If you’re running data-driven B2B lead generation campaigns in 2025, you’ve likely discovered a harsh reality: traditional search-based lead capture is dying.
The days of relying solely on inbound traffic are over. This shift has made ZoomInfo lead generation more critical than ever.
When prospects can’t find you through traditional search, you need precise outbound strategies that hit the right accounts at the right time.
But here’s what most Singapore businesses get wrong: they treat ZoomInfo like a glorified contact database instead of the sophisticated intent data engine it’s designed to be.
Key Takeaways
- ZoomInfo lead generation is vital in 2025 as AI Overviews and zero-click searches reduce inbound traffic by an estimated 40%.
- Building a precise ICP with firmographics, technographics and behavioural intent signals drives 3x higher-quality leads than demographic targeting alone.
- Compliance with GDPR, CCPA and Singapore’s PDPA prevents costly violations that can derail entire campaigns.
- Strategic partnership with a specialised lead generation agency optimises ZoomInfo ROI through advanced segmentation, personalisation, and multi-touch attribution.
Why ZoomInfo Still Matters in an AI-Changed Search World
The fundamental game has changed dramatically. B2B companies are experiencing a seismic shift in how prospects discover solutions.
Where businesses once captured leads through content downloads and SEO rankings, you now need owned demand generation combined with surgical outbound targeting.
This transformation explains why experienced ABM agencies have become invaluable strategic partners. Singapore companies like MediaOne have delivered 83.7% success rates across 3,000+ client engagements.
Their client roster includes enterprises like Singtel, Canon, and SingHealth. Their approach blends ZoomInfo’s firmographic and technographic intelligence with first-party behavioural data.
This creates prospect enrichment that generates qualified pipeline rather than vanity metrics. The owned demand strategy works because it completely bypasses the zero-click problem.
Instead of hoping prospects find you organically, you’re identifying high-intent accounts through ZoomInfo’s predictive signals. You then engage them across multiple touchpoints before competitors realise they’re in-market.
This proactive approach delivers measurable competitive advantage in Singapore’s fast-moving business environment.
Building a Bullseye ICP in ZoomInfo (Step-by-Step)
Step 1: Define ICP Attributes: Industry, Geo, Employee Bands, Revenue, Tech Stack, Growth Signals
Your ICP transcends simple demographics. It encompasses behavioural patterns, technological infrastructure, and growth indicators that signal genuine buying readiness.
Singapore’s unique market dynamics require sophisticated targeting approaches that account for regional business structures. Industry specificity proves crucial in Singapore’s interconnected market ecosystem.
Instead of broad categories like “Financial Services,” target precise segments like “Wealth Management firms serving UHNW clients.” You could also focus on “Digital banking platforms with regulatory compliance requirements.”
Singapore’s financial sector demonstrates exceptional mobile adoption, with 70% of adults using multiple smart devices daily. This directly influences B2B content consumption patterns and engagement preferences.
Revenue bands must reflect Singapore’s position as a regional headquarters hub. Use SGD equivalents: SGD $2-10M for genuine SMEs, SGD $10-50M for established mid-market players, SGD $50M+ for enterprise accounts.
However, Singapore’s unique economic structure means many “SME” entities are actually subsidiaries of multinational corporations. This requires nuanced classification approaches that consider parent company relationships.
Growth signals separate active buyers from passive researchers. Companies that recently secured funding demonstrate 2.5x higher purchase probability than static organisations.
Monitor new hires in relevant departments, office expansions, merger and acquisition activity, and technology infrastructure investments.
These signals prove particularly valuable in Singapore’s dynamic startup ecosystem, where rapid scaling creates urgent technology needs.
Step 2: Translate ICP → Advanced Search: Filters, “Likely to Engage,” New Hires, Seniority, Department Headcount
ZoomInfo’s “Likely to Engage” algorithm uses machine learning to score accounts based on historical engagement patterns. However, relying exclusively on algorithmic scoring without contextual validation often produces misleading results.
Cross-reference algorithmic scores with concrete organisational indicators: expanding IT departments signal technology investment priorities. Recent C-level executive appointments often bring budget authority and transformation mandates.
Seniority mapping reveals decision-making hierarchies that vary significantly across Singapore’s diverse business cultures.
Professional tip: Configure “Search Alerts” for your refined criteria combinations. This transforms ZoomInfo from a reactive contact database into a proactive pipeline intelligence system.
It notifies you when companies match your precise targeting parameters, enabling immediate engagement when buying signals are strongest.
Step 3: Enrichment Loop: Push/Pull with CRM/CDP; Keep Records Fresh; Suppressions and Exclusions
Strategic data orchestration separates successful programmes from failed initiatives. Establish bi-directional synchronisation between ZoomInfo and your CRM platform, but avoid simple data dumping.
Instead, create intelligent feedback loops that push engagement signals back to inform your targeting algorithms continuously. Record maintenance protocols include quarterly refresh minimum for contact data, monthly for target accounts.
Firmographics require monthly updates for active opportunities, quarterly for broader database. Technographics need bi-annual refresh unless triggering events occur (funding, acquisitions, leadership changes).
Singapore-specific exclusion protocols include government agencies (PDPA-exempt but require specialised engagement approaches). Also exclude statutory boards (different procurement processes and compliance requirements).
DNC-registered mobile numbers for any telemarketing activities must be excluded. Dormant companies or entities under restructuring should also be filtered out.
Micro-Checklist: 5-Point ICP Hygiene Before Export
- Execute comprehensive data validation before initiating outreach campaigns. Data recency verification ensures no contacts older than 6 months without explicit verification.
- Role relevance assessment confirms job titles align with actual decision-making authority. Company viability checks exclude organisations in decline, restructuring, or dormancy.
- Geographic precision distinguishes Singapore headquarters from regional sales offices. Technology stack alignment ensures current infrastructure supports your solution requirements.
- Budget probability indicators include revenue, funding, or growth signals that suggest available budget. Competitive landscape mapping targets accounts not currently engaged with direct competitors.
- Regulatory compliance validation ensures all contacts meet Singapore PDPA BCI requirements.
Activating Intent Data that Actually Moves Pipeline
Image Credit: Swordfish.ai
Sources & Signals: Content Consumption, Review-Site Behaviour, “Streaming Intent” Alerts
ZoomInfo’s intent data faces significant accuracy challenges. Research shows 52% of sales professionals report frequent false positives that undermine campaign effectiveness.
Success requires layering multiple signal sources rather than relying on single-vendor data streams. First-party signals maintain highest accuracy and relevance: website behaviour patterns, email engagement metrics, content download sequences.
Product trial activities provide the strongest indicators. ZoomInfo’s “Streaming Intent” provides valuable supplementary intelligence but should never replace your owned data assets.
Third-party intent signals deliver maximum value when highly specific. G2 review activity, Capterra comparison research, and industry-specific report downloads indicate genuine evaluation activity.
Generic alerts like “researching CRM software” provide limited actionable intelligence. Specific signals like “comparing Salesforce alternatives for enterprise deployment” offer much higher value.
Timing precision matters significantly for B2B sales cycles, particularly in Singapore’s relationship-focused business culture. Weekly intent updates from providers like Bombora often deliver superior reliability compared to real-time streams.
This allows for more strategic engagement timing aligned with complex decision-making processes.
Mapping Topics to Offers: Topic→Playbook Grid
Develop specific response playbooks for each intent category to maximise conversion effectiveness:
| Intent Topic | Content Offer | Channel Priority | Follow-up Sequence |
| “CRM comparison research” |
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| “Data security compliance” |
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| “Marketing automation evaluation” |
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| “Digital transformation planning” |
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Scoring & Timing: Combine Recency + Intensity + Role Fit
Develop sophisticated composite intent scoring that accounts for multiple variables. Weighted scoring methodology includes 40% weight for recency factor (signals from last 7 days receive maximum scores).
Research intensity gets 35% weight (frequency and depth of investigation activity). Role relevance receives 25% weight (decision-maker authority vs. influencer vs. end-user).
Outreach cadence based on intent tiers includes daily touchpoint cadence with personalised messaging for high intent (80+ composite score). Medium intent (50-79 score) gets weekly engagement with educational content focus.
Low intent (below 50) receives monthly nurture sequences with value-first approach.
Intent Provider Comparative Analysis
| Provider | Signal Sources | Data Freshness | Integration Quality | Annual Cost Range (SGD) |
| ZoomInfo |
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| Bombora |
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| 6sense |
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| Cognism |
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Strategic assessment: ZoomInfo’s daily update frequency provides speed advantages for time-sensitive opportunities.
However, Bombora’s cooperative model and Cognism’s verification processes often deliver superior signal quality for complex B2B sales cycles.
Compliance First: GDPR, CCPA & Singapore PDPA (BCI) Explained
GDPR: Lawful Bases, Transparency, Opt-out Rights, Data Minimisation
Operating from Singapore frequently involves processing EU personal data, triggering GDPR compliance obligations. Legitimate interest represents the most practical lawful basis for B2B lead generation, but requires comprehensive documentation.
Essential compliance requirements include conducting detailed balancing tests documenting why business interests outweigh individual privacy rights. You must provide transparent opt-out mechanisms on initial contact.
Limit data collection to information necessary for stated business purposes. Maintain detailed records of all processing activities.
Data Protection Officer considerations: Large-scale EU data processing requires either dedicated DPO appointment or designated personnel. This person needs comprehensive GDPR expertise and authority to ensure ongoing compliance.
CCPA/CPRA: Sale/Share Definitions, Opt-out Links, GPC Signals
The California Consumer Privacy Act affects any business processing California residents’ data, regardless of company location. Critical requirements include “Sale” definition that encompasses data sharing with third parties (including ZoomInfo).
“Do Not Sell My Personal Information” links are mandatory on public websites. Global Privacy Control (GPC) signals must be automatically recognised and honoured.
Data deletion requests require processing within 45 calendar days.
Singapore PDPA & BCI: Business Contact Information Exclusion
Most Singapore businesses misunderstand Business Contact Information (BCI) exclusions under PDPA. BCI encompasses specific data categories when provided for legitimate business purposes, but exclusions have precise conditions.
BCI includes (when provided for business use): individual name and position/job title, business telephone number (landline), business address (office location). It also covers business email address and business fax number.
- BCI specifically excludes: Personal mobile telephone numbers, home or residential addresses, personal email addresses. Personal social media profiles and accounts are also excluded.
- Practical application guidance: ZoomInfo data for business emails and company telephone numbers can be processed without explicit consent under BCI exclusions. However, personal mobile numbers require either documented consent or alternative lawful basis.
- DNC Registry compliance: Singapore’s DNC Registry covers all telemarketing activities to Singapore telephone numbers. All mobile numbers must be verified against the registry before any marketing calls.
ZoomInfo’s Compliance Position & Certifications
ZoomInfo maintains TRUSTe/TrustArc privacy certifications and compliance frameworks. However, these certifications cover their data collection practices, not your usage of their data.
Compliance responsibility remains with the data controller (your organisation). ZoomInfo provides privacy framework compliance tools and documentation, opt-out processing capabilities for data subjects.
They also offer data source transparency and provenance information. Your ongoing responsibilities include establishing a lawful basis for processing in your jurisdiction.
You must implement individual rights compliance (access, deletion, objection). Ensure appropriate cross-border data transfer safeguards.
Operational SOPs: Capture Notices, Privacy Policy Links, Opt-outs, Balancing Tests
Email template compliance requirements include direct link to comprehensive privacy policy. Include clear data source description (“sourced from professional business directories”).
Provide a simple opt-out mechanism (“Reply STOP to opt out of future communications”). Add transparent legitimate business interest explanations.
Telephone outreach script requirements include disclosure of contact information source. State clear business purpose for the call.
Mention explicit right to request no future contact. Maintain professional courtesy and respect for preferences.
Documentation protocols: Maintain comprehensive records of opt-out requests, consent documentation, and legitimate interest balancing tests. Singapore’s PDPC increasingly requests these records during compliance investigations.
Common Pitfalls (and How Professional Agencies Avoid Them)
Single-vendor intent dependency affects most companies that rely exclusively on ZoomInfo’s intent signals. Research shows 52% of users experience frequent false positives when using isolated ZoomInfo intent data.
Professional agencies layer multiple intelligence sources and validate with first-party behavioural data. Static ICP assumptions plague many organisations that maintain identical customer profiles for years without evolution.
Ideal customer profiles should adapt quarterly based on win/loss analysis, market changes, and product development. Agencies continuously refine targeting based on actual conversion performance data.
Compliance misconceptions mean Singapore companies often assume business email addresses are universally acceptable for marketing. PDPA BCI exclusions have specific conditions and limitations.
Professional agencies maintain current compliance protocols and regular legal review processes. Volume-over-quality approaches involve mass messaging thousands of contacts with identical templates.
Effective agencies leverage ZoomInfo’s comprehensive data for genuine personalisation at scale. This results in dramatically higher engagement rates and better ROI.
Agency risk mitigation includes multi-source intent signal validation before high-touch outreach investment. Weekly suppression list updates cover DNC Registry, opt-outs, and competitive accounts.
Compliance dashboards track regulatory metrics alongside conversion performance. Regular data hygiene audits prevent deliverability degradation and reputation damage.
Strategic Partnership with MediaOne for ZoomInfo for Lead Generation
Indicators suggesting professional agency partnership include geographic expansion requirements. Entering new APAC markets requires local compliance expertise and cultural adaptation capabilities.
MediaOne’s experience with regional multinationals like Dairy Farm Group and Fortune 500 companies provides established frameworks. These proven systems enable successful market entry with reduced risk.
Pipeline performance stagnation occurs when current lead generation produces volume without quality. This indicates a need for strategic refinement and professional expertise.
Most internal teams lack bandwidth for comprehensive A/B testing, advanced segmentation, and continuous optimisation. Regulatory compliance exposure increases as Singapore’s PDPC has enhanced enforcement activity and penalty severity.
Single compliance violation can cost months of pipeline value and regulatory scrutiny affecting business operations. Resource capability gaps emerge because ZoomInfo optimisation requires dedicated expertise and continuous attention.
MediaOne’s specialised team and sophisticated testing capabilities provide immediate scale. This eliminates internal hiring overhead and training investment requirements.
Professional agencies operate the complete integration of ICP development, intent activation, and compliance management.
Successfully combining ZoomInfo’s data capabilities with Singapore’s regulatory requirements requires both technical expertise and local market knowledge.
This expertise takes years to develop internally and represents significant opportunity cost. Ready to transform your ZoomInfo lead generation performance and ROI?
Contact MediaOne today to discover how our data-driven B2B lead generation methodology delivers qualified opportunities. We maintain comprehensive compliance with Singapore’s PDPA requirements and regional business standards.
Frequently Asked Questions
Is ZoomInfo GDPR-compliant?
ZoomInfo maintains GDPR compliance frameworks for their data collection, but your use of their data must still comply with GDPR requirements in your jurisdiction. You need separate lawful bases, privacy policies, and individual rights processes.
What’s BCI under Singapore’s PDPA?
Business Contact Information includes name, job title, business email, business phone, and business address when provided for business purposes. This data can be processed without explicit consent under specific conditions, but personal mobile numbers and home addresses are not included.
How do I get into Google’s AI Overviews?
Create content that directly answers common questions with clear, structured information. Use heading tags, bullet points, and include “People Also Ask” content. Focus on providing comprehensive answers that AI can easily extract and summarise.
Do I need intent data if I already have ABM lists?
Intent data enhances ABM by indicating when target accounts are actively researching. It helps prioritize outreach timing and personalise messaging. Static ABM lists tell you who to target, but intent data tells you when and why.
Can we cold email business addresses in Singapore?
Yes, business email addresses fall under PDPA’s BCI exclusion when used for legitimate business purposes. However, you must still provide opt-out mechanisms, link to your privacy policy, and honour unsubscribe requests promptly.
