Unicorn Builders

FrontLines.io

Learn from GTM journeys of B2B tech founders who’ve built companies worth more than $1 billion. This show is brought to you by FrontLines.io

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Unicorn Builders

Episodes (82)

Yesterday The use-case-first sales motion ZoomInfo runs to sell into any new vertical | Henry Schuck
Mar 26th Why Kin spent $100M on direct response last year | Sean Harper
Mar 17th How Chapter achieved 10x revenue growth while keeping corporate headcount flat for 2 years | Cobi Gantz

Unicorn Builders

Apr 8, 2026
38¾ minutes
42 MB

Henry Schuck built DiscoverOrg on a $25,000 credit card in Columbus, Ohio, bootstrapped to $30M ARR before taking venture capital, acquired ZoomInfo in 2019, and took the combined company public in June 2020. In this episode, Henry shares the exact sequencing decisions — niche selection, customer-funded data expansion, competitor conquest motions — that compounded into a defensible business, and makes the case for why proprietary data is the only real moat left when LLMs have ingested everything public. Topics Discussed: Why it took three years before the business felt repeatable Using early customers to co-fund prop...

Unicorn Builders

The use-case-first sales motion ZoomInfo runs to sell into any new vertical | Henry Schuck

FrontLines.io

00:00 -36:56