Zoominfo Acquires Komiko

Zoominfo (FKA DiscoverOrg), Acquisition History

Sales and Marketing Intelligence vendor Zoominfo acquired Redmond, WA startup Komiko.  The deal extends Zoominfo’s sales AI capabilities with CRM automation, playbooks, lead scores, and predictive analytics.  

Komiko’s analytical and recommendation tools support sales, account executives, and customer success teams.

Komiko’s AI tools are being rebranded as ZoomInfo InboxAI.

“Organizations are realizing that how they manage and leverage data is a strategic function that can accelerate or inhibit lead, pipeline, and revenue generation. While our offering is a SaaS platform for GTM, we feel ZoomInfo is in the business of helping marketing and salespeople hit their numbers. So, when we see an opportunity to build or buy additional capabilities essential to strengthen that edge — as we did with Komiko — it’s an easy decision.”

Zoominfo CEO Henry Schuck

Komiko employs machine learning and data science “to better automate CRM processes.”  InboxAI gathers contact and activity data from email inboxes and calendars and populates the CRM.  The mined intelligence also triggers alerts and generates “analytics essential to supporting renewals, managing new business pipelines, and more.”

Komiko offers a “data-driven platform” which helps reps understand the likelihood of each opportunity closing.  The platform also captures all customer-facing interactions and contacts.  Komiko claims to “make it easy to see who is interacting with the customer and what activities are taking place.”

Komiko data includes the strength of connection with each account (k-score), the relationship of contacts at accounts, the last communication with the account (outbound or inbound), and key contacts at existing accounts.

Komiko integrates sales playbooks into the CRM and recommends when to deploy them.

Current customers will continue to receive the Komiko service with no changes in support or service.

InboxAI is already deployed at Zoominfo.  The firm discovered 60,000 records that had not been logged into Salesforce.  “We found a number of accounts where we were only talking to one buyer – when we know that we need four buyers engaged to get across the finish line. InboxAI not only completes our CRM, [but] it gives us the visibility we need to push the right opportunities at the right time,” said Zoominfo CRO Chris Hays.

Komiko functionality will be integrated into the recently launched Zoominfo powered by DiscoverOrg platform.

Komiko is GDPR compliant and qualifies as a data processor.  It supports the right to be forgotten through a blacklist of blocked emails.  The system also deletes any historical emails related to blacklisted emails.

Komiko does not monitor internal emails and includes an external blacklist for blocked processing.  Thus, HR, Payroll, Board, and Legal department communications will not be ingested.  Komiko does not add Salesforce accounts but employs Salesforce accounts as a whitelist.

Komiko also positions itself as a “dynamic coaching” service which goes beyond informal or “formal, random” processes:

Dynamic coaching is not just a buzz word. It has been proven that taking this approach makes a big impact on win rates. Since taking the dynamic path means defining a formal process combined with your CRM to monitor, evaluate and support your coaching processes…Komiko builds playbooks based on your definition of success, the accounts segments you identify and the input from email capture and CRM. Your playbooks will outline actions that drove success in the past. Each recommended action will include recommended target and its weight (significance) to the overall success. Komiko will enhance your team’s efficiency by triggering call-to-actions based on the customer profile and playbook in real-time.

Komiko website

Komiko claims that clients can “get up and running” within 24 hours after only 30 minutes of work.  They support “customers of all sizes” across software, healthcare, distribution, professional services, and insurance.  Clients include Adecco, Tata Communications, Pemco Insurance, and Chorus.ai.

Terms of the deal were not released.  

How Komiko works

Komiko was founded in 2015 by former Microsoft engineers Hal Howard and Ami Heitner.  Owler lists Komiko’s revenue at $3 million.  However, marketing activity (blogs, LinkedIn) seems to have slowed around three months ago, indicating a firm that was reserving cash for a managed exit.

Komiko has 60 customers and expects to double the count by the end of the year.

According to Komiko CEO Howard, “We want our product to be seen by millions of people.  Our choices were we could take an additional round of venture funding and build our market, or partner with ZoomInfo and use an already-existing go-to-market.  This was the fastest path to that market and to millions of customers.”

“Combining Komiko’s machine learning chops with ZoomInfo’s data pipeline creates a much stronger value proposition than either company could have offered independently, so the combination makes a ton of sense for both,” said Chris DeVore, managing partner at Founders’ Co-op, Komiko’s Seed Round lead investor.

“Everybody dreams of the unicorn exit. And those are all well and good, but the goal of every technology innovator is to get your technology in the hands of as many people as possible,” Howard told GeekWire.

Zoominfo has over 1,100 employees and more than $300 million in revenues.

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