15-20 Second Pitches

Question 1

How we gather our data (no slides)

Answer 1

There are a three key methods for how we capture and maintain our data. First, we have over 40 different technologies that index any data thats available online, from news articles, websites to job postings. anything that you would find, we capture, at scale. The second is our contributory network where we scan over a 100million email signatures every single day. Its the new age business card. We’re capturing title, direct dial, cell phone, email, their IP address (where they are sitting today) and its time and date stamped the last time they actively sent out an email, so we know its accurate and up to date. On top of these methods we also have a team of 75+ data scientists helping on the backend and over 350 in-house research analysts that are combing through the data and act as a QA layer to ensure our clients have the highest quality data in the world. In total, it’s more than $60M per year we spend gathering, verifying, and delivering our data.

Question 2

What is Intent

Answer 2

Intent shows when there is a spike in the amount of research a company is doing around any given topic. For example, if you want to buy a car, you don’t just walk into a dealership and say “sell me your best SUV.” You go online, look at makes, models, years, reviews, safety ratings etc before you even talk to a sales person. Businesses go through that exact same process for any business decision, and we’re just able track spike in research. Instead of searching for a needle in the haystack, we are essentially handing you a stack of needles, so that you can beat the competition in the door, and target companies at the right time. The vendor that is first to cast a vision sees a 74% increase in win rate.

Question 3

How do we gather Intent

Answer 3

Most intent players rely on cookie data to capture information, which limits their scope. Cookies are going away, and Google is going to be sunsetting them in the future. Not only that, but they also show a small subset of the internet, and create a ton of noise. We had to figure out a better and more accurate way to capture the data. We acquired a company, Clickagy, that allows us access to the Bidstream and Data Co-op. You know when you shop online for a product, and then see an ad for it everywhere you go? Its the same technology but at the business level. We then use our technologies to help us analyze these sites to surface B2B intent topics. For example, we can tell the difference between Salesforce the company and sales force, a team of sales people . And since we have one of the largest databases of IP addresses in the world we are able to reverse IP look up to match the IPs to the specific company, even if the employees are working from home.

Question 4

Instant Enrich / Continuous Enrichment

Answer 4

Enrich instantly updates and fills in the blanks in your data and keeps your systems of record up to date over time. This will Enrich data that comes from ZoomInfo and any other source.

Data is constantly changing and decaying. Think about all your friends and family, can you keep up with all of those job changes? Let alone, your total addressable market? Pre-Covid, data decayed at a 30-40% rate but now with the great resignation its up around 50%+ per year. This means what is true in your CRM today might not be true tomorrow. With Enrich, we will be able to make sure that every contact and company record in your CRM stays up to date in real time every single day without you having to lift a finger.

Question 5

Enhance / ListMatch

Answer 5

Enhance allows our clients to fill in the data gaps they have today. You can upload a list of companies or contacts, then we will verify and enrich any outdated or missing data. For example, if you go to an event and only recieve company name and job title of all attendees, you can upload that list into ZoomInfo and we will send that list back filled out with direct contact information for those contacts so you can run highly targeted campaignns.

Question 6

ListMatch

Question 7

Corporate Heirarchy

Answer 7

Too often reps are stepping on each others toes and complicating deals with a lack of visibility into parent/child relationships, aquisitions or subsidiaries. The corporate hierarchy solves that issue, showing the full corporate reporting structure at a glance, and can be pushed into your CRM to help avoid those situations. Our clients also use this as a way to find white space in larger accounts and get referrals if you are already workng with an entity inside the corporate heirarchy.

Question 8

Streaming Intent

Answer 8

The first mover advantage shows that if you are the first company into a buying cycle to paint a vision, your win rate increases 74%. Imagine being able to see which companies are doing a significant amount of research around X right now. Streaming intent gives you instant visibility into those companies, so you can beat out the competition, and strike while the iron is hot.

Question 9

Tracker

Answer 9

Most leaders spend 90% of their budget in the 90 days of a new role. Tracker allows you to set up an alert anytime someone moves from one company to the next, so you can follow any of your current clients, or people you have worked with in the past, before its too late and they have already reached out to the competition.

Question 10

Org Charts

Answer 10

Org charts are like a family tree of the organization. They give salespeople the ability to dive into each department, see the key players, and create a roadmap for how to sell that Account. Org Charts give you and your team the ability to understand who the key decision makers are that need to be a part of your sales cycle so that you are spending less time spinning your wheels on folks that do not have decision making authority. (Optional) According to Gartner, there are 6-10 decision makers that are involved in the buying process - org charts gives your direct line of site into who those people are.

Question 11

Mobile Phones

Answer 11

When you call using a direct phone line you have a 6 times higher chance of them answering. When you call with a cell phone, you have a 10 times higher chance of them answering. With such a large portion of the worlds workforce working from home due to the pandemic, having a cell phone number can be the difference between you reaching your prsopects or not. What would it mean for your team if every call they made was 10x more effective? (For Recruiters) Most folks in your industry have been talking about how texting is changing the game, how are you getting candidate cell phone numbers today?

Question 12

Websights

Answer 12

You are already spending a ton of $$ driving traffic to your website. Yet, only a fraction of those people will actually fill out a form. How are you currently attempting to convert the other 98.5% of website visitors? Our Websights feature allows you to see what companies have hit any of your web pages in a given time period. For example, if I wanted to prioritize the companies in the last 24 hours that visited my pricing page on our website, in 2 clicks, I can pull all of those compaines, pull them into an Advanced Search, plug in my territory with the best titles to reach out to, and send out a campaign.

Question 13

Workflows

Answer 13

With Workflows, think “if this, then that” logic. Workflows gives your sales and marketing teams a consistent and repeatable way to run plays that make sense for your target market, and execute those plays at just the right time - striking while the iron is hot. Imagine if you could hire an employee who worked every evening and weekend, who never got sick, didn’t take time off, cost less than minimum wage, and served you up the world’s best leads automatically. Wouldn’t you hire them? It’s a whole demand gen team on a box. This is how companies leverage automation to grow at scale.

Question 14

FormComplete

Answer 14

FormComplete allows you to make the most of your investment into your website and shorten your form to help increase your fill rate, and lower your form abandonment rates. We enrich all of the data on the backend so you can reduce your form down to 1 field, email address, and for example, a company called Chili Piper brought on FormComplete, reduced form fields from 7 to 3 and increased their conversion rate by 26%. FormComplete also does abandoned form tracking, so you can see any prospect that started typing in their business email and got distracted or had form exhaustion. The instant enrichment gives more complete leads, which in turn allows for better leadscoring, routing, and conversion.

Question 15

Included Users in each package

Answer 15

Each of our packages comes with one user built in, additional users are $1,500 per year for Professional and $2,500 per year for Advanced or Elite Users.

Question 16

Term-Length

Answer 16

All pricing is based on our standard two year term. A three year term has a discount, a one year term has a surcharge. Provided the right incentives, are you open to a three year agreement with us?

Question 17

Pricing (five pillars)

Answer 17

Pricing is based on Five pillars: features and functionality, number of Users, number of Credits, length of term, and billing frequency.

Question 18

Engage

Answer 18

Engage makes the data actionable, and allows you to automate your outreach so nothing slips through the cracks. Our Engage platform is built right into ZoomInfo. You can click to call, click to email, or drop all of these contacts into a pre-built multi touch point Salesflow in a matter of seconds.

Question 19

Ringlead Multi-vendor Enrichment

Answer 19

If you need supplemental, niche data ZoomInfo doesn’t provide, our multi-vendor Enrich solution allows you to enrich your entire CRM or MAT with data from both ZI and your supplemental provider all in one place. You can choose, data point by data point, which data vendor is prioritized, then go to the next vendor if there is a blank. This allows your systems of record to work in harmony across ZoomInfo and any other data providers you use for enrichment.

Question 20

Ringlead Route

Answer 20

The key to an effient GTM motion is getting the right leads to the right people at the right time. Ringlead is an effortless way to create rules that will automatically route any type of data into your systems based on any field. It reduces lead response time, and streamlines that process to drastically improve your conversation rates. Speed to lead is key!

Question 21

Ringlead Cleanse & dedupe

Answer 21

Cleanse normalizes, standardizes, and dedupes the data in your systems of record. For example, no more searching for US, USA, U.S.A., United States of America, etc. That same concept applies across each data point, allowing for the smooth and accurate flow of data across your organization.

Question 22

Chat

Answer 22

Did you know that on average only 2% of people that visit your webstie will raise their hand and fill out a form on your site? You’ve already made a significant investment into your website - Chat allows you to make the most of that investment by being able to interact with people while they are on your site. A website without Chat is like a store without employees: plenty of people are window shopping but you need someone to invite them in. Chat helps you instantly connect with buyers, increasing the number of leads, and increasing your conversion rates. It also integrates directly into your Slack or Teams, allowing you to communicate in real time.

Question 23

Support Tiers

Answer 23

At ZoomInfo we have world class customer experience and support teams. Our Standard support includes email and live chat support, and unlimited access to our award winning Knowledge Center and ZoomInfo Universtiy. Preferred support adds phone support during the week. The very top tier is our Platinum white-glove service, with essentially 24/7 full access support, first response on all cases with a maximum of 60 minute response time, and a personalized group of technical support analysts.

Question 24

Chorus

Answer 24

Chorus is game film. When I talk to sales leaders, they are typically trying to accomplish two things, drive revenue and ramp reps faster. Chrous allows you to do the latter which will ultimately drive more revenue for the company. Chorus captures and analyzes video meetings, phone calls, and emails to deliver insights that enable your teams to better coach, replicate winning behaviors, and better understand the buyer journey.

Question 25

Momentum

Answer 25

As a sales leader, you need visibility into your opportunities, both the ones that best opportunity to close, and those at risk. With Momentum, you can jump into any opportunity your team is working, and at a glance, be able to understand the next steps that need to occur to get the deal across the finish line. Take a look at how this works with one of our opportunities, Seismic Software….

Question 26

Audiences

Answer 26

Audiences gives you the ability to display advertisements to very specific personas at your target accounts. Historically display advertising has been a spray and pray approach, but with ZoomInfo Audiences you will be able to hyper target your stakeholders at companies showing buying intent, based on your leads’ job title, management level, and department.

Question 27

MarketingOS

Answer 27

MarketingOS helps marketers create personalized engagements across multiple channels such as display advertising, email, paid, social, website chat, and website conversions. MarketingOS will allow marketers to create awareness and engagement across every step of the funnel. Conventional advertising matches 30%-40% of your audiences, with ZoomInfo, you’ll get ads in front of 2X-3X the people for the same advertising spend.

Question 28

RevOS

Answer 28

ZoomInfo RevOS is the world’s first Revenue Operating System. At the heart of RevOS is the ZoomInfo Data Cloud. Built around the data is our orchestration tools and our engagement solutions. From there, there are 4 main platforms offering bespoke experiences to our four main personas: SalesOS, MarketingOS, RecruiterOS and OperationsOS.

Question 29

Sales Conversion Bundle

Answer 29

Our Sales Conversion bundle gives you everything you need to increase the amount of leads you are converting and accurately route them to the right rep. This bundle gets you access to Chat to interact with key visitors, Form Complete to increase fill rates and catch abandons, and Route to quickly get the leads to the right salesperson. We can apply a significant discount when all three are bundled together.

Question 30

Data Quality Bundle

Answer 30

Every company has a six to seven figure data problem because they’re relying on their sales team to manually update the information in their systems. You are going to need clean data now and on an ongoing basis which is why I would reccomend our Data Quality Bundle. This will allow you to keep your database clean over time with Enrich, route leads to the correct reps with Route, and verify emails that you get through outside sources with Neverbounce. With this bundle you get these three products you are getting a 70% discount.

Question 31

Competitors

Answer 31

Have you purchased data before? How did that go? Everyone has been burned by bad data before. ZoomInfo has made 8 acquisitions in the past two years and is publicly traded. If there was a serious player, and they had a valuable data asset, we acquired them. But to get down to the details, all our competitors are generic webscrapers. They scrape the web, try to make sense of information online, and they sell it. There’s no QA process to tell fact from fiction - this is even worse with the Great Resignation. You cannot get good data by simply scraping the web. It’s not possible. ZoomInfo has the half a million Community Users and 300 full time researchers, which is the only way to give accurate info.

Question 32

Bombora

Answer 32

ZoomInfo used to resell Bombora data. We called it Opportunity Alerts. Then we created our own Intent offering, compared it against Bombora, and saw it was much more accurate with a stronger signal and less noise. We became the Market Leader, and then we acquired Clickagy because we believe in the power of Intent. Clickagy gives us Streaming or real-time Intent, Bombora offers it weekly, which means you’re a week behind ZoomInfo’s customers. Our Intent gives us access to 40 million domains versus 4,000 with Bombora. We also have the ability to create Custom Intent topics that are unique and private to you. No other Intent provider can do that.

Question 33

SalesIntel

Answer 33

SalesIntel makes a lot of bold claims about their data, so I would caution you to take things with a grain of salt. They claim to have hundreds or thousands of researchers, but they’re not employees on LinkedIn. If that’s the case, why outsource the most important thing, which is how they gather their data? Further, they claim to offer research on demand. That custom research on demand is big for them. But if their data is as good as they say it is, why would they need to offer custom research? All that to say this: ZoomInfo is the market leader because we’ll help you grow as fast as possible. Do you want to roll the dice and go with a sub-par data partner, just to save $5,000 or $10,000, when the growth of your company is at stake?

Question 34

Seamless

Answer 34

Seamless.ai is just like all the other webscrapers out there, but they claim to do it in “real-time.” There’s no real verification process behind data. To be clear, ZoomInfo is also updated in real time, and it’s by our 300 person research team, our community, and our technology. At the end of the day, Seamlesss looks to be “ZoomInfo but cheaper.” Yet, we spend 65 million dollars on data verification, which is more than their annual revenue, and our research team alone has more headcount than their entire company. If we could spend $1M gathering, verifying, and delivering data, we would - but it’s not possible.

Question 35

Cognism

Answer 35

Cognism mostly offers EU data. ZoomInfo looked at acquiring them, but their data isn’t up to ZoomInfo’s standards. In the past 12 months, we more than doubled our coverage in Europe, and our data is 100% GDPR compliant.

Question 36

Lusha

Answer 36

Lusha scrapes the web, and they have aggregated lots of cell numbers. But they don’t know who works for what company, their titles, the company infomation, technographics, or Intent. It’s useless to have a cell number without any of that other information. They also guess email addresses by using generic email formulas.

Question 37

D&B/Hoovers/Avention

Answer 37

D&B is a business credit reporting company. That what they do. They have tried to figure out how to sell Contact data for more than a decade, but they have never been able to solve their accuracy problem. They acquired Hoovers, Avention, and NetProspex to put a band-aid on the problem. Check their public filings, their data product loses money each year, while ZoomInfo is growing at 60% year over year.

Question 38

SixSense

Answer 38

Do you know how SixSense gathers their data? By the time it get’s into your hands its already at least a week old. Being the first mover is the key advantage here. You are 74% more likely to win the deal when you are the first through the door. If you go with Sixsense you will be losing out on deals to your competitors who are already using ZoomInfo. On top of that, ZoomInfo is the only place you can go to pair up world class direct contact/company information with Intent data and we can do it all in one place. With SixSense you are still going to have to pick a seperate provider for contact/company information.

Question 39

DemandBase

Answer 39

Do you know how Demandbase gathers their data? By the time it get’s into your hands its already at least a week old. Being the first mover is the key advantage here. You are 74% more likely to win the deal when you are the first through the door. If you go with Sixsense you will be losing out on deals to your competitors who are already using ZoomInfo. On top of that, ZoomInfo is the only place you can go to pair up world class direct contact/company information with Intent data and we can do it all in one place. With Demandbase you are still going to have to pick a separate, inferior provider for contact/company information.

Question 40

LinkedIn Recruiter

Answer 40

LinkedIn Recruiter is great for sending inmails to candidates but there are two problems with it: it’s overused because 98% of Recruiters use it, and it lacks personal contact infromation. The vast majority of LinkedIn users are not publishing their cell phone or personal email on their profile. If you were armed with a cell and personal email for each of your candidates do you think you could increase the number of connections you are making?

Question 41

LinkedIn Sales Navigator

Answer 41

Don’t get me wrong LinkedIn is a great tool, but what it’s severly lacking in is direct contact information. Is that to say don’t use LinkedIn at all? Certainly not. ZoomInfo - combined with the free version of LinkedIn is more than sufficient. (Optional) LinkedIn wouldn’t be one of our largest clients if their tool was enough to go to market with.

Question 42

Gong

Answer 42

On the surface Chorus and Gong are very similar. Outside of our trasncription perfomring 15% better, there are a key reasons you should choose Chorus over Gong: ZoomInfo + Chorus is the only solution that can fuel your team’s entire go-to-market engine. Coupled with ZoomInfo, Chorus will surface deep insights about deal participants and buying committees, and trigger automated campaigns via keyword mentions. On top of that lack of support is a consistent reason why businesses leave Gong for Chorus. With Chorus, every customer gets the training and year-round support needed to see success.

Question 43

Definitive Healthcare

Answer 43

Definitive falls flat when it comes to contact data. They are a great vendor for providing unique data points that are specific to health care. They gather things like number of live births, bad debt by hospital, etc. If those data points are valuable for you to figure out which companies to target, we can leverage our RingLead Multi-vendor Enrich solution to organize the data in your systems with the best contact information from ZoomInfo and unique company data from Definitive. But, if you already know which healthcare organizations to target, you won’t need Definitive - You’ll be able to rely on ZoomInfo to prospect.