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How to add deal benchmark insights to an agent team step in GTM One

Learn how to let an agent team step benchmark an account's deals against peers.

Srivatsa MarthiSrivatsa MarthiPrincipal Product Manager

Learn how to let an agent team step benchmark an account's deals against peers.

Overview

The Deal Insight Agent tool gives an agent team step benchmark intelligence for sales pipeline decisions. It reports three signals for an account, or for a list of accounts:

  • Deal cycle speed: how quickly the account moves from first contact to a final decision, compared with companies in the same deal size range.
  • Win rate: how often sellers win deals with the account, compared with similar companies.
  • Category spend: which vendor categories the account buys from and how its spend is spread across them.

The numbers come from real deal data that companies in ZoomInfo's data network share with ZoomInfo. The data is aggregated and anonymized, so a report shows patterns across real deals, not AI-generated estimates. Dollar amounts always appear as ranges (e.g., "$500K-$1M"), never exact figures.

To understand what a report says and its limits, see How to read a deal benchmark report in GTM One.

Before you start

  • Your organization must be enrolled in the data sharing program. Without it, the tool answers only that your organization is not enrolled and gives no benchmark data. The fix is with your ZoomInfo admin, not in the agent team. See How to manage data sharing settings as an admin.
  • You need edit access to the agent team. If you can view it but not change it, the step's controls are turned off. Ask your ZoomInfo admin for edit access.
  • The tool is not selected by default. Add it to each step that needs it. It is listed under the category Data & Analytics, and whether it appears in the tools list depends on what your organization has available. If you cannot find it, ask your ZoomInfo admin.
  • The tool only reads benchmark data. It does not send emails or change your CRM. The run it belongs to follows the agent team's usual rules for credits and permissions.

Add the tool to a step

  1. In the left navigation panel, click Agent Teams, open the agent team you want to change, and click the Steps tab.
  2. Open the step that should use benchmark data, or click Add action to add a new step.
  3. Open the step's tools menu, and type Deal Insight Agent in the search box.
  4. Select Deal Insight Agent. The menu shows how many tools are selected, and a warning appears when more than nine are selected.
  5. Click Apply. The tool now shows on the step.
  6. In the step's instructions, say what to benchmark and which account or accounts to use (e.g., "Benchmark the deal cycle and win rate for the account from the previous step"). Mention an industry, a deal size range or a spend category when you want to narrow the analysis.
  7. Click Save changes.

To go back to the tools the step started with, open the tools menu and click Reset to default before you click Apply.

Narrow the analysis

The tool accepts these optional narrowing inputs, which the step fills in from your instructions and the earlier steps:

  • Account name: one company to analyze.
  • Industry: an industry to filter or compare against (e.g., Technology, Healthcare).
  • Deal size range: one of $0-$25K, $25K-$100K, $100K-$500K or $500K+.
  • Category: one of Advertising & Marketing, Business Services, Cloud Infrastructure, CRM & Sales Tools, Cybersecurity, Data & Analytics, HR & Recruiting, IT Services or Software Development Tools.
  • Pipeline filters: pipeline filters such as stage, owner, close date range or amount range. The tool's settings also offer a Pipeline Filters default, for example "Q2 Enterprise deals".

A deal size range or category outside these lists makes the step fail. See Troubleshooting deal benchmark insights in agent teams in GTM One.

Check the result

  1. Run the agent team or a preview run. See How to view agent team runs and results.
  2. Open the step's output. The report appears as the tool returned it. See How to read a deal benchmark report in GTM One.

If you see an error

  • "Deal insight generation failed (INVALID_INPUT): query is required and cannot be empty." The step sent an empty request. Add instructions that say what to benchmark.
  • "Your organization is not currently enrolled in the data sharing program that powers this feature. Please contact your ZoomInfo admin to enroll." Ask your ZoomInfo admin to enroll.
  • "No benchmark data is available for this account." The data network holds nothing for the account. Try another account.

For other messages, see Troubleshooting deal benchmark insights in agent teams in GTM One.

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