Henry Schuck

And so we realized, hey, if you could just take all of this data that we have on companies and people and signals happening at those companies, you can marry that up.

with the customer's first party data so you know which accounts are theirs, which ones are in their territory, which accounts they care about, and then actually bring together that first party data underneath their emails they've had with those accounts, the engagements, the calls, the call transcripts,

then that could much more easily triangulate which accounts you should be reaching out to and what you should be saying to them based on the signals and the first party engagement.

And you don't need to be a computer science PhD to pull that off.

And then you don't need the world's greatest UI experts to create like the perfect UI to do that.

You really need that underlying LLM engine that can go triangulate that and deliver it to your end customer.

I think when we first saw that, we realized, okay, this is going to help us solve a lot of really meaningful problems that our customers are having when they want to leverage the right data, the right signals to go to market.

That sounds like it was a lot.

Yeah, look, I think we benefited from a couple of things.

One, we sit on this proprietary data asset.

And so we didn't need to like fully pivot the business.

We just needed to make it easier for our customers to get value out of that underlying data.

data asset.

And so that was one thing.

But I think the big thing was we had to change the way we were thinking about building software for our customers, where a lot of that was focused on the application layer and how you improve the application layer.

And we really had to shift people to start thinking about how do you improve that underlying data layer that drives insights up to the application layer.

And so

You know, the platform itself, the ZoomInfo platform itself, when you log in, you know, we are gathering data on these 100 million companies, 500 million business professionals.

We're gathering them from a multitude of different sources.

We have hundreds of thousands of users who use our community edition, who get free access to ZoomInfo in exchange for their contacts and their email system.