ZoomInfoAs ZoomInfo looked to expand beyond its core data and software offerings into services, it acquired Dogpatch, whose advisory model was a strong strategic fit for helping companies optimize their go-to-market motion. As Senior Director of Revenue Operations, I was chosen to lead the integration in partnership with the Dogpatch CEO, tasked with turning a strategic acquisition thesis into an operational reality.
I built the end-to-end integration plan, mapping out how Dogpatch's team and capabilities would be folded into ZoomInfo's broader organizational structure. Working cross-functionally with marketing and sales, I helped package Dogpatch's advisory offering into a new branded service line, "ZI Labs," complete with a defined go-to-market strategy. To support adoption, we also developed an ROI model that we used to demonstrate value to both existing ZoomInfo clients and new prospects considering the advisory services.
The launch delivered strong early results: within the first two quarters, ZI Labs signed on a meaningful number of new clients and generated new services revenue that exceeded our initial targets. The successful integration validated ZoomInfo's move into services and established a repeatable model for packaging and selling advisory offerings alongside its core data and software products.
