The Revenue Formula $1.2B ARR CRO on AI in GTM (w/ James Roth from ZoomInfo)
Oct 7, 2025
James Roth, Chief Revenue Officer at ZoomInfo, shares insights on how AI is transforming go-to-market strategies. He discusses the dramatic shift from inbound demand to intelligent outbound sales, emphasizing the importance of data integrity over AI hype. Roth unveils what go-to-market intelligence looks like in 2025 and why businesses should prioritize best-in-class tools over all-in-one platforms. He also highlights how AI can save sellers time and enhance their efficiency, revolutionizing the way companies approach sales and outreach.
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AI Exposes Bad CRM Data Fast
- AI amplifies the impact of bad CRM data and exposes data hygiene problems quickly at scale.
- Running AI over ten years of messy CRM entries makes you miss more opportunities faster.
AI-Native Is Mostly Marketing
- 'AI-native' is mostly marketing noise because most companies use the same underlying models and infrastructure.
- Longevity and scale in data and engineering often beat being a recent AI-native startup.
Marry Data With Best‑Of‑Breed Tools
- Do integrate first-, second- and third-party data into your GTM stack instead of replacing best-of-breed tools.
- Use intelligence to enrich forecasting, sequencing, and account plans rather than building every point solution yourself.