The Ledger, every show

“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.”

“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…”

“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…”

“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 …”

“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.”

“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.”

“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.”

“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…”

“The rule of 40 is like a rule of 80 today.”

“It's close to a hundred.”

“No, it's, no, it's not 80, but it, but it's slightly less than 80.”

“Cause you oftentimes I bootstrapped the company to twenty-five million in revenue.”

“Can AI write a better first email than my brand new SDR can try to figure out on their own? Absolutely.”

“We grew the business without any outside investor through 2014, where we were about thirty million dollars of ARR profitable and brought in TA Associates as a private equity investor in 2014.”

“Any of my salespeople have seven recruiting offers in their LinkedIn in mail today.”

“There's a really tight labor market for software salespeople, so I don't see people sitting on the sidelines very long.”

“Going into that earnings report on a relative basis, we were the third most valuable software company in the world. From evaluation purposes, snowflake, cloud flare, us”

“And the world of SaaS, I think, is back to really fast paces of growth or rates of growth.”

“We grew the top line plus 50% last quarter. We did that with 40% operating margins.”

“And it was growing a hundred percent year over year. When we acquired it within six months, it was growing 300% year over year, and now it's growing 200% year over year.”

“When we acquired ZoomInfo, they had a different approach. They hired great managers who inspired and coached and trained their people. They had no optimization, no automation. And they were growing faster.”

“Revenue was it was probably twenty million and it was like ten million dollars of profitability.”

“So at this site, at that point, the company's thirty-five million dollars of revenue, it's growing 60%, and it has 50% EBITDA margins.”

“So TA made this invest investment at two hundred and seventy five million dollars, and now we're four years into the future. This offers for 1.5 billion. We ended up taking an offer at two billion, which TA ended up selling a portion of what they owned and the…”

“We have, and we have a go to market engine that drives a 10 X LTV to CAC. It does a 30 day, there's a 30 day average sales cycle.”

“So first of all, we self-funded through twenty five million in ACV. Which is incredible. Yeah. Annual contract value. And so we were on a twenty five million dollar run rate when we took the funding. And I think we sort of got to a place where we had a hundred…”

“It'll be a little bit more than, yeah, we'll, we'll exit this year around seventy million in run rate.”

“We have a business that's profitable and which is a rare thing in, in, in software period.”

“We grew it from 300,000 in revenue to just under five million in revenue. The business was five million in revenue and doing like 4.7 million in EBITDA.”

“I put 25,000 dollars on my credit card. He put 25,000 dollars in his credit card.”

“We grew 46% with 41% operating margins.”

“Yeah, the international business is growing plus 80% at over a hundred million dollar revenue run rate.”

“My head of new business sales, sales before he came to Zoom Info, was a caddy. He was a caddy on a golf course. My chief revenue officer was a professional poker player who was a 2.5 GPA in a, you know, in not a great school. My, our current chief operating of…”

“I had worked for a similar company when I was in college, and we grew the company from about 300,000 dollars in revenue as a lifestyle business to five million in revenue. At five million in revenue, it was like 4.8 million dollars in EBITDA, and so there wasn…”

“I was on the front line doing the sales for the first five years of the company's existence. Like I was, I had regular quota carrying sales rep on top of everything else.”

“I bootstrapped the company with my co-founder in 2007, we put 25,000 dollars on our credit cards and went to market. We built a really profitable business that high, high margins. And we didn't bring in our first outside capital. Until for seven, seven years l…”

“At the time we acquired zoom info was growing faster than us.”

“We took people from the discover org offices in, in in Bethesda and Vancouver, and then we stuck them inside of those offices. And that's important, right? And once you did that, it just changed the, like nearly instantly. You saw an uptick in in ASP and ACV a…”

“We were twenty five million when they invested. And from a run rate perspective, we're probably one 21 30 when Carlisle came in.”

“And we sell it on a subscription basis to the sales and marketing departments of over 2100 companies across the globe.”

“At the previous company, I had steered that company from 300,000 in revenue to close to five million in revenue in a private equity exit”

“They end up being worth somewhere between like 304 100,000 dollars.”

“It's plus 90%.”

“So we're a sales intelligence platform that is focused on providing really deep intelligence on the company and the contact information of buyers of 60,000 companies worldwide.”

“We have about 315.”