Henry Schuck

The information age is over. This is the age of GTM intelligence.

@JaakkoPaalanen @claudeai @ZoomInfo This is the most commonly suggested next step @KeithEnright7 suggested the same. I might try it.

@HenryLSchuck @claudeai @ZoomInfo Or set up a live camera to the freeway which tracks the names —> sent to Claude etc 😀

I keep an index card on my desk and write down the names of trucking companies I see out my window... (Yes, it's weird) I now use @claudeai and @ZoomInfo's MCP integration to help. Let me explain. Every time I pass a business or a truck on the street I wonder to myself: "How do these guys get new customers? I bet they have to find xyz people at abc companies" and then I write the company name down or text it to myself and go look into it when I'm back at the office. My new office sits in front of a freeway, so when I need a break I look out the window, I see all these trucks with logistics company names on them (a great segment for us) So I write them down on an index card - and once a week I hand it off to one of our sales leaders and go "hey, make sure we are going after these". Then it dawned on me... I could just take a picture of that messy index card, upload it to Claude, connect it to ZoomInfo's MCP integration, and in seconds have it: - Identify each company - Check if they're already customers - Enrich with employee size, HQ, and buying committee - Pull contact info and LinkedIn profiles for sales and marketing leadership - Prep me for a first call with account research We went from chicken-scratch on an index card to a fully enriched target list with meeting prep - on my phone, in minutes. Check out how I do it in the video below.

@pitdesi Growing 40%+ at over $1bn in revenue and accelerating. They’re not feeling it.

Figma got crushed on this one :/ Anecdotally seeing more companies task design work to the product team already.

Use it free now: lnkd.in/enWJikEH

Find accounts actively researching your category and hiring to solve problems YOUR PRODUCT SOLVES - in <4 minutes... No heavy ABM motion, no weird back and forth between marketing and sales. Not properly prioritizing your accounts with signals kills your conversion rates, drives down sales productivity, and eats up your cash flow. Most sales teams give up on “warm” leads from marketing and end up building their own lists - and those end up being based on firmographics - industry, company size, title - booorrrinnnnggg. I take three data sources and married them together in GTM Studio: 1. G2 intent data - who's actively researching ZoomInfo right now (thanks Godard Abel and Eric Gilpin) 2. CRM data - excluded existing customers (don't waste your reps' time) 3 Job posting data - filtered for companies hiring roles that mention "prospecting" or "cold calling" Think about what that means... A company is on G2 researching your product, they're not a customer, they're mid-market, right in your sweet spot. AND they're actively hiring people whose job it is to prospect. That's a company with BUDGET, NEED, and URGENCY. The whole thing took me ~3 minutes. Then I added the buying committee with a few clicks so my sellers have names of people, not just company logos. This is what GTM Studio was built for - taking signals that live in different places and combining them so your team focuses on the highest-likelihood opportunities.

@jasonlk @rajchudasama Thank you for the “the old ZoomInfo” part of this. The new stuff - GTM Studio is also far better than at least the old ZoomInfo.

Look it is FAR better than at least the old Zoominfo Simply waterfalling all the leading data sources for us at least led to MUCH better data. Worth it. But i do think others have caught up and I think ZoomInfo may have parity here, but not sure We haven't used Apollo in a while. When we did, same issues. It was OK but not as good as Clay We aren't spamming folks. We need the BEST enrichment as our goal is to update existing high value contacts.

Man Clay got SO much more expensive with new "better value" pricing. 2x-3x more for us, I think. When pricing gets more complicated, it almost always means it's also gotten more expensive. At least for most.

@jasonlk @rajchudasama We have caught up. Holla at yo boy !

TLC told us “Don’t go chasin waterfalls” but I’ve been chasing waterfalls MY WHOLE LIFE. I even got engaged in front of a waterfall. As a kid I used to hike to a local waterfall and cliff jump into a pond below. So, as you can see I LOVE Waterfalls. But all the waterfalls I love, have been FREE. Who would charge you for something that beautiful?? So when **ZoomInfo** rolled out waterfall enrichment, I had one rule: Make. It. Free. No more juggling Vendor A, B, and C. No more managing credits or building routing rules. You just enrich your data inside GTM Studio and get the most accurate result back. Done. All GTM Studio customers now get waterfall enrichment from 25 vendors for free.

@travisk Absolute GOAT. There would be no ride hail on your phone without @travisk’s relentlessness. The world is a vastly different place because of him and I firmly believe no one else could have done it.

Atoms. atoms.co/vision

I didn't start @ZoomInfo because I had some big entrepreneurial dream. I started it despite being EMBARRASSED that I'd have to tell people I ran my own small business. After college, when I decided to go to Law School, my close friend pulled me aside and said: "Henry, why the hell are you going to law school? You ARE business." The reason was, I didn't think I'd be proud to tell people I ran a business. But I could be proud to say "I'm a lawyer." 2 years later, I started ZoomInfo as I finished my first year of law school but I still led with “I'm a law student” when people asked what I did. Because all of us want to sit down at Thanksgiving and say “I do this” and have people respect it. With law, the pride is BUILT IN. Pass the bar. Get the title. Done. In business, pride looks different. It’s WAY harder to get but it’s also a lot more fulfilling. Nobody hands it to you. You earn it by looking at what you've built, looking at your team, and knowing it's actually good. Every year I write a memo as though I’m the “New CEO” of ZoomInfo, I’ve just started my role, and I’m getting in front of the board to tell them all the dumb things the last guy was doing. All of the areas that I’m NOT proud of yet. Sometimes there are areas in Product or areas in Support or Sales or Marketing. Areas that I don’t think would be a great reflection on me. And then I get to work on those areas. When you're running a company, you are CONSTANTLY running around finding every area you're not proud of and working on it until you are. It took me a long time to get there with business and it is a constant battle. But that battle is exactly what makes it more fulfilling.

@rseaman2 @Benioff @salesforce Please let us know - we’d love to be first in here - and for the use cases you’ve shown here there is not a better partner.

@HenryLSchuck @Benioff @salesforce Hey Henry, Rob from Slack here - short answer: yep! We’re making it so partners can register their MCP server for use in Slackbot via their app manifest. More to come soon!

New: Slack CRM. AI on top, salesforce underneath. One pane of glass. 🤯

If you’re a ZoomInfo admin grab your API Key from Admin Portal (under the API and WebHooks section) or for our new API go to our new developer portal (developer.zoominfo.com) to create an OAuth app and authenticate via OAuth. and point Claude or Codex to docs.zoominfo.com

Anyone in GTM can build quick flexible solutions for their needs on their own computer, using Claude and Zoominfo.

I've NEVER coded before, I've never pushed a line of code at ZoomInfo, but this morning in 2 hours I used ZoomInfo's Enterprise API to build an Enrichment Application…

@harleyf @tobi this is a key concept in @JonLevyTLB's book Team Intelligence.

Most companies build “well-rounded” leadership teams. We didn’t. @tobi is the best product mind in commerce. My job is storytelling. Clear ownership. Deep trust. High agency. You don’t need well-rounded leaders. You need people doing the thing they are exceptional at.

A couple weeks ago @ParthGujare_ Senior Product Manager at Ramp posted about their internal revenue stack and what they had built for it. “A customer data platform “processes millions of records, internal, external, crm data daily”, A unified action layer with agents embedded directly in their workflows” The core of that platform, the processing of those millions of records, is what creates GTM Context for sellers. In September, at the GTM 25 Pavillion Conference I said that CONTEXT is the iPhone moment for GTM. And everyone looked at me like I was crazy. For most GTM practitioners, just 6 months ago, the concept of Context and what it would be able to unlock for GTM was a foreign concept. Today, it's starting to click. But what does “Context" actually mean in GTM? Think of what it means for our reps - they have to be industry experts, consultants, market analysts, storytellers, strategists, to walk into every single meeting with a unique point of view. As a rep, you've got to understand the prospect’s industry, their competitive set, their pain points, you better know relevant case studies, not just industry-specific case studies, but size-specific case studies and use-case specific case studies that you can tie back specifically to them. Oh yeah, we usually sell to the chief revenue officer, but the chief data officer is going to be in the room. And so is the VP of procurement. You better know how to talk to all of them. Speaking about talking to all of them, have we researched rapport building points for each person in the room? Where are they based? What's our history with them? Were they ever an open opportunity? Was the opportunity Closed_Lost? Who did we lose to? Wait, is there an account plan? What do our MEDDIC fields say? Have you reviewed their latest earnings calls? Do they have any new executives? Have they done a layoff? Have they gotten new funding? Did any of their executives come from companies that are happy clients? Do they use any of our partner technologies? What jobs are they hiring for? Are they researching our competitors? Is our exec team connected to their exec team? Who from their company engaged with our content? Who visited the deal room? Who watched the Vidyard video? What content did they engage with? Who clicked on our SalesLoft emails? What Seismic content did we send them? Oh yeah, you have 50 accounts. Make sure you know all of that for all of them. What an insane set of expectations for any sales rep. And it's literally impossible for them to deliver this without Context. To do your job as a rep, you need FULL GTM Context. That means datapoint your agents NEED to write an account plan, to prep you for a call, to fill out MEDDIC, to write an email, to flag opportunity or risk. It’s not just 1st party data, not just 3rd party data - but both 1st and 3rd party data unified, together. This data comes from your CRM, your calls, your emails, your GTM Stack, your notes. Without all of it, unified in one place, Agents will get everything you build on top of it wrong, or at best half right. You need Context before AI works in GTM. So if you're chasing shiny AI tools without having built the data foundation first, you're wasting your time.