Syncro, a provider of IT management software for managed service providers (MSPs), has significantly expanded its outbound sales efforts after adopting ZoomInfo's AI-powered audience-building capabilities. According to ZoomInfo, the initiative enabled Syncro to launch more outbound campaigns within a few months than it had over the previous two years, contributing approximately $400,000 in sales pipeline and $150,000 in revenue while accelerating campaign execution through automation and data-driven targeting.

Syncro is reshaping its go-to-market (GTM) strategy by moving beyond an inbound-only sales model and embracing AI-powered outbound marketing built on ZoomInfo's customer intelligence platform. According to results shared by ZoomInfo, the IT management software company generated approximately $400,000 in qualified sales pipeline and $150,000 in revenue within months after implementing a new outbound motion supported by self-service audience building and automated buyer identification.

The initiative reflects a broader shift occurring across B2B software organizations as revenue teams increasingly use artificial intelligence, first-party intent signals, and automation to identify prospects and personalize outreach at scale.

Before adopting the new workflow, Syncro relied primarily on inbound demand generation, with paid search serving as its principal acquisition channel. Marketing teams had limited autonomy because building prospect lists required requests to operations teams and manual CSV-based data transfers. This slowed campaign execution and made experimentation difficult.

The company's target market presented an additional challenge. Syncro primarily serves managed service providers (MSPs), but many businesses within that sector do not explicitly identify themselves using the "MSP" label. Traditional firmographic filtering therefore struggled to accurately identify qualified prospects, limiting the effectiveness of outbound sales initiatives.

To address this problem, Syncro rebuilt its outbound strategy using ZoomInfo's AI-driven audience-building capabilities. Instead of relying solely on predefined company attributes, marketing teams describe target audiences using natural language prompts. The platform analyzes company websites for contextual indicators—such as references to IT support, technology services, or managed infrastructure—to classify organizations that fit the desired customer profile.

This approach represents a growing trend in AI-powered B2B audience intelligence, where contextual understanding increasingly complements conventional firmographic and demographic data. Similar advances are emerging across enterprise platforms from Google, Microsoft, Salesforce, and Adobe, as AI becomes central to customer segmentation, predictive marketing, and revenue operations.

Syncro structured its outbound engine around three primary workflows. The first focuses on identifying managed service providers at scale through AI-based classification. The second re-engages previously closed-lost opportunities by personalizing outreach using historical sales call transcripts. The third identifies organizations visiting high-value website pages, such as pricing or product information, and automatically enrolls those prospects into outbound sales sequences based on real-time buying intent.

Together, these workflows combine buyer intent data, conversational AI insights, and marketing automation into a more dynamic go-to-market process. Rather than waiting for prospects to submit forms or request demonstrations, the company can proactively engage organizations showing behavioral signals associated with purchase consideration.

According to the reported results, Syncro launched 35 outbound campaigns within several months—more than the total number launched during the previous two years combined. The company attributes approximately $400,000 in sales pipeline and $150,000 in revenue to the initiative. Individual automated plays also generated measurable business impact, including more than $100,000 in annual recurring revenue (ARR) from website visitor identification and another $100,000 from re-engagement campaigns targeting previously lost sales opportunities.

Campaign execution has also become substantially faster. Processes that previously required coordination across multiple departments can now reportedly be completed in roughly one hour, allowing marketing teams to rapidly test messaging variations, industry-specific campaigns, buyer personas, and lookalike audiences. This level of operational agility supports continuous experimentation, an increasingly important capability in modern B2B demand generation.

The initiative also coincided with the creation of Syncro's Business Development Representative (BDR) function. Rather than relying exclusively on inbound leads, the newly established team now works opportunities generated through automated outbound sequences, reflecting the organization's broader investment in scalable revenue operations.

Looking ahead, Syncro says it aims to build a fully autonomous go-to-market engine capable of supporting more than 100 always-on campaigns that continuously analyze fresh data, monitor buyer signals, and trigger personalized engagement automatically. While autonomous GTM remains an emerging concept, advancements in AI, predictive analytics, and workflow automation are accelerating adoption across enterprise sales organizations.

Industry analysts view this evolution as part of a broader transformation in B2B marketing. According to Gartner, AI is becoming an increasingly important component of revenue generation, enabling organizations to improve targeting, forecasting, and customer engagement. Meanwhile, McKinsey & Company reports that generative AI has the potential to create substantial productivity gains across sales and marketing by automating research, personalization, and customer interactions.

For enterprise marketing and revenue teams, Syncro's implementation illustrates how AI-powered audience intelligence, intent data, and automation can help overcome long-standing challenges in identifying niche customer segments. As organizations seek to balance efficiency with personalization, integrated GTM platforms are evolving from sales databases into intelligent systems capable of supporting continuous prospect discovery, campaign execution, and revenue optimization.

Market Landscape

Modern go-to-market platforms are rapidly evolving beyond contact databases into AI-powered revenue intelligence ecosystems. Organizations increasingly combine buyer intent signals, first-party website engagement, conversational AI, and automated workflows to identify prospects and personalize outreach across the customer journey.

This shift is driving demand for platforms that integrate audience intelligence, marketing automation, sales engagement, and predictive analytics, enabling revenue teams to execute scalable outbound programs with greater speed and precision.

Top Insights

• Syncro transformed its GTM strategy by adopting ZoomInfo's AI-powered audience-building platform, generating approximately $400,000 in pipeline and $150,000 in revenue within months.
• AI-based company classification helped identify managed service providers that traditional firmographic filters often failed to recognize, improving outbound targeting accuracy.
• Automated website visitor identification, closed-lost account re-engagement, and intent-driven outreach became the foundation of Syncro's scalable outbound engine.
• Marketing teams reduced campaign creation time to roughly one hour, enabling rapid testing of messaging, verticals, buyer personas, and lookalike audiences.
• The initiative reflects a growing enterprise trend toward autonomous GTM systems powered by AI, real-time buyer intent, and marketing automation.

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