As a company that designs and deploys cloud technology for small to mid-size businesses, Cumulus Global is committed to improving the technological infrastructure of its customers. To help achieve this goal, the company’s sales and marketing teams must try to understand customer infrastructures as best they can. This challenge, according to CEO Allen Falcon, was what led Cumulus Global to become a customer of Datanyze (which was acquired by ZoomInfo in 2018). “Datanyze’s technographics feature,” Allen explained, “had become integral to us, because it gave us insight into our prospects’ overall environment and technical sophistication. It lets our sales team walk into conversations informed and with insights.” Consequently, when it came time for them to migrate to ZoomInfo, the team at Cumulus Global was—as most teams are—slightly apprehensive of leaving behind a tool they had grew to know so well for a new, unfamiliar platform. equally as smooth. “I have no doubt that if I was, in that first week, doing an outbound campaign, I would have been able to do the research and build my lists and manage the campaign without any trouble,” he reflected.

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