Case Study: Xactly Improves Lead Quality with ZoomInfo

Xactly ZoomInfo Data Improves Account Scores, Drives More Opportunities

Xactly, a pioneer in intelligent revenue software, needed to improve lead quality because too many leads were outside its ideal customer profile, wasting sales time and reducing efficiency. The company partnered with ZoomInfo and used ZoomInfo’s data to strengthen account scoring and focus sellers on the right opportunities.

ZoomInfo worked closely with Xactly to combine its B2B data with Xactly’s internal data, helping build a scoring model for about 245,000 prospect accounts. The new system quickly improved targeting and increased wins, with Xactly reporting $200,000 in pipeline and 50 new opportunities in the first quarter alone.

Xactly

Jennifer McAdams

Chief Marketing Officer