The Revenue Formula

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

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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
    • ...more
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    The Revenue FormulaBy Toni Hohlbein & Raul Porojan
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