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How ZoomInfo Copilot Went from $0 to $100M in Six Months
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This week’s edition includes:
GTM Research: How ZoomInfo Copilot Went from $0 to $100M in Six Months
Spotlight: Congrats to John Busby of Centerfield for his award: Best GTM O.S. on a Slide
How ZoomInfo Copilot Went from $0 to $100M in Six Months
When Jam Khan and Henry Schuck announced that ZoomInfo Copilot achieved $100 million in revenue within just six months of its launch, I was thrilled—but not surprised.
Here’s why this milestone is so significant and what it means for go-to-market (GTM) teams.
Sellers Need Accurate Intent Data
HubSpot estimates that 60% of the buyer’s journey is completed before engaging with a seller, but whoever reaches out to engage first has a huge advantage. So how do sellers know when and how to engage?
Enabling sellers to spend their time on prospects already researching and considering a purchase makes sales efforts more efficient and effective.
It’s becoming increasingly difficult to make sense of buyer signals because first and third-party intent data sits in multiple silos, and there is so much noise.
Mid-market and enterprise CROs are solving this with myriad technologies stitched together, often having trouble making enough sense of signals to arm sellers with useful intelligence.
What is Copilot?
ZoomInfo Copilot is a new capability that complements the existing features of the ZoomInfo sales platform by leveraging AI and automation to sift through the noise and identify insights that make sellers more effective.
Copilot is able to unify, integrate, and analyze multiple data sources and in order to give sellers AI-guided recommendations about who to contact, when to engage them, and even what to say.
Overall, ZoomInfo Copilot strengthens the platform's capability to drive more efficient and successful sales processes, making it an invaluable tool for sales teams looking to maximize their performance.
Breaking Through in a Tough Market
Launching a new product is challenging under any circumstances, but doing so in a tough market involves innovation, strategy, and execution. Even for a powerhouse like ZoomInfo, the odds of success aren’t guaranteed.
Yet, Copilot’s success speaks volumes about the product’s value and the company’s ability to deliver results.
The Power of Independent ROI Studies
Early in the process, we had an opportunity to get a first look at ZoomInfo Copilot, and our reaction was immediate: “Wow, this is some incredible technology.”
When ZoomInfo approached us to conduct an ROI study for Copilot’s early release, we jumped at the chance. The results validated what we suspected—this product was a game-changer.
The ROI study highlighted the tangible value ZoomInfo Copilot brings to its customers. From streamlining workflows to driving measurable revenue impact, the findings reinforced why this product resonated so strongly in the market.
We quickly found that customers loved Copilot, and the results spoke for themselves.
$2M in new revenue
2x higher customer conversion
5x increase in sales productivity
Our Proven Process for ROI Studies
Conducting an independent ROI study requires a methodical approach to ensure credibility and actionable insights. Here’s how we do it:
Product Briefing: We start with an in-depth session to understand the product’s features, target audience, and key differentiators.
G2 Data Access: We leverage G2’s backend data for deep insights into the category, competitors, and customer reviews. This access allows us to analyze win/loss patterns and uncover common themes in user feedback.
Deep Market Analysis: By studying the competitive landscape, we identify trends, challenges, and opportunities specific to the space.
Customer Interviews: Where needed, we conduct interviews with real users to gather stories about how the product delivers value. These interviews help bring the ROI narrative to life.
This rigorous process has been applied not only to ZoomInfo Copilot but also to other leading GTM technologies, including Demandbase, Clari, MadKudu, G2, Regie.ai, Totango, ON24, PartnerStack, PathFactory, Vidyard, and Openprise—to name a few.
Why ROI Studies Are a Must for 2025
As we move into 2025, independent ROI studies should be a priority for all tech companies. Why? Because:
Credibility Matters: Buyers are increasingly skeptical of vendor claims. Independent validation builds trust and confidence.
Faster Sales Cycles: ROI studies provide clear, quantifiable benefits that help buyers justify their investment decisions, speeding up the sales process.
Better Positioning: ROI studies help articulate the product’s unique value, making it easier to stand out in a crowded market.
Whether you partner with us or another third party, an ROI study is a strategic investment that pays dividends across sales, marketing, and customer success.
A Shoutout to the ZoomInfo Team
Hats off to the entire ZoomInfo team for their incredible achievement. And, of course, a huge thank you to the customers who have embraced Copilot and contributed to its success. This milestone is a testament to what’s possible when innovative technology meets real customer value.
Let’s make 2025 the year of ROI-driven growth!
Are you interested in your own ROI Study? We’d love to chat!
Here are some ROI studies we’ve done if you want to check them out. If you’re a GTM vendor, look for competitors are partners. If you are a buyer, look for current or potential vendors.
We’ve covered companies that make tech for marketing, sales, RevOps, customer success, operations, and more.
Spotlight: Congratulations John Busby of Centerfield
At our GTMies, we awarded Best GTM on a Slide Strategy Award to John Busby, CMO at Centerfield.
Centerfield is a $300M+ business with over 1,000 employees, and yet, with all its complexity, John could pull together their entire GTM strategy on a slide for executive alignment. Companies that can answer these eight GTM strategy questions will have phenomenal success in 2025.
Congrats to John!
We can teach you how to create your GTM strategy on a slide (here are some other examples.)
Book a strategy session with us, and we’ll show you how!
Do you need help with your GTM strategy and execution?
GTM Partners works with B2B companies who need help with GTM, whether you just need a few tweaks or a full reboot of your strategy.
We’re booking now for 2025 planning work, including:
GTM Assessment: Over 1000 companies have taken our GTM Assessment to build their GTM Strategy. Your team can take it here.
Advisory: We work one-on-one or with your entire GTM team to execute your plan using our proprietary GTM Operating System and the frameworks we’ve built to accelerate your growth. We work on a project basis for 4-6 weeks to fix your Total Relevant Market (otherwise known as ICP), POV, Market Investment Map, GTM Scorecards and more. If you need more than a one-off project, we can also help you through a total GTM transformation.
GTM Certification: We offer Go-to-Market certification for individuals, teams, and agencies using our proprietary GTM Operating System.
We’d love to chat more about your needs and how we can help.
Most of the team will be off this week to spend time with our families, so we may be slower to respond than usual. Merry Christmas if you celebrate!
Love,
the GTM Partners Team
