How to
Getting more out of ZoomInfo once the contract is signed.
ZoomInfo is usually bought for prospecting and used only for that. The same data applied to open pipeline answers a different and more valuable question: which of the deals you already have look like the ones you actually win.
The part most teams never use.
A ZoomInfo contract gets justified on list building. Find accounts, get contacts, load the sequencer. That is real value and it is where usage stops.
The same firmographics and intent applied to open pipeline answers a question the sequencer cannot: of the deals already in flight, which resemble your closed won deals and which resemble your closed lost ones.
Fit is not a score on its own.
Knowing an account matches your ICP tells you it was worth opening. It does not tell you whether this particular deal will close, because two accounts with identical firmographics behave completely differently once a deal is live.
Fit is useful as one input among several, weighted next to what the buyer has actually done. On its own it is a reason to prospect, not a reason to forecast.
Where the spend usually leaks.
Licenses bought and not used. Credits spent enriching records nobody looks at afterward. Intent topics configured for the wrong category, which quietly makes every intent signal useless without anybody noticing.
That last one is worth checking directly. If the configured topics do not match what you actually sell, the intent data has been noise the whole time.
Using it alongside deal scoring.
Kaypo takes fit as one input among many and weights it beside what the buyer has done: meetings, replies, the buying process, people joining the deal. You set how much fit is worth relative to behavior, and the back test shows whether that weighting actually separates your wins from your losses.
Kaypo reads ZoomInfo on your own credentials, so your contract stays yours.
Questions
Is ZoomInfo worth the money?
It depends on usage rather than the data. The common failure is buying it for prospecting, using it only for list building, and never applying it to open pipeline or checking that intent topics match what you sell.
Can you use ZoomInfo data for deal scoring?
ZoomInfo data works for deal scoring as one input among several. Firmographic fit tells you an account was worth opening; it does not tell you whether a live deal will close. It works best weighted alongside buyer behavior.
It arrives in Slack
Every morning, each rep gets one message naming the deals on their own book that moved overnight, biggest mover first, with the reason beside each number and the deals that have gone quiet underneath.
$99 a month, cancel any time.. Everyone on the team. No per seat charge. Connect a CRM and it runs. No implementation fee. 14 day trial. No card.
Related reading
Kaypo vs ZoomInfo
ZoomInfo finds accounts and contacts. Kaypo scores the deals you already have. How the two fit together and where the overlap actually is.
How to tell which of your open deals are actually real
Every pipeline has deals that are alive and deals being carried. The difference shows in what the buyer did, not the stage somebody dragged the card to.
How to score deals in Salesforce or HubSpot
The three ways to score deals in a CRM, what each costs in time and money, and why most home built scoring models stop being maintained within a quarter.
Weighting company behavior against individual behavior in a deal score
A deal is a company decision made by people. Scoring only one level misses half the picture, and the balance between them is business specific.
Reviewed September 20, 2026 against the product as it behaves today.