New Cloud GTM Playbook: AI + Hyperscalers

Imagine generating $18M in new revenue 📈 within a month of launching a new AI product. That's exactly what ZoomInfo achieved with its new CoPilot offering.

But the real story lies in the power of strategic partnerships in the age of AI.

ZoomInfo's Copilot, launched in June 2024, is a new AI-powered GTM solution. It combines signals from ZoomInfo's database and partner ecosystem with customers' first-party data to identify companies most likely to purchase and offers insights on how to engage with them.

“Copilot takes signals like website visitors, spikes in job postings, earnings call transcripts, contract renewal dates, and expert calls that indicate spending or competitive threats, then uses advanced entity resolution and matching to combine them with customers' first-party data.” - explains ZoomInfo's CEO.

This enabled sales teams to transform their work.

Users saved 10 hours per week on manual account research, while Copilot's identified signals drove 45% of total opportunities created. So Copilot users created nearly 2x as many opportunities as non-users.

🎯 This new product struck a chord with enterprise customers:

"We now have more than $18 million of Copilot ACV across more than 1,000 logos, up from nothing just a few months ago." - Henry Schuck, ZoomInfo CEO stressed the uptick from only one month of selling the product.

“Over 75% of CoPilot upsells were with mid-market or enterprise accounts.”

🤝 But drivers of ZoomInfo's successful launch go beyond its innovative product

The company has been forging a strategic partnership with Google Cloud since 2022.

Earlier this year it won two 2024 Google Cloud Technology Partner of the Year Awards.

ZoomInfo was also named as one of the business applications in Google Cloud Marketplace driving the most significant business impact for joint customers across multiple regions.

"In June, Google announced ZoomInfo as a key partner in its strategy to make generative AI more reliable and accurate for enterprise use. Google selected us because of our specific trusted and authoritative datasets." - highlighted Henry Schuck, ZoomInfo CEO

💡 This collaboration and ZoomInfo results highlight the potential of combining cutting-edge AI with robust data assets and the power of hyperscaler partnerships.

While Copilot currently represents just 1.5% of ZoomInfo's ARR, it has significant potential for growth.

With ZoomInfo now available not only on Google Cloud, but also Amazon Web Services (AWS) and Microsoft Azure marketplaces, the company is well-positioned to leverage the new playbook of Cloud GTM used by SaaS and AI companies.

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