How Cytel Cut Sales Research Time by 50% and Scaled Strategic Sales

About Cytel

Cytel is a global leader in advanced analytics for life sciences, trusted by the world’s top biopharma companies to drive faster, smarter clinical development. Headquartered in Cambridge, Massachusetts, and founded in 1987, Cytel serves hundreds of clients worldwide with a team of over 1,500 professionals across North America, Europe, and Asia.

As the company scaled its enterprise go-to-market, Cytel’s commercial leadership turned to Salesmotion to embed strategic account intelligence into their workflow, enabling more focused execution, stronger internal alignment, and deeper engagement with key accounts.

The Challenge: Too Many Tools, Too Little Selling Time

Cytel’s commercial organization was operating in a data-rich but insight-poor environment. Despite a well-developed tech stack, teams were losing hours of time toggling across disconnected tools, job boards, industry news sites, LinkedIn, and public trial databases to prepare account planning, outreach, and executive meetings.

Key challenges

• Inside sales reps spending excessive time on manual research
• New hires taking long time to ramp in a complex industry
• Account planning sessions requiring hours of preparation across fragmented sources
• Sales Operations spending additional time supporting tooling and process gaps

This overhead was limiting pipeline generation, slowing down onboarding, and pulling Sales Operations away from higher-value initiatives.

“We had a variety of tools, and that was the pain - the variety. We had to go to multiple places to get streamlined data.”

Lyndsay Thomson,
Head of Sales Operations, Cytel

The Solution: Account Intelligence in One Place

Cytel selected Salesmotion to centralize account intelligence across teams and eliminate hours of manual research. Unlike generic sales tools that provide data without context, Salesmotion connects account signals directly to strategic selling workflows.

“Salesmotion is helping Cytel elevate our enterprise sales performance by embedding account intelligence directly into our workflow.

The platform gives our commercial team real-time visibility into key account movements — from leadership changes to clinical trial activity — and supports structured account planning at scale.

It’s becoming an essential tool to identify opportunity, build strategic relationships, and drive informed growth across our software and services business.”

Jonathan Burr,
Chief Commercial Officer, Cytel

Instead of spending hours piecing together intelligence across disconnected sources, Cytel’s sales teams could now access everything they needed in one place. Salesmotion streamlined research, surfaced the most relevant account signals in real time, and delivered actionable insights that directly fed into outreach and account planning.

Within one week of implementation, Cytel had real-time visibility into:

• Executive and personnel changes at target accounts
• News mentions, strategic initiatives, and industry partnerships
• Clinical trial activity directly relevant to their customers
• AI-generated messaging to personalize outreach and prepare for meetings
• Structured workflows for account planning and stakeholder mapping

“The AI templates were a surprise delight. We expected the data, but the pre-built email suggestions turned out to be much better than expected and a huge help, especially for newer reps.”

Sabina Malochleb-Bazaud,
Senior Sales Operations Administrator, Cytel

Results

50% Reduction in Research Time

Salesmotion consolidated account intelligence from across the web into one streamlined interface. Reps no longer needed to bounce between five or more sources to prepare for meetings or conduct outreach. These efficiency gains freed up dozens of selling hours per rep each quarter, translating into more meetings booked, better-prepared conversations, and stronger pipeline coverage.

“Account research time has been cut in half for my team.”

— Head of Mid-Market Business Development, Cytel

30% Reduction in Account Planning Prep Time

Cytel reduced the time required for quarterly business reviews, strategic account reviews, and pipeline discussions. This time saving translated into greater selling capacity and improved meeting quality.

Accelerated Onboarding and Rep Enablement

Salesmotion doubled as both a research and learning tool. New hires used AI templates and contextual account insights to understand the market and craft effective outreach without weeks of training.

“For newer reps, Salesmotion functions as both a research tool and a learning tool. It helps them understand the account, the context, and how to message effectively without needing weeks of training.”

Jillian Cormier,
VP of Business Development, Cytel

Business Impact Summary

“I used to have to go to 5+ websites to gather all of the account intelligence needed for QBR and Account Planning prep. Salesmotion has cut that down to 1 website and a significant time saver”

— Business Development Manager, Cytel

Why Salesmotion Worked for Cytel

Time Savings at Scale

Reps and managers alike reclaimed hours each week, freeing up time for selling and strategy. 

Ease of Use and Adoption

The intuitive interface and quick onboarding helped drive adoption across multiple teams with no formal training required.

Value Across Tenure Levels

Senior reps leveraged deep account context, while newer team members gained faster onboarding, AI messaging support, and research capabilities.

Strategic Sales Enablement

Salesmotion enriched account plans, stakeholder mapping, and high-stakes deal preparation, helping sellers show up better prepared.

Strong Vendor Partnership

Cytel’s feedback led to new features like clinicaltrials.gov integration and contact intelligence. Salesmotion responded rapidly, prioritizing customer needs.

Looking Ahead

Cytel is actively expanding its Salesmotion usage to additional accounts and team members. The company is also exploring new features such as contact enrichment and CRM integration to further streamline workflows.

“Looking forward, we plan to expand Salesmotion across a larger account base and continue partnering on innovation. The speed at which Salesmotion improves the product is impressive and aligned with what we need to succeed.”

Lyndsay Thomson,
Head of Sales Operations, Cytel

About Salesmotion

Salesmotion is the fastest way for sales teams to access real-time account intelligence. From news and executive changes to technology stack and hiring signals, Salesmotion aggregates high-signal data into one view, helping sellers focus on the right accounts with the right message at the right time.

Customers include growth-stage and enterprise companies across SaaS, life sciences, data infrastructure, and consulting. Salesmotion helps them reduce manual research time, scale personalized outreach and improve overall sales execution.