How Orgvue Improved Team Alignment and Reduced Account Reseach and Planning Time by 50%

About Orgvue

Orgvue is a global leader in organizational design and workforce planning software, trusted by enterprises worldwide to navigate complex transformations. Every conversation demands deep account intelligence and strategic context.

The Challenge: 600 Accounts Per Territory, 1-2 Hours of Research Per Call

Orgvue's sales team operates in a pure hunter model with territories spanning 600-800 accounts each. Before Salesmotion, preparing for a single first call required hunting across 4-5 different websites: 10-Ks, press releases, investor presentations, and company sites—consuming 1-2 hours per account with inconsistent quality and limited coverage.

"We had huge territories with anywhere from 600 to 800 accounts that align to our ICP. There was a lot of time spent researching to try to build an understanding of how Orgvue could align to their needs and challenges."

Frank Guarasci,
Senior Account Executive, Orgvue

Missing Critical Signals

With large territories and manual research, reps often missed buying signals like executive changes, transformation initiatives, or restructuring announcements. By the time reps discovered these signals, competitors may have already engaged.

Coordination Challenges Between AEs and BDEs

Without a shared source of truth, AEs and BDEs duplicated research or approached prospects with inconsistent information, which could confuse prospects and undermine credibility.

Lack of Continuous Insights

Orgvue's complex 7-8 month sales cycles require ongoing account intelligence. Understanding what's driving a prospect's interest required monitoring financial performance, strategic announcements, leadership changes, market pressures, and competitive dynamics. Maintaining this level of continuous intelligence manually wasn't scalable.

The Solution: Instant Account Intelligence Saves 2 Hours of Research

Salesmotion consolidates account research from multiple sources through an Orgvue-specific lens, automatically surfacing executive priorities, strategic initiatives, organizational changes, and market pressures:

• Executive perspective: Key quotes from CEO, CFO, and CHRO communications
• Strategic initiatives: Transformation programs, cost reduction efforts, and organizational design projects
• Organizational signals: Leadership changes, hiring patterns, and restructuring announcements
• Financial context: Performance metrics and trends indicating buying triggers
• Competitive landscape: Market positioning and strategic moves

"What stands out is how simple it is. Reps can log in and get valuable account insights within 30 seconds to a minute."

Craig Brock,
Senior Business Development Executive, Orgvue

Why Salesmotion Beats Generic AI Tools like ChatGPT

Generic AI tools lack three critical capabilities:

• Context-aware intelligence: Salesmotion understands Orgvue's value proposition and automatically filters signals for organizational design opportunities. ChatGPT requires manual specification and produces generic results.
• Continuous monitoring: Unlike one-off ChatGPT queries, Salesmotion tracks accounts continuously with custom alerts for priority signals.
• Sales-optimized presentation: Information is structured with ready-to-use talking points and executive quotes formatted for outreach, not unstructured text.

"This notion that 'Oh, I can just use ChatGPT to tell me everything about this company as it relates to Orgvue' - it just doesn't deliver to the same level of insight. Salesmotion is instant, always on and truly built for salespeople."

Frank Guarasci,
Senior Account Executive, Orgvue

Salesmotion processes far more data than humans can manually review and identifies patterns and signals that would be missed even by experienced reps. This comprehensive view through an Orgvue-specific lens means reps uncover opportunities and insights they didn't even know to look for.

Proactive Signals and Team Collaboration

Custom alerts notify reps when signals appear at priority accounts. Reps configure alerts with tailored keywords related to transformation, organizational design, cost reduction, and restructuring. When these signals appear in news, earnings calls, or executive communications, Salesmotion immediately notifies the rep, ensuring engagement when prospects are thinking about problems Orgvue solves.

Salesmotion serves as a shared source of truth for AEs and BDEs, delivering several benefits:

• Consistent messaging: AEs and BDEs reference the same insights, ensuring coordinated outreach
• Efficient handoffs: When BDEs schedule meetings, AEs can immediately access all research and context without requiring lengthy briefings
• Collaborative planning: Teams can review accounts together in Salesmotion, discussing strategy while looking at the same information
• Accelerated onboarding: New team members quickly get up to speed by reviewing shared intelligence on key accounts

Implementation in Days

Despite Orgvue's lean operations team, Salesmotion was implemented seamlessly with minimal internal effort.

"Working with the Salesmotion team was very easy. Compared to other vendors, the implementation and rollout process was a breath of fresh air. It was easy to get up and running and put a new tool in front of the sales team quickly."

Pete Collins,
VP of Operations, Orgvue

Results: 5 Hours Saved Per Rep Per Week and Deal Acceleration

4-5 Hours Saved Per Rep, Per Week

Salesmotion saves 1-2 hours per first call, totaling 4-5 hours of reclaimed selling time per rep weekly. If a rep previously prepared for 3-4 first calls per week, they can now handle 6-8 with better preparation quality—doubling capacity.

"If I were to do this individually, it would be 3-4 different sites, summarizing 10-Ks, doing keyword searches. Salesmotion saves me 4-5 hours a week."

Craig Brock,
Senior Business Development Executive, Orgvue

After Gartner conference with 10+ new opportunities, Frank calculated 10-20 hours saved for that single event. With an average deal size of $140,000, every additional meeting and accelerated deal translates to meaningful revenue impact.

100% Pipeline Influence and 1-2 Months Cycle Reduction

Salesmotion touches every active opportunity, playing roles throughout the sales cycle: initial prospecting, meeting preparation, relationship building, deal progression, and timing optimization.

"There's a through line from Salesmotion to every single one of my active opportunities. The origination of me reaching out to a prospect. Salesmotion is a bus stop on that journey in every single one of my opportunities."

Tim Williams,
Senior Account Executive, Orgvue

Using fiscal year intelligence, Tim accelerates deal timelines by timing engagement around budget planning periods when buying decisions are made. Knowing a prospect's fiscal year allows reps to coordinate their sales process with natural decision points in the buyer's organization.

"If I can shape the trajectory of a 7-8 month sales cycle and shave off one or two months, I'm able to pull up an entire opportunity by an entire quarter. That has tremendous impact to our business."

Tim Williams,
Senior Account Executive, Orgvue

For Orgvue's complex sales cycles, accelerating even a handful of deals per year creates meaningful revenue acceleration while also improving forecast accuracy and freeing up rep capacity to pursue additional opportunities.

Higher Quality Outreach That Earns Second Meetings

Reps walk into calls with executive quotes, strategic priorities, and organizational context that builds immediate credibility. Prospects are often surprised when reps reference specific CEO comments or strategic initiatives, enabling deeper discovery conversations and strategic positioning beyond features and functions.

"I bring up, 'Hey, I saw the CEO said X, Y, and Z. Is this driving your initiative to find cost reduction?' They're like, 'Wow, yeah!' They're sometimes surprised I said that, or maybe they didn't even know their CEO said it. It builds a lot of credibility."

Craig Brock,
Senior Business Development Executive, Orgvue

This preparation directly impacts conversion rates, helping reps earn second meetings and keep deals progressing.

Uncovering Hidden Insights and Boomerang Opportunities

With 600-800 accounts to cover, reps can only do deep research on a small fraction. Salesmotion continuously monitors the entire territory, surfacing signals reps didn't even know to look for. The platform can connect dots humans would miss—noticing simultaneous cost reduction initiatives, new CHRO hiring, and organizational efficiency mentions that suggest opportunities even if no single signal is strong.

Salesmotion also identifies "boomerang" opportunities—accounts showing renewed signals after previous close-lost deals. These are particularly valuable because they typically have much shorter sales cycles, as the company already understands Orgvue and just needed timing or circumstances to align.

Business Impact Summary

Key Features That Drive Value

Account Briefs: 9/10 Refreshes Surface Something New

The "What You Need to Know" section continuously updates with the most relevant signals. Every time a rep refreshes an account page, there's high likelihood of discovering something new and actionable.

"9 times out of 10, when I refresh an account, there's something novel on there. Those key insights and updates—that's where almost all of my activities start."

Tim Williams,
Senior Account Executive, Orgvue

Executive Perspective with Sourced Quotes

Salesmotion surfaces copy-paste ready quotes from CEOs, CFOs, and CHROs, pulling from earnings calls, investor presentations, and media interviews. Rather than generic value propositions, reps can tie Orgvue's capabilities directly to what the prospect's own leadership is saying publicly.

Fiscal Year Intelligence

The prominent display of each company's fiscal year enables reps to time engagement around budget cycles. When a rep can say "we should aim to get this implemented for your new fiscal year starting in April," that creates much more authentic urgency than generic end-of-quarter pushes.

Additional High-Impact Features

• AI-powered emails: Generates personalized outreach incorporating specific account signals, helping BDEs break out of repetitive patterns
• Deep-linking: Direct links to specific sections of 10-Qs and earnings calls where keywords like "organizational transformation" or "workforce optimization" appear, allowing quick verification
• Custom alerts: Immediate notifications when relevant events occur at priority accounts, with customization by rep based on their objectives

Why Salesmotion Worked for Orgvue

Daily Usage Eliminates Research Friction

Salesmotion has become a daily tool, as fundamental as email or CRM. The psychological barrier of research has been eliminated—reps no longer delay prospecting because preparation now takes 30 seconds instead of 2 hours. This removal of friction means more accounts get attention and pipeline generation becomes more consistent.

Purpose-Built for Sales Teams

The platform is purpose-built for sales teams with Orgvue's specific business embedded—what keywords matter, what executive roles are important, what initiatives indicate buying potential. Every design decision prioritizes sales workflows, sales information needs, and sales outcomes. This context awareness means the intelligence is pre-filtered for relevance.

Consistent Quality Across the Team

Salesmotion ensures consistent preparation quality across the entire team. With manual research, preparation quality varied dramatically based on rep experience and available time. With Salesmotion, there's a baseline standard that every rep can easily meet. This is particularly valuable when onboarding new reps who immediately access the same intelligence as senior performers, accelerating ramp time.

Straightforward ROI

With 4+ hours saved per rep per week, the time savings alone justify the investment. But the real value goes beyond time savings to include quality improvements, conversion rate increases, and cycle time reductions. If reclaimed time generates even one additional meeting per quarter or accelerates a single $140K deal by a few weeks, the investment pays for itself many times over.

Looking Ahead

As Orgvue continues to scale, the team is exploring:

• Enhanced contact intelligence with influence mapping for comprehensive stakeholder views across complex buying committees
• CRM integration to surface historical opportunity data, win/loss patterns, and partner involvement within existing workflows
• MEDDPIC signal detection to automatically identify metrics, economic buyers, and decision criteria
• Expanded account coverage as the team scales territories and onboards new reps

The partnership continues to evolve through regular feedback and collaborative product development, with Orgvue's input already influencing several platform enhancements.

About Salesmotion

Salesmotion is the fastest way for sales teams to access real-time account intelligence. From executive changes and strategic initiatives to earnings calls and organizational signals, Salesmotion consolidates high-signal data into one view, helping sellers focus on the right accounts with the right message at the right time. Customers across SaaS, life sciences, data infrastructure, and consulting use Salesmotion to reduce manual research time, scale personalized outreach, and improve sales execution.