33% reduced spend on call recording + 22% total cost savings

Challenge

In an ever-changing marketplace, it’s increasingly important for companies like Brandlive to remain agile and well-informed on the latest go-to-market (GTM) strategies. Since becoming a customer in 2016, Brandlive credits ZoomInfo’s array of solutions for them to adapt quickly to changes, gain greater insight into their total addressable market, and drive opportunities across the revenue finish line.

“As the world has continued to evolve, so too has Brandlive. ZoomInfo enables us to pivot efficiently and effectively. We continue to use ZoomInfo to gain insights into prospect journeys, buyer needs and problems to fuel marketing, sales, and customer success efforts,” says Kyle Janus, Marketing Operations Manager, Brandlive.

“As the world has continued to evolve, so too has Brandlive. ZoomInfo enables us to pivot efficiently and effectively. We continue to use ZoomInfo to gain insights into prospect journeys, buyer needs and problems to fuel marketing, sales, and customer success efforts.”

Kyle Janus
Marketing Operations Manager, Brandlive

Solution

Brandlive’s sales, operations, and customer success teams use ZoomInfo’s Sales, RingLead and Chorus solutions to operate with excellence and efficiency.

Sales is the primary tool supporting Brandlive’s outbound efforts. They use its Intent and Workflows features, paired with Advanced Search filters and segmentation, to tailor outreach based on their prospects’ needs and reach those who are in-market and ready to buy. Brandlive sales reps have better, more impactful prospecting conversations and maintain a successful GTM strategy.

“We’re able to sustain an active pipeline of ongoing conversations and deal potential without any effort — just a few clicks. We’ve connected (ZoomInfo) Intent to Workflows to automate our process for reaching best-fit accounts as quickly as possible,” says Janus.

The ability to identify accounts that are most likely to buy, and making the best use of the ZoomInfo platform with its workflows and integration to take immediate action keeps Brandlive a step ahead of its competitors. For example, they use the Tracker feature to monitor job changes of key contacts and follow account champions as they move from one company to the next.

“Tracker has opened many opportunities for new deals. It’s made it easy to never lose sight of our Brandlive alumni,” says Janus.

But this process is only as good as the data it runs on. Brandlive uses RingLead to ensure that their database is formatted and structured with the most accurate and actionable data. By integrating RingLead, Workflows and Webhooks across their operations, even if a person fills out a demo request form with just their name or email, the lead is automatically enriched and routed to the right seller.

“Thanks to RingLead, I can rest assured that by the time sales looks at a new lead, it’s been enriched with all relevant info. This saves time, cuts down on research, and empowers each rep to have a meaningful conversation the minute an opportunity is created. On top of that, I just love an organized database, and I thank ZoomInfo for that,” Janus says.

In addition to sales, Brandlive’s Customer Success (CS) team is seeing huge benefits from Chorus by ZoomInfo. Its integrated coaching and scoring features give team managers a chance to share constructive feedback with clear examples.

“We were formally using Gong, but opted for Chorus for its advanced transcription capabilities, user friendliness, and coaching capabilities. The AI call summaries are incredibly accurate, concise and well formatted,” says Janus.

“More than anything, these coaching opportunities have elevated the skill set, awareness, and overall success of the conversations our reps are having with our customers. This has had a positive impact on churn prevention and engagement throughout the customer journey,” says Shannon O’Neill, Product Marketing Manager at Brandlive. With easy access to customer insights, Brandlive’s CS team anticipates and addresses customer problems more effectively and offers unprompted, tailored outreach to go above and beyond for each account.

The Results

ZoomInfo fuels Brandlive’s outbound engine, and by displacing both 6sense and Gong, has reduced the cost of their call recording bill by 33% and overall savings of roughly 22%.

“We continue to be impressed with everything ZoomInfo has to offer. Data and sophistication aside, the ​​GTM playbook is 10x the resource it used to be. The ability to save and create our own library of ideas and plays has improved our planning and programming. Even our CMO references ZoomInfo plays, challenging us to adopt and implement them to meet the needs of our prospects,” says Janus.