GTM Studio Hackathon

Business Problem

Many ZoomInfo customers have significantly more GTM team members than active licenses, but we lack a scalable way to uncover and prioritize these seat expansion opportunities, especially at end of quarter when speed matters most.

Quantifiable Impact

• Identified $1M+ in potential upsell revenue in under 30 minutes
• Created personalized outreach for top accounts in <5 minutes
• Reduced time-to-activation for expansion plays from days to minutes

Solution Overview

Built a targeted seat expansion campaign using customer account data, Snowflake usage data, ZoomInfo firmographics for "Seat Whitespace" calculation, and AI Assistant web research for hiring signals. Combined into an Upsell Potential Score with AI-generated personalized outreach.

Key Requirements

Snowflake integration, ZoomInfo firmographics, AI Assistant for job posting research, AI Agent for email generation, Slack + CoPilot integration

Business Problem

CSMs, SDRs, and AMs lack a unified system for strategic account planning, resulting in siloed insights, inconsistent execution, and poor visibility into account health and expansion opportunities.

Quantifiable Impact

• 3x increase in executive engagement across strategic accounts
• 40% reduction in CSM/AM time spent on manual updates
• ~$500k in tool reduction by moving away from Gainsight
• Leadership inspection time cut from 7 days → real-time

Solution Overview

Centralized Account Planning Workbook System that auto-ingests insights from Chorus, product usage, Scoops, and CRM data. Features standardized customer journeys, health scoring, and coordinated outreach via integrated workflows.

Key Requirements

Salesforce, ZoomInfo Scoops, Product Usage Data, Chorus, Social Signals, Outreach integration, GTM AI Agents, Slack integration

Business Problem

Customers using lower-tier products (Pro or Pro Plus) in Mid Market/Enterprise segments with 3+ licenses at 60%+ utilization represent untapped revenue opportunities that require manual identification.

Quantifiable Impact

• Increase customer ACV by 20-30% with minimal friction
• 15% improvement in customer retention through enhanced value perception
• 10-15% reduction in manual upsell prospecting for AMs

Solution Overview

Aggregate first-party account data (seat utilization, license count, product tier, ACV) with third-party intent data to systematically identify customers most likely to benefit from upsells to Advanced tiers.

Key Requirements

Salesforce integration, ZoomInfo Intent Data, workflow automation, GTM Studio AI Analytics

Business Problem

Many GTM strategies focus heavily on acquisition, leading to poor customer fit, inadequate onboarding, and low product adoption—ultimately hurting Gross Dollar Retention (GDR).

Quantifiable Impact

• Improved GDR with lower customer acquisition cost (CAC)
• Higher customer lifetime value focus
• 2x more likely to convert retained customers to upsell/cross-sell

Solution Overview

Analyze former customer data from CRM to make faster decisions on focused former customers who are likely to convert, with TCV value analysis and signals summary.

Key Requirements

Salesforce "former customer" details, GTM studio module for TCV analysis, signals summary capabilities

Business Problem

Renewals within 180-day window often surface too late, limiting proactive risk addressing. Lack of early engagement leads to missed declining health signals and preventable churn.

Quantifiable Impact

• Proactively engage 100% of accounts with renewals in 180 days
• Reduce time-to-flag at-risk accounts by 30+ days
• Decrease renewal-related churn by 10–15% via early intervention
• Improve team efficiency by 40% through automation

Solution Overview

Dynamic workbook surfaces accounts with upcoming renewals, leverages Account Summary AI for recent interactions and risk signals, automates health check communications, and routes unresponsive accounts for escalation.

Key Requirements

Workbook Builder, AI Account Summary, Dynamic Filters, Scheduled Data Intake, Outreach integration, automated routing

Business Problem

Churn in Enterprise and Strategic accounts carries outsized revenue and brand risk. Current early risk detection is manual, relying on CSM/AM intuition and fragmented data.

Quantifiable Impact

• 100% risk detection coverage for Enterprise and Strategic renewals
• 5–10% improvement in proactive risk engagement
• Target 1–2 point lift in Renewal Rate (RR) and GARR
• Reduced manual effort and improved cross-team coordination

Solution Overview

Early Warning workbook surfaces at-risk Enterprise and Strategic accounts through layered signal analysis, including ZoomInfo Signals and Salesforce data. AI enrichment classifies risk level and recommends next actions for earlier intervention.

Key Requirements

Salesforce data, ZoomInfo Signals (layoffs, leadership changes, intent), AI enrichment for risk scoring, workbook builder

Business Problem

Renewals are at risk due to outstanding customer balances that are not being proactively flagged. SMB customers often churn when unresolved invoices accumulate, yet there's no systematic process to surface this risk.

Quantifiable Impact

• Improve SMB renewal conversion by 15–20% through early intervention
• Reduce AR over-90-day balances by 25% through integrated alerts
• Increase operational efficiency by replacing manual tracking
• Reduce revenue at risk during renewal cycles

Solution Overview

Identify SMB customers with upcoming renewals who also have unpaid invoices, enabling proactive engagement from sales, customer success, and AR teams through automated workflows.

Key Requirements

Salesforce integration, AR/Finance data feed (NetSuite/SAP), alerting & risk scoring, renewal pipeline visibility

Business Problem

Need to identify customers with competitive signals from competitors like Cognism, Apollo, Lusha, and Clay, plus analyze support cases to identify customers most likely to churn based on product, support, or sales experience issues.

Quantifiable Impact

• Proactively identify churn candidates for contractual adjustments
• Enable objection handling for competitive threats
• Save revenue and improve forecast performance
• Strengthen customer relationships through early intervention

Solution Overview

Use GTM Studio to identify customers using competitors while having active ZI contracts, integrate with Salesforce Case object to summarize support issues, and route accounts to appropriate teams for competitive mitigation.

Key Requirements

Competitive signals, Salesforce Case object integration, case summary capabilities, automated routing to AM/CSM/Renewal teams

Business Problem

Onboarding new Account Managers creates high-risk gaps in account coverage that can lead to customer churn and missed revenue opportunities. AMs often lack structured insight into their accounts.

Quantifiable Impact

• Reduce onboarding time for new AMs by 30%
• Decrease churn risk in transitioned accounts
• Shorten time-to-first-meaningful-interaction from 14 days to <3 days

Solution Overview

Automate onboarding by defining AM's book of business, auto-generating account briefings with summaries, engagement history, key contacts, and pain points, plus custom 30-60-90 day plans with discovery questions.

Key Requirements

Salesforce integration, Account AI Data, engagement data, account summaries, key contacts identification

Business Problem

Sellers consistently cite QBR preparation as one of the most time-consuming tasks each quarter, often requiring 10–15 hours for data gathering, account health checks, and whitespace analysis.

Quantifiable Impact

• Cut QBR prep time by up to 75%
• Allow reps to focus more on strategic selling
• Reduce manual research burden significantly
• Improve QBR quality through comprehensive data integration

Solution Overview

RevOps teams can quickly break down CRM data by teams/segments with ZoomInfo and other sources, then use AI Data prompts to enrich data for QBR-relevant information and export for rep review and presentation templates.

Key Requirements

Salesforce integration, Chorus call recordings, Outreach activity, ZoomInfo knowledge graph, AI prompting capabilities

Business Problem

At the end of every half, AEs and SDRs should be reengaging with any new business opportunities that went closed-lost during the first quarter, regardless of deal size or segment.

Quantifiable Impact

• Increased seller efficiency through centralized research
• Revive ~$500K+ in new business pipeline
• Addition of net new logos
• Reduced pre-call research time

Solution Overview

Identify all closed-lost new business opportunities from Q1 2025, leverage AI to identify decision makers and key contacts for multi-threading, add Intent Data for discussion points, and create talk tracks for sellers.

Key Requirements

Salesforce integration, AI Intelligence for buying committees, conversation analysis, pain point identification, AI Data Agent for talk tracks

Business Problem

Need to identify all SalesOS customers on Gen1 packaging for easy upgrade plays, stack ranked by likelihood to upgrade, to reduce engineering maintenance burden and support complexity.

Quantifiable Impact

• 30–50% reduction in engineering time spent on legacy maintenance
• 20–35% drop in support cases after deprecating old versions
• 2x faster release cycles through streamlined versioning

Solution Overview

Use GTM Studio to automatically identify customers on Gen1 SalesOS packaging and provide appropriate contacts to work with for upgrades, with prioritization scoring.

Key Requirements

Salesforce integration with All Active Packages Account field, contact identification capabilities

Business Problem

Sellers have little insight into whether future product releases will address new customer pain points and needs, missing opportunities to convert low-win-rate prospects.

Quantifiable Impact

• Increase conversion on typically low-win-rate prospects
• Enable upsells based on upcoming features
• Improve win-back success rates
• Better align product roadmap with sales conversations

Solution Overview

Query the ZI Jira landscape to understand near-term Jira tickets indicating planned product feature releases that align with prospect/customer pain points.

Key Requirements

Jira integration, feature release timeline access, pain point matching capabilities

Business Problem

Capturing MEDDIC data is highly manual and inconsistent. Reps enter critical deal information across disconnected systems, creating rep burden, low data hygiene, and missed coaching opportunities.

Quantifiable Impact

• 30–50% reduction in time spent manually inputting deal data
• Improved Commit-stage forecast reliability with MEDDIC coverage
• Structured workflows for manager 1:1s based on completeness
• Stronger MAP adoption and buyer alignment in top-tier accounts

Solution Overview

Streamline and automate MEDDIC information capture across strategic accounts, enabling effective account planning, strengthening internal alignment, and driving actionable mutual action plans while reducing manual effort.

Key Requirements

Salesforce integration, Clari forecasting alignment, coaching & enablement triggers, automated alerts for missing MEDDIC fields

Business Problem

Need to enhance ZI's market presence in India while promoting the adoption of its AI Co-Pilot solution to drive growth in this emerging market.

Quantifiable Impact

• 15–25% potential increase in sales revenue through AI-driven lead prioritization
• 30–40% estimated growth in new customer acquisition
• 20–30% reduction in sales cycle time through AI-enhanced automation

Solution Overview

Use GTM Studio to provide insights into potential targets and prospects across various industry verticals currently exploring AI-powered sales tools, identifying companies likely to be interested in adopting AI Co-Pilot.

Key Requirements

Salesforce integration for data, web-based research data, AI-powered targeting for Indian market segments

EOQ Seat Expansion Play

Kramer Hope

Guided Sales Execution

Courtney Coleman

Intelligent Customer Growth

Theisen Chang

War on Churn

George Thomas

Early Warning System

Marceline Guyette

QBR Prep for Sales Reps

Bryan Juliano

Lost & Found

Daniel Palladino

SMB Renewal Risk Detection

LenaMarie Ottey

SalesOS Gen1 Upgrades

Melissa Browne

Customer Satisfaction & Churn Mitigation

CJ Destramp

New Feature Insights

Corey Saksik

Improve Gross Dollar Retention

Prashant Kumar

ZI Co-Pilot for Indian Companies

Sumit Panda

Accelerating AM Onboarding

Tony Clarke

Optimizing Upsell Opportunities

Ben Burke