Xpress Services improved prospecting with ZoomInfo’s transport industry data.
Xpress Services is a commercial cleaning company based in Ottawa, Ontario, known for reliable service and a hands-on, professional approach. But when the company set out to scale, it faced a major challenge: how to grow the business with a small team and no marketing budget.
That task fell to Paul Champagne, a seasoned sales executive who joined Xpress to build out a smarter, more efficient growth strategy.
With a lean team and limited resources, Champagne knew they couldn’t rely on overly broad outreach or vague lead lists. What they needed was precision: the right contacts, at the right companies, at the right time. That’s when he turned to ZoomInfo.
ZoomInfo is giving me the levels that I need to reach to have a conversation with everyone from a janitor to the VP of finance.
Paul Champagne
Sales Executive
The Challenge: Growing a Small Business Without a Marketing Team
Xpress Services had big ambitions but almost no resources to match. “When I joined, there was the owner, a couple of cleaners, and a part-time administrator,” Champagne says. But the company lacked a strategy to gain new business.
With a limited team and budget, it was important to get the solution just right. Champagne had tried telemarketing and third-party list vendors in the past, but found their databases shallow and generic.
“They were just the same list over and over,” he says. “There’s no depth to them.”
What’s more, they lacked the levels of hierarchy Champagne needed. “They’re very top-heavy. It doesn’t really help someone in commercial cleaning to know the name of 10,000 CEOs in Canada. These are not the people who are going to respond.”
For commercial cleaning, the real decision-makers often aren’t at the top. They’re office administrators, property managers, or facilities leads — the people who deal with the day-to-day concerns of a physical office space. Champagne needed a way to find them directly, and it needed to be accurate.
The Solution: ZoomInfo Sales
Champagne started researching. He evaluated multiple tools and competitors, but ultimately chose ZoomInfo. “I did a pretty in-depth study on it before I moved ahead,” he says. “I could only use one tool, so I had to pick the best I could.”
What stood out about ZoomInfo was the depth and quality of contact data. “I wanted something that would provide me with more company information, and most importantly for me was the contact information — telephone, email,” he says.
Armed with ZoomInfo’s Sales platform, Champagne was able to identify the right contacts at the right companies: the facilities and operations leaders who actually pick cleaning vendors.
The Results: A 15x Sales Transformation
The results were dramatic. Since implementing ZoomInfo, Xpress Services has grown its sales to more than 15 times what they started with, from $8,500 to $135,000 monthly recurring revenue in just 3.5 years.
That growth happened without hiring a marketing team, without investing in ad campaigns, and without any kind of traditional lead-gen infrastructure. Just targeted, high-quality outreach, powered by strong data and great execution.
Champagne credits the precision of ZoomInfo’s platform for its success: “ZoomInfo is giving me the levels that I need to reach to have a conversation with everyone from a janitor to the VP of finance.”
Looking Ahead: Scaling Smart
Today, Xpress Services is small but mighty. With a much larger client base and a healthy pipeline, the company is positioned for sustainable growth. And as they begin to expand into new verticals, Champagne plans to continue leveraging ZoomInfo to find and connect with the right people, and is testing out ZoomInfo Copilot for even more efficiency gains.
“I got into this job for the challenge of ‘let’s build something,’” Champagne says. And with ZoomInfo, he’s been able to do just that.
In a business that depends on trust, timing, and clean results, Champagne’s tech-savvy approach, paired with ZoomInfo’s intelligence, has helped Xpress Services clean up in more ways than one.
