Scott Bordenave

Our partnership with Brex now gives us unparalleled insight and breadth in SaaS purchasing reports

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demandDrive, the industry-leading integrated sales and marketing agency, is transforming their prospecting efforts with the help of ZoomInfo. 🤝 🏁 ☀ AJ Alonzo, Director of Marketing at demandDrive and ZoomInfo Champion, shares how ZoomInfo WebSights helps his team uncover insights about website visitors' behavior — allowing them to personalize outbound efforts and improve their prioritization processes. The result? Millions of dollars in ARR. Learn how demandDrive is turning page views into pipeline with ZoomInfo: bit.ly/4dgBN1G

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In today’s fast-paced sales environment, keeping sellers focused on what truly matters is key. 🔑 With ZoomInfo Copilot, your sales team can zero in on the right accounts at the right time, with AI-driven insights to streamline decision-making and maximize impact. Hear from Tessa Whittaker, VP of Revenue Operations at ZoomInfo, on how Copilot is helping sellers boost productivity and efficiency. ⬇️ #ZoomInfoCopilot

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The secret to smarter sales personalization? Signals. 📡 Every great sales conversation starts with understanding: ✔️ Who you’re talking to ✔️ What they care about ✔️ When they’re ready to engage But finding those signals — like company news or intent data — can be time-consuming. That’s where ZoomInfo Copilot comes in. Our GTM Intelligence platform surfaces the most critical signals in real time, so you can spend less time researching and and more time connecting. Ready to level up your personalization strategy? Dive into our latest blog: bit.ly/4fLGu4m

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As we move deeper into 2024, tracking the right metrics is critical for scaling a SaaS business. This insightful guide outlines the top metrics to watch and includes valuable benchmarks to keep you on track. Whether you’re focused on ARR, CAC, or CLTV, understanding where your company stands is key to driving sustainable growth. Check out the article for a comprehensive look into the latest SaaS trends and metrics! #SaaS #BusinessGrowth #Metrics

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For folks in my Bay Area network... Join me next week at HIGHER’s The State of TA breakfast briefing on Tuesday, June 18th at Chief Clubhouse San Francisco! I'm looking forward to catching up with a bunch of other TA leaders to discuss the challenges we’re all facing across the industry. It still feels like we are navigating uncertain times, but we'll do our best to make sense of it. I hope to see you there!! HIGHER’s The State of TA is grounded in detailed analysis from interviews with TA leaders across the US and Europe, alongside additional context provided by the panel. Here’s some of the topics we’ll cover: - Hiring and turnover: is this holding steady? - Talent quality: can this be defined and what key metrics do others use? - Talent teams: are we reaching the threshold for capacity and how do you bridge the gap between technology, efficiency, and capacity? - DEIB: is this falling down the priority list? Register today to secure your place: https://lnkd.in/gFd7TSE6 [eu1.hubs.ly] 

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So what is ZoomInfo, and what exactly does it do? 🤔 As our CEO and Founder, Henry Schuck, puts it, "ZoomInfo helps salespeople find their next best customer, and then it gives them the information they need to connect with them." 🤝 Watch as Henry breaks down what ZoomInfo's all about with Corporate Bro and Corporate Natalie on #DemotedLive.

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Get up to speed on any account in 30 seconds with ZoomInfo Copilot. On the latest episode of In Your Corner, our CEO and Founder, Henry Schuck, shows how ZoomInfo Copilot is changing the game for AEs and AMs. ZoomInfo Copilot makes meeting prep and account research simple — surfacing everything you want and need to know about an account. From recent engagements and key contacts to upcoming deals, ZoomInfo Copilot's AI Account Summaries help frontline sellers prepare for any customer interaction. Have a question? Just click "Ask Copilot." See how it works. ⬇️ #ZoomInfoCopilot

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Amplitude Announces Third Quarter 2024 Financial Results: - Third quarter revenue was $75.2M, up 6% year-over-year - ARR was $298M, up $8M from the end of the second quarter - We now have almost 3,500 paying customers, with 567 of those representing more than $100k or more per year Q3 was all about winning the enterprise. We are starting customer conversations differently, reaching key decision-makers, and demonstrating fast value in ways we weren’t before. The result is a higher-quality book of business, with better attach rates, longer contracts, and bigger expansions (we had multiple expansions exceeding 7 figures in Q3). Consolidation is another big theme that's been playing out for several quarters. It’s clear that our customers are looking for an all-in-one platform, and they are finding that in Amplitude. And we've continued to make our platform better. In Q3, we launched Amplitude Made Easy, our completely redesigned platform experience that takes the difficulty out of analytics. We also deepened our partnership with our friends at HubSpot, launched Web Experimentation, and acquired Command AI (fka CommandBar). To our Ampliteers, partners, and customers—we couldn’t do it without you! Thank you. Thank you. Thank you.

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Intuit announced a multi-year strategic partnership with Amazon! Together, we will empower millions of Amazon sellers to manage their finances, stay compliant, access capital, and grow their business. Intuit QuickBooks will also become Amazon’s preferred partner for financial management solutions integrated directly in Amazon Seller Central. This partnership will offer businesses seamless, AI-powered experiences that will keep all their data in one place and ultimately fuel their success. 🚀 https://bit.ly/4gANmSZ

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The engineering team at SaaSGrid pumps out features faster than I can write about them, but I wanted to highlight one thing we released recently that has made a big impact for our customers. SaaS leaders are used to looking at monthly ARR, but that can leave them in the dark to the day-in-day-out changes in their customer base. Are new customers getting signed? Are renewals happening (and happening on time?) Is there organic expansion or contraction? Our new ARR Movements timeline gives day level granularity for every change in ARR, down to the specific products and quantities that were updated. Keeping track of data in real time lets our users move from reactive proactive, and never get surprised at the end of the month. If you're a SaaS leader, you're constantly faced with hard decisions about how to grow your business. SaaSGrid can't make those decisions for you, but everything we build is designed to deliver you the right data at the right time, and hopefully make those decisions a little easier.

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Now is the time to move from Functional Fiefdoms to Centralized GTM Ops. ⬇ ⬇ ⬇ Scott McKenzie joined David and I on the podcast to shares his thoughts on how. Skip to 04:33 to get right into the meat of the discussion. RevSearch.io/29 (FYI, today is also international grey sweater day. We participated. Did you? 😂 ) #revenueoperations #valuecreation #CRO #privateequity #GTMstrategies

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What does it take to launch a product and land your first customers? 🤔 Join ZoomInfo CEO and Founder Henry Schuck as he sits down with 30 Minutes to President's Club hosts Nick Cegelski and Armand Farrokh to reflect on ZoomInfo's first 100 customers. He'll share how it all began, how he got started, positioned his pitch, the product — and launched. Learn from his experience: • How to think about your first product launch • How to talk about what you offer • How to get in front of your first 100 customers Register now ➡️ bit.ly/3KYHzJ2

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Do you know how much the internal meeting you just had cost? Was it really worth it? At airevplatform.com, we tag, report, and track every hour spent by the team. This practice was in place before I joined—it was initially geared towards engineers—and the salesperson inside me initially revolted against it. Let’s be honest, nobody enjoys tagging hours. Over time, though, it grew on me. Tagging still sucks, but the data we gather is priceless. Now, we can easily track the cost of every meeting, and I can measure each person's individual efficiency, even for part-time team members. Here are some examples of the conversations we are having: "You were prospecting for 4 hours each day for a week and got no leads? We either have a volume problem, a messaging problem, or a targeting problem. Let's dig in." "I spent 1 hour prospecting last week. Am I overwhelmed with meetings? What kinds of meetings?" "How much did we spend to acquire this client? Was it 15 calls for $99/month contract with no expansion potential?" "We invited 20 people to a meeting that really only required 3? Let’s examine this and make sure we don’t overspend on the planned budget in the future." As our company grows, I may ease some of the rules around tagging and automate it as much as possible, but this method has opened my eyes to a lot of efficiencies and inefficiencies in our process. In a world where bootstrapping and profitability are becoming cool again, this approach is one of the ways to keep track of what's working and what's not.

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Reach in-market buyers faster with ZoomInfo + TechnologyAdvice! Our new partnership with TechnologyAdvice makes it easier to identify bottom-of-the-funnel accounts actively researching solutions in your space. With TechnologyAdvice’s real-time buyer intent data integrated directly into ZoomInfo’s Advanced Search, GTM teams can: ✔️ Target accounts by product, category, or content engagement ✔️ Pinpoint actions and locations of active buyers ✔️ Engage high-priority prospects ahead of the competition This is the competitive edge your team needs to turn insights into revenue. Check out the blog to learn more: bit.ly/3Vu5Z2A

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Last Friday, Vinay Hiremath, founder of Loom (USD 900M exit to Atlassian), shared on his blog about leaving Loom, leaving $60M payout, breaking up with his girlfriend, dealing with insecurities, a brief stint at DOGE, and how he is now in Hawaii self-studying physics. I, along with a few founders I know who had substantial exits at a fairly young age (late 20s to early 30s), experienced something similar. Post-acquisition, most of us underwent—and many are still going through—a self-discovery phase largely centered on finding a 'purpose' and determining the best possible use of our time at this point in life. Does it mean taking risks that nobody else can, building more companies, accumulating more wealth, reaching the pinnacle of mental and physical health, building a family, getting involved in social impact, or leaving everything behind to sit on an isolated island? Capital does give you freedom and excessive optionality in life choices, especially if you're still unmarried. However, it is difficult to find your anchor, and most of the time, the abundance of choices becomes overwhelming. I was fortunate to meet a few exited founders who had gone through the acquisition process, and they were kind enough to share what worked for them. In one of my conversations with David Haber, he said: "As entrepreneurs, we build companies, but while we do that, we can't discount life. And life is what happens outside our companies." That thought has stuck with me. Today, three years after exiting Recko | A Stripe company to Stripe, I feel there are multiple ways to make life more fulfilling. It is not just the single-minded, unidirectional professional pursuit, which more often than not is driven by a chase for external validation rather than an internal desire to become better at your craft or to do something that uplifts people around you. Until the time you find that burning desire, restlessness, or drive to pick up the shovel again, take that family trip, get in shape, try something that you always wanted but never could, embrace the nothingness, enjoy the boredom, and keep exploring!

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Josh & I get to have insightful discussions with RevOps leaders each week. We want to give back by sharing this wisdom more broadly. We are launching our webinar series, Aim for Excellence (see what we did there?). Each episode is an interview with RevOps and GTM leaders we admire about their advice on GTM ops, strategy, and career paths. We had the great pleasure to kick this off with Katherine Zhang recently. Katherine has led RevOps teams at sizable companies like Project44, Relativity, Cognex, and Dell EMC. A few of my favorite highlights from our conversation: - A clarifying definition of RevOps that helps teams ensure they are always working on impactful initiatives - How to turn RevOps from being “order takers” into a strategic function - The importance of trusted (but not perfect!) data - How to get a seat at the table as a RevOps leader Take a listen to our discussion (links in comments) and let us know what you think!

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Get up to speed on any account in 30 seconds with ZoomInfo Copilot. On the latest episode of In Your Corner, our CEO and Founder, Henry Schuck, shows how ZoomInfo Copilot is changing the game for AEs and AMs. ZoomInfo Copilot makes meeting prep and account research simple — surfacing everything you want and need to know about an account. From recent engagements and key contacts to upcoming deals, ZoomInfo Copilot's AI Account Summaries help frontline sellers prepare for any customer interaction. Have a question? Just click "Ask Copilot." See how it works. ⬇️ #ZoomInfoCopilot

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