The information age is over. This is the age of GTM intelligence.

If you're a GTM Engineer or Builder or a RevOps or SalesOps pro- sign up at GTM.ai for free credits to our CLI, API, MCP. I've been using the CLI to do enrichment from Claude and Codex and it's fast, easy, and I feel kind of cool installing it in the terminal. 😎 😎

At Thanksgiving, in between bites of turkey my little sister Sheva, a jewelry designer leaned over to me and said: “My job is REALLY creative and your job is NOT.” I was like - What are you talking about!? I have all these creative ideas that I work hard to bring to life every day. My job IS creative! The thing is that most people don’t think of revenue generation as a creative process. They think creativity is only for designers, artists, writers, actors. But the best GTM leaders are creative leaders. They SEE things where others don’t. But without the ability to execute, all of their creative ideas die because they can’t bring them to life. That creativity dies when you’re stuck waiting for IT to pull data for you, or waiting for a data scientist to analyze and clean it up for you, or waiting for the sales team to run a play against it. Creativity in go-to-market shouldn't be relegated to a special "GTM Engineer" - our best GTM ideas come from our frontline managers and directors. When my sister goes in to design new jewelry, she doesn’t just pick some stuff off a shelf somewhere and put it on her kitchen table to try and design something great. She has a studio - in that studio she has all the materials she needs to design a piece, she has all the tools she needs, that STUDIO is the infrastructure that allows her to execute on her creativity. We built @ZoomInfo's GTM Studio - to give every GTM leader the infrastructure necessary to CREATE. To bring all of their 1st and 3rd party data together in one place so they can bring their ideas to life. Sooooo who is more creative? Sheva Lee Absher or me??

We're not just one dataset, we're 300+ all integrated into @ZoomInfo . We’re launching ZoomInfo's integration ecosystem. Conversational intelligence, esignature, intent, firmographics, product reviews, website identification, funding, email - These are the systems GTM teams use every day, and ZoomInfo now connects them. More of a GTM team's work can happen in ZoomInfo, and Agent Teams can handle GTM work end-to-end. Explore the ecosystem: lnkd.in/eE-4DPX8

👋👋 Hey @Google Gemini Enterprise Users! 👋👋 @ZoomInfo is now LIVE in Gemini Enterprise - if you're a google shop, and you're using ZoomInfo - that's a lot of you - we are one of a small handful of companies integrated natively into Gemini Enterprise. Got a dirty list, enrich it. Looking for your Ideal customer, build it -- want to get prepped for your next meeting, get account context directly in Gemini Enterprise. See how it works below - get your Sales Ops, CIO, VP of AI to plug it in today - all customers already have access.

Today @ZoomInfo is announcing the acquisiton of Workbounce to deliver unstructured GTM context alongside the structured data you know ZoomInfo for. Before they built Workbounce, Rowan Bailey and @adamjsmith were ZoomInfo customers. Today, what they built is part of GTM.AI. Rowan was a Head of RevOps. Adam was a Global Commercial Growth Director. Both used ZoomInfo to know who to go after - and both kept hitting the same wall. Some of the best intel on an account wasn't in any out of the box dataset. It was buried in their own tools. The call where the champion went off script. The Slack message a buyer sent on a Friday night about next quarter's budget. Your competitors never see that, most of the time, your own team can't find it either. That's the problem Workbounce was built to fix. We've been obsessed with knowing the market - 100M+ companies, 500M+ contacts, billions of signals. Workbounce adds the other half: what's inside your OWN company. Both now live in GTM.AI, connected to the right account in our GTM Context Graph, with permissions and provenance built in. Every company will end up with three context graphs: One for enterprise search. One for engineering and product. And one for GTM. Workbounce + ZoomInfo's company, contact and signals data is how we deliver the GTM one - across the unstructured data GTM teams everywhere run on. An agent is only as good as the context it can reach. Market data can tell it who to target. It can't tell it why you lost the deal last year, or what you promised in that Slack thread. Now it can. more info here: zoominfo.com/newsroom/press-… ahh, and here are Adam and Rowan ↓↓ :-)

Before I go into a meeting with a customer there is a BOAT load of information I want to know -- it used to take our reps half a day to pull this together for me. Today, on top of our context graph - it's one prompt - and it's better than what I used to get.

The next era of GTM won't be won by who builds the most sophisticated precision demand workbook and campaign. It will be won by who builds GTM context, and then let's agents and humans run an endless number of motions on top of that. Right now, though, we think our GTM context lives in CRM - and CRM is a mess. Your CRM has Google and Waymo as separate accounts, with no link to Alphabet Inc. SpaceX acquires Cursor, but your account hierarchy never changes. Travis Kalanick runs CloudKitchens now. Oh yeah, CloudKitchens is now part of Atoms. Your marketing system still has him at Uber. It doesn't matter how much inference and cognition you have - those linkages don't exist without a reference dataset - hierarchies and subsidiaries, employment histories, rebrands - everything constantly in motion. A context graph is the missing layer beneath AI. It connects entities, history and activity, so GTM teams and agents work from the full picture instead of isolated records. EVERY function that runs on AI needs one. Legal has Harvey and Legora. Engineering has Atlassian Enterprise search has Glean and Dust. We've spent the last two years building so that now, GTM has ZoomInfo. zoominfo.com/offers/gtm1-cam…

ZoomInfo is acquiring DoubleO.ai. @OzBad03 and @karthiksuresh built a platform that turns a business process written in plain English into a coordinated team of agents—each with the context and tools to do its part, with checks along the way. For GTM engineers, the architecture matters. Too much of today’s GTM automation still runs on a decades-old pattern: database polling. A spreadsheet calls a CRM, a people API, a hiring API, an intent API. Then calls them again. “Anything changed?” Poll. Compare. Wait. Repeat. The API calls add up. The credits add up. And execution waits for the next check. GTM needs an event-driven architecture. A champion changes companies. An account starts hiring. A buyer visits your website. The signal arrives. An agent team activates. Qualify the account → understand prior engagement → write relevant outreach → route to the right rep → send an email or queue a call with a tailored talk track → update the CRM. That’s why we’re bringing DoubleO’s agent orchestration together with ZoomInfo’s B2B data and events, built on a foundation that processes 1.5B+ signals daily. The signal tells you something happened. The context tells you why it matters. The agents carry the work through to action. Giving GTM teams the context, agents, and interfaces to build.

One of the funniest parts of this interview was @alighodsi explaining to @bhalligan why he starts every Monday with an in-person meeting. Brian: “Do you really need in-person meetings?” Ali: “Do you need in-person meetings with your wife? Can't you just have a Google Doc?” 🤣 But seriously, there is nothing better than spending time in-person together to build relationships and get on the same page. Last month, we had a ZoomInfo offsite to bring together product and GTM. Product had been working for months on a big new release, GTM had spent months planning how to sell it but they’d been working in silos so I had to force these 2 teams to walk away feeling like one. So we did 3 things: 1. We had dinner at my house, not at a restaurant. My mom was also in town and cooked Persian food for everyone. Everyone shared plates of Persian stew and tahdig. There's something about eating someone's mom's cooking in their home that a restaurant can't do. Nobody's stuck at one end of a long table talking to 2 people the whole night. People were standing around with plates, moving between groups, asking about each other's kids etc. 2. We did a fun facts scavenger hunt I know it sounds LAME and if you had told me you were doing one, I would have told you it was boring, dumb and stupid. BUT… I didn't know one of my product leaders had won a Harvard competition for heart devices… I didn't know one of our leaders was a chess champion at 12… I didn't know one of my sales leaders had taken hundreds of thousands of dollars of business away from ZoomInfo when she worked at a competitor (!!!). All of these little facts helped everyone there appreciate that the person on the other side of a slack message was smart, ambitious and hardworking AND committed to the success of all of us. 3. Forced collisions throughout the offsite. I'd heard rumblings that someone in GTM didn't understand why someone in product was doing things the way they were doing them. Guess what?? They ended up on the same team at the escape room after dinner. Oh and I’d heard someone in enablement felt that someone in product wasn’t giving them enough resources… Guess what?? Those 2 had assigned seating next to each other. When we broke into groups, EVERY group had a product person and a GTM person in it. Often I purposefully put people together who I knew were frustrated with each other. Was it uncomfortable at first for some people? Probably. Did it bring people closer together? Definitely. I walked out of the offsite with a bunch of texts and Slack messages saying it was the best offsite we've ever had. Nothing beats in-person.

Moobetie, Texas - Population 87 - is soon to have a temporary town with a dining hall, a grab-n-go market, a clinic, a basketball court, a meeting hall, meditation room, barbershop w/ massage & stretch Rooms. Google is building a temporary town for up to 3,500 construction workers in the Texas Panhandle. Here's what six state filings show that I couldn't find anywhere else: → A clinic, with its own reception → A barbershop with massage and stretch rooms → A meditation room → A library → Gaming rooms and a gaming lounge → A 36,000 sq ft dining hall About 153,000 sq ft of buildings and $22M in declared value, filed between Aug 27 and Sept 17. The filings are under a codename, "Project Caprock," by an LLC called "3GB Land Series 2026P." Google's name isn't on any of them. The clinic was filed 15 days after the county judge told local TV the county would need more hospital beds. And on Sept 11, a sister LLC filed a $160M "work force housing" lodge in Vernon, Texas, where Google is building two data centers. Its name is "Red River Rise Lodge." Google's Vernon data centers are called "Project Rise." Nothing about the lodge is online. None of this is secret. It's all public record. The problem is that nobody can read it all. There is no national building permit database. There are thousands of city, county and state systems, each on different software, each updating on its own schedule. So at ZoomInfo, we built a way to read them. Signals, signals and more signals. Every week, our system goes through more than 1000s of permit systems, from city and county portals to statewide registries and federal construction filings, and pulls out every new commercial project. Then it matches each one to ZoomInfo's company and contact data: who's building it, who really owns it, and who to call. We picked up the Caprock filings within days. Now think about who sells into a project like this: modular buildings, commercial kitchens, HVAC, medical equipment, fitness gear, food service, security, staffing. Every one of them wants to know the week it's filed, not the day there's a press release, if there ever is one. The first vendor through the gate usually gets the contract. What's the most interesting project hiding in your county's permit office?

If you’re a GTM builder and you’re building on @bot dm me and I’ll give you $500 of gtm.ai (@ZoomInfo) credits to build lists, enrich company, contact, intent, signals etc. x.ai/bot/plugin/32610026/zoo…

Most corporate gifting SUCKS so at @ZoomInfo events, we’ve started doing something different: giving out custom jewelry made by my sister. After 1000s of events and dinners, I’ve got a closet filled with YETI mugs, patagonia quarter zips and branded backpacks… literally everything you can slap a company’s logo on. Soooooo, I decided I wanted to gift something special at our events. Something unique that wouldn’t just end up in the trash. I asked my talented & creative younger sister - Sheva Lee Absher - to make beautiful custom jewelry pieces that I now hand out at dinners and customer conferences. So far I’ve given out over 100 pieces and people seem to love it. What I enjoy most is giving people something to take home to their partner or kids. If a customer is spending time with me, it usually means they’re missing out on time with family. The least I can do is gift them something their loved ones will appreciate when they get home. So if you're coming to one of our dinners, ask me for one. I usually have a few in my bag. Unlike YETI mugs though, these actually run out.

“Where is SaaS pricing going?" This is how we’re approaching it at @ZoomInfo: I've spoken to the world's most expensive consultants and 100s of my own customers and… Nobody knows where it is going! Not the experts and not our customers - AND even worse - the answer is changing every week. Some customers moved to consumption-based pricing, saw their AI bills and freaked out… forecasting spend is not that easy. Outcome-based pricing solves that in theory - you pay for what worked. But in GTM there’s too many steps between the software and a closed deal to price that way. But sitting back and doing nothing is NOT a strategy. You HAVE to be testing to know what your customers truly want. This is how we’re approaching it: 1. Segmenting the customer base BEFORE testing. If you’re not sure how a new pricing model will land, test it in 1 region, 1 segment, or 1 industry. So you don’t blow up your customers with a huge change at once. This quarter, we’re offering a pre-bought consumption model to some of our customers. 2. Avoiding the noise on LinkedIn/X and trusting your customers. Run the experiment for 2-3 months and collect ALL the feedback you can from your customers. AI is moving so fast and experts are changing their guidance every few weeks. Controlled tests with YOUR customers help you develop a big picture POV of what you should be doing. 3. Expanding what works, killing what doesn’t. If the feedback is good, roll it out in another region/industry. If it’s not, you can roll it back and try again. EVEN if it doesn’t work, you’ve learned something valuable… You now know what didn’t work without blowing up your entire CSM team. If you'd rolled it out everywhere, you'd be doing damage control with 1000s of accounts instead of just 1 small segment. 4. Giving quota reliefs to protect your reps during tests. Testing new pricing models could mean smaller sized deals for the same customer. BUT your reps carry a quota, so presenting customers with a smaller deal impacts them... Quota relief fixes that. You credit the reps as if the deal were full size, so they're paid the same either way. Now the test gets a fair shot. If you're a SaaS operator testing pricing right now, I’d LOVE to know what you’re seeing.

My doctor just wrote me a prescription for... a pull-up bar. 2 weeks earlier, I was lying in a @prenuvo scanner bracing myself for the worst: "Give it to me doc - how long do I have left?!” I try to take care of my health as much as I can, gym, cold plunges, sauna… all the @bryan_johnson stuff. But you never truly know what’s going on inside without a full scan. After 4 years of delaying it, a dad from my daughter's class - younger than me - very sadly had a sudden heart attack and passed away. That was the wake-up call. No more delays. So I had a Prenuvo full body scan… To my surprise I was in pretty good shape EXCEPT that I was likely to get arthritis in my back (if I didn’t take action ASAP). 1000s of hours at a desk hammering slacks, emails, and sales calls takes its toll on your spine apparently, so I asked ChatGPT how I could help deal with the issue. The answer was getting a pull up bar and do a dead hang every day. So I did. And now I do a 1-minute dead hang every morning and it has been WORKING WONDERS for my spine and posture. I live in the city, so I started hanging outdoors on scaffolding, until I asked the Doctor for a note to get one installed in the office. When the sales team saw me hanging on it, they asked for one too So now, I’ve added one on the @ZoomInfo sales floor. Soon, I'll be the guy walking the sales floor telling everyone to do their dead hangs.