How to Create a Buying Committee Based on Anonymous Web Traffic
Henry Schuck: Hello! My name is Henry Schuck, I am the co- founder and CEO of ZoomInfo, and today I want to show you one of my favorite features and functionalities of the ZoomInfo platform and that's our website's functionality, but really how to leverage our website's functionality in an automated way to connect with exactly the right buyers at exactly the right time when they're on your website. And so to start there, I want to show you our website's module, and I've actually gone in here and done something a little bit more specific because it's not just ZoomInfo. com that I'm interested in. Here I want to say when they go to ZoomInfo. com and specifically visit our pricing pages, and so I've selected three URLs that are pricing pages. They've already been selected there. You can see that. So now I'm saying," Look, if someone comes to our website, they visit our pricing page, they do it more than five times, what do I want to do?" Here's where we're able to really leverage the power of ZoomInfo. So what I'm saying here is I want to engage with them, so what I'm able to do here is come into the very granular audience building capabilities of ZoomInfo and say," I want to target. When a company visits my website, I only want to target them when they're above 100 employees, when they have at least$ 50 million in funding, they've raised at least$ 50 million, when they're a B2B company, when they're based in the United States and when they use Salesforce, Marketo or Eloqua as a technology. That's who I want to target." So I've made a really tight audience here. I don't want to contact you if you're a customer of mine already, so what I'm going to do is I'm going to leverage our Salesforce sync capabilities here, but here I'm going to say I'm going to put it in the Salesforce and I'm going to put it into Engage, our sales automation tool. All the way through, I click create workflow and I'm off to the races. Now every single time I'm able to capture the exact right buying committee and activate that through a sales automation campaign, get those leads inside of my Salesforce system. I'm excited to share this one with you because it's such a needle mover for us here at ZoomInfo.
Henry talks about one of his favorite features: Websights. This helps sellers connect with buyers right when they're on your website.