CES 2026's AI Spotlight: What It Signals for ZoomInfo (NasdaqGS:GTM) and Enterprise Sales Growth
AI dominated CES 2026 in Las Vegas. That push put software providers like ZoomInfo back under the microscope for how sales teams will work over the next few years.
If you lead Sales or RevOps, the message is straightforward: AI-driven workflows are moving from side projects to core stack decisions. The question is whether ZoomInfo stays essential as enterprises standardize on AI for prospecting, routing, enrichment, and onboarding.
The Enterprise Narrative, Simplified
Owning ZoomInfo's story means believing two things: enterprises will standardize on AI-first sales and marketing platforms, and ZoomInfo's data plus workflow tools will remain central to that stack. CES adds momentum to the "upmarket" angle, but near-term outcomes still hinge on landing large enterprise expansions. The main risk hasn't changed: tougher AI competition and potential commoditization.
What's Actually New
The most relevant near-term development is the January 2026 launch of ZoomInfo's AI-driven data partnership with Markaaz, extending real-time insights into risk and onboarding workflows. If it resonates with larger customers, it strengthens ZoomInfo's position inside complex go-to-market architectures and supports a shift to higher-value accounts.
What to Watch in 2026
- Enterprise expansion: multi-year, multi-product deals and attach rates across data, enrichment, routing, and onboarding use cases.
- Workflow impact: measurable lifts in conversion, cycle time, pipeline velocity, and rep productivity from AI-driven scoring and routing.
- Data edge: accuracy, coverage, and freshness versus AI-first competitors; clear proof of differentiation.
- Pricing resilience: ability to hold or grow ACV as AI features become table stakes.
- Governance: consent, compliance, and security that satisfy enterprise buyers and legal teams.
Upside, Risk, and the Gap in Expectations
The current narrative projects roughly $1.3 billion in revenue and $201.1 million in earnings by 2028. That framework points to a fair value estimate near $12.35 per share, or about 17% above the recent price. Meanwhile, two independent fair value reads from investor communities cluster between about US$15 and US$18.20 per share-highlighting how differently investors are pricing the AI opportunity and the risk of commoditization.
Practical Moves for Sales Leaders
- Audit the funnel: where can AI-driven enrichment, scoring, and routing remove manual work this quarter? Start small, measure, then expand.
- Test higher-stakes workflows: if you sell into enterprise, explore risk and onboarding integrations with RevOps and Compliance. Prove value with a focused pilot.
- Set guardrails: define data standards (accuracy, freshness, dedupe rules), model explainability, and A/B testing requirements with Ops before rollout.
- Use a vendor scorecard: quality, CRM/MA integration depth, latency, admin overhead, security posture, and total cost. Don't pay for features your team won't use.
- Upskill the team: train reps and Ops on prompt quality, workflow design, and data hygiene. See curated options by role here: AI courses by job.
Bottom Line
CES put fresh attention on AI in go-to-market. That helps sentiment, but the real test for ZoomInfo (GTM) is enterprise adoption that proves its data and workflows stay essential-while competition pushes hard on features and price.
This analysis is general in nature and based on historical information and forecasts using an unbiased approach. It is not financial advice, does not consider your objectives or financial situation, and may not include the latest price-sensitive announcements or qualitative developments. No position in any stocks mentioned.
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