 phone support service for paid users.

In addition, Zoom has built strong partnerships with other technology companies, such as Amazon Web Services and Dropbox, to provide integrated services to its users. The company has also made strategic acquisitions, such as Keybase and Kites GmbH, to improve its security and encryption capabilities.

Finally, Zoom has expanded its reach beyond video conferencing by offering other services, such as webinars and virtual events, to its customers. This strategy allows the company to provide a more comprehensive online collaboration solution to its users.


Zoom’s success in the video conferencing space can be attributed to its innovative business model, which combines a freemium-based approach with multiple revenue streams. By offering reliable and easy-to-use services, Zoom has built a loyal user base and maintained a strong market leadership position.

Zoom’s strategic investments in product development, partnerships, and innovation have helped it sustain its growth and profitability over time. Looking ahead, the company will likely face new challenges, such as increased competition and changing user needs. However, with its customer-focused approach and commitment to innovation, Zoom is well-positioned to continue its success in the video conferencing space.

What are your thoughts on Zoom’s business model and success? Share your opinions in the comments below.

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