Zoominfo Growth Acceleration Summit

Zoominfo held its third annual Growth Acceleration Summit in Boston last month.  The event projected increasing marketing confidence by the firm, with Earvin “Magic” Johnson keynoting and lectures by many of the top sales and marketing thought leaders including Jay Baer, Convince & Convert; Tiffani Bova, Salesforce; and Keenan, A Sales Guy, Inc.  Analyst sessions included Sirius Decisions, Heinz Marketing, and Forrester.

The event also provided a forum for announcing ZoomInfo’s latest Growth Acceleration Platform features.  New capabilities include a revamped ReachOut 2.0 Chrome Connector and a HubSpot Connector.

Magic, who has a long history of success in business and team ownership, provided personal anecdotes about his basketball and business career.  Key pointers includied hiring self-motivated staff that are smarter than you so as to continuously renew the organization; make sure you over deliver on customer expectations; and reward your staff, not just executives, as it is the staff that will ensure your ability to continuously over deliver;  Finally, he said that there are too many competitors out there to ever relax – both businesses and athletes need to continuously improve.

The new Hubspot connector allows users to upload Accounts and Contacts to Hubspot with a click of a button from either a browser or the ReachOut Chrome connector.  The HubSpot integration also supports ZoomInfo Complete which provides on demand enrichment at record creation.  ZoomInfo Complete for HubSpot is currently in beta.

ReachOut 2.0 identifies LinkedIn pages and URLs and maps them to ZoomInfo Intelligence. Profiles, which include firmographics, emails, and direct dials, may then be quickly uploaded to CRMs or sales engagement platforms..
ReachOut 2.0 identifies LinkedIn pages and URLs and maps them to ZoomInfo Intelligence. Profiles, which include firmographics, emails, and direct dials, may then be quickly uploaded to CRMs or sales engagement platforms.

 

ReachOut 2.0 streamlines account and contact research from within Chrome, providing instant access to ZoomInfo intelligence while browsing.  The service is context sensitive, providing company and contact profiles based upon the current LinkedIn record, URL, or CRM record being viewed.  The service also supports quick export to Salesforce, Hubspot, Microsoft Dynamics, Outreach, and SalesLoft.  When expanded into an 80% screen view, full company and contact intelligence is displayed.  Company insights include location, firmographics, people at company by job function, company locations with contacts and location counts per geography, technologies used (licensed from HG Data), and competitors (licensed from Owler).  Contact data includes company intelligence along with an expanded set of social links and contact details.

The 80% ReachOut expanded view supports full prospecting both across companies and within a single firm.  Users can quickly select records and share them to CRM (Salesforce, MS Dynamics, HubSpot) or Sales Engagement platforms (Outreach, SalesLoft).  Being able to enlarge to the 80% view allows Zoominfo to pack a full-featured offering into ReachOut, helping it expand from a tool to a full-service product.

ReachOut 2.0 supports full profiles and prospecting when expanded to 80% of the screen.
ReachOut 2.0 supports full profiles and prospecting when expanded to 80% of the screen.

ReachOut now supports user tagging allowing users to store campaigns, lead source, etc.

“If you combine your own intelligence with Big Data, you create for yourself a crystal ball that gives you the ability to focus your attention on the most important things that need to get done,” said CEO and Chief Scientist Yonatan Stern. “When you focus, it doesn’t cost you more money, but you can increase productivity and profitability.”

“Over the last year, we have doubled down on our strategy of making ZoomInfo’s contact and company data available on the platforms where our customers live,” said Phil Garlick, VP of corporate development.  “In keeping with that strategy, we have released two new products that integrate seamlessly with a host of platforms and systems our customers use.”

Also unveiled at the Summit was ZoomInfo’s new ZoomInfo University certification program, “a comprehensive, hands-on certification program that enables B2B professionals to fully leverage its B2B contact and account database for business results.”

The new training program teaches best practices around persona development, lead scoring and routing, market segmentation and territory management, campaign strategies, and data management.

“ZoomInfo University is designed to strengthen your knowledge of the industry and usage of the entire ZoomInfo Product Suite,” said Garlick.  “It’s both a deep dive of capabilities and the beginning of a lasting growth acceleration journey.”

ZoomInfo continues to be confident in their data quality due to their Community product which provides them with access to email signature blocks.  According to a sales rep, records updated within the past year have a 90% deliverability rate.  He noted, however, that deliverability will vary by industry and function due to the underlying contact decay rates of various segments.  For high decay functions (e.g. sales) and industries (e.g. high tech), he suggested using the six-month update select to ensure receiving the highest quality leads.

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