Winning in today’s markets takes more than just raw effort. Sales leaders need to make sure that every interaction counts — and that means understanding which accounts are the best fit, when to reach out, and how to solve customer challenges.
That’s where Go-to-Market Intelligence enters the picture.
Beyond providing basic company and contact information, GTM Intelligence combines the world’s deepest, most accurate B2B datasets with real-time buying signals and AI-fueled insights. The result: a 360-degree view of your customers and markets, no matter how quickly they change.
The following stories from real GTM professionals show how today’s revenue leaders are leveraging GTM Intelligence to expand their reach, grow their pipelines, and close more deals.
And with ZoomInfo’s Data-as-a-Service capabilities, the same intelligence that fuels these success stories is available to help your team reach its goals, however and wherever you need:
- Direct integration into major cloud platforms (Snowflake, Google Cloud, Databricks, AWS).
- RESTful APIs for flexible and scalable data usage.
- Company, contact and intent Data Cubes
- Custom datasets to meet your unique requirements and fill specific gaps
Sendoso: $4.9M in Pipeline and 1,100+ Hours Saved
Challenge
Sendoso, a leading direct-mail automation platform, faced challenges managing a vast TAM and ensuring accurate CRM data. With countless opportunities available, the need for high-quality data became clearer, as sales reps were spending too much time manually enriching records instead of selling.
With global expansion identified as a top priority, Sendoso needed a source of truth to help navigate incoming records across new potential territories that would be clean, complete, and routed to the right reps.
Solution
ZoomInfo was the clear choice. Sendoso turned to ZoomInfo as a single source of truth for:
- TAM analysis to prioritize the most valuable expansion opportunities, particularly in the UK.
- Comprehensive, high-quality data to set sellers up for success.
- Fully enriched account and contact information, done in real time to maximize rep efficiency.
Results
Partnering with ZoomInfo brought immediate results for Sendoso, including:
- $4.9M in new pipeline generated within two quarters.
- 10% increase in ICP access, unlocking new revenue opportunities.
- 70% reduction in data inaccuracy, saving time and effort for reps
- 1,100+ hours saved from manual data enrichment, allowing sales reps to focus on closing deals.
“ZoomInfo has become a key component of our corporate strategy. ZoomInfo isn’t just a data source – it’s provided tremendous value to our organization, and we look forward to more.” – Kris Rudeegraap, CEO and Co-founder, Sendoso
Houston Rockets: 15,000 New Contacts & 100+ Warm Leads
Challenge
The Houston Rockets needed a way to quickly identify and engage new potential ticket buyers beyond their existing audience. The sales team required a scalable data solution to efficiently reach corporate groups and event attendees.
Solution
Thanks to the seamless integration between ZoomInfo Sales and Salesforce, the Houston Rockets’ sales team is saving time on segmenting net new accounts. The team leveraged:
- Comprehensive company and contact data to discover and segment new B2B prospects.
- Data enrichment to validate industry and revenue insights for prioritization.
- Event-driven targeting to engage visiting corporate groups in Houston.
Results
With a strong data foundation, the Houston Rockets are on track to hit their target revenue goals. They’re using ZoomInfo to achieve two main objectives: deploy successful marketing campaigns with cleaner data and connect faster with key decision-makers.
Their results include:
- 15,000 new contacts uncovered.
- More than 100 new opportunities and warm leads identified.
- Accelerated sales cycles with targeted, intelligent outreach
- Increased revenue from previously untapped buyer segments.
“We were confident ZoomInfo would help us hit our revenue targets by expanding our reach to a new pool of potential buyers. The ROI is there, there’s no doubt about it. We are very happy.” – Robert Rodriguez, CRM Administrator, Houston Rockets
Radware: 50% Pipeline Growth with Intent-Driven Strategies
Challenge
Radware, a leader in cybersecurity and application delivery, needed a data-driven approach to boost the productivity of its digital sales team — without increasing headcount. The company sought a solution to refine prospecting strategies, improve engagement, and increase revenue impact.
Knowing that improving productivity and executing on an ambitious prospecting strategy was a top priority, the company leveraged ZoomInfo’s powerful GTM Intelligence data.
Solution
Radware’s sales team gained access to decision-makers and real-time buying signals to uncover and prioritize sales-ready prospects. The team leveraged:
- Intent Data to target prospects that are actively interested in their solutions
- News and Survey Data from ZoomInfo’s proprietary “Scoops” feed to respond to the newest information about company plans
- Website Visitor Data to capitalize on site traffic from top prospects and build hyper-targeted campaigns.
Results
In just one year, Radware’s investment resulted in:
- 50% growth in pipeline generation.
- 23% increase in meetings and opportunities.
“It’s created significant value for the team, accelerated the performance of individual contributors, and solidified the role our team plays in supporting the continued growth of our organization.” – Lovely Martinez, Division Head of Digital Sales, Radware
AK Operations: 4x More Meetings & 7x More Opportunities
Challenge
As a fractional sales and marketing firm, AK Operations (AK Ops) is responsible for driving pipeline growth and improving conversion rates for its clients. The firm prioritizes an inbound-led outbound strategy, ensuring that sales reps focus their efforts on high-intent prospects rather than cold outreach.
However, AK Ops found that many of its clients initially overlooked the importance of high-quality data. Without a robust and reliable database, sales teams were left working inefficiently, leading to missed revenue opportunities.
Solution
AK Ops turned to ZoomInfo to provide:
- High-quality contact and firmographic data to ensure reps engaged the right prospects.
- Side-by-side CRM comparison testing to demonstrate how fresh data outperforms outdated databases.
- Website visitor signal data to tailor outreach based on high-value site traffic.
Results
With a clear TAM, a strong go-to-market strategy, and accurate data with a global reach, AK Ops is able to drive significantly improved engagement for their clients.
After adopting ZoomInfo, AK Ops saw:
- 4x increase in booked meetings for clients.
- 7x increase in qualified opportunities from targeted outreach.
- $3M+ in closed revenue within the first year for just one key client.
- Improved sales rep retention for clients, as teams worked with higher-quality data, reducing frustration and inefficiency.
“With ZoomInfo, we can deliver a controlled strategy, so our clients have confidence they’re fishing from a stocked pond of right-fit contacts and will hit or exceed their revenue targets.” – Amy Kohl, CEO & Founder, AK Operations
Workfront: 90% YoY Pipeline Growth
Challenge
Workfront’s digital sales team struggled with stale and inaccurate CRM data, leading to inefficiencies in prospecting and outreach. While Workfront’s sales leadership was able to maintain a steady flow of contacts, their database was growing outdated and stagnant due to an increase in erroneous data.
Faced with a decline in productivity and revenue, sales leadership needed to revamp their data strategy and invest in a more intelligent platform.
Solution
Following an extensive analysis with other vendors, Workfront quickly realized the power of ZoomInfo’s GTM Intelligence and its unparalleled, foundational data universe.
Results
The sales team’s productivity and growth reached new heights, with reps actively saving time and growing their pipelines. Thanks to ZoomInfo, the Workfront team achieved:
- 90% YoY pipeline growth
- Increased connect rates, thanks to a 2x increase in direct dial phone numbers per account
- Reps more than doubled their prospecting activity, leading to higher conversion rates
“ZoomInfo performed four times better than the others. The improvement was radical.”- Justin Hiatt, Vice President of Digital Sales, Workfront
Unlocking Revenue Growth with ZoomInfo
Data can make all the difference in sales. But relying on basic, unintelligent company and contact data is a recipe for sales rep frustration and revenue stagnation.
With GTM Intelligence from ZoomInfo, sales teams and revenue leaders can expand their addressable markets, fill their pipelines with purchase-ready prospects, and reach the right people faster — better results with less time-wasting administrative overhead and fruitless searching.
Whether you’re expanding into new markets, refining your prospecting strategy, or simply trying to make your team more productive, ZoomInfo’s GTM Intelligence gives you the tools to reach your goals.
Ready to see what ZoomInfo can do for you? Connect with our data specialists today to learn how GTM Intelligence, delivered how and where you need it, can set your sales team apart from the competition.