Reducing Prep Time by 60% and Cutting Hours of Manual Account Research to Drive GTM Efficiency at Cacheflow

Executive Summary

Cacheflow, a fast-growing startup in the CPQ and billing automation space, needed to scale their sales operations efficiently and increase average deal sizes when going upmarket. By implementing Salesmotion, they were able to reduce sales prep time by 60%, increase sales team productivity, and grow their average selling price (ASP) from $5000-7000 to $18,000-20,000 within 6 months.

About Cacheflow

Cacheflow, headquartered in Redwood City, California, eliminates the slow, error-prone quote-to-cash cycle by unifying CPQ, billing, and payments for a single source of truth across sales, finance, and operations in the B2B SaaS commerce space.

Co-founded by CEO Sarika Garg and CTO Rajan Sheth, the company has raised $16 million from investors including GGV Capital, Pelion Ventures, and Cowboy Ventures to streamline and accelerate revenue realization. With early traction, the team was ready to scale its go-to-market in 2024.

The Challenge

As Cacheflow headed into 2024, the company experienced a significant surge in inbound demo requests, driven by strong market interest. However, with a lean sales team of just three Account Executives (AEs) and one newly hired Sales Development Representative (SDR), they faced several pressing challenges:

• Qualifying Inbound Leads at Scale: The influx of demo requests was overwhelming. How could they efficiently qualify leads and keep up with the demand for discovery calls without burning out their small team?

• Streamlining Account Research and Personalization: How could they establish a repeatable process to conduct deep account research, connect with the right buyers, and accelerate deal velocity—all while maintaining a high level of personalization?

• Onboarding and Enabling New SDRs: With ambitious goals to increase average deal sizes (ASPs) and close deals faster, how could they quickly onboard new SDRs and equip them to confidently prospect and qualify leads in a high-velocity environment?

“For every hour of customer meeting, we were spending about an hour and a half just doing prep—digging into LinkedIn, scanning news, trying to find something relevant to reference.”

Adam Wainwright
Head of Revenue, Cacheflow

 

This manual research process was not only time-consuming but also unsustainable as the volume of leads continued to grow. Cacheflow recognized that their manual approach was holding them back. To achieve their goals of increasing deal sizes and closing deals faster, they needed a more streamlined and scalable solution. The 3 key questions that the team needed to answer as they scaled the GTM efforts were:

1. Which accounts are high-potential versus low-fit?
   Without a clear way to prioritize accounts, the team was spending valuable time on leads that were unlikely to convert.
   
   
2. How can we deeply understand each prospect’s needs before the call without hours of manual research?
   The team needed a way to quickly gather insights and establish credibility in initial conversations and show relevance with buyers.
   
   
3. How do we onboard new SDRs quickly so they can confidently prospect and qualify in a high-velocity environment?
   With a growing pipeline, the team needed to ensure new hires could hit the ground running and show up with strong POVs in every conversation.

Why Salesmotion

Cacheflow turned to Salesmotion to address these challenges. The platform provided a centralized platform for account research, enabling the team to quickly identify high-potential accounts using its proprietary Salesmotion Score and gather relevant insights before every customer meeting from 100s of online sources including job changes, press releases, podcasts and more. This shift allowed them to focus more on execution and less on manual prep work.

Adam and the Cacheflow team selected Salesmotion for 3 primary reasons.

1. Account Intelligence in One Platform

Instead of juggling multiple tools to gather all information needed to be ready to engage a buyer Salesmotion provided everything in one place with an easy to use interface for sales reps. The team no longer had to set up custom Google news alerts, or manually check for updates across all their target accounts. Critical signals were in Salesmotion, curated and updated every week with timely insights. This all-in-one solution gave Cacheflow a comprehensive, account-centric view, eliminating the need for inefficient, manual research. With Salesmotion, the team had a one-stop shop for pre-meeting preparation, ensuring they walked into every conversation fully informed and ready to engage any prospect with a highly relevant POV.

2. Immediate Time Savings

Salesmotion automatically curates relevant account, industry, and stakeholder intelligence, helping reps to enter every meeting with a relevant value proposition using its Salesmotion AI showing the prospect they know them, their needs and goals. By eliminating hours of manual research, the team could redirect that time toward higher-value selling activities. Adam noted, “For every hour of customer meetings, we were spending about an hour and a half on prep. With Salesmotion, we cut that prep time by 60%, giving us back hours every week.” This efficiency gain allowed the team to scale their efforts without sacrificing quality.

3. Easy Onboarding and Adoption

With a growing team and newly hired SDRs, Cacheflow needed a solution that required minimal change management. Salesmotion’s intuitive interface and one-click account research ensured rapid adoption and immediate ROI. Additionally, Salesmotion seamlessly integrated with HubSpot, automatically adding inbound leads and providing the sales team with a full briefing before every meeting—without any extra effort. This streamlined process allowed new hires to hit the ground running and focus on selling.

“The moment we turned on Salesmotion, it became essential. No more hours on LinkedIn or Google to figure out who we’re talking to. It’s just there, served up to you, so it’s always ‘go time."

Adam Wainwright
Head of Revenue, Cacheflow

 

Implementation and Use Cases

1. Speeding Up Inbound Briefing

Cacheflow receives dozens of inbound demo requests each week. Instead of scrambling to gather intel minutes before a discovery call, reps use Salesmotion’s Inbound Briefing feature to see relevant news. Salesmotion’s Inbound Briefing feature automatically summarizes each prospect’s background—recent news, social profiles, and role-specific details—so reps can hop on calls fully prepared.

“If we have five net-new meetings a day, we can’t do an hour of research before each call. Salesmotion surfaces everything we need to build credibility in five minutes.”

Adam Wainwright
Head of Revenue, Cacheflow

 

2. Target Account Prospecting

Beyond inbound leads, Cacheflow’s new SDR needed to ramp up outbound prospecting efforts. Salesmotion simplified territory planning by identifying high-fit accounts and providing detailed insights into what each buyer cared about. This enabled the SDR to quickly learn the market, tailor outreach, and schedule more meaningful first meetings.

“For a junior SDR, Salesmotion also became an onboarding tool. They learn the industry, they learn relevant people, and they start connecting the dots—all within one platform.”

Adam Wainwright
Head of Revenue, Cacheflow

 

3. Driving Larger Deals

Early on, Cacheflow had an average deal size of $5K–$7K. By zeroing in on accounts with more complex billing and CPQ needs, and appearing more consultative during discovery calls, Cacheflow nearly tripled its ASP to $18,000–$20,000 in 2024. Salesmotion played a pivotal role in achieving that jump by helping the team:

• Focus on high-value accounts: Prioritizing the best-fit opportunities with the highest revenue potential.

• Tailor first calls: Building trust early by addressing each prospect’s unique needs and pain points.

• Shift to consultative selling: Moving beyond transactional interactions to deliver tailored solutions.

Results

60% Reduction in Prep Time

1. • Before: ~1.5 hours of research for each 1-hour meeting
   • After: Sales reps now spend as little as 30 minutes prepping across multiple daily calls, freeing them up to do more high-impact tasks like discovery, pipeline reviews, and outbound prospecting.
     

Improved Sales Credibility and Faster Relationship-Building

1. • Reps now walk into meetings armed with up-to-date account insights, referencing recent news, funding events, or leadership changes.
   • Prospects immediately see value and relevance, lowering their guard and accelerating deal cycles.

3x Higher Deal Sizes

1. • ASP grew from the $5,000–$7,000 range to $18,000–$20,000 within 6 months.
   • Both seasoned reps and new SDRs rely on Salesmotion daily, reinforcing consistent processes and delivering a unified view of the pipeline.

Realized Value in 24h

• • The onboarding was quick, the team was able to fully utilise the full platform within 24h. 
  • Simple upload of existing account lists and auto-sync of inbound leads meant quick time to value.
  • No complicated change management—Salesmotion integrated smoothly into daily workflows.

“With Salesmotion, you realize just how much time you were spending on low-value tasks. Now that our team isn’t drowning in manual research, they can truly focus on execution, which is priceless for a startup.”

Adam Wainwright
Head of Revenue, Cacheflow

 

By adopting Salesmotion, Cacheflow not only addressed their immediate challenges but also set the foundation for scalable growth. The platform enabled them to drive efficiency, deepen customer relationships, and accelerate their growth—all while maintaining the personalization that sets them apart in a competitive market.

Looking Ahead

Cacheflow has since been acquired by HubSpot—a testament to their innovative solution in the quote-to-cash space. As they continue to scale with a larger team and broader product vision, Adam sees Salesmotion as a key piece of their sales tech stack. By providing real-time account intelligence and enabling deeper, more strategic customer conversations, Salesmotion helps ensure every rep at Cacheflow is always prepared to bring immediate value to prospects.

About Salesmotion

Salesmotion is a leading account intelligence platform designed to give GTM teams instant, account-specific insights—without the need for manual research. By helping B2B companies uncover relevant signals, understand buyer priorities, and drive more relevant conversations, Salesmotion empowers teams to save time, build more pipeline, and close deals faster.

Interested to learn more?
Book a demo and see how your team can start saving hours with AI, drive more pipeline, and be relevant in every customer conversation.