ZoomInfo Tracker VS Lean Layer: Job Change Tracking

What else should I be aware of with considering ZoomInfo?

Well, a lot.

What it all comes down to is what's going to work and what's going to be scalable and drive results.

Technically all job change data is available on LinkedIn, but if your sales reps were already successfully tracking it this way - you probably wouldn't be here reading this. 

Even for companies that do have sales reps that are attempting to track this through LinkedIn, we're still finding 25-30% of job changes in their CRM are not being captured.

Why? Because it's not a scalable process once you have more than a handful users to be tracked per rep. 

If you want this program to work, you have to select a data source that's going to seamlessly fit into your teams workflow. Let's discuss some of the main limitations with using ZoomInfo for this data.

Manual Work and Account Limitations

One of the biggest challenges with ZoomInfo for job change tracking is the
manual work it requires from your sales team. 

If you're not planning on forking out the additional ~$15k for the enrichment add-on, your sales process is going to look something like this:

Account Manager/CSM:
1. Log in to ZoomInfo
2. Manually find and select contacts they want to track 
3. Request ZoomInfo to track selected contacts
4. Wait for job change alerts
5. Get notified of job change alerts
6. Decide which job changes they want to push to your CRM
7. Push job changes to CRM
8. Alert manager for RevOps team for routing

Sales Manager/RevOps Team:
9. Based on usual routing rules, decide who this contact should be routed to
10. Route to appropriate new business sales representative

Account Executive:
11. Contact Account Manager for context on the account
12. Enrich contact data where needed (email/phone)
13. Call or email prospect

See ZoomInfo’s video of the process here.

This not only adds to your sales team's workload but also limits their ability to track contacts at accounts they don't have access to or if they do get access to them, it gives them the ability to go rouge.

The platform's setup allows for reps to decide who they want to track and may lead to  misalignment in strategy and messaging as well as all sorts of operational hiccups from lead distribution to double hitting of accounts etc.

Lean Layer, on the other hand, eliminates these manual tasks by updating this information in your CRM directly and automatically assigning and notifying your sales team. So your teams process looks like this instead:

Account Executive:
1. Assigned new lead(s) 
2. Leverage Lean Layer's tried and true playbooks to enroll prospect(s) into sequence(s) for outreach

Easy.

Data Feed VS Revenue Program

To maximize conversion rates, it's essential to segment and personalize your outreach based on different job change scenarios and personas.

That's why we run our job change tracking service as a revenue program specifically designed to generate pipeline and results.

We provide you with everything you need to make this program successful including segmenting capabilities, targeted playbooks for personalized outreach and a comprehensive training module that takes you through every tip and trick to ensure high conversion rates.

Unlike ZoomInfo, which primarily functions as a data feed and lacks an easy way to differentiate individuals who had previous trials, demos, or varying levels of engagement with your company.

Operational Setup and Monitoring Success 

One of the critical aspects of any new program is monitoring and measuring results.

As RevOps experts, we do the operational set up for you and create three different dashboards directly in your CRM.

Our user-friendly dashboards allows you to monitor the success of your initiative, track conversion rates, measure pipeline growth, manage execution and SLAs, and calculate ROI. This centralized view enables better decision-making and provides valuable insights to stakeholders across the organization.

In contrast, ZoomInfo does not provide reporting or result-tracking in any capacity and internal resources will be required for implementation and set up.

Data Update Frequency

ZoomInfo is an incredible tool for what it is, a huge database. We've used it, we even recommend it for solving certain problems - just not for Job Change Tracking.

Because it's a huge database, with over 200 million contact records, it can take up to 6 months for that database to be updated. 

For a program like this one, time is money.

6 months is plenty of time for your competitors to get to your previous contact's new budget first and at that point, the data isn't useful or actionable anymore.

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So what's the ultimate difference? Lean Layer is not another tool and we're not sales professionals. We're revenue operations experts and we're offering a proven Revenue Program that takes care of all the nuances that comes with job change tracking.