ZoomInfo (GTM) CEO on How AI Changes the Game for Client Engagement

The founder and CEO of ZoomInfo (GTM), Henry Schuck, stopped by the network to discuss the data-brokering company and its adoption of AI. It works with companies large and small, and Schuck describes how it uses its AI system to enhance client engagement and puts the company on the “offense.”

Businesses have always needed to find new customers, and as markets – and therefore shoppers – went global, the need only intensified. The wealth of data that companies can access has also ballooned. Internet companies like Meta (META) and Alphabet (GOOGL) began leading the market on consumer-focused ads.

ZoomInfo, on the other hand, aims for the business-to-business sector. Businesses need to buy plenty of things, and it isn’t as simple to figure out what might appeal to them as the average person. Right now, it boasts 35K+ customers and claims Adobe (ADBE), Figma (FIG), Palantir (PLTR), Airbnb (ABNB) and other buzzy companies as users.

It aims to be a one-stop shop for businesses: on their website, they say their data can help with sales, marketing, operations, and even hiring talent. They tout 1.3 billion company profiles analyzed, 600 million “professional profiles captured” and 1.5 billion data points processed daily. They also say they track personnel changes, buying signals, and “keyword-to-device mappings.”

However, being able to analyze and get something useful out of the masses of data is what’s important. 

AI changes the game, Shuck says, turning them from “systems of record” to “systems of execution.”

An algorithm that can learn and continue to make new associations can translate these enormous quantities of data into actionable insights. Context is key, Schuck emphasizes, and AI can understand the “full context” of both the company it’s working for and the company it’s selling to. 

In their 2Q report, the company claims it creates an 18% higher win rate in sales, 32% more pipeline, and a 15% faster close.

In 2024, the company introduced their AI tool, ZoomInfo Copilot, aimed at “helping teams focus on top accounts, engage faster, and win more deals with ease.” They followed this up with the GTM Intelligence Platform this year. They advertise “interactive chat summaries” and “AI-scripted emails.” Instead of cutting jobs with these tools, Schuck argues that AI is actually boosting the need for sales workers.

In their latest quarter, 2Q25, ZoomInfo reported adjusted EPS of $0.25 and revenue of $306.7 million. They also raised their guidance. In the report, they tout an 89% revenue retention rate, a 34% profitability rate (operating income margin), and over 1.8 thousand customers with over $100K in annual contract value (ACV). They also say that 70% of the Fortune 50 use their products.

Everyone has data. Even small companies have enormous amounts of data: credit card numbers, customer contact info, repeat transactions, etc. It’s interpreting the data that’s important, and ZoomInfo is positioning itself as a leader in analysis and communication. 

With AI becoming more accessible and affordable, it will have to compete both with data-hoovering giants like Google and scrappy upstarts. Investors must decide if ZoomInfo will be one of the data winners.

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