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GTM 159: Scaling ZoomInfo to over $1B ARR, the Upmarket Playbook, and Launching CoPilot to over $100M Revenue in 6 months | James Roth

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Manage episode 501185358 series 2794536
Content provided by GTMnow. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by GTMnow or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

James Roth is the Chief Revenue Officer at ZoomInfo, where he oversees a global revenue engine supporting over 37,000 customers and more than $1 billion in ARR. With a background in scaling hypergrowth teams and building enterprise go-to-market machines, James has helped reposition ZoomInfo from a sales tool to the foundational data layer for modern GTM teams. Under his leadership, ZoomInfo launched Copilot, its flagship AI product, and executed a bold shift upmarket — transitioning from transactional selling to a data-first, enterprise-driven GTM strategy.

Discussed in This Episode

  • How ZoomInfo transitioned from transactional selling to enterprise go-to-market
  • The "Good Co, Bad Co" framework for segment-specific product retention
  • Why ZoomInfo changed its ticker symbol to GTM
  • Launching Copilot and driving $100M revenue in under 6 months
  • How internal AI usage became the go-to-market motion
  • Key shifts in comp design and team segmentation for scaling upmarket
  • Using telemetry and real-time signal tracking to measure rep effectiveness
  • Lessons in long-term execution vs. short-term growth pressure

Episode Highlights

00:00 — ZoomInfo's evolution from a sales tool to a data-first platform

17:06 — Why data as a service is ZoomInfo’s fastest-growing business

20:43 — How to build and apply the “Good Co, Bad Co” segmentation framework

26:26 — The hard part about going upmarket? Aligning the full funnel org

30:19 — Changing your ticker to GTM: A bold positioning play

34:31 — Copilot’s $100M launch: The power of internal usage

39:53 — Most AI tools show <5% revenue lift. Here's why

43:29 — How ZoomInfo is operationalizing AI across the org

48:29 — The signals > activity shift in modern sales measurement

52:18 — What James wants future CROs to steal: Think long-term, build patiently

Thanks to Our Sponsor – UserEvidence:

UserEvidence is the Customer Evidence Platform that helps you collect feedback, surface proof points, and turn customer wins into bite-sized assets your sales and marketing teams can actually use. Capture social proof at scale. Arm reps with credible stories. Close more deals with trust.

Learn more at: https://userevidence.com/gtmnow

Guest Links

Host Links

Where to Find GTMnow

• Website: https://gtmnow.com
• LinkedIn: https://www.linkedin.com/company/gtmnow/
• X (Twitter): https://x.com/GTMnow_
• YouTube: https://www.youtube.com/@GTM_now
• The GTM Podcast: https://gtmnow.com/tag/podcast/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.

  continue reading

Chapters

1. Evolving Sales Tools for Enterprise Growth (00:00:00)

2. User Evidence: Customer Proof for GTM Teams (00:06:27)

3. ZoomInfo's Revenue Journey Introduction (00:13:09)

4. Product-Market Fit by Segment Analysis (00:18:08)

5. Building the Enterprise Go-To-Market Machine (00:28:11)

6. Repositioning as the Go-To-Market Platform (00:36:15)

7. Launching Copilot: $220M Success Story (00:42:08)

8. Operationalizing AI Across the Organization (00:47:02)

590 episodes

Artwork
iconShare
 
Manage episode 501185358 series 2794536
Content provided by GTMnow. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by GTMnow or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://podcastplayer.com/legal.

James Roth is the Chief Revenue Officer at ZoomInfo, where he oversees a global revenue engine supporting over 37,000 customers and more than $1 billion in ARR. With a background in scaling hypergrowth teams and building enterprise go-to-market machines, James has helped reposition ZoomInfo from a sales tool to the foundational data layer for modern GTM teams. Under his leadership, ZoomInfo launched Copilot, its flagship AI product, and executed a bold shift upmarket — transitioning from transactional selling to a data-first, enterprise-driven GTM strategy.

Discussed in This Episode

  • How ZoomInfo transitioned from transactional selling to enterprise go-to-market
  • The "Good Co, Bad Co" framework for segment-specific product retention
  • Why ZoomInfo changed its ticker symbol to GTM
  • Launching Copilot and driving $100M revenue in under 6 months
  • How internal AI usage became the go-to-market motion
  • Key shifts in comp design and team segmentation for scaling upmarket
  • Using telemetry and real-time signal tracking to measure rep effectiveness
  • Lessons in long-term execution vs. short-term growth pressure

Episode Highlights

00:00 — ZoomInfo's evolution from a sales tool to a data-first platform

17:06 — Why data as a service is ZoomInfo’s fastest-growing business

20:43 — How to build and apply the “Good Co, Bad Co” segmentation framework

26:26 — The hard part about going upmarket? Aligning the full funnel org

30:19 — Changing your ticker to GTM: A bold positioning play

34:31 — Copilot’s $100M launch: The power of internal usage

39:53 — Most AI tools show <5% revenue lift. Here's why

43:29 — How ZoomInfo is operationalizing AI across the org

48:29 — The signals > activity shift in modern sales measurement

52:18 — What James wants future CROs to steal: Think long-term, build patiently

Thanks to Our Sponsor – UserEvidence:

UserEvidence is the Customer Evidence Platform that helps you collect feedback, surface proof points, and turn customer wins into bite-sized assets your sales and marketing teams can actually use. Capture social proof at scale. Arm reps with credible stories. Close more deals with trust.

Learn more at: https://userevidence.com/gtmnow

Guest Links

Host Links

Where to Find GTMnow

• Website: https://gtmnow.com
• LinkedIn: https://www.linkedin.com/company/gtmnow/
• X (Twitter): https://x.com/GTMnow_
• YouTube: https://www.youtube.com/@GTM_now
• The GTM Podcast: https://gtmnow.com/tag/podcast/

The GTMnow Podcast
The GTMnow Podcast is a weekly podcast featuring interviews with the top 1% GTM executives, VCs, and founders. Conversations reveal the unshared details behind how they have grown companies, and the go-to-market strategies responsible for shaping that growth.
Visit gtmnow.com for more episodes and other interesting content.

  continue reading

Chapters

1. Evolving Sales Tools for Enterprise Growth (00:00:00)

2. User Evidence: Customer Proof for GTM Teams (00:06:27)

3. ZoomInfo's Revenue Journey Introduction (00:13:09)

4. Product-Market Fit by Segment Analysis (00:18:08)

5. Building the Enterprise Go-To-Market Machine (00:28:11)

6. Repositioning as the Go-To-Market Platform (00:36:15)

7. Launching Copilot: $220M Success Story (00:42:08)

8. Operationalizing AI Across the Organization (00:47:02)

590 episodes

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