How Henry Schuck Builds The Biggest GTM Intelligence Empire From His Apartment
Learn How Founders Build Their Brand, Content Strategy and Create Viral Moments.
Introduction
The story of ZoomInfo started in 2007 with a law student who spotted a gap in the market.
Henry Schuck was just 23, in the middle of law school at Ohio State University, when he put $25,000 on his credit card to build what would become one of the most transformative businesses in sales intelligence.
No fancy incubator. No family connections. No million-dollar seed round.
Just a kid from Columbus, Ohio who saw that the entire B2B sales world had a major problem: experienced salespeople with personal connections had a massive advantage over everyone else.
"In 2007, there was no LinkedIn, there was no trying. You didn't really know who worked in the technology departments of companies."
The insight was simple but powerful: what if you could level the playing field? What if innovative companies with better products could get access to the same decision-makers that the old guard knew from country clubs?
What's fascinating is that Henry built DiscoverOrg (later ZoomInfo) completely bootstrapped for the first seven years. By 2014, they'd reached $30 million in revenue without any outside investment, an almost unheard-of achievement in SaaS.
"I always believed that a good business should be run profitably. I didn't have access to the capital markets in 2007-2009 Columbus, Ohio, so there wasn't really an option to run the business in a non-efficient profitable way."
This profitability-first mindset would guide ZoomInfo's growth even after they took their first investment from TA Associates in 2014.
By 2019, after strategic acquisitions including RainKing Software, they made their biggest move yet - acquiring ZoomInfo and rebranding the entire company under that name.
The timing of what came next couldn't have been more challenging. In June 2020, ZoomInfo conducted "the largest software IPO in over a decade" – completely remotely due to COVID-19.
The pandemic IPO meant no traditional NASDAQ bell-ringing ceremony, an experience Henry would finally get nearly four years later in February 2024 with his family and colleagues by his side.
What began as a mission to democratize sales intelligence has evolved into creating the architecture for how modern businesses go to market. From those early days of manual data collection to today's AI-powered ZoomInfo Copilot, the company continues to transform how sales reps engage with buyers.
For someone who started by selling basic contact information with no VC funding, Henry has come a long way – building a company that's reshaping how businesses connect and grow.
Let's see exactly how he did it…
The Founder Story
Every great architect starts with a foundation. For Henry, that foundation was built by a single nurse mom working three jobs who handed him $5,000 from an old life insurance policy when he graduated high school - his college fund.
"Good luck."
That moment would shape his entire approach to fund management - focus on what works, make every dollar count, and never take resources for granted.
Landing in Las Vegas for college, Henry quickly ran through that initial $5,000. Looking for work, he stumbled into his first SaaS role in 2002 at an early-stage company selling database subscriptions. The founder and one other person ran everything, sending out CDs with reports about IT departments of large companies.
This front-row seat to early SaaS would prove invaluable. Between 2002 and 2006, Henry watched the company grow from $300,000 to $5 million in revenue. But something bothered him - they were doing $4.7 million in profit without reinvesting in growth.
"I left the company and went off to law school. After my first year, a friend and I said 'hey why don't we start something similar that doesn't directly compete and actually build a business around it?'"
That "something" started with $25,000 on credit cards - Henry maxing out his Chase card for $25,000 and his co-founder borrowing from his grandfather.
DiscoverOrg's first six months were pure hustle. Back in 2007, before LinkedIn became “LinkedIn” as we know it, finding out who worked in tech departments meant endless phone calls to operators and assistants. But they weren't just collecting contacts - they were building what would later become the architecture for modern go-to-market intelligence.
Their first breakthrough came with a $14,500 deal to a publicly traded IT staffing company. The insight that would shape their future emerged during the sales process - companies needed more than just midmarket coverage.
"We said okay no problem - it's $8,500 for access to the platform as it exists but for $6,000 we'll build custom profiles across whatever thousand accounts you want us to build."
This practical approach to solving real customer problems would become Henry's signature. While others chased growth at all costs, he focused on sustainable, profitable expansion. By 2014, without any outside investment, DiscoverOrg had reached $30 million in revenue.
The transformation from data provider to go-to-market architect accelerated through strategic acquisitions: iProfile (2015), RainKing Software (2017), NeverBounce (2019), and finally ZoomInfo (2019). Each move wasn't just about adding data - it was about building a more comprehensive GTM platform.
Henry's evolution from RevOps to GTMOps to full GTM Architecture mirrors his company's growth. Today, ZoomInfo isn't just providing data - they're designing how modern businesses connect and grow.
February 2023 marked a pivotal moment with the integration of GPT and GenerativeAI technology into their RevOS platform. But true to Henry's philosophy, this wasn't about chasing trends - it was about solving fundamental business problems.
The real evolution shows in how Henry thinks about business intelligence.
In August 2023, he reflected on his own growth: "I grew up at this company, founding it at 23 I didn't know why these types of benefits were important, at 40 I have a much clearer view."
This maturation extends beyond just business metrics. Under Henry's leadership, ZoomInfo has built comprehensive benefits including "$20,000 of IVF and Adoption benefits to 12 weeks of paid leave for caregivers," showing how GTM architecture isn't just about sales - it's about building sustainable businesses.
Today, ZoomInfo serves over 35,000 customers worldwide with what Henry describes as "the world's deepest, most accurate platform of software, data, and insights."
Looking ahead, he's clear about the mission: "We're changing the way every company goes to market, the way sales reps engage with buyers, the way marketing targets, the way HR recruits - it's changing everyday and we're a driving force of that change."
Next up, let's break down exactly how he shares this journey on LinkedIn…
Henry’s LinkedIn Content Strategy
# 1
Performance Updates with Concrete Numbers
Henry regularly shares specific metrics that showcase ZoomInfo's impact, making abstract benefits tangible:
"9.1 Million. Last week we identified down to the person level 9.1M visitors to our customers' websites."
(452 reactions, 30 comments, 54 reposts)
"Yesterday ZoomInfo announced our Q4 and Full Year Results and reported $1.2B in revenue for 2023."
(1,354 reactions, 66 comments, 26 reposts)
These posts work because they transform technical capabilities into business outcomes through precise numbers that demonstrate scale. By focusing on specific metrics and results, Henry gives his audience tangible proof of ZoomInfo's value.
# 2
AI Innovation Narratives
He positions ZoomInfo at the forefront of AI transformation in go-to-market strategy:
"Last week I had one of the biggest posts I've ever posted - our new open-sourced library of AI GTM Signals.'"
(147 reactions, 11 comments, 3 reposts)
His AI posts blend technical innovation with practical application, showing how cutting-edge technology solves everyday business problems. Instead of focusing on AI as a buzzword, he emphasizes its practical applications for sales and marketing professionals.
# 3
Milestone Celebrations with Personal Elements
He humanizes business achievements by connecting them to personal meaning:
"17 years ago I started ZoomInfo from my law school dorm room trying to sell our company's first deals."
(714 reactions, 39 comments, 5 reposts)
"Two years ago, I posted an Airtable open sourcing the go-to-market plays that built ZoomInfo into a billion-dollar company."
(1,149 reactions, 30 comments, 50 reposts)
By framing company achievements through personal significance, he creates emotional resonance while maintaining professional relevance. These posts show the human journey behind business success, making even major corporate milestones feel authentic and relatable.
# 4
Customer Success Storytelling
Rather than claiming value, Henry shows it through specific customer experiences:
"We’ve taken over the Nasdaq billboards in Times Square today. "
(1,339 reactions, 32 comments, 25 reposts)
These authentic customer stories serve as powerful social proof without feeling like marketing. By highlighting specific results and putting customers in the spotlight, Henry demonstrates ZoomInfo's impact through real-world examples rather than abstract claims.
# 5
GTM Evolution Insights
He regularly shares his perspective on how go-to-market strategies are transforming:
"4 years ago, in the middle of the pandemic, ZoomInfo re-opened the public markets with the first technology IPO since the start of the pandemic. ."
(714 reactions, 39 comments, 5 reposts)
By openly sharing strategic insights that worked for ZoomInfo, he positions himself as a thought leader in GTM architecture. These posts provide valuable context on industry changes while offering practical guidance on navigating them.
"I never thought that Lobbying Congress would be a part of my job."
(694 reactions, 46 comments, 32 reposts)
# 6
Content Pillars
1. Go-to-Market Intelligence & Architecture
He consistently explores how data transforms sales and marketing strategy, positioning ZoomInfo as the architect of modern GTM approaches.
His posts show the evolution from basic contact information to comprehensive intelligence that shapes entire go-to-market strategies.
2. AI & Technology Innovation
With AI mentioned in 125 of 335 posts, Henry emphasizes how artificial intelligence is revolutionizing sales and marketing processes.
He shares both product innovations (like ZoomInfo Copilot) and broader perspectives on how AI is reshaping the entire GTM landscape.
3. Leadership & Company Building
Drawing from his journey building ZoomInfo from a law school apartment to NASDAQ, Henry shares insights on scaling teams, navigating acquisitions, and building sustainable businesses.
These posts blend strategic thinking with practical leadership lessons.
4. Data-Driven Decision Making
Henry consistently advocates for using accurate data to drive business decisions, highlighting both the importance of quality information and how to apply it effectively.
This reinforces ZoomInfo's core value proposition while providing practical guidance.
Henry’s Most Viral Moments
Let's break down the posts that got Henry the most engagement and see exactly why they worked.
"Every year ZoomInfo employees come together to do good for underprivileged children in our communities..."
(3,546 reactions, 158 comments, 50 reposts)
This charitable impact post resonated powerfully by:
- Showing genuine growth progression (15 gifts → $20K → $2M)
- Highlighting company values without corporate speak
- Balancing business success with community impact
- Expressing authentic pride in his team's character
- Subtly showcasing ZoomInfo's national footprint
- Using concrete numbers to demonstrate scale
The post succeeded because it revealed the human side of leadership while demonstrating how company success enables meaningful community impact.
"There are some days in your lifetime that you'll never forget and today was one of those for me."
(3,258 reactions, 209 comments, 132 reposts)
This NASDAQ bell ceremony announcement crushed it by:
- Creating emotional connection through personal milestone framing
- Combining family moment with professional achievement
- Introducing major product innovation (ZoomInfo Copilot)
- Humanizing the CEO role by showing family integration
Henry masterfully bridged personal and professional worlds, making a business milestone feel genuinely meaningful.
"ZoomInfo is integrating the incredibly powerful GPT and GenerativeAI technology into our RevOS platform starting with search in SalesOS; see what it’s going to look like below!"
(2,082 reactions, 237 comments, 367 reposts)
This AI announcement generated massive engagement by:
- Including visual preview of the functionality
- Keeping the message concise and crystal clear
- Positioning ZoomInfo at the innovation forefront
- Perfect timing during peak generative AI interest
- Making emerging technology practical for business users
Henry captured the AI moment perfectly, demonstrating how technical innovation announcements perform best when made accessible and relevant.
"In the game for 17+ years and this is a first."
(1,720 reactions, 55 comments, 25 reposts)
This customer enthusiasm story worked because it:
- Shared authentic, unexpected customer behavior (buying a celebration cake)
- Emphasized customer success as the ultimate priority
- Reinforced company longevity ("17+ years") naturally
- Demonstrated powerful social proof without bragging
- Used conversational tone with genuine surprise
- Tagged team members to show accountability
The post effectively communicated value through story rather than claims, making ZoomInfo's impact tangible.
"Tomorrow I will be in NYC with my family, colleagues, and customers, as we ring the opening bell at NASDAQ almost 4 years after we IPO'd remotely in June 2020."
(1,653 reactions, 135 comments, 28 reposts)
This bell ringing announcement resonated by:
- Telling a compelling perseverance story
- Creating anticipation for the next day's event
- Balancing achievement with genuine gratitude
- Acknowledging everyone who contributed to success
- Providing historical context (remote IPO during COVID)
- Including both personal elements and professional milestone
Henry turned what could have been a standard announcement into a narrative about resilience and shared accomplishment.
What makes Henry's content consistently powerful is how he balances business achievements with human connection. He doesn't choose between being a visionary CEO and a relatable person - he shows how these qualities strengthen each other. You don't need to sacrifice authenticity for professional credibility.
Wrap Up
As someone who's watched Henry's journey from the DiscoverOrg days to the current ZoomInfo era, I can tell you – this is just the beginning. What Henry and his team have built is more than a platform; it's the infrastructure that modern B2B companies need to succeed.
He’s not just building tools – he's designing the entire foundation for how companies connect and grow.
Remember:
- Focus on building for the long term.
- Privacy and intelligence go hand in hand.
- True innovation comes from solving real problems.
And here’s what you can do with all this…
- Start posting consistently before you feel "ready".
- Balance personal stories with professional insights.
- Focus on solving one specific problem your audience faces.
- Share both wins and challenges – authenticity beats perfection.
Until next Wednesday,
Keep growing.
Learn How Founders Build Their Brand, Content Strategy and Create Viral Moments
Each week, I breakdown a founder brand, their journey and how you can weave their strategies into yours.
About the author
I'm ANDREW MCGUIRE
SaaS Pipeline Strategy Consultant
I'm helping SaaS Founders build their founder brands and create a pipeline strategy that actually works—by applying what I've learned doing this at SaaS companies for the past 15+ years.
Now, I'm living in Bend, Oregon where I take advantage of all the outdoor adventures.
If you can't find me, I'm probably doing an X3Bar workout, sweating in a sauna or freezing in a cold plunge.
Now I'm on a mission to help you understand pipeline strategy tactics and how founders build their brands on LinkedIn.
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