Plays LibraryPre-Sales
Cold / New LeadsIntermediateHigh Impact

Fiscal Year End Targeting

Generate and warm net-new demand

Sales Stage

Pre-Sales

Difficulty

Intermediate

Impact

High

Channels

Overview

The end of a fiscal year is a great time to get in front of potential customers. People are often looking to spend their remaining budget before the year closes, which opens the door for you to make a sale.  Identify accounts that are within 90 days of their fiscal year closing. Enroll them in a campaign that explains why your product or service is the right fit for them and a great way to invest their remaining money.

Key Features

CRM SyncABM Audiences

Data Types

Contact DataCompany Data

Triggers

  • A company is 90 days from ending the fiscal year.

Actions

  • Enroll the buying committee in an end-of-year budget campaign.

Default Natural Language Configuration

When a company is 90 days from ending the fiscal year for any company, then:

  • Discover up to [number] ZoomInfo contacts that meet select criteria for the buying committee
  • Export to select system as record type
  • Enroll in end-of-year budget campaign
  • Assign to select user

Standard Operating Procedure

1. Identify Target Accounts

  • Set up saved search for companies approaching fiscal year-end
  • Configure 90-day trigger before fiscal year close

2. Prepare End-of-Year Budget Campaign

  • Develop compelling messaging focused on budget utilization
  • Create multi-channel content (email, ads, direct mail)

3. Enroll Buying Committee

  • Use ZoomInfo to identify key decision-makers
  • Add contacts to the end-of-year budget campaign

4. Launch Multi-Channel Outreach

  • Initiate email sequence
  • Set up targeted ad campaigns
  • Schedule phone calls and send text messages
  • Deploy direct mail pieces

5. Track Engagement and Prioritize Leads

  • Monitor response rates across channels
  • Identify highly engaged accounts for immediate follow-up

6. Personalize Follow-Up Strategy

  • Tailor messaging based on engagement data
  • Adjust outreach frequency and channel mix per account

7. Leverage Urgency in Messaging

  • Emphasize limited time to utilize remaining budget
  • Highlight quick implementation and immediate value

8. Facilitate Rapid Decision-Making

  • Offer streamlined demos and proposals
  • Provide flexible terms to accommodate year-end budgets

9. Measure Campaign Performance

  • Track conversion rates and deal sizes
  • Analyze effectiveness of different channels and messages

10. Refine for Future Fiscal Year-End Campaigns

  • Review successful strategies and pain points
  • Update playbook for next year's campaign

Yield Model

Yield in $ Formula

Potential Yield = (TAV * CR / 100) * ADS

Key Drivers

Conversion Rate (CR)Average Deal Size (ADS)Target Account Volume (TAV)

Driver Definitions

Conversion Rate (CR) This metric indicates the proportion of leads that convert into customers. A higher conversion rate suggests a more effective engagement and follow-up strategy.

Average Deal Size (ADS) This refers to the average revenue generated from each successful deal. Maximizing the average deal size is essential for increasing overall revenue, especially when the number of conversions is limited.

Target Account Volume (TAV) This is the total number of target accounts that are identified for this strategy.

AI Agent Prompt Template

I. Prompt Instructions - Overview

This email template targets companies approaching their fiscal year end (within 90 days). The goal is to engage the buying committee with a campaign that encourages them to invest their remaining budget in our product or service.

II. Information Included

The email will include personalized information between <context></context> for proper dynamic insertion:

  • Company Information: Insight into the prospect's company, including identified pain points and behavior from engagement history.
  • Signals & Behavior: Details on the account's engagement history and recent intent signals.
  • Account History: Includes documented CRM account history along with a complete history of conversation data recorded via Chorus Conversational Intelligence.
  • Contact Information: A group of five contacts across the buying committee, including the contact's role, persona information, and other details to personalize the email.
  • Content Library: Relevant content, such as upcoming webinars, whitepapers, or downloadable content that can be included as part of the follow-up.
  • Messaging: A comprehensive messaging library that addresses persona-specific and segment-specific pain points, delivering tailored content that aligns with the account's segment and the contact's role.

III. Email Structure

<email> <subject>{{Contact.FirstName}}, Maximize Your Year-End Budget with {{Sender.Company}}</subject> <body> <p>Hi {{Contact.FirstName}},</p> <p>As we approach the end of {{CompanyName}}'s fiscal year, I wanted to reach out about an opportunity to make a strategic investment with your remaining budget. Our {{ProductName}} has helped companies like yours achieve {{ValueProposition}} before their fiscal year closes.</p> <p>Based on our understanding of {{CompanyName}}'s challenges, particularly {{SpecificPainPoint}}, I believe we can help you:</p> <ul> <li>{{BenefitPoint1}}</li> <li>{{BenefitPoint2}}</li> <li>{{BenefitPoint3}}</li> </ul> <p>To help you make an informed decision, I'd like to share {{ContentLibrary.RelevantResource}} which outlines how we've helped similar companies in your industry.</p> <p>Do you have 15 minutes this week to discuss how we can help {{CompanyName}} close out the fiscal year strong? I'm happy to provide a quick demo tailored to your specific needs.</p> <p>Looking forward to connecting,</p> <p>{{Sender.Name}}</p> <p>{{Sender.Title}}, {{Sender.Company}}</p> <p>{{Sender.ContactDetails}}</p> </body> </email>

IV. Context

<context> <Company Information> **`{{Company Information}}`** </Company Information> --- <Signals & Behavior> **`{{Signals & Behavior}}`** </Signals & Behavior> --- <Account History> **`{{Account History}}`** </Account History> --- <Contact Information> **`{{Contact Information}}`** </Contact Information> --- <Content Library> **`{{Content Library}}`** </Content Library> --- <Messaging> `{{Messaging}}` </Messaging> </context>

V. Optimizations

  • Subject Line Personalization: Use the contact's name and emphasize the timely opportunity (e.g., "{{Contact.FirstName}}, Maximize Your Year-End Budget with {{Sender.Company}}").
  • Engaging Opening: Immediately address the fiscal year-end timing and the opportunity it presents.
  • Value-Driven Content: Highlight specific benefits tailored to the company's known pain points and challenges.
  • Call to Action: Offer a quick, tailored demo to make the next step easy and appealing.
  • Sense of Urgency: Emphasize the limited time frame of the fiscal year-end to encourage prompt action.

Merge Tokens Used

{{Contact.FirstName}}{{Sender.Company}}{{CompanyName}}{{Product.Name}}{{ValueProposition}}{{PainPoint}}{{Benefit}}{{ContentLibrary.Resource}}{{Sender.Name}}{{Sender.Title}}{{Sender.ContactDetails}}

Play Description for LLM

<play> **PLAY NAME** Fiscal Year End Targeting --- **🔁 Triggers** - A company is 90 days from ending the fiscal year. --- **⚡️ Actions** - Enroll the buying committee in an end-of-year budget campaign.  --- **✅ Goal / Problem to Solve** ✅ Cold / New Leads --- **➡️ Channels** ✉️ Email, 📞 Phone, 💬 Text, 📢 Ads, 📪 Mail --- **✏️ Summary** The end of a fiscal year is a great time to get in front of potential customers. People are often looking to spend their remaining budget before the year closes, which opens the door for you to make a sale.  Identify accounts that are within 90 days of their fiscal year closing. Enroll them in a campaign that explains why your product or service is the right fit for them and a great way to invest their remaining money.  --- **✏️ Default Natural Language** When a **company is 90 days from ending the fiscal year** for **any company**, then: - Discover **up to [number]** ZoomInfo contacts that meet **select criteria** for the buying committee - Export to **select system** as **record type** - Enroll in **end-of-year budget campaign** - Assign to **select user** --- **🏷Features)** CRM Sync, ABM Audiences --- **🏷️ZoomInfo Data Types)** Contact Data, Company Data --- **📁 Sales Stage** Pre-Sales --- **🚦 Difficulty** 🟦 - Intermediate --- **🧪Standard Operating Procedure (SOP)** ## 1. Identify Target Accounts - Set up saved search for companies approaching fiscal year-end - Configure 90-day trigger before fiscal year close ## 2. Prepare End-of-Year Budget Campaign - Develop compelling messaging focused on budget utilization - Create multi-channel content (email, ads, direct mail) ## 3. Enroll Buying Committee - Use ZoomInfo to identify key decision-makers - Add contacts to the end-of-year budget campaign ## 4. Launch Multi-Channel Outreach - Initiate email sequence - Set up targeted ad campaigns - Schedule phone calls and send text messages - Deploy direct mail pieces ## 5. Track Engagement and Prioritize Leads - Monitor response rates across channels - Identify highly engaged accounts for immediate follow-up ## 6. Personalize Follow-Up Strategy - Tailor messaging based on engagement data - Adjust outreach frequency and channel mix per account ## 7. Leverage Urgency in Messaging - Emphasize limited time to utilize remaining budget - Highlight quick implementation and immediate value ## 8. Facilitate Rapid Decision-Making - Offer streamlined demos and proposals - Provide flexible terms to accommodate year-end budgets ## 9. Measure Campaign Performance - Track conversion rates and deal sizes - Analyze effectiveness of different channels and messages ## 10. Refine for Future Fiscal Year-End Campaigns - Review successful strategies and pain points - Update playbook for next year's campaign --- **🪙 RAG Inputs Used (Broad)** Company Information, Signals & Behavior, Account Data, Contact Information, Content Library, Messaging --- **🪙 Email tokens Used** Contact.FirstName, Sender.Company, CompanyName, Product.Name, ValueProposition, PainPoint, Benefit, ContentLibrary.Resource, Sender.Name, Sender.Title, Sender.ContactDetails --- **🟨 Yield in $ Formula** Potential Yield = (TAV * CR / 100) * ADS --- **🟨 Yield Key Drivers** Conversion Rate (CR), Average Deal Size (ADS), Target Account Volume (TAV) --- **🟨 Yield Driver Definitions** Conversion Rate (CR) This metric indicates the proportion of leads that convert into customers. A higher conversion rate suggests a more effective engagement and follow-up strategy. Average Deal Size (ADS) This refers to the average revenue generated from each successful deal. Maximizing the average deal size is essential for increasing overall revenue, especially when the number of conversions is limited. Target Account Volume (TAV) This is the total number of target accounts that are identified for this strategy. --- </play>