Observed Signal · Jul 27, 2026 · Case Study / Customer Implementation · Source: https://martechseries.com/feed/ · Impact: 2/5 · Sentiment: Positive
Xactly Improves Account Scoring with ZoomInfo
Xactly rebuilt its account-scoring model using ZoomInfo data and saw the majority of its pipeline and wins concentrate in top-scored accounts. In the first quarter after deployment, 77% of Xactly’s marketing-qualified leads came from accounts scored A or B; those accounts accounted for 78% of opportunities and 86% of wins. Xactly combined ZoomInfo’s advanced account intelligence with its own customer and prospect data, grading roughly 245,000 prospect accounts into A–D tiers. ZoomInfo’s customer success team assisted in building and operating the model. Xactly is expanding ZoomInfo usage across marketing and sales and uses ZoomInfo data in its broader AI strategy under a governance framework.
Quantitative customer-success metrics demonstrate the value of third-party B2B data for account scoring and GTM alignment, but this is an individual vendor case study rather than an industry-wide policy or platform change.
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Key Takeaways & Evidence Grounding
- Xactly rebuilt its account scoring model on ZoomInfo data.
- In the first quarter after the new model went live, 77% of Xactly’s marketing-qualified leads came from A- or B-scored accounts.
- Top-scored accounts represented 78% of opportunities.
- Top-scored accounts represented 86% of wins.
- The model graded about 245,000 prospect accounts into A, B, C, and D tiers.
Connected Companies & Entities
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