Case Study: Zoom achieves accelerated conversions with Outreach

From Misalignment to Delivering the Right Messaging Every Time

Zoom Video Communications, known for its rapid growth during the 2020 surge in video conferencing, faced a new challenge as inbound demand waned: sellers had become order-takers and were bogged down by a fragmented sales tech stack, manual spreadsheets, and missing data. That disconnection between sales and marketing left reps spending too much time on administrative work, hindered prospect targeting and messaging, and reduced conversion predictability.

Zoom partnered with Outreach to build a single system of execution for inbound and outbound prospecting, using standardized templates, persona-based workflows, and native A/B testing to optimize messaging. The result: accelerated conversion rates across the funnel, faster ramp for new reps, reduced mental load for sellers, and clearer data-driven insights that let leaders scale best practices and convert more conversations into revenue.

Zoom

Lindsey Liranzo

Director of Online Sales and Sales Development