Xactly Improved Account Scoring with ZoomInfo, with 86% of Wins from Top-Tier Accounts
The sales performance management software company rebuilt its account scoring on ZoomInfo data, and in the first quarter its top-scored accounts produced 78% of opportunities and 86% of wins.
ZoomInfo (NASDAQ: GTM), the all-in-one AI GTM platform, has reported that Xactly, a sales performance management and revenue intelligence software company, rebuilt its account scoring on ZoomInfo data and now traces the large majority of its pipeline and wins to its top-scored accounts, according to the company. In the first quarter after the new model went live, 77% of Xactly's marketing-qualified leads came from accounts it scored A or B.
Xactly has sold data-backed revenue software since 2005, when it got its start automating sales compensation. So it knew the problem when it saw it in its own pipeline. Too many of Xactly's leads came from accounts outside its ideal customer profile, and every one of them pulled a seller's time toward a buyer who was unlikely to close.
The fix was clear and hard to build. Xactly needed an account scoring model that could tell sellers which accounts were worth pursuing, but it could not find a data provider able to fuel one. A scoring model is only as good as the data underneath it. Ranked on thin or stale internal records, even a smart algorithm just sorts the same incomplete list.
