Henry Schuck
Founder & CEO, ZoomInfo. On 3 shows, 7 appearances. The Shows tab opens the full record on each.
founderexecutivehost@henrylschuck ↗LinkedIn ↗zoominfo.com ↗
Henry Schuck co-founded DiscoverOrg in 2007 and acquired competitor Zoom Information in 2019 to form ZoomInfo. He subsequently led the business through an initial public offering on Nasdaq in 2020.
3shows
7appearances
108statements
16resolved
15supported
0contradicted
94%fully supported
136said about them ↓ Everything Henry Schuck said on any show that made the record, most notable first. Each card names its show and opens the statement there.
A first-day IPO stock pop is not a sign of bad pricing
“Yeah, there's gonna, you're gonna read articles that say, like, oh, the pop on day one, like, that just means you, like, did a bad job of pricing your IPO. It's not really true. Like, we had the best advisors, the best people around the table on this. You don'…”
Half of private equity firms misrepresent their founder-friendly approach
“Because you meet all these guys and they're like, oh, it's just like a marriage. We're going to be partners. You know, we like to let entrepreneurs run their businesses. And like half of them are telling the truth and half of them are not. The half that are no…”
Schuck: Companies will not lay off sales reps for AI copilots
“I don't think that regardless of how much more efficiency and pipeline you say you're going to bring with your AI sales solution, that people are going to let go of their salespeople to bring in your AI driven co-pilot thing.”
Schuck: ZoomInfo Drives 10x LTV to CAC on $20k-$50k Lands
“It's a lot of science that goes into the way that we generate the leads, we route the leads, and then we close new business, and that drives a 10 X LTV to CAC, a sub-thirty day sales cycle, often deals are closed same day, and these are not like, you know, two…”
Prospective 2012 buyers cut DiscoverOrg's acquisition offer in half after diligence
“These guys retraded me right at the end. They said, oh, come down to San Francisco, have lunch with us. So I came down to San Francisco, and they were like, yeah, you know, there's some things in diligence we didn't like, and so we're gonna cut the deal in hal…”
The DOJ held RainKing's antitrust review to the final decision deadline
“When we made the acquisition of Rain King, we actually, you have to get antitrust approval. And so we went, and the regular, the regulators didn't love the ranking acquisition because they felt very similar, two very similar companies, and so we actually went …”
Passing on ZoomInfo at $240M was right because the company wasn't ready
“A year earlier, I had an opportunity to buy Zoom Info for two hundred and forty million dollars and I passed. And that might feel like a bad decision. Like, oh, that was dumb. He had to pay eight hundred million dollars one year later. It wasn't a bad decision…”
Schuck: The '10x clone test' proves talent drives success over product
“If you can look in your business and I know everybody on this call can and say, if I had 10 more of him or 10 more of her, how this business would grow exponentially faster than you really do believe that talent drives your business grow. And that's an easy wa…”
Selling majority equity reduced pressure and improved Henry Schuck's operational execution
“I sort of viewed the first transaction like an exit. And then once that happened, it took a lot of sort of day to day pressure off of my shoulders. And so I could operate in a better way because it wasn't like all of my money in the company. It was like we wer…”
Schuck: $100M ARR SaaS cannot reach 40% growth without multi-product upsells
“When you hit a hundred million, you just can't sell enough to drive. 40 points of growth. If your net retention is a hundred. It's much more difficult to sell forty million dollars of net new logos And so you get to this point where regardless of how good you …”
Schuck: One hour daily executive meetings are a minimum, not maximum
“Spending an hour a day with the key lieutenants at the company who are driving all of the process and changes and team building feels like the minimal amount you should be spending with your team. Not like the super maximum amount.”
Schuck: Super-enterprise account managers do not need deep product expertise
“It doesn't matter in the super enterprise and the super enterprise, particularly if you're on the account management side, you probably don't need to be the greatest product expert ever to be the best enterprise account manager in the world. But everywhere els…”
Henry Schuck: Companies aren't real businesses until they run profitably
“And so I think what was instilled in me was good businesses run profitably. And you're just not really a real business until you can figure out a way to be profitable and run a business. You can't just always be fundraising the next dollars to fund your operat…”
Frank Slootman's culture book lacks actionable execution advice, says Henry Schuck
“I think the hard part about culture is like you read Frank Slootman's book and you walk out and you go like, okay, take the slack out of the rope. It's like, okay, I don't know really like what, like, what is the, bring your spear, kill someone. And that is li…”
Henry Schuck: Executive job safety comes strictly from performance, not trust
“I trust all of my executive team. I trust that they make the right decisions. I trust that they're focused on the business, but if nothing goes right for four quarters in a row or all of the things that we were trying to achieve are not achieved, it doesn't ma…”
Henry Schuck: Modern culture expects high rewards without commensurate effort
“I think it's a weird new expectation of large rewards without the commensurate effort for those rewards.”
Schuck: ZoomInfo runs software's most efficient go-to-market motion
“And we run a really efficient go to market motion, the most efficient go to market motion and software, which means there's not a lot of slack in the rope.”
Schuck: Software sales cycle friction will not soften until H2 2023
“I'm hopeful that by mid-twenty-twenty-three people understand, like, what the normal operating environment is going to be like, and that it softens in the back half of 23, but I don't anticipate it does until then.”
Schuck: SaaS GTM is inefficient due to prioritizing headcount over systems
“I think that the way companies go to market is really inefficient and is that growth is solved by adding more heads and not adding better processes and systems for go to market.”
Schuck: ZoomInfo will grow 30% annually with Schuck as CEO by 2027
“Henry is assuming I can continue to do my job well. Henry is still CEO of ZoomInfo. And he's really happy, and the company is growing 30% a year, year over year.”
Schuck: Software M&A Works Best When Products Share Identical Buyer Personas
“Where you have a product that sells to the same buyer, goes up and down SMB to enterprise, and is easily enabled, that's where you can get a big lift.”
Schuck: ZoomInfo screened early sales candidates using cognitive tests
“We ended up giving essentially a cognitive test in the early days, and it turned out we gave it to our best sales reps. They scored way high on it, and so then we went, and we went back, and we gave it to everybody who was a prospective salesperson. The ones w…”
DiscoverOrg expanded RainKing's profit from $10M to $35M in three months
“We made this acquisition of a company that was doing forty million dollars in revenue and ten million dollars of profitability. We acquired the business, and then three months later, it was doing forty-five million and thirty-five million dollars of profitabil…”
Acquiring a PE-backed company early requires paying their future return upfront
“A private equity firm came in at two hundred and forty million dollars that year before, and they're happy to hold the investment for four to five years because that's the hold period they had. I had to come in a year into that hold And pay them for what they …”
The other half of the tape: Henry Schuck's own voice is left out of every number here. Other people bring the name up 129 times in 64 episodes across the shows. 7 statements on the record name them. every mention, with the transcript →
Who brings them up most Nathan Latka 70Jason Lemkin 28Harry Stebbings 14Godard Abel 10Mark Godley 2James Isilay 2Nick Mehta 1Jamie Shanks 1
Statements about Henry Schuck, by other people (7)
Lemkin: I would buy ZoomInfo stock because of founder Henry Schuck's commitment
“Generally speaking, when you have great founders that are committed, I'm a buyer, so I would buy. There's negative things, but like Henry's a great founder who's done this from scratch, basically bootstrapped all the way here, totally committed to the space, w…”
Lemkin: ZoomInfo reached over $1B in revenue while bootstrapped
“ZoomInfo is at a billion-something revenue who's bootstrapped. He did it himself as a first-time founder from the dirt with no money.”
Medina: ZoomInfo uses SDRs to drive expansion revenue
“Henry, Henry's a genius because he has SDRs doing his expansion.”
Medina: Henry Schuck is a genius for using SDRs for account expansion
“Henry's a genius because he has SDRs doing his expansion.”
Volpini denies WordLift is in acquisition talks with ZoomInfo
“Not at all. Not at all. Not yet. I mean, I haven't got a proposal”
Every mention by year
tap a year for its mentions
Top Founders 86
the Official SaaStr Podcast 23
20VC 20
2026 5 mentions in 3 episodes 2 per episode
2025 2 mentions in 2 episodes 1 per episode
- Are Burn Multiples BS in an AI World? & Sam Altman Needs $1TRN of Energy · 20VC with Harry Stebbings
- 20Sales: How the Best Sales Teams Use AI to Win Enterprise Deals | Sales Teams Will Be Dramatically Smaller | How to Ramps Sales Reps Way Faster | Why Unpaid Design Partners are BS | Why this Generation of Sales is Soft with Ishan Mukherjee @ Rox
- every mention in 2025, scene by scene →
2024 11 mentions in 4 episodes 3 per episode
- Forget the SaaS Gloom and Doom. Just Build. with SaaStr CEO and Founder, Jason Lemkin
- Dave Kellogg: How to Forecast in 2024 & Why CaC Payback is Flawed and CAC Ratio is Better | E1110 · 20VC with Harry Stebbings
- Jason Lemkin: PluralSight S*** the Bed & The Next IPO Candidates | E1160 · 20VC with Harry Stebbings
- Sean Murray: Why Discovery Today is F***** & How to Scale Into Enterprise Effectively | E1107 · 20VC with Harry Stebbings
- every mention in 2024, scene by scene →
2023 42 mentions in 31 episodes 1 per episode
- Chris Degnan: Why You Should Hire a Head of Sales Sooner Than You Think | E1080 · 20VC with Harry Stebbings
- What SaaStr CEO and Founder Jason Lemkin Really Thinks About AI, Sales & Lead Gen In 2024
- He hit $100m Revenue, Built the Zoominfo of China, then quit last month. What happened?
- Bootstrapper Reveals $7m Profits on $40m Revenue Selling to Banks, 2 Customers Pay $10m+ Each
- Howie Liu: Decoding Airtable's $11B Valuation; The Impending AI Revolution in Enterprise | E1053 · 20VC with Harry Stebbings
- SaaStr APAC AMA with Jason Lemkin, SaaStr CEO
- Gong of Japan Hits $20m Revenue with just $15m Raised! Prime Takeover Target?
- Is AI the Only Thing in SaaS that Anyone Cares About Anymore? AMA Part 1 w/ SaaStr CEO Jason Lemkin
- 23 more episodes that year, every mention in 2023 →
2022 37 mentions in 7 episodes 5 per episode
- The Answers To Scaling, Hiring, And Everything Else: An AMA With Saastr Founder & Ceo Jason Lemkin
- This Founder Built 3 SaaS Companies, hit $40m ARR 3 times. Here's how
- Look Back: Can Outreach beat Vista Backed Salesloft?
- How they hit $12m ARR with just $4m Raised helping RevOps teams with Firmographic Data
- Accel, Iconiq & Salesforce Ventures: "Where Venture Is Right Now: Gritty & Much Harder" at G2 Reach
- Look Back: UserZoom Eye's 2022 IPO, $100m Run Rate in User Experience Management Space
- Look Back: Cognism Prospecting Tool Hits $10m Revenue, 40% Of Last Round Was Secondary
- every mention in 2022, scene by scene →
2021 13 mentions in 10 episodes 1 per episode
- SEO Tool Hits $1m Revenue, 90% yoy Growth, Doing $5m Seed Round Now?
- How He Built The Largest Rev Ops Community In The World (and $500k of revenue!)
- UserZoom Eye's 2022 IPO, $100m Run Rate in User Experience Management Space
- ChiliPiper Meeting Tool Hits $12m Run Rate, Approaching Unicorn Status
- Was Selling Majority to Vista The Right Move? Gainsight Customer Success Platform Hits $100m ARR, 1,000 Customers
- Former Top Sales Rep Will Help You Hire First SDR at Your SaaS Company for $2,500/mo
- Gusto Killed Their $3m Business, Pivoted to $7.8m ATS Business in HR Tech Space
- 0 to $20k MRR in 4 Days? How This SaaS Startup Did It.
- 2 more episodes that year, every mention in 2021 →
2020 1 mention in 1 episode
2019 7 mentions in 1 episode
2017 10 mentions in 4 episodes 3 per episode
- 675: Would you acquire Mattermark? Artesian $700k MRR, $40M Raised w/ CEO Andrew Yates
- 662: $425k Per Month With Software Product Helps With Sales Leads with Corporate360 CEO Varun Chandran
- EP 564: Proleads Passes 100 Customers, $75 ARPU Helping You Find Better Leads with CEO Anders Fredriksson
- EP 536: HGData $24M Raised, $10M 2016 Revenue Helping B2B Companies Get Accurate Data with Mark Godley
- every mention in 2017, scene by scene →
One line per show, most statements first. The link opens Henry's full record on that show: the calibration, argument clarity, speaking style and every statement made there.
| Show | Role there | Eps | Statements | Record | |
|---|---|---|---|---|---|
| SAASTRLEDGER | Founder & CEO, ZoomInfo | 3 | 47 | 86% 6/7 | full record on the Official SaaStr Podcast → |
| TOP FOUNDERSLEDGER | Founder & CEO, ZoomInfo | 3 | 42 | 100% 6/6 | full record on Top Founders → |
| 20VCLEDGER | Founder & CEO, ZoomInfo | 1 | 19 | 100% 3/3 | full record on 20VC → |