How SpringDB Drives GTM Performance With ZoomInfo Data

When John Kosturos founded SpringDB in 2018, his goal was to help companies operationalize their go-to-market (GTM) strategies by fixing the one thing everyone talks about but few prioritize: data.

“We combine data, systems, and processes to create highly impactful GTM outcomes,” says Kosturos, Founder and CEO. That means helping customers identify who they should sell to, and then arming them with the best data possible to execute.

It’s a deceptively simple thesis that has powered SpringDB’s work with hundreds of high-growth B2B companies, from venture-backed startups to publicly traded firms.

And at the heart of that work is a strategic partnership with ZoomInfo that spans nearly the entire product suite: ZoomInfo Copilot, Operations, Sales, Marketing, Chorus, and now emerging tools like GTM Studio.

You’ll get 10x the value if you think of ZoomInfo as a full platform and not just a tool for one team.
John Kosturos
CEO & Founder

Data Quality as a Launchpad

Every SpringDB engagement begins with a full system and data audit. “You’d be surprised how many public and high-growth companies still don’t have a reliable ideal customer profile,” Kosturos says.

One common issue at the root of it all: Poor data quality.

“I’ve seen databases with a million records where only 30% had a job title,” he says. “That means your million-record asset is really more like 300,000.”

This not only slows sales and marketing, but also creates risk. Duplicate records, for instance, can trigger compliance nightmares. “If someone opts out on one profile but you keep emailing them on a duplicate, that can be a really costly mistake,” Kosturos says.

SpringDB solves this by using ZoomInfo to run a comprehensive hygiene and governance process, which removes duplicates, verifies records, and links leads to accounts.

“We typically start with the report card feature in ZoomInfo Operations to identify duplication, fill rates, and verification,” Kosturos says. “From there, we connect that data to ZoomInfo Sales and their CRM for enrichment, often working with the Data as a Service (DaaS) team for deeper improvements.”

Once the data is clean, SpringDB helps customers build a high-resolution GTM infrastructure, using Sales, Marketing, and Operations to align around a unified layer enriched with technographics, intent signals, funding data and more to create a complete picture of every account and persona.

Clean Data, Clear Payoffs

From there, SpringDB helps customers run highly targeted, multi-channel campaigns that are personalized, timely, and measurable. Thanks to ZoomInfo, they can provide better segmentation, better routing, and faster follow-up.

“Nobody wants to own data. It can be like a hot potato passing from team to team,” Kosturos says. “But if you get the mix right with collaboration across the organization and the right tools and data sets, it can be transformational.”

Typical results include:

2x–3x increases in campaign conversions across channels
30–50% uplift in average deal size
20–40% reductions in customer churn
300% increase in database usability

Building a Connected GTM Stack

SpringDB’s work doesn’t stop at enrichment. They also help clients eliminate context switching by integrating ZoomInfo tools into daily workflows.

“Sales reps spend 30% of their day just doing research,” Kosturos says. “Now, with Copilot, you’ve got a dashboard of the top accounts to reach out to, with all the information you need.”

Kosturos’ team also ensures deep integration with Chorus, ZoomInfo’s conversation intelligence platform, which they use for pipeline alerts and deal risk tracking. “I have found it to be one of the most useful technologies in the stack,” he says.

SpringDB sets up alerts for risks in the deal cycle like single-threaded opportunities, missing decision-makers, or competitor mentions while also syncing Chorus call transcripts to data warehouses.

“You’d be surprised how the conversational data can bridge the sales, marketing, and product development teams when you use it across the organization,” Kosturos says.

Data Infrastructure as an Advantage

One of the most forward-thinking areas of SpringDB’s work is in data warehousing and vertical datasets. Here, ZoomInfo’s Data as a Service solutions shine.

“We help load fully verticalized data sets into their warehouse environments. That’s where they can do better analytics, run better data science, and build out those ideal customer profiles,” Kosturos says.

This combination of ZoomInfo’s data cubes with a company’s first-party data lets them go beyond surface segmentation to deep, strategic and scalable insights.

“Data cube solutions are absolutely imperative for companies that want to build a data-driven culture,” Kosturos says.

Looking Ahead: GTM Studio and GTM Workspace

SpringDB is already deploying ZoomInfo’s newest innovations: GTM Studio and GTM Workspace.

GTM Studio represents the AI orchestration layer that SpringDB clients need to architect plays and execute at a speed that wasn’t possible before.

“GTM Studio is very exciting,” Kosturos says. His team already features GTM engineers who use it to automate research, aggregate data across sources, and create workflows that feed into activation.

He also sees huge promise in GTM Workspace. “I’m looking forward to GTM Workspace taking those workflows and creating things like custom presentations with that data,” he says. “Having those two tools together to automate is game-changing.”

ZoomInfo as a Comprehensive Partner

SpringDB’s story is a study in what’s possible when you treat data as a competitive advantage. Through its strategic use of ZoomInfo, SpringDB is helping its customers turn technical precision into real business growth.

And for companies looking to find similar results, he points to a comprehensive solution: “You’ll get 10x the value if you think of ZoomInfo as a full platform and not just a tool for one team.”