ZoomInfo

Had over 100 convos at Dreamforce. Everyone's building an agent. Give them the best data & context so your email says more than "congrats on the fundraise".

This week at #Dreamforce, we're proud to be named a preferred data vendor for Salesforce’s Hunter by Sales Cloud. With ZoomInfo GTM data and context in Hunter, you can turn your revenue goals into a game plan. Tell Hunter what you need to achieve like building the right pipeline, engaging leads, progressing deals, or preparing the forecast. It maps the work ahead, drives approved actions, tracks progress, and adjusts the plan as buyers and priorities change. No separate contracts or setup required. Try it today: https://okt.to/34uB61

This is the visual representation of Uber's Context Graph in ZoomInfo - Lots of people talk about the "GTM Context Graph" but very few have been able to articulate or visualize it so it makes sense. At the Center of this one: Uber in the CRM - surrounding it - every call, every email, every insight from a call or email, every parent and subsidiary (Uber buys a lot of companies), every person we've ever interacted with, every Intent signal, every job posting, every funding round, every employee who works there, where they used to work, every champion move, every contract we have with them, the account owners, every person who has interacted with the account and on and on and on and on. Who is building that on your team? Yes, I can build a SICK, the SICKEST demand gen and outbound motion in Claude - row by row personalization, unique facts against every account, and do another one tomorrow and the next day and the next day, but how do I get the power of AI into the hands of every person on the GTM team? I have to build a GTM Context Graph - and that graph, unlike the context graphs for support or engineering, requires data that constantly changes. GTM AI needs a managed context graph for agents, for humans - it needs it to be portable into coding agents, accessible into CLIs, MCPs, APIs - that's what we've been building.

Everyone has AI in their GTM motion. What some GTM leaders still aren’t clear on though, is who in the org should own it. It usually lands with whoever has capacity, and the decision never actually gets made. Mallory Lee Lee runs Revenue Operations at Zipline, and on this week's Revenue Architects, she described a structure rather than a single owner: ● Practice areas kept distinctly defined, with someone dedicated to CS and sales ops ● Marketing ops running alongside demand gen ● A practice area expert sitting inside sales ops ● A systems administrator on their own team, owning how anything new fits the whole GTM stack ● Internal IT as the partner for connection and security ● The departments as the stakeholders, prompting ops when they need a better way Not one of those roles is a new hire, and none of them is called Head of AI. Mallory and John Lloyd, MBA get into it all in the latest episode of Revenue Architects. Link below.

Here’s an interesting question for the outbound crowd: Should you completely ignore contacts with NO buying signals? My answer is absolutely not… But that doesn’t mean that they are ready for sales outreach. We actually spent four months building signals for ~5000 of them instead: Our outbound experiment has booked over $2m in pipeline so far this year. But the ~5000 ice-cold contacts that we’re warming up are priming us for a record Q4. Here’s how it runs as part of our always-on outbound system: 1) Scoring finds the cold prospects Account signals and contact signals combine into one live score. Cold is anything below the line. Either a signal aged out, or there was never one to begin with. 2) Persona and company data, mapped per contact Persona and function, account summary, contact brief, company scoops, past engagement. Every cold contact gets copy built from their own data. No generic segment emails. 3) Enrolled in a five-step sequence from an exec. No SDR touches cold. Rep time stays on warm contacts. It also sets up the handoff, so the SDR can open with "I work on their team" rather than a cold dial. 4) Every CTA points at a low-friction offer. Never a meeting. Emails point at a free build on GTM.AI, or at tactical content. A demo ask against zero signal converts nothing and burns the contact. The goal is re-engagement, and signals we can action. 5) Live scoring of signals and sequence engagement. Account signals and contact engagement feed the same score. Each one weighted, decayed and added. A sequence click, a new job, a competitor's review page. Contacts who never open an email still cross the line, because the engine is doing the work rather than the sequence. 6) Score crosses the threshold, routed to warm. They join the daily 150–400 sent to sellers. Cool-down first, then the SDR cadence kicks in… with the full context package, same as any contact who was never cold. ~5,000 buyers have made that crossing. Full breakdown here: https://lnkd.in/g3Jgmmft

STATUS UPDATE: The suspect was found and identified as Henry Schuck, CEO of ZoomInfo. We can now confirm what was written underneath the spray paint: “The context layer every GTM motion runs on.” Investigators note the phrasing suggests inside knowledge. For the record: we still have the best mobile numbers in the market. What changed is everything we’ve built around them. Context to know what’s true. Orchestration to decide what happens next. A workspace where people and agents work together. Case closed, but the crime scene remains open. Come see the damage for yourself today: Booth #301, Campground GTM Lounge, The W Hotel

ZoomInfo at RecFest USARecFest USA? Can't wait to see you there!! We’re bringing a little something new to Nashville, and it might just change how recruiters discover talent. Better data. Better discovery. And something new coming from ZoomInfo Talent Solutions that might just change the game in recruiting in the best possible way. Come find our crew near the Disrupt Stage. We’ll have Southern hospitality, a few surprises and plenty of tea to spill. #recfest #recfest2026 #recruiting #hrtech #talentacquisition

Some distressing news coming out of ZoomInfo this morning. Someone broke into our booth in the early hours and vandalized it. Thankfully, nothing of value was stolen. The suspect: still at large. The room: Booth #301, Dreamforce Campground. The weapon: a can of spray paint. The motive: an extremely outdated perception of ZoomInfo. Tbf, most people still think of us as just contact data. It was the right answer to the question people were asking in GTM then. They're asking a different one now. Today, GTM needs context to know what's true, orchestration to decide what happens next, and a workspace where people and agents can work together. We’ve built all three. Apparently, the suspect felt we weren't communicating that aggressively enough. The investigation continues. We'll share an update as soon as they're identified. In the meantime, if anyone has information relating to the incident, we'd encourage you to come by the scene. #Dreamforce. Booth 301.

Growth at all costs is mostly an AI-company strategy now. The majority of private funding is going their way, and with capital concentrating, a lot of enterprises are now paying for growth out of their own revenue instead. This means the pitch that worked on these accounts before likely won't anymore. Four things you need to get right: 1. Start with how the account is funded. Many teams sort accounts by size, industry, and buying signals. Fewer look at where the money comes from. Split your list in two: recently raised, and gone a long time without. Those groups will likely need different outreach. 2. The money comes from a different pocket. Investment money pays for transformation. Operating cash pays for things that pay for themselves. Finance rejects a lot of what reaches them. Every tool claims a cost saving. Can you actually prove yours? 3. The payback window shrinks. You can't pitch an initial three-year payoff to someone spending this year's budget. Under twelve months, ideally under a quarter. Which usually means a smaller first purchase than you'd like. 4. Urgency has to come from you. Fresh capital brings its own deadlines; operating cash usually doesn't. Nothing forces the decision, so you have to bring the reason to move. The full Issue #3 of GTM Exclusives goes deeper on each of the above points. It covers how to build a business case that finance will sign off on, who has to own it, and how to borrow a deadline when the account doesn't have one. Read it here: https://lnkd.in/gum3MGRG

We ran a pretty epic experiment with a group of our SDRs that TRIPLED our demo rate and locked in $1M in pipeline in 1 month.  We are now going to roll this out to everyone. Here’s what we did: We built out agents that provide a “Context Package” every morning to our SDRs. Every morning the system ranks our entire contact universe and hands each SDR the 150–400 warmest people in their segment… with multiple layers of context already on the screen. This mean’s that there is no more guesswork for the SDRs on a daily basis. Here's exactly what's in it: 1) The contact (firmographics, career history, prior engagement) 2) How to reach them (direct dial, email, socials, local time) 3) The account (industry, headcount, revenue, location) 4) Who they sell to (industries, key personas) 5) Why them, why now (recent buying signals, what they own) 6) Recommended play (win-back, competitor displacement) 7) The fit (intent quantified - topics, active days, buying stage) 8) Opener and voicemail (two scripts, pulled from the context) 9) Discovery, value prop (3 questions, value framed 3 ways) 10) Peers and competitors already customers 11) Signal history (every contact and account signal, dated) No tab-hopping and no rebuilding the account story before every dial. But prep time saved is the smaller half of this.  Most reps have a name, a title, and a reason to call.  Ours open on a data-backed play, name a competitor the prospect knows as a customer, a peer in their segment, and can point to the signal that brought them in-market. The play, the opener, the voicemail, the questions and the value prop are all automatically generated FROM the context package.  THIS is what modern outbound looks like. And the best part… you don’t need an army of Rev Ops and GTM Engineers to get this going. We orchestrated it directly in Zoominfo. More details in the comments: