ZoomInfo Launches Agent Teams to Automate Multi-Step B2B Sales in GTM Studio

On October 1, 2026, ZoomInfo introduced Agent Teams, a system of AI agents for automating multi-step B2B marketing and sales processes. The new solution is built on the DoubleO.ai orchestration technology, whose acquisition ZoomInfo announced on September 30.

Agent Teams lets you combine company and contact data, buying signals, CRM, and communication tools into coordinated workflows. Instead of giving an AI assistant one-off tasks, companies can build sequences of actions that start on a defined event and continue as new signals arrive. At the time of the announcement, Agent Teams became available in GTM Studio without requiring a separate product purchase or a new contract.

DoubleO.ai: Technology for Coordinating Specialized AI Agents

Agent Teams is based on the DoubleO.ai platform, which ZoomInfo acquired in late September 2026. DoubleO.ai developed technology for automating complex business processes in which several specialized agents perform different tasks in sequence and pass context to one another.

In a traditional automation system, the process is defined in advance: an event triggers a sequence of fixed operations. If the actual situation differs from what was expected, execution may stop or require an employee to step in. Agent Teams uses a more flexible model. Each agent has its own task, instructions, and available tools. When moving to the next step, the system takes into account the results of earlier actions and the current state of the company or contact.

For example, an agent can first check a new signal, then assess the commercial value of the account, request additional data about its employees, and only then prepare outreach. ZoomInfo calls this architecture Real-Time Evaluation. Its purpose is to preserve context between steps and decide on next actions based on current data, not only on a predefined sequence.

Agent Teams remains a system of configurable processes. It does not mean that AI independently sets a company's commercial strategy or has unlimited access to all business systems.

Champion Tracking: Detecting Customers Who Move to New Companies

One of the main Agent Teams scenarios is tracking job changes among contacts who took part in successful sales. In B2B sales, such people are often called Champions: they supported adoption of the product, took part in approving the deal, or helped promote the solution inside their organization. When a Champion moves to a new job, it can create an opportunity to sell the product to another company. ZoomInfo describes the following scenario.

The system detects that a former Champion has become CRO at a new organization. Agent Teams then checks in sequence:

Whether the new company is an existing customer.
Whether it matches the Ideal Customer Profile (ICP).
What role the contact played in the previous deal.
Who is on the new Buying Committee.
What outreach can be prepared given the earlier relationship.

After that, the agents can draft a personalized message based on the interaction history. For example, instead of a standard email about product benefits, the sales manager gets a message that reflects the fact that the recipient already took part in buying or deploying the product at a previous company. If the contact visits the pricing page two weeks later, the new signal can reactivate the process with the earlier context preserved.

This matters especially for ABM: the automation reacts not just to a job title change, but to a combination of account data, existing relationships, and new signs of interest.

Closed-Won to Pipeline: Finding Similar Companies After a Successful Deal

The second scenario ZoomInfo presented starts after a deal is closed with the Closed-Won status. Agent Teams analyzes information about the completed sales process, including CRM records, email correspondence, and call transcripts, if they are available through connected systems. The goal is to determine which circumstances influenced the purchase.

For example, an agent can identify the customer's industry, the original business problem, the product features that mattered, and the arguments that helped close the deal. The system can then:

In ZoomInfo's example, the system finds ten competitors of a recently won customer and prepares outreach built on a relevant case. This approach combines several processes that are usually handled separately: analysis of a successful deal, preparation of Sales Enablement materials, search for similar accounts, and creation of new outbound sequences.

At the same time, the quality of the recommendations depends on how complete the CRM data is and how accurately similarity between companies is determined. A successful deal at one organization does not by itself mean that its competitors have similar needs or are ready to buy.

Working with the Buying Committee and Buying Signals

Agent Teams uses ZoomInfo data on companies, contacts, and events related to commercial opportunities. Such data can include job changes, organization characteristics, technology stack, signs of interest in particular solutions, and website visits. For example, a company can track organizations that match the ICP and at the same time show interest in the relevant software category.

Once a signal appears, the agents can check existing relationships, look for contacts with the right job functions, and prepare materials for Sales Development. For ABM, it matters that the solution treats an account as a group of interested people, not just a single lead. In complex B2B deals, the purchase may be approved by department heads, technical specialists, finance managers, and procurement representatives.

Agent Teams can use data on several Buying Committee members when preparing sequenced outreach. However, identifying Buying Committee members remains a probabilistic task. A fitting job title does not automatically confirm that a specific person takes part in the purchase process. That is why contact search results and role assignments should be reviewed before launching targeted campaigns.

How Agents Are Triggered and Run Sequences of Actions

Agent Teams supports several ways to start workflows. Manual start. A user launches a team of agents for a selected account or list of contacts. Scheduled start. The system runs checks at set intervals, for example by regularly analyzing changes in target accounts. Event-based start. A process can be activated when a new signal arrives, CRM data changes, a contact becomes active, or another supported condition is met.

In an Agent Teams configuration, a sequence consists of a trigger and a set of actions. Individual steps can access ZoomInfo data, launch specialized agents, use connected applications, create audiences, generate documents, and update CRM records. Wait, repeat, and branching operations are also available. For example, one step determines whether a company matches the ICP, the next collects contact details, and a third generates recommendations for the Sales Manager.

For companies, this means the ability to gradually automate an entire GTM process, not just a single contact enrichment or email preparation task.

Message Sending Controls and Employee Approval of Actions

An important question when using Agent Teams is whether agents can send messages to prospects on their own. Agent Teams supports both preparing materials and taking actions in external systems, including sending notifications and updating the CRM when configured to do so. However, sending messages is not a mandatory or inevitable result of every scenario. The platform includes a separate Human Approval step.

It pauses the process until a designated employee confirms. The user can approve the proposed action, approve it with changes, or reject it. Such a check can be placed before an email is sent, before CRM data is updated, or before any other operation that needs oversight. If the approval is rejected, the corresponding sequence stops.

In this way, the system lets you build scenarios with mandatory review of commercial communications, but it does not guarantee that all actions require human approval by default. This is determined by the Agent Team configuration, access permissions, and organization settings. For B2B companies, this mechanism has practical value, because automated outreach can contain incorrect information about previous relationships, deal terms, or the buyer's needs.

Before using agent-driven communications at scale, you need to set up approval rules and check the personalization and compliance with outbound marketing requirements.

GTM Studio Integration and Agent Teams Availability

At the October 1 launch, ZoomInfo announced that Agent Teams is available directly in GTM Studio. This makes it possible to use the new orchestration technology together with existing tools for building audiences, enriching data, and managing GTM scenarios. The company stressed that access to Agent Teams does not require buying a separate SKU or signing a new contract.

However, this does not mean unlimited free agent execution. Practical availability depends on account terms, user permissions, connected tools, and the applicable usage model. In later documentation, ZoomInfo also describes how Agent Teams works inside GTM One, where results can arrive in a single Feed together with other signals and actions. Separate permissions are provided for viewing, creating, editing, and running agent teams.

This makes it possible to separate the roles of RevOps specialists, who build the processes, and sales managers, who use the prepared scenarios.

Using Agent Teams in ABM and B2B Sales

For Account-Based Marketing, Agent Teams can be used to continuously monitor a limited set of target accounts. For example, a team builds a list of companies that match the ICP. The agents then track changes at those organizations and start additional research when significant signals appear. Instead of passing each new event along as a separate notification, the system can add context: check its commercial value, find interested people, and suggest next actions.

For Sales Development, the Champion Tracking, similar-company search, and personalized outreach scenarios are useful. For Revenue Operations, Agent Teams can combine data from several sources, automate CRM updates, and support consistent rules for handling commercial signals. At the same time, using agent-based processes does not remove the problem of source data quality.

If a company is misidentified, a contact is out of date, or a buying intent signal is misinterpreted, later actions may be aimed at an irrelevant account. That is why, when building Agent Teams, you need to separately control the accuracy of company and contact identification, CRM deduplication, lead routing rules, and the results of automated actions.

ZoomInfo Is Building a Single Platform for B2B Sales Data, Signals, and Automation

ZoomInfo is a B2B Go-to-Market Intelligence platform that provides data on companies, professional contacts, and events that can point to commercial opportunities. Its products are used by marketing, sales, and Revenue Operations teams to find target accounts, enrich the CRM, build audiences, detect buying intent, and prepare personalized communications.

The ZoomInfo ecosystem includes Company and Contact Intelligence, Intent Data, Website Visitor Identification, Sales Engagement, and GTM automation tools. The platform lets you connect external company information with internal CRM data and use it to build customer acquisition and development processes. GTM Studio extends this approach by bringing work with audiences, signals, and integrations into a single operating environment.

Agent Teams adds coordination of multiple AI agents to the existing infrastructure. They can do more than find contact information: they can process signals in sequence, prepare materials, and trigger actions through connected systems. For B2B companies, the main potential value is less manual work between detecting a commercial opportunity and a manager handling it.

However, the effectiveness of this automation is determined not by the number of agent operations performed, but by the quality of the sales opportunities created. That is why it makes sense to evaluate an Agent Teams rollout by ICP match rate, share of relevant contacts, number of qualified meetings, Sales Pipeline created, and actual commercial results.

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