Key Contacts Across Your CRM Accounts

Overview

A handful of people on the inside decide whether a deal closes. This audience returns them. It reads the role that contact insights assigns to each contact in your CRM and keeps every role that moves a deal: decision makers, champions, economic buyers, and the rest. Legal and procurement contacts, blockers, and contacts with no role assigned stay out.

Each record carries the contact's role, the CRM account they sit on, and that account's owner. Job-move tracking rides along, so a buyer who leaves shows up with both the company they left and the one they joined. The audience is dynamic. When contact insights scores someone new, they appear on the next refresh.

What's Included

• Contact Details: First name, last name, email, and company name
• Role Signal: The role contact insights assigned, for everything except legal_procurement, blocker, and unknown
• Account and Owner: The CRM account name, plus the owner's name, email, and entity ID
• Move Status: Whether the contact has changed jobs, and when the move was detected
• Both Sides of the Move: Previous and new company, each with its ZoomInfo company ID
• Start Date: When the contact began at the new company

Use Cases

Renewal and Expansion

Route renewal outreach through the people who shaped the original deal rather than through whoever signed the contract. The account owner travels with every record, so the play reaches the rep who owns the relationship.

Job Changes

A decision maker who lands somewhere new is the fastest path into an account you have never sold. Watch the move fields, then work the names worth working.

Rebuilding a Buying Committee

When one person leaves an account you own, the rest of the committee is still there. Filter to the account, see who remains, and see what role each of them played.

Warm-Intro Sourcing

Map these contacts to their own networks to find introductions into target accounts that no cold sequence will reach.