You may have read my first part of ZoomInfo’s recent release of Copilot. While we are waiting to get hands on experience with it for our clients, I thought I’d summarize in part two our private demo in a question and answer format.
TLDR; this approach really is for a company needing help juicing up their outbound strategy – from email creation, ICP checking/creation, account identification, and account prioritization based on a number of variables, this tool really helps with outbound for sellers – it looks to be a combo of ZI SalesOS and ZI Scoops. MarketingOS (the ABM product) is a separate product.
Q: What is ZoomInfo Copilot?
A: ZoomInfo Copilot is a sales-centric platform that helps prioritize accounts and engage buying committees efficiently. It combines buying signals, AI-generated emails, and integrates with CRMs to streamline the sales prospecting process.
Q: How does Copilot differ from ZoomInfo’s marketing OS and ABM platform?
A: The marketing OS focuses on lead generation and demand generation, while Copilot is geared towards sales prospecting. Copilot helps sales reps prioritize accounts, find the right contacts, and engage them efficiently.
Q: What types of buying signals does Copilot use to prioritize accounts?
A: Copilot uses intent data (research activity across the web), website visitor tracking, scoops (executive changes and other events), and known intent signals to prioritize accounts for sales reps to focus on.
Q: How does Copilot determine the buying committee for each account?
A: Copilot can automatically identify the buying committee by analyzing the client’s CRM data using AI. Alternatively, it can be set up manually by defining job departments, seniority levels, and titles.
Q: How does ZoomInfo Copilot determine the Ideal Customer Profile (ICP) for a client?
A: ZoomInfo Copilot offers two ways to determine the ICP:
- AI-driven approach: Copilot uses OpenAI and generative AI to analyze the client’s CRM data, identifying patterns in their existing customer accounts, such as buyer personas and common characteristics. The AI then replicates this information to automatically generate the ICP.
- Manual approach: Clients can manually define their ICP by specifying criteria such as job departments, seniority levels, and specific titles within the Copilot platform. This option is available as an admin setting and is suitable for more sophisticated buyers who require a highly customized ICP.
How does this line up to your experience if you are part of the beta program?
Jon Russo is a three-time global Chief Marketing Officer in successful public and private SaaS companies in Silicon Valley, New York City, and Luxembourg. Jon has led and experienced 3 successful exits with private company stints as head of marketing.
Today, he leads B2B Fusion, a 6sense partner and agency designed to optimize marketing technologies and business processes to drive effective revenue growth across technology, healthcare, and financial services.