The Right Signal at the Right Time: How Snappy Turned Intent Into a Fortune 500 Win

Snappy is a global corporate gifting platform that helps organizations drive measurable business outcomes, improving employee retention, accelerating sales pipelines, deepening customer loyalty, by delivering personalized gifts, branded merchandise, and experiences to empl oyees and clients around the world. It is a deceptively broad value proposition, one that cuts across HR teams, sales organizations, customer success functions, and marketing departments, in virtually every industry.

That breadth is Snappy's greatest strength. It can also make connecting with the correct buyers a challenge.

"Without ZoomInfo Copilot, we might have missed this opportunity completely."

— Elana Kathein, Director of Revenue Development and Growth, Snappy

The Challenge of Selling to the Right People, at Exactly the Right Moment

For Elana Kathein, Director of Sales at Snappy, the core challenge was never identifying which companies to pursue. The harder problem was knowing when to reach them, and who specifically to contact inside a given organization.

"Our biggest challenge was never finding the right companies and who to go after," Kathein says, "but it's really understanding the right person. And so with that right use case at that exact right moment, it's all about understanding the intent signal."

Because Snappy is industry agnostic, its buying committee spans an unusually wide range of personas, HR leaders, sales executives, customer success managers, marketing directors, each with different priorities and different triggers for engagement. Without a way to surface real-time signals about what a prospect organization was actively thinking about, the team was left guessing.

Before ZoomInfo, that guesswork was the norm. "It was very manual," Kathein recalls. "There was a lot of guessing involved. We had data living all over the place, and so it was really hard for us to know which accounts to prioritize." Reps were spending time on research instead of selling, and there was no reliable way to ensure that outreach was landing at the right moment with the right message.

"We really wanted to ensure that our reps had more selling time rather than doing more research," she says.

From Fragmented Data to a One-Stop Intelligence Platform

Snappy came to ZoomInfo through partnerships and referrals, after identifying a specific problem they needed to solve: not just booking meetings, but booking the right meetings that would generate qualified pipeline and convert into revenue.

"We identified that it wasn't about just booking meetings at Snappy," Kathein says. "We wanted to book the right meetings that helped us drive pipeline generation for the company."

ZoomInfo became what Kathein describes as Snappy's "one-stop shop", the first platform the team opens when beginning any prospecting or account research workflow. With target account lists uploaded directly into ZoomInfo and intent signals surfaced through ZoomInfo Copilot, reps no longer had to piece together context from multiple disconnected tools. The intelligence was already there, organized and actionable.

The enablement experience mattered too. As Snappy scaled quickly, the ability to get new team members certified and productive inside ZoomInfo without friction was a meaningful operational advantage. "Getting certified, scaling that out was really wonderful, especially as Snappy scaled really quickly," Kathein says.

What began as a deployment for the BDR and new business teams expanded rapidly. When Snappy saw the ROI and the quality of meetings being generated, leadership made the decision to extend ZoomInfo access to post-sale teams as well, account managers and customer success, unifying the go-to-market motion under a single intelligence layer.

Doubling Qualified Pipeline and Closing a Fortune 500 Deal

The results have been concrete. Since implementing ZoomInfo, Snappy has doubled its book rate for qualified opportunities, the rate at which early-stage conversations convert into stamped, sales-qualified opportunities. "We saw that increase. It was closer to 30% before ZoomInfo and now we're closer to 60%," Kathein says.

But the number that perhaps best illustrates ZoomInfo's impact is not a percentage. It is a deal.

One of Snappy's top-performing BDRs noticed, through ZoomInfo Copilot, that a key target account in financial services was actively researching topics around branding and employee engagement. With that intelligence, she moved quickly. She used ZoomInfo Copilot to deepen her research, crafted a personalized outreach, and secured a meeting within the same week. She also used ZoomInfo to identify and engage multiple stakeholders at the account, threading the opportunity across the organization.

The result: a signed multi-year agreement with a Fortune 500 company, now using Snappy to retain top talent and drive performance across their workforce.

"So without ZoomInfo Copilot, we might have missed this opportunity completely," Kathein says. "It goes back to the right signals, knowing what those key terms are, what is the organization going through, and then how do we match the value and focus on showing up at the right time, and being able to personalize that touch point, leveraging different sequences, so multi-threading across LinkedIn, email, and other touch points. That's really, I would say, the power of ZoomInfo data."

Building a Daily Intelligence Habit Across Go-to-Market

Today, ZoomInfo is not just a prospecting tool at Snappy. It is becoming a daily operating habit across the entire go-to-market organization. Post-sale teams are now using ZoomInfo Copilot to build account plans, monitor intent signals from existing customers, and identify expansion opportunities within their current book of business.

"When you log into ZoomInfo, you can easily identify what the signals are, what are some of the search terms that my logos are researching around recognition and rewards," Kathein says. "And then from there, we're taking all that insight and data and we're creating a very personalized, thoughtful outreach."

The focus now is on deepening adoption, ensuring that the intelligence ZoomInfo provides becomes embedded in how every team at Snappy thinks about their accounts, not just how they find new ones.

"Snappy is always thinking about making sure that we're thoughtful, but leveraging intelligence and AI, and leveraging ZoomInfo data is the heart of it," Kathein says.