Case Study: Zip achieves cleaner, prioritized global account coverage with Kernel AI

Zip uses Kernel agents to fuel global expansion

Zip, an agentic procurement orchestration platform, faced significant challenges in scaling its sales operations due to generic and inaccurate data from traditional providers. Its specific ideal customer profile (ICP) could not be identified with standard industry codes, forcing sales representatives and the RevOps team to spend excessive time on manual research, data cleaning, and account prioritization. To address this, they partnered with vendor Kernel Ai.

Kernel Ai implemented a multi-faceted solution, first cleaning Zip's CRM by removing 20,000 dead and duplicate accounts and mapping corporate hierarchies. The vendor then enriched over 100,000 accounts with custom data points, including specific industry verticals, and built a prioritization engine to rank accounts by ICP fit. Furthermore, Kernel Ai sourced over 20,000 new, high-fit accounts. This provided Zip's sales teams with clean, prioritized lists, enabling them to focus on selling rather than manual research and efficiently support global expansion.

Zip

David Ma

Vice President GTM Strategy & Operations