For ABM campaigns, target accounts in HubSpot typically arrive with minimal data — often just a company name and a single contact. ZoomInfo enrichment fills that gap by layering in contact details, org charts, revenue, technology stack, and engagement signals before any outreach begins.
This article documents the enrichment workflow developed for [1]'s top 91 target accounts, including the manual process required due to ZoomInfo account constraints.
An ABM account with no phone number, no org chart, and no sense of who holds budget authority is not actionable. The goal before any email or LinkedIn outreach is to eliminate all mystery about each target account. Every account in the top tier should have:
Asymmetric holds a single ZoomInfo account (~$1,500/month). ZoomInfo's licensing does not permit connecting one account directly to a client's HubSpot instance. As a result, enrichment is a manual export/import process:
This is time-intensive but ensures the client's HubSpot remains the system of record without requiring a separate ZoomInfo seat.
For each target company, ZoomInfo surfaces:
| Data Type | Examples |
|---|---|
| Company profile | Industry, HQ location, employee count, revenue |
| Org chart | Reporting structure by department |
| Contacts | Name, title, direct phone, mobile, email |
| Technology stack | CRM, marketing tools, infrastructure |
| Intelligence feed | Recent news, hiring activity, announcements |
| Engagement scoring | Flame indicator on mobile = likely to respond to SMS |
The engagement scoring is particularly useful for prioritizing outreach channel. A contact flagged with a flame icon on their mobile number has historically responded to SMS-style outreach; contacts without that signal are better approached via email or LinkedIn.
Once enriched data is imported, each company record in HubSpot should reflect:
Buying role tagging matters because ABM sequences are often personalized by role — the message to a CEO differs from the message to a VP of Marketing.
[2] can extend ZoomInfo enrichment by pulling recent company insights at scale — news mentions, job postings, funding announcements — and loading them into account records. This powers more personalized outreach copy without manually researching each company.
Workflow:
1. Load the top 91 company list into Clay
2. Configure insight lookups (news, hiring signals, LinkedIn activity)
3. Export insights back to HubSpot or use directly in email copy generation
ZoomInfo's built-in AI email generator can also use these insights to draft personalized first-touch emails per contact, though this remains a per-contact manual step within ZoomInfo's interface.