“Countless Integrations with the Existing Tech Stacks is Our USP” Says Madhav Nair

Launching new products in the market requires meticulous planning and flawless implementation of the strategy. Go-to-market solutions do not only require a great initial launch but also a vision to lead business growth pivoted on a sustainable life cycle of the product. ZoomInfo, a multi-platform software service provider, has all the strategies charted to make the business scale up delivering customer value. Analytics Insight has engaged in an exclusive interview with Mr. Madhav Nair, Senior Vice President of Engineering at ZoomInfo to get an idea of how a RevOS works for a company in driving leads.

1. Kindly brief us about the company, its specialization, and the services that your company offers.

ZoomInfo is a go-to-market software, data, and intelligence company that helps sales, marketing, operations, and recruitment teams find their next best customer or candidate. ZoomInfo customers rely on its revenue operating system, RevOS, which consists of four platforms: SalesOS, MarketingOS, OperationsOS, and TalentOS. These solutions pair best-in-class technology with unrivaled data coverage, accuracy, and depth of company and contact information.

2. With what mission and objectives, the company was set up?

ZoomInfo CEO Henry Schuck co-founded the company in his law school apartment to provide the information and tools that enable sales, marketing, and recruiting professionals across the globe to hit their numbers and grow their businesses.

3. Mention some of the awards, achievements, recognitions, and clients' feedback that you feel are notable and valuable for the company.

ZoomInfo has earned several "Best Places to Work" awards over the past few years. The company has also been recognized with "Best Company Culture," "Best Company for Women," and "Best Company for Diversity" awards. ZoomInfo's offerings are consistently rated as the top products in their space by both users and industry analysts. Our Founder and CEO Henry Schuck has also been named to the 2020 Fortune "40 Under 40" list.

4. What is your biggest USP that differentiates the company from competitors? Please brief us about the products/services/solutions you provide to your customers and how they get value out of it.

ZoomInfo is a one-stop shop for any company, and we offer countless integrations with the tech stacks they already use. What sets us apart from our competitors is that we don't really have any direct competitors. Because we help our customers with such a vast array of functions, no other company can say they do what we do. We've been doing this for a long time and learning and honing a lot. We've acquired the best companies, and we've built a premium service with the best team. We're not here to replace any CRMs; we're here to make sure companies have the correct contact information in their databases, as well as the software to activate that information and engage with their customers, so they can be more efficient and effective.

5. How do you plan to revolutionize the Indian market and what are your plans to tap the market?

The pandemic and recent economic turbulence have changed the way talent approach their job search, and it has challenged the way recruiters think about hiring and retaining key talent. With India being the home of some of the top tech talents in the world, we're looking to expand our presence in the country in 2022 and beyond. We've more than tripled our India-based employees since ZoomInfo at the start of 2022. Prospective employees are attracted to ZoomInfo because they experience a high-energy, incentive-driven culture comparable to a startup, which also comes with more rewarding challenges, the freedom to experiment, and opportunities to contribute to future innovations and products. That's something big-name companies aren't able to offer. ZoomInfo continues to grow and outperform most other tech companies, who are pulling back or downsizing with the current state of the world economy. ZoomInfo is hiring at its offices around the world, including for several roles in India.

6. How do you see the company and the industry in the future ahead?

There are increasingly more opportunities for employees of all levels to break into the industry, and they're being trusted with more meaningful responsibilities. International growth is a key focus for ZoomInfo in 2022 and beyond. As we expand our physical foothold in India, we're hiring for several roles based out of our India office, including in customer experience, engineering, corporate engineering, sales, and human resources.

7. What is your Leadership Mantra?

I try to organize every interaction I have with teams into three buckets: educate, empower, and energize.

• Educate: Start with the big picture, help teams understand the overall context around their work, and connect it with the company goals. There's no better driver of employee engagement than knowing that the work you're doing is meaningful for the company.
• Empower: Ensure the team I'm interacting with has all the tools and information they need to execute, without additional help from me or other leaders. They should feel totally empowered to own their outcome.
• Energize: Leave people with an extra sense of passion and drive toward their work. We are here to grow, thrive, and win.