Demo • ZoomInfo — Agentic Intelligence for Predictive Pipeline

1066
03:02:35.990 –> 03:02:45.089
Julia Nimchinski: ZoomInfo, welcome! Victor Olivares, VP of Product Management, super excited to host you here, and yeah, how are you doing?

1067
03:02:45.780 –> 03:02:48.210
Victor Oliveros: Doing great, Julia, how are you? Thanks for having me.

1068
03:02:49.160 –> 03:02:54.570
Julia Nimchinski: We are excited to see some enginic AI tech in action, especially from ZoomInfo. Let’s get into it.

1069
03:02:54.570 –> 03:02:56.479
Victor Oliveros: Absolutely. Let’s jump into it.

1070
03:03:01.020 –> 03:03:13.540
Victor Oliveros: I’m gonna go through a couple of, context slides, just to set… just to frame the demo. I promise this will be quick, because I know what people really want to see is live product, and that’s what we’re going to get to today.

1071
03:03:14.760 –> 03:03:37.329
Victor Oliveros: So, at ZoomInfo, one of the things that we’re obsessed about is data, and it’s give… providing data to enterprise, mid-market, and SMB companies. And one thing that we’ve learned as an industry in the past couple years is bad data quality is the AI solution killer. If AI doesn’t have access to the right data, especially in the enterprise and B2B space.

1072
03:03:37.330 –> 03:03:39.870
Victor Oliveros: It doesn’t have the ability to provide

1073
03:03:39.910 –> 03:03:41.850
Victor Oliveros: Insights that can move the needle.

1074
03:03:42.810 –> 03:03:50.260
Victor Oliveros: In addition to that, go-to-market data is constantly changing, right? What happens on December 31st.

1075
03:03:50.610 –> 03:04:12.670
Victor Oliveros: And every year, January 1st, companies change, companies grow, companies shrink, and things like that. And so, this is something that we always emphasize, is not only do agents have to have access to the broadest possible data for its context, it also has to get that data updated all the time, because an outdated insight loses the user’s trust.

1076
03:04:13.030 –> 03:04:28.779
Victor Oliveros: So, in this case, the go-to-market intelligence platform is built on our data universe. I’m talking about that because that’s what our agents are going to help people navigate. 100 million companies, 500 million contacts, billions of signals.

1077
03:04:28.780 –> 03:04:34.360
Victor Oliveros: From company data, contact data, signals, custom, activities, and things like that.

1078
03:04:35.400 –> 03:04:42.599
Victor Oliveros: The… the… The thing we’re using agents for at ZoomInfo We know that we have…

1079
03:04:43.240 –> 03:04:47.499
Victor Oliveros: Hundreds of millions of potential buyers and contacts out there.

1080
03:04:47.870 –> 03:05:05.779
Victor Oliveros: The feedback we’ve always gotten is, how do we give that power to every seller? And how do we give that power to every seller with as little effort on their part as possible? This is why I’m demoing go-to-market co-pilot Workspace today. What it does is that it brings all of ZoomInfo’s data universe

1081
03:05:06.040 –> 03:05:08.140
Victor Oliveros: To every seller’s fingertips.

1082
03:05:08.440 –> 03:05:11.750
Victor Oliveros: And so I’m going to jump into the live demo.

1083
03:05:14.760 –> 03:05:33.750
Victor Oliveros: So, this is a… this is our latest product called Copilot Workspace, and what it is, is it’s meant for account executives, account managers, SDRs, BDRs, to be able to easily navigate ZoomInfo’s data universe using agents.

1084
03:05:33.750 –> 03:05:41.160
Victor Oliveros: They can type anything here from something like, I need to find… Tech companies.

1085
03:05:41.300 –> 03:05:47.410
Victor Oliveros: in the Bay Area, whose revenue is above

1086
03:05:47.730 –> 03:05:56.979
Victor Oliveros: $100 million. To healthcare, to education, to financial services, and so on. What that does is that it sends an agent off.

1087
03:05:56.990 –> 03:06:14.519
Victor Oliveros: goes into the ZoomInfo’s data universe, and actually provides a list of target companies, accounts, and contacts to the users themselves. So, you can see here some enterprise prospect targets, you have their headcount, their revenue, their marketing budget.

1088
03:06:14.520 –> 03:06:24.459
Victor Oliveros: even intelligent insights, like the recommended signals on why these companies are important to the account executive. So for today, let’s pretend I’m an account executive.

1089
03:06:24.590 –> 03:06:35.099
Victor Oliveros: And I’m a full-cycle AE, which means that I have to prospect, I have to sell, I have to renew, I have to close deals, I do everything, which is becoming more and more common.

1090
03:06:35.550 –> 03:06:47.480
Victor Oliveros: I could go through all these accounts and handpick and research these manually, but that would take hours and days. Instead, I’m going to ask the ZoomInfo agent

1091
03:06:47.540 –> 03:06:58.920
Victor Oliveros: to pick the top 10 most likely to buy accounts out of millions, and do that heavy lifting for me. So all I have to do is click on this Ask Copilot button.

1092
03:06:59.100 –> 03:07:05.459
Victor Oliveros: And I could say something like, Recommend the top 10

1093
03:07:06.630 –> 03:07:13.310
Victor Oliveros: Recommend the top 10 most likely companies to buy in this prospect list. It’s the next generation of…

1094
03:07:13.530 –> 03:07:18.260
Victor Oliveros: sales prospecting, which is, I know what I need as a user.

1095
03:07:18.280 –> 03:07:32.990
Victor Oliveros: There’s no complexity to me, I give all that complexity to the ZoomInfo agent, and it’s going to know about my products, know what I’ve been selling, know about my company, and know who my target customer is, and it’s going to use all that context

1096
03:07:32.990 –> 03:07:45.449
Victor Oliveros: to narrow tens of thousands, hundreds of thousands of prospects into the 10 I can focus on this week. So, you can see that there’s significant reasoning happening here, but to fast forward.

1097
03:07:45.730 –> 03:07:46.899
Victor Oliveros: Here it is.

1098
03:07:47.190 –> 03:07:52.680
Victor Oliveros: 10 most likely to buy prospects, their budget for a marketing solution.

1099
03:07:52.680 –> 03:08:08.100
Victor Oliveros: who they are, what they do, and what signals that the agent is finding. So, we… within… with one request, we saved AEs everywhere dozens of hours a week in terms of finding the right prospects to sell to.

1100
03:08:08.550 –> 03:08:17.059
Victor Oliveros: But we’re not gonna stop there, because the next step is, I need to know who to sell to in these companies, right? And so, I’m gonna say something like…

1101
03:08:19.460 –> 03:08:23.540
Victor Oliveros: Create a buyer engagement map.

1102
03:08:24.730 –> 03:08:27.950
Victor Oliveros: for… Croatio.

1103
03:08:28.920 –> 03:08:44.270
Victor Oliveros: And what that’s going to do is that it’s going to go back into ZoomInfo Data Universe, look at Creatro as a company, and it’s gonna look at the top contacts that are most likely to be interested in the thing that I’m selling as a seller. Again.

1104
03:08:44.720 –> 03:08:54.420
Victor Oliveros: We call it Copilot because the moniker really fits, right? It’s doing work on my behalf. It’s finding the data, searching for contacts. So if we fast-forward.

1105
03:08:54.790 –> 03:09:12.850
Victor Oliveros: here, I pre-created a buyer engagement map for Strive Health, and what it does is it actually brings up all the contacts that would be relevant to what I’m selling. So if I scroll down here, let’s go to Vice President of Clinical Informatics Education.

1106
03:09:12.940 –> 03:09:30.760
Victor Oliveros: I have their contact info, I can draft an email straight from here. I don’t even have to go anywhere else. I’m gonna click on this, and what the agent’s gonna do now is that it’s shifted from a prospecting agent to a outreach agent, and it’s gonna take all we know about Kristen.

1107
03:09:30.820 –> 03:09:47.179
Victor Oliveros: her company, her goals, what motivates them, what do they need, and it’s going to come up with a bespoke email, based on all that context as outreach. So what that… something like that looks like is…

1108
03:09:47.520 –> 03:09:56.070
Victor Oliveros: Strive’s expansion with Zing Health across Mississippi, Ohio, and Tennessee caught my attention. You can see how specific and

1109
03:09:56.200 –> 03:10:06.579
Victor Oliveros: context-aware this email agent is because of the data and has context, too. So again, as an AE, I can find the prospects within minutes.

1110
03:10:07.300 –> 03:10:20.969
Victor Oliveros: generate outreach to them, and actually send it from the same single pane of glass, or import it with our many partnerships into our outreach integration, other cadence tools, and into Salesforce as well.

1111
03:10:21.300 –> 03:10:27.060
Victor Oliveros: So, that’s how we’re changing enterprise prospecting with ZoomInfo agents.

1112
03:10:27.930 –> 03:10:30.480
Victor Oliveros: The next thing I want to show is…

1113
03:10:31.990 –> 03:10:37.460
Victor Oliveros: A lot of asks I get whenever I talk to our customers, and I spend a lot of time with our customers, is.

1114
03:10:37.570 –> 03:10:45.320
Victor Oliveros: How can my account executives and account managers prioritize their day? We’re giving them more accounts to handle than ever.

1115
03:10:45.570 –> 03:11:05.150
Victor Oliveros: I need them to focus on the most important ones. And the thing is, there’s too much going on across somebody’s accounts for them to be able to prioritize efficiently. So in this case, what I’m gonna do is I’m gonna ask the ZoomInfo agent to just take a look at my accounts and prioritize my day for me. So I could say something like.

1116
03:11:05.480 –> 03:11:13.319
Victor Oliveros: From the accounts on this view, which should I prioritize today? It’s going to look at CRM data, ZoomInfo data.

1117
03:11:13.550 –> 03:11:28.270
Victor Oliveros: current news, happenings, and all the context in the ZoomInfo data universe, and it’s actually going to give me a list of accounts of, Victor, we know you have limited time, here’s what you gotta spend your time on. So, fast-forwarding there…

1118
03:11:28.270 –> 03:11:36.199
Victor Oliveros: It goes, here’s the immediate priority. Focus on these accounts. Let’s focus on Hyatt Hotels.

1119
03:11:36.730 –> 03:11:47.970
Victor Oliveros: Let’s, I need to know why it’s giving me a high-risk signal there, so give me deep account research on it. And what it’s going to do then is it’s shifting from a

1120
03:11:48.070 –> 03:11:57.689
Victor Oliveros: account risk agent, now passing the baton over to a account research agent all within the same platform. And what that’s going to do is…

1121
03:11:57.960 –> 03:12:03.909
Victor Oliveros: as a seller, before, I would Google, I would go to LinkedIn, I would…

1122
03:12:04.090 –> 03:12:14.860
Victor Oliveros: text my colleagues and figure out, hey, what’s going on with Hyatt? Why are my champions leaving? Are there layoffs coming? Is there hiring new C-suite executives?

1123
03:12:15.090 –> 03:12:23.740
Victor Oliveros: I don’t have to do that anymore, I could just actually go to Copilot Workspace and tell… and have it synthesize all that information for me, so…

1124
03:12:24.070 –> 03:12:35.029
Victor Oliveros: In this case, it breaks down firmographics, current news, financial performance, and even key leadership team stakeholders. So.

1125
03:12:35.170 –> 03:12:42.650
Victor Oliveros: Number one cause for deals not going through is usually the buying group is the wrong buying group, or my champion left.

1126
03:12:42.650 –> 03:12:56.310
Victor Oliveros: So in this case, I already have the list of potential champions that I need to reach out to, and similar to what we did earlier, I can use the same user interface to actually go through the list, learn about each of these people.

1127
03:12:56.310 –> 03:13:00.449
Victor Oliveros: And, at the end of the day, say, I’m gonna reach out to Alex.

1128
03:13:00.900 –> 03:13:03.159
Victor Oliveros: I need to draft an email about them.

1129
03:13:03.760 –> 03:13:11.770
Victor Oliveros: and then ZoomInfo’s agents do the rest of the work. So, that’s ZoomInfo Copilot Workspace. It’s…

1130
03:13:11.770 –> 03:13:24.749
Victor Oliveros: the easiest way to find prospects, prioritize accounts, all using the ZoomInfo data universe. So, I’ll pause there, Julia, and that’s my flyby demo for today.

1131
03:13:25.680 –> 03:13:32.439
Julia Nimchinski: This is amazing. I don’t think that you were presenting, this demo anywhere, right, Victor? Or, correct me if I’m wrong.

1132
03:13:33.070 –> 03:13:34.159
Victor Oliveros: Say that again?

1133
03:13:34.160 –> 03:13:39.290
Julia Nimchinski: Was there a public massive release presentation elsewhere, or…

1134
03:13:39.290 –> 03:13:57.929
Victor Oliveros: We wanted to, you know, James Roth, our CRO, and I were talking, and we wanted to, give this audience an early preview of, you know, all the feedback we’ve gotten over the years from, you know, the 40,000 plus ZoomInfo customers, and so we wanted to…

1135
03:13:57.930 –> 03:14:08.020
Victor Oliveros: There will be a lot of noise and thunder, coming down the marketing pipe, but we wanted to give this audience an early preview of what we’re doing.

1136
03:14:08.430 –> 03:14:20.159
Julia Nimchinski: Thank you for that. There are a couple of questions here, and let’s address those. What metrics should we track to measure the effectiveness of Copilot’s recommendations?

1137
03:14:21.340 –> 03:14:28.959
Victor Oliveros: I would say, at the end of the day, the only metrics that matter is, are the contacts and prospects you find

1138
03:14:29.690 –> 03:14:42.140
Victor Oliveros: leading to closed deals? Are they leading to shortening deal cycles, increasing win rates? Because at the end of the day, if you find the right person in the right company.

1139
03:14:42.230 –> 03:14:54.410
Victor Oliveros: Deals progress. If you find the wrong people in the wrong company, there’s always a reason for why a deal gets stalled. So, I would… I would focus on the things that really move the needle for your company’s P&L.

1140
03:14:55.750 –> 03:14:59.750
Julia Nimchinski: Amazing. And can you address data privacy and compliance?

1141
03:15:00.810 –> 03:15:20.629
Victor Oliveros: Yeah, absolutely. Zoominfo is… that’s our number 1, 2, and 3 priority, right? We’ve… ZoomInfo’s got all the certifications, data compliance, international compliance, North America, and things like that. We’ve got a whole team dedicated to just that, so…

1142
03:15:20.950 –> 03:15:39.690
Victor Oliveros: it’s… it’s something that we talk about every day, and when Henry, our CEO, goes anywhere and talks to our customers, that’s the first thing we discuss, and so you can really rest assured that the data you get from ZoomInfo has… is… is the right data, and we’ve captured it the right way.

1143
03:15:40.260 –> 03:15:47.380
Julia Nimchinski: Thank you so much, Victor. Where should our community go to get a test drive, or is there a test drive, or a freemium.

1144
03:15:47.380 –> 03:16:00.350
Victor Oliveros: Yeah, that’s a great question. We will absolutely reach out, when… we would love for you to get your hands on this. We are starting with our…

1145
03:16:00.350 –> 03:16:11.459
Victor Oliveros: current customers who’ve been clamoring for this, but in the coming months, we will send out some communication to… if you’re already a ZoomInfo customer, you’ll hear from us for early access.

1146
03:16:11.460 –> 03:16:18.760
Victor Oliveros: If you’re not, please go to our website and reach out to our sales team and mention Copilot Workspace, and we’ll meet you there.

1147
03:16:19.270 –> 03:16:20.970
Julia Nimchinski: Awesome. Thank you so much.

1148
03:16:21.110 –> 03:16:21.550
Victor Oliveros: Thank you.