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9 SaaS Growth Tactics Plus ZoomInfo CEO Henry Schuck on AI Agents

Nathan Latka hosts ZoomInfo CEO Henry Schuck on AI agents and debt, then covers ChatGPT traffic, Lemlist emails, Wingify affiliates, LinkedIn ads and soft power.

Nathan Latka

Published February 24, 2025
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What you’ll learn

Nathan Latka hosts a live Founderpath SaaS CEO webinar in which ZoomInfo CEO Henry Schuck describes a system of intelligence with an agent for every account, and explains how ZoomInfo uses debt and share buybacks. Latka then walks through nine tactics, including ChatGPT traffic, prompt marketing, a Lemlist upsell email, Wingify affiliates, Paragon LinkedIn ads and soft power built on reviews, books and podcasts.

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Key moments

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Three eras of go-to-market systems

“the 2000s were about a system of record. The 2010s were about a system of execution, and today's universe is about a system of intelligence.”
Watch at 15:41

Why ZoomInfo bought back shares

“we bought back 17% of the company because we felt like the markets were not appreciating the position that we were in and they're undervaluing ZoomInfo.”
Watch at 18:23

Lemlist upsell email worth $330K

“This one email unlocked 330 k of ARR for you guys.”
Watch at 43:47

Escaping low LinkedIn click rates

“I see a lot of folks get stuck in LinkedIn ads. They can't get above, like, a point four, point five, point 6% click through rate. You can see here 2.4%”
Watch at 52:31

Podcast launch-day scarcity tactic

“You want more inventory in terms of recording so you can create scarcity on day one and convince your guests to email their episode in exchange for you releasing them on launch day.”
Watch at 1:18:20

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About the speaker
Nathan Latka

Nathan Latka

Founder & CEO

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Nathan Latka was 19 when he hit $1m in ARR at his first SaaS company (Heyo.com). Shortly after, VC's made an offer to buy 20% of his company for $2m ($10m valuation). Latka accepted .... and then reality hit.

His company got an acquisition offer for $6.5m which his new VC's blocked. He quickly learned: Selling equity to VC's reduces your options. Why does everyone celebrate raising VC?

Eventually, he exited the company in 2015 and launched a podcast (google Latka Podcast) which features a new SaaS CEO every day. He has interviewed 3,584 of the worlds top SaaS founders over the last 5 years.

Today, he helps founders raise non-dilutive capital out of his $150m fund at Founderpath. To date, 200 founders have taken $100m in capital. The firm will deploy $250m this year.

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