$1.2B ARR CRO on AI in GTM (w/ James Roth from ZoomInfo)

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The Revenue Formula

Toni Hohlbein & Raul Porojan

245 episodes

1 week ago

This podcast is about scaling tech startups. Hosted by Toni Hohlbein & Raul Porojan, together they look at the full funnel. With a combined 20 years of experience in B2B SaaS and 3 exits, they discuss growing pains, challenges and opportunities they’ve faced. Whether you're working in RevOps, sales, operations, finance or marketing - if you care about revenue, you'll care about this podcast. If there’s one thing they hate, it’s talk. We know, it’s a bit of an oxymoron. But execution and focus is the key - that’s why each episode is designed to give 1-2 very concrete takeaways.

Management

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All content for The Revenue Formula is the property of Toni Hohlbein & Raul Porojan and is served directly from their servers with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.

Management

Business

$1.2B ARR CRO on AI in GTM (w/ James Roth from ZoomInfo)

The Revenue Formula

53 minutes

1 month ago

$1.2B ARR CRO on AI in GTM (w/ James Roth from ZoomInfo)

James Roth, CRO at ZoomInfo, joins Toni to break down how AI is reshaping go-to-market. From the collapse of inbound demand to the rise of intelligent outbound, he explains how teams can stay efficient, use AI without the hype, and turn data into real impact.

We also talk about ZoomInfo’s $1.2B ARR growth, the myth of “AI-native” startups, and what go-to-market intelligence actually means in 2025.

Want to work with us? Learn more: revformula.io

(00:00) - Introduction
(01:38) - ZoomInfo's Growth and Public Perception
(06:45) - AI's Role Today
(10:04) - ZoomInfo's Approach to AI and Competition
(15:35) - Go-to-Market Intelligence Explained
(21:09) - Integration and Collaboration in the Industry
(26:01) - SEO Challenges and Market Impact
(28:45) - The Resurgence of Outbound Sales
(33:27) - AI's Role in Sales Efficiency
(39:46) - Leveraging AI for SMB Data
(46:39) - The Drive for Efficiency with New Tools
(53:10) - Next Week: $5M ARR per AE with AI