Xactly Boosts Win Rate to 86% with ZoomInfo-Powered Account Scoring
Event summary
- Xactly rebuilt its account scoring model using ZoomInfo data, grading 245,000 prospect accounts into A-D tiers.
- In the first quarter post-launch, 77% of marketing-qualified leads came from top-tier (A/B) accounts.
- Top-tier accounts generated 78% of opportunities and 86% of wins for Xactly.
- ZoomInfo's customer success team collaborated on model development and implementation.
The big picture
This case study highlights the growing importance of high-quality B2B data in sales performance management. As companies increasingly rely on AI-driven tools, the quality and comprehensiveness of underlying data will determine competitive advantage. ZoomInfo's role here underscores how specialized data providers are becoming critical partners for revenue intelligence platforms.
What we're watching
- Scalability Challenge
- Whether Xactly can maintain this efficiency as it extends ZoomInfo integration across all marketing and sales teams.
- Data Governance
- How Xactly's governance framework for AI tools will evolve with increased ZoomInfo data utilization.
- Competitive Differentiation
- The pace at which competitors adopt similar account scoring models to match Xactly's improved win rates.
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