Revenue operations leaders are confronting complex challenges on two fronts: designing smarter territories for expansion, and maximizing productivity for frontline go-to-market (GTM) teams.
But many RevOps teams still struggle with inefficient segmentation, suboptimal territory design, and a lack of actionable insights. The result? Blind spots in your addressable market and missed opportunities from good-fit prospects.
RevOps teams can break this strategic logjam by leveraging Go-to-Market Intelligence — the fusion of high-quality B2B data, high-velocity buying signals, and AI-fueled insights.
Teams in any industry can rely on flexible, fast delivery of this sophisticated data universe — whenever and wherever they need it — unlocking the ability to:
- Automate segmentation and territory alignment, ensuring sales teams focus on the highest-value accounts
- Improve data hygiene and enrich records, enhancing lead prioritization
- Reduce inefficiencies by eliminating manual processes, allowing sales reps to focus on closing deals
Here are real stories of how today’s most innovative companies are leveling up their RevOps function with GTM Intelligence.
Capital One: Enhanced Sales Efficiency with Centralized Data and Automation
Capital One’s Commercial Banking division faced significant challenges in optimizing relationship managers’ (RMs) efficiency due to time-consuming manual data entry and fragmented information sources.
Sales Operations & Strategy Director Andy Ruffles and his team sought a solution that would streamline data ingestion, eliminate redundant administrative tasks, and equip RMs with comprehensive insights to prioritize high-value prospects.
Before implementing ZoomInfo, RMs spent a significant portion of their time manually searching for contact details, verifying prospect information, and tracking down key firmographics. Additionally, accessing critical data on privately owned businesses — a key segment of Capital One’s market — required tedious manual requests from individual websites, delaying prospecting efforts.
By leveraging ZoomInfo’s data, Capital One gained unlimited access to over 150 firmographic attributes, enabling RMs to quickly identify best-fit accounts and add them to their CRM without redundant research. The integration of ZoomInfo directly into Salesforce further streamlined workflows, reducing the need for manual data entry and allowing reps to perform all necessary prospecting within a single platform.
The partnership with ZoomInfo’s Data Services team also provided Capital One with tailored data solutions, filling critical gaps in financial attributes for small businesses. With these insights, RMs can efficiently assess existing lending engagements and surface new opportunities, using customized dashboards that aggregate over one million data points into actionable prospecting tools.
With ZoomInfo, Capital One achieved:
- A 30-40% reduction in non-deal-focused time for RMs, allowing more time for high-impact prospecting
- Seamless Salesforce integration, eliminating manual data entry and research inefficiencies
- Enhanced lead generation and market intelligence, providing reps with reliable data to prioritize outreach
“ZoomInfo has become an integral part of our business. Without it, we would have a huge gap in our sales enablement strategy that we would be scrambling to fill.” – Andy Ruffles, Sales Operations & Strategy Director at Capital One.
Fujitsu: Maximizing Productivity and Sales Efficiency
Fujitsu Americas, a top technology solutions provider, needed a single, efficient, highly accurate data solution that could tell the whole story within a prospect account — including revealing org charts, technology stacks, and contact information – reliably and in far less time.
The company was able to leverage ZoomInfo’s GTM Intelligence across multiple critical parts of its GTM operation, including field sales, demand marketing, and account-based marketing (ABM). With ZoomInfo, the teams are able to build target lists, define sales territories, and augment the information in existing account lists, without tedious extra effort.
ZoomInfo’s unique, proprietary Scoops survey and news data feed also alerts Fujitsu’s team to any new buying initiatives within their accounts, and granular org charts map out buying committees and spheres of influence. This saves each member of Fujitsu America’s 80-person sales team approximately four hours of productivity per week — an efficiency boost equal to hiring eight full-time employees.
By leveraging ZoomInfo’s automated data enrichment and predictive insights, Fujitsu:
- Saved four hours of productivity per sales rep per week, equating to the productivity of eight additional full-time employees.
- Improved demand generation and account-based marketing (ABM) strategies.
- Achieved higher engagement rates and accelerated deal closures.
“We trust the data quality and accuracy of ZoomInfo. I don’t need a data team like I needed in the past. We just know so much more about our accounts than we ever did before. Now we’re able to focus on getting to business leaders and not just technology, so we can better up-sell and cross-sell.” – Russ Hellmann, Head of North America Field Marketing at Fujitsu Americas.
Snowflake: Optimized Territory Planning and Alignment
Snowflake, a leading cloud technology and data company, faced challenges in designing effective sales territories. By integrating ZoomInfo’s GTM Intelligence data, Snowflake developed an AI-driven account propensity scoring (APS) model that leverages over 70 individual data points to identify high-value opportunities.
Comprehensive, real-time data is the foundation of the APS system. Snowflake Sales Data Science Manager David Gojo, one of the driving forces behind Snowflake’s data strategies, says that at least one-third of the most critical data features in the APS model come from expansive technographic and firmographic data from ZoomInfo.
Snowflake’s data-driven approach also extends to analyzing territory productivity, helping the company reveal key performance drivers. To that end, Snowflake has built visibility into the team’s sales activities and how much time is spent inside each sales tool. These insights not only help improve individual seller productivity and pipeline forecasting, but also quickly surface challenge areas to coach and support sales reps.
The results of Snowflake’s APS system were transformative, resulting in:
- A 25% increase in customer engagement.
- 2x higher new customer conversion rates by prioritizing top-tier accounts.
- 90% higher opportunity open rates within high-propensity segments.
“We use enriched data to understand the universe of accounts worldwide. Once our system produces a score, we put it in front of field operations leads so they can allocate those accounts as efficiently as possible.” – David Gojo, Snowflake Sales Data Science Manager.
Sendoso: Improved Data Hygiene and Lead Prioritization
Sendoso, a leading direct mail and gifting platform, faced data quality issues that impeded sales effectiveness.
Used by thousands of enterprises across various personas, from hospitality and people teams to marketing, sales, and customer success, Sendoso is truly industry-agnostic. This means that the possibilities for Sendoso’s Total Addressable Market (TAM) are endless — but reaching this potential is impossible with incomplete, inaccurate data.
With countless opportunities available, Sendoso must rely on high-quality data, such as a company’s firmographics, location, employee count, and industry data, to inform its corporate strategy. Sendoso needed a partner that could provide best-in-class data with unparalleled breadth and depth and offer a data management solution to ensure that its CRM data stays consistent, complete, and actionable.
With ZoomInfo, Sendoso:
- Increased access to its Ideal Customer Profile (ICP) by 10%, leading to $4.9M in pipeline growth within two quarters
- Reduced inaccurate data by 70%, saving over 1,100 hours of manual data enrichment
- Enhanced international market expansion efforts with clean, actionable data
“ZoomInfo has become a key component of our corporate strategy. The data has been instrumental to putting together our TAM — both domestically, and as we look to grow internationally.” – Kris Rudeegraap, CEO and co-founder of Sendoso.
GTM Intelligence: Fueling the RevOps Revolution
ZoomInfo’s GTM Intelligence is transforming the way RevOps leaders align sales teams, optimize resources, and drive revenue growth. By eliminating inefficiencies and leveraging real-time insights, organizations can maximize sales rep productivity and achieve scalable success.
Companies that integrate ZoomInfo into their RevOps strategies experience measurable improvements in engagement, conversion rates, and overall sales performance — turning data into the foundation of strong, sustainable growth.
Ready to find out more about ZoomInfo’s GTM Intelligence solutions? Speak to a data specialist today to get started.