ZoomInfo: The Go-To-Market Platform

This episode is brought to you by:

Canalyst. Canalyst is the leading destination for public company data and analysis. If you enjoy our exploration of what makes a company tick on Business Breakdowns, Canalyst should be the foundation for your quantitative analysis. For more information and access to the Canalyst model on the business we break down in this episode, go to canalyst.com/breakdowns.

[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