The Official SaaStr Podcast: SaaS | Founders | Investors

SaaStr 710: Running a PLG and Sales-Led Motion at the Same Time: What’s New at ZoomInfo with CEO Henry Schuck and SaaStr CEO and Founder Jason Lemkin

Dec 21, 2023

Jason Lemkin talks with ZoomInfo CEO Henry Schuck about running a PLG and sales-led motion at the same time. They discuss the efficiency of PLG vs. sales-led, the macro-environment for next year, and what's new at ZoomInfo.

32:46

Creator website

Episode guests

Henry Schuck

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

ZoomInfo is implementing a product-led growth (PLG) strategy while also focusing on enterprise sales, balancing resources and maximizing potential for growth in both segments.

AI technology plays a significant role in ZoomInfo's offering, enabling personalization and prioritization of accounts to streamline onboarding and optimize communication strategies.

Deep dives

Product-Led Growth

Zoom Info is implementing a product-led growth (PLG) strategy while also focusing on enterprise sales. The company sees potential for growth in both segments of their business and is allocating resources accordingly. They are investing in the enterprise segment, which has a higher lifetime value and room for expansion. To capture the down-market businesses, they have rolled out a no-touch self-service approach where SMB customers can sign up for a free trial and grow into paying customers without the need for a sales rep. Balancing both strategies requires alignment between the PLG and new business sales teams to avoid channel conflict and ensure a pathway for growth.

Introduction

2min

Challenges of Running a Product-Led Growth and Sales-Led Strategy

11min

The Impact of Market Conditions on Sales and Marketing Tools in the Software and Technology Sector

5min

The Shift from Net Renewal and Retention Rates to Utilization and Engagement Metrics

3min

Managing Software Sales Challenges

10min

The Importance of Innovation in the SaaS Industry

3min

Welcome to the Official SaaStr Podcast Episode 710:

Running a PLG and Sales-Led Motion at the Same Time: What’s New at ZoomInfo with CEO Henry Schuck and SaaStr CEO and Founder Jason Lemkin

In the latest installment of SaaStr’s What’s New series – where we sit down with the leaders in SaaS and Cloud for the inside scoop on what’s top of mind and what’s new, SaaStr CEO and Jason Lemkin chats with the CEO of ZoomInfo, Henry Schuck.

So, what’s new at ZoomInfo?

In this episode, Jason and Henry discuss:

*PLG vs. a sales-led motion, and which is more efficient

*The macro-environment and what to expect next year

*What’s new at ZoomInfo

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