ResellerRatings Slashes Non-Selling Work by 90% with ZoomInfo Integration
Event summary
- ResellerRatings reduced non-selling work by 90% using ZoomInfo's data automation.
- 19% of ResellerRatings' closed-won business now traces directly to ZoomInfo.
- New hires ramp up in days instead of months due to automated lead routing.
- ZoomInfo integration turned HubSpot CRM into a 'system of insight' for ResellerRatings.
The big picture
This case study highlights the growing emphasis on automation in lean sales teams, particularly in sectors like retail where manual prospecting can be a bottleneck. The integration of ZoomInfo with HubSpot demonstrates how specialized data platforms are evolving beyond mere contact databases into strategic revenue drivers. For ZoomInfo, this success story could serve as a blueprint for expanding its AI-driven GTM platform among mid-market customers.
What we're watching
- Automation Scaling
- Whether ResellerRatings can sustain this efficiency at higher revenue volumes.
- CRM Evolution
- How other companies will adapt HubSpot as a 'system of insight' beyond basic record-keeping.
- Competitive Differentiation
- The pace at which ZoomInfo's automation features become table stakes in B2B sales tech.
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