Pratt Industries, a privately held recycled paper packaging manufacturer, has attributed several large sales wins to its use of ZoomInfo's (NASDAQ: GTM) contact data and buying signal tools, according to a statement from ZoomInfo.

The company, which operates a nationwide network of recycling facilities, paper mills, and manufacturing plants, had previously relied on a data provider with outdated contact information. Pratt's field sales team, which uses a door-to-door prospecting approach, struggled to reach decision-makers directly using stale phone numbers and email addresses.

After adopting ZoomInfo, Pratt's sales representatives were able to identify verified direct contact lines for target accounts. The platform also provides buying signals indicating which companies are actively researching packaging solutions, as well as alerts tied to account changes such as executive hires or facility expansions.

Pratt cited two specific deals resulting from the new tools. In one case, a sales representative identified a brand's products at a Costco location, used ZoomInfo to locate the company's owner, and closed hundreds of thousands of dollars in business over 10 months. In a second instance, a representative identified a packaging buyer through ZoomInfo after spotting boxes at a co-packer's facility, resulting in several million dollars in annual revenue.

Pratt's sales leadership noted that many of the wins were in digital printing, which the company described as a key growth area. The press release did not disclose Pratt Industries' total revenue figures or the overall percentage impact of ZoomInfo on company sales.