Inside ZoomInfo’s $1.2B AI GTM Engine | Tal Raz

ZoomInfo powers the world's outbound prospecting — and gets the majority of its own new business from inbound. Tal Raz, ZoomInfo's CMO, explains the flywheel behind a $1.2B ARR go-to-market machine.Tal is a nine-year veteran of ZoomInfo who joined as a marketing analyst and built her way to the C-suite by obsessing over funnel gaps, data quality, and campaign execution. She now leads a ~100-person global marketing team and is one of the architects behind how ZoomInfo actually goes to market — using its own platform to do it.In this conversation, Tal explains why AI tools like ChatGPT and Gemini are doing the buyer research that used to land on your website — and what that means for inbound-dependent companies. She breaks down why most AI-powered outreach fails (it's a data problem, not an AI problem), how GTM Studio compresses a weeks-long campaign launch into hours, and what "no leaders leaders" looks like as a real operating philosophy inside a public company.EPISODE CHAPTERS(00:00) Intro(01:11) Why ZoomInfo — master of outbound — relies on inbound for most new revenue(07:18) Why AI search (ChatGPT, Gemini) is dismantling traditional SEO-driven inbound(11:01) The execution gap: why AI-powered outreach so often gets it wrong(15:33) GTM Studio: how to compress weeks of campaign prep into hours(23:23) AI SDRs — real replacement for human sales reps, or just hype?(27:42) Managing a 100-person global marketing team from Israel(33:11) How to measure marketing by working backwards from ACV, not MQLs(41:46) What Henry Schuck really thinks about brand marketing(44:58) The apology billboard: turning a product failure into a campaign(50:50) Labubu at Dreamforce: making the case for playful B2B marketing(54:18) "No leaders leaders": why ZoomInfo's C-suite stays in the weeds(57:56) From marketing analyst to CMO: Tal's 9-year journey at one company(01:04:56) How AI is changing what it means to be a marketer(01:10:22) Rapid fire: favorite book, admired company, and thought leaderWHERE TO FIND TALLinkedIn: https://www.linkedin.com/in/tal-raz-46529620/WHERE TO FIND TIMLinkedIn: https://www.linkedin.com/in/timsoulo/X: @timsouloWebsite: https://www.timsoulo.com/REFERENCEDZoomInfo: https://www.zoominfo.com/ZoomInfo GTM Studio: https://www.zoominfo.com/products/gtm-studioGamma (the "Office" campaign): https://gamma.app/The 7 Habits of Highly Effective People (Stephen Covey): https://www.goodreads.com/book/show/36072.The_7_Habits_of_Highly_Effective_PeopleKieran Flanagan: https://www.linkedin.com/in/kieranjflanaganLabubu (Pop Mart): https://www.popmart.com/usAhrefs: https://ahrefs.com