Case Study: ZoomIn

We interviewed Paul Maass, former VP of Global Account Management at ZoomIn, about the overview of their program with SalesRoads:

Background

ZoomIn helps software companies unify scattered content from various departments into a single, accessible interface, streamlining the user experience and making it easier for customers to find relevant product information.

Challenge

When ZoomIn engaged SalesRoads, they lacked a clear, compelling message to take to market. Their two-person sales team had minimal outbound activity, no structured approach to prospecting, and little to no inbound meeting flow. Instead, they relied on conferences, industry networks, and the founder’s connections to generate leads.

Without a refined message, their outbound sales efforts were ineffective, and even in-person events weren’t yielding strong results. They needed help to craft a value proposition, reach potential buyers, and start generating meaningful sales conversations—quickly.

Solution

SalesRoads immediately took existing collateral, refined the company’s value proposition, and crafted a concise, high-impact cold call script. This gave the sales team a clear, repeatable way to communicate their offering to prospects.

To support the new messaging, SalesRoads also built a targeted contact list. While ZoomIn had some data in Salesforce, they lacked a comprehensive database and a contact intelligence tool like ZoomInfo. Leveraging their own resources, SalesRoads generated a high-quality list of several thousand potential buyers.

With the messaging and contacts in place, SalesRoads launched outbound calls immediately, delivering weekly call recordings to ZoomIn. This real-time feedback allowed the team to analyze what resonated with prospects and refine their pitch. Within just four months, this structured approach led to new business meetings, a major deal, and a clear return on investment.

Results 

The immediate impact of working with SalesRoads was highly noticeable. Within a short period, the company started securing discovery calls that previously wouldn’t have been possible. The flow of calls became much more consistent, with several calls scheduled each week. 

This consistent call flow provided the sales team with the opportunity to engage with prospects who had never heard of the company before.

Key results include:

• Several new business discovery calls are scheduled each week, leading to increased opportunity and engagement with potential clients.
• The first deal was closed within four months, and the investment paid off quickly due to the short sales cycle.
• The company rapidly honed their messaging and value proposition, learning what resonated with customers over time.
• Outbound sales became a proven strategy, providing a foundation for the company to build its own in-house sales team.
• The combination of SalesRoads’ expertise and an internal sales team enabled the company to scale its efforts effectively and sustainably.