Overview

As the leader in GTM intelligence, ZoomInfo has long delivered value through its powerful application layer. But over the last few years, enterprise buyer behavior changed dramatically.

Customers no longer wanted to log into a dashboard. They wanted ZoomInfo’s data delivered directly into their data ecosystems: Snowflake, Databricks, BigQuery, and beyond.

This shift created a massive opportunity – and enormous complexity – for the business. 

To meet this growing demand, ZoomInfo needed to scale its Data-as-a-Service (DaaS) business fast. That’s where Bobsled came in.

“Outside of our core platform, DaaS is our fastest growing business," said Scott Morrison, Data-as-a-Service Leader at ZoomInfo. "I don’t think it’s hyperbole to say Bobsled has been at the core of making that scale happen."

The Challenge: Scaling DaaS Everywhere, All at Once

When Scott Morrison joined ZoomInfo’s DaaS team, the opportunity was clear but so were the roadblocks. Every time a customer asked for data in a new environment, it triggered a complex set of internal workflows:

• Multiple engineering teams tapped
• Customized delivery pipelines stood up from scratch
• Weeks spent resolving configuration issues before value was delivered

“It felt like we were building the plane while flying it," said Morrison. "Every new destination meant a bespoke build.”

For a company looking to scale fast, this simply wasn’t sustainable.

ZoomInfo needed a way to standardize delivery without sacrificing flexibility and to empower its teams to move at the speed customers expected.

The Solution: A Scalable Delivery Layer with Bobsled

By implementing Bobsled, ZoomInfo was able to shift from a manual, engineering-heavy onboarding model to a repeatable, streamlined system that any solutions team member could manage directly.

Key Outcomes:

• 80% reduction in onboarding time, from ~90 days to ~15 days
• Delivery time dropped from weeks to days
• New product launches shortened from months to weeks
• Customer success empowered to own delivery without engineering support

“With Bobsled, we’re not just getting data to customers faster," said Morrison. "We’re freeing up our engineering team to focus on the next generation of products.”

Impact Across the Business

Faster Product Launches and Feedback Loops

ZoomInfo’s DaaS team is constantly launching new data products, including both freshly acquired datasets to newly derived signals and attributes. Before Bobsled, each product launch was an exercise in complexity. Custom pipelines, manual data validation, cross-team coordination: it all added up to long lead times and slower feedback from customers.

Now, that cycle is radically different.

With Bobsled, ZoomInfo can stand up new products quickly and iterate fast. Teams can test, package, and deliver data directly into a customer’s preferred environment, often in a matter of days. Whether it’s a custom intent signal or an experimental data asset, the operational lift is minimal, and the path to enablement is fast.

“Bringing new data products to market is one of our core pillars," said Morrsion. "With Bobsled, we’ve reduced the time from acquisition to customer delivery from months to weeks—sometimes even days.”

This velocity unlocks a number of benefits:

• Faster validation of new data assets
• More responsive product development
• Shorter feedback loops with strategic customers
• Higher likelihood of expansion due to early insight

In short: Bobsled doesn’t just help ZoomInfo ship data faster, it helps them learn, adapt, and grow faster than ever before.

Accelerated Activation and Upsell Opportunities

For data businesses like ZoomInfo, the first month of a contract aren’t just about onboarding—they’re where long-term success is won or lost. If customers don’t see value early, it’s hard to build momentum. And if delivery lags, activation stalls.

Bobsled helped ZoomInfo flip that script.

“We all know you can win or lose a renewal in the first 30 days. Before Bobsled, we were spending most of that time just getting to the starting line," said Morrison. "Now we’re focused on education, enablement, and finding the next best action for the customer.”

By shortening the time it takes to get data into a customer’s system from weeks to days, ZoomInfo is now able to:

• Deliver value almost immediately after contract signature
• Start enablement conversations earlier in the lifecycle
• Identify upsell and cross-sell opportunities sooner
• Avoid the friction of delayed implementation cycles

Instead of burning valuable time coordinating internal teams and resolving delivery blockers, customer success managers can now focus on helping customers explore the data, apply it to their GTM strategy, and start asking: what else can I do with this?

“I want my team focused on what’s next, not chasing down engineering tickets," said Morrison. "Bobsled lets us do that.”

In a world where customer expectations are sky-high, Bobsled gives ZoomInfo the operational edge to not only meet them—but to turn early adoption into long-term growth.

Customized Data, Delivered Intelligently

Historically, data delivery meant dropping the full record set into a file storage and letting customers figure it out. But today’s enterprise buyers expect precision: they want only the data that’s relevant to their market, integrated seamlessly into their own workflows.

That’s where Bobsled has been a game-changer.

With Bobsled, ZoomInfo can now deliver tailored data feeds aligned to each customer’s ideal customer profile (ICP), total addressable market (TAM), or unique segmentation logic. That means less time wasted parsing irrelevant data and more time spent generating insights.

“We’re not just sending big data dumps anymore," said Morrison. "With Bobsled, we’re delivering exactly what a customer needs, in the exact format they need it.”

This intelligent delivery approach offers several advantages:

• Improved time-to-insight for customers
• Higher engagement with the data
• Lower support and integration friction
• More impactful use of ZoomInfo’s signal products

By shifting from generic exports to contextual delivery, ZoomInfo is elevating the way their customers engage with their data—and increasing the value of every DaaS contract.

Empowered Teams, Focused Engineering

One of the most transformative benefits of Bobsled has been the redistribution of work across ZoomInfo’s teams.

Previously, the DaaS delivery process was heavily reliant on engineering and DevOps resources. Even straightforward customer requests could trigger long internal queues, with engineering juggling delivery builds alongside core product development.

Bobsled flipped that dynamic.

Now, ZoomInfo’s customer success and delivery teams have the tools they need to fulfill data requests on their own without writing code or opening engineering tickets. With a few clicks, they can spin up a new destination, configure a delivery format, and fulfill the request in a fraction of the time.

“There’s a sense of empowerment now," said Morrison about his team. "One person can handle what used to take two or three teams.”

The impact is twofold:

• Customer-facing teams move faster and deliver more value
• Engineering stays focused on strategic R&D work that drives long-term revenue

Even more importantly, this change has strengthened the partnership between solutions and product teams. Rather than being gatekeepers, engineering now operates as enablers. They can build reusable infrastructure that scales across customers.

As ZoomInfo continues to grow its DaaS customer base, that division of labor will be critical to maintaining speed and quality at scale.

The Bigger Picture: A Strategic Partner for Growth

What started as a delivery enabler quickly became a strategic partner.

Bobsled isn’t just helping ZoomInfo move data. It’s helping them reimagine how DaaS fits into their product ecosystem, from usage telemetry to cross-platform integration.

“We see DaaS as a pillar of our broader product suite," said Morrison. "Bobsled is the engine that lets us activate our products in the platforms where our customers actually work."

As ZoomInfo builds toward a future where customers expect seamless data access across environments, Bobsled remains central to delivering on that promise.

Looking Ahead

ZoomInfo’s DaaS business has more than doubled in the last year. With Bobsled, they’re now equipped to handle that scale—and continue growing without bottlenecks.

As the company expands into new products, new destinations, and new segments, Bobsled will be there to ensure every customer can start fast, go deep, and scale with confidence.

“Bobsled isn’t just a delivery tool. It’s a growth accelerator," said Morrison.

Want to accelerate your time-to-value like ZoomInfo?

Let’s talk.

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