Case Study: Flight Centre Travel Group achieves 87% more appointments and 50% more calls with ZoomInfo

Flight Centre Travel Group - Customer Case Study

Flight Centre Travel Group (FCTG) is a global corporate travel management company expanding into the U.S. market. Entering an unfamiliar territory where the brand was not well known, FCTG struggled to identify and connect with enough prospects—previously targeting only one lead per company—and was underperforming on calls, emails, and appointments.

By adopting ZoomInfo (and its Salesforce plugin) and shifting to an account-based sales approach—with Outreach integrations—FCTG could target multiple decision-makers at each account and scale outreach. The result: monthly touches rose from ~25,000 to over 45,000, calls increased by more than 50%, appointments grew by about 87% month‑over‑month, ROI multiplied, and ZoomInfo remains the company’s primary data platform.

Flight Centre Travel Group

Daniel Duffy

Director of Multinational Sales & Sales Enablement