ZoomInfo: The Go-To-Market Platform - [Business Breakdowns, EP. 21]

Today, we will be breaking down ZoomInfo. Founded as DiscoverOrg in 2007, ZoomInfo is a go-to-market software & data solution for B2B sales. When a sales rep gains access to ZoomInfo, they gain access to a database with over 130 million contacts. The ZoomInfo platform assists in finding potential customers, contacting those potential customers, and refining each phase of the workflow.

To help break down ZoomInfo, host Jesse Pujji is joined by its CEO, Henry Schuck. Henry founded DiscoverOrg and acquired ZoomInfo in 2019. During our conversation, we cover how ZoomInfo differs from traditional CRM businesses, its unique gross margin profile, their special go-to-market muscle, and Henry’s approach to M&A. As a founder, I love stories about bootstrapped businesses, and Henry’s does not disappoint. I hope you enjoy this breakdown of ZoomInfo.

For the full show notes, transcript, and links to the best content to learn more, check out the episode page here.

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Show Notes

[00:02:35] - [First question] - What is ZoomInfo and their current scale

[00:04:19] - The problem that ZoomInfo solves and an overview of their product

[00:07:23] - A consumer-friendly description of what ZoomInfo is 

[00:11:13] - The value unlock their database provides salespeople

[00:13:28] - Big milestones when bootstrapping the business and their history

[00:19:20] - Big problems that had to be solved when building the business

[00:21:26] - Giving us a sense of the data market today

[00:23:58] - Whether or not they play in a competitive landscape

[00:26:36] - The P&L of ZoomInfo and metrics he pays attention to 

[00:28:18] - Getting the data for their database and the costs associated with it

[00:30:03] - Improving their service the more data they accumulate

[00:31:48] - Overview of their contracts when offering the service to a business

[00:32:35] - Various components of their sales and marketing strategy

[00:35:35] - Same day sales cycles and how that manifests itself in ZoomInfo

[00:38:48] - What separates ZoomInfo; they sell to sellers and their velocity 

[00:40:31] - Their approach to M&A in strategy, valuation, and funding 

[00:44:16] - Things they say no to when it comes to M&A 

[00:47:19] - How they approached the funding side of their acquisitions

[00:48:06] - Why they chose to go public

[00:49:52] - Notable moments in how the business responded to the pandemic

[00:52:24] - Key factors that would allow ZoomInfo to double their market cap in ten years

[00:54:03] - Potential opportunities in AI and data science sectors

[00:55:20] - What keeps him up at night in regards to their future success

[00:57:12] - Ways he invests in his abilities that other CEOs could learn from

[00:57:54] - Whether or not BigTech poses a threat to their data accumulation

[01:01:48] - Lessons for builders and investors when studying ZoomInfo’s story

[01:03:28] - Learn more about their space; A World of DaaS Podcast