How Frontify Grew Self-Sourced Revenue 4x in One Year

Results at a Glance

About Frontify

Frontify is a leading brand management platform trusted by over 2.5 million brand builders worldwide. With more than 300 employees across offices in Switzerland, the US, and the UK, Frontify helps companies like Uber, Lufthansa, and Vodafone create, manage, and scale their brand identity across global teams. The platform serves thousands of organizations and has raised over $90 million in funding to fuel its mission of making brand building accessible to everyone.

In 2025, as Frontify accelerated its enterprise expansion in North America, the leadership team faced a critical question: how do you transform a sales organization from reactive prospecting to proactive, intelligence-driven selling? The answer came through a partnership with Salesmotion that would fundamentally reshape how the company approaches strategic accounts.

The Market Reality: Why Traditional Sales Research No Longer Works

The B2B sales landscape has fundamentally shifted. According to Gartner, buyers now spend only 17% of their time meeting with potential suppliers, and when they do engage, they expect sellers to already understand their business. McKinsey research shows that 76% of B2B buyers find it helpful when sellers provide personalized recommendations based on their specific needs.

Yet most sales teams are still operating with tools built for a different era. Generic intent data tells you someone visited a pricing page but not why. LinkedIn provides contacts but not strategic context. And while ChatGPT can summarize a 10K, it cannot monitor thousands of accounts for real-time signals or deliver insights tailored to your specific value proposition.

The result is a growing gap between buyer expectations and seller capabilities. Sales teams that cannot deliver relevant, informed conversations at scale are losing deals to competitors who can. This was exactly the challenge Frontify faced as they scaled their enterprise motion.

The Challenge: A Sales Team Flying Blind

On paper, Frontify had everything a modern sales organization needs. Talented reps. A strong product. A growing market. But beneath the surface, a fundamental problem was holding the team back: nobody had a consistent way to understand their accounts.

Some reps kept notes in spreadsheets. Others used LinkedIn. A few scribbled insights on paper. Most did minimal research at all. There was no shared understanding of what made an account worth pursuing, no structured way to capture management intent, and no system to identify when a prospect's strategic priorities aligned with what Frontify could deliver.

The symptoms were clear:

• Reps were not doing consistent research, and those who did often did not know how to use the intelligence they gathered
• There was no single source of truth for account knowledge across the organization
• SDRs were spending hours buried in 10Ks, annual reports, and company websites with little to show for it
• The team lacked the ability to capture management intent and strategic initiatives at scale
• Value-based selling remained an aspiration rather than a practice

Thomas Meichtry, Head of Sales for North America, knew that incremental improvements would not be enough. Frontify needed a complete transformation of how they approached go-to-market, and that transformation required a new foundation of account intelligence.

"We wanted to get every deal qualified at an executive level to improve our conversion rate. Salesmotion is the intelligence layer that makes that possible."

Thomas Meichtry,
Head of Sales, North America, Frontify

The Evaluation: Why Salesmotion Won

Frontify did not rush into a decision. The revenue operations team, led by Alex von Stegmann, conducted a rigorous evaluation of multiple vendors. They tested ZoomInfo, explored LinkedIn Sales Navigator, and even experimented with custom ChatGPT workflows. None of them solved the core problem.

ZoomInfo offered data, but it was focused on high-level intent rather than the deep, tailored intelligence Frontify needed. LinkedIn provided contacts but not context. ChatGPT prompts were ad-hoc, unscalable, and inconsistent. What Frontify required was a platform that could deliver research, analysis, and insights specifically tailored to their business, at scale, and on autopilot.

"We did a deep evaluation across vendors and no other tool comes close to condensing the vast amount of information on accounts in such a simple, easy, complete platform. If you want to give your reps one tool to understand their accounts, Salesmotion is the absolute leader."

Alex von Stegmann,
Senior Revenue Operations Manager, Frontify

The Solution: Building a Machine for Strategic Selling

Frontify's goals were ambitious. They wanted to drive more self-sourced pipeline from AEs. They wanted reps to engage with prospects based on real strategic context, not generic pitches. And they wanted to do it all without asking sellers to spend hours on manual research.

Salesmotion delivered on every front. The platform became a 24/7 intelligence engine, continuously scanning Frontify's target accounts and surfacing the signals that matter most: leadership changes, strategic initiatives, hiring patterns, and competitive movements.

Within days of implementation, the team had access to:

• Real-time signals on hiring, job changes, and champion movements
• Strategic initiatives and management intent for each account
• SWOT analysis and competitive intelligence tailored to Frontify's value proposition
• Account scoring to prioritize the right opportunities at the right time
• Network mapping to identify warm introduction paths through existing relationships

"The implementation was as smooth as butter. It was quick and reps were up and running in no time. It is such an easy tool to use."

Thomas Meichtry,
Head of Sales, North America, Frontify

The Salesforce integration meant intelligence flowed directly into the tools reps already used. No context switching. No manual data entry. Just actionable insights delivered where and when they were needed.

"We were impressed with the enterprise-grade integration to Salesforce. It helped us seamlessly connect and sync with our CRM."

Alex von Stegmann,
Senior Revenue Operations Manager, Frontify

The Results: A Transformation in Numbers

The impact was immediate and measurable. What had been a fragmented, inconsistent approach to account research became a competitive advantage that showed up in every sales metric that mattered.

90% Reduction in Account Research Time

Before Salesmotion, reps spent 30 to 60 minutes researching each account. That time has been compressed by 90%. The platform now delivers the same depth of intelligence that previously required manual analysis across multiple sources. Salesmotion compressed the work that was historically done by analysts and delivered it at scale, reliably, and on autopilot.

"Reps are ready in minutes to walk into any meeting with a point of view."

— Alex von Stegmann, Senior Revenue Operations Manager, Frontify

4x Increase in Self-Sourced Revenue

The sales team made it a strategic initiative to drive more self-sourced pipeline from AEs. Salesmotion was implemented to help the AEs achieve the self-sourcing goals through increased efficiency (less time prospecting/researching), more relevant outreach (based on contextualized news), and identification of relevant stakeholders (past champions, linkedin network contact, recent hires, relevant open job positions)

Since introducing Salesmotion, we have seen an significant increase in AE self-sourced outbound meetings booked, opportunities created, and opportunities won. The share of self-sourced revenue increased from 4% in Q1 to 8% in Q2 to 16% in Q3..

Millions in Additional Closed-Won Revenue

Salesmotion played a pivotal role in identifying and winning strategic deals. One high six-figure opportunity exemplified the platform's impact: Salesmotion surfaced strategic changes at a target company, tracked relevant job hires, and identified management intent. Armed with this intelligence, the team was able to break into the account, build multithreaded relationships across the organization, and ultimately close the deal.

"I have seen reps improve their conversation quality massively since we introduced Salesmotion. It is great to see the team share wins in Slack."

Thomas Meichtry,
Head of Sales, North America, Frontify

70% Increase in Sales Efficiency

The numbers tell the story: Frontify now closes more deals, and they close them faster. The improved customer understanding enabled reps to align their messaging to customer strategies and qualify out quickly when there is no strategic initiative to pursue. This focus translated directly to better forecast accuracy and more predictable revenue.

400% Increase in Meetings from the Growth Team

The Growth Team experienced a dramatic increase in meetings generated as Salesmotion enabled more effective outbound. More meetings led to more opportunities, and more opportunities led to more revenue booked.

25% Increase in Win Rate

The US team increased their win rate by 25%, with the trend continuing upward as reps become more proficient at value-based selling supported by deep intelligence. Better research leads to better conversations, and better conversations lead to more closed deals.

"It is not just about saving time. It is about better quality conversations that lead to more and better deals."

Thomas Meichtry,
Head of Sales, North America, Frontify

Full Business Impact Summary

Why Salesmotion Won Against the Alternatives

Frontify evaluated multiple solutions before selecting Salesmotion. Here is how they compared:

Why Salesmotion Worked for Frontify

Deep, Tailored Intelligence That Scales

The difference between Salesmotion and other tools became clear immediately. While competitors offered generic data or required extensive manual prompting, Salesmotion delivered research, analysis, and insights specifically tailored to Frontify's value proposition. Reps received points of view that related directly to their conversations in the field, not abstract data points they had to interpret themselves.

Signal-Based Selling Becomes Reality

Frontify needed a system that could scan accounts continuously and alert reps to engage when signals indicated opportunity. Salesmotion replaced manual spreadsheets and ad-hoc monitoring with a structured, automated intelligence engine that never sleeps. When a target account posts a relevant job, announces a strategic initiative, or experiences a leadership change, the team knows about it immediately.

A Tool for Managers, Not Just Reps

Salesmotion proved valuable beyond individual contributors. Sales managers gained the ability to pressure-test deals in seconds, pulling up company background and strategic context to validate whether opportunities were real. This capability improved forecast accuracy and helped leadership identify deals at risk before they slipped.

"It is a great tool for managers too. It helps pressure test deals in seconds with company background and helps avoid deals slipping so we can forecast more accurately."

Thomas Meichtry,
Head of Sales, North America, Frontify

A Partnership Built on Speed and Trust

What surprised Frontify most was how responsive Salesmotion proved to be as a partner. Critical feature requests were implemented with top priority. The revenue operations team always felt heard, and the pace of innovation consistently exceeded expectations.

"We bet on you and the pace of innovation you delivered was fantastic. The team has been developing new features and capabilities very fast. This is different from other vendors who move slower. Salesmotion has always been quick to react to ideas and collaborate with our revenue operations team."

Alex von Stegmann,
Senior Revenue Operations Manager, Frontify

Looking Ahead: From Sales Tool to Revenue Platform

The success with Salesmotion has opened new possibilities for Frontify. The platform's ability to surface deep customer intelligence extends naturally beyond initial sales conversations. Customer Success teams need the same understanding of their accounts to drive adoption, identify expansion opportunities, and ensure long-term value delivery.

"I can see high value for CSMs. Customer Success Managers need to understand their customers around value delivery. After signature, it does not stop at sales. Salesmotion is a full-cycle tool."

Thomas Meichtry,
Head of Sales, North America, Frontify

For teams considering a similar transformation, the Frontify story offers a clear lesson: the right intelligence platform does not just save time. It fundamentally changes how sellers engage with their market, how managers run their business, and how companies grow.

"The biggest benefit from Salesmotion is giving the team a strong angle to break into any account instantly."

Alex von Stegmann,
Senior Revenue Operations Manager, Frontify

About Salesmotion

Salesmotion is the fastest way for sales teams to access real-time account intelligence. From news and executive changes to strategic initiatives 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.