Frontify is a brand-building platform where a user-friendly DAM meets customized portals and templates to transform how marketing teams create on-brand content at scale. Frontify partnered with Salesmotion to further strengthen and scale their EMEA and North American sales motion. In 12 months: 90% reduction in research time, 4x increase in self-sourced revenue, and 35% improvement in win rates. The platform replaced fragmented manual research with automated, tailored account intelligence that enabled Frontify to operationalize value-based selling more consistently at scale.
Frontify is a leading brand management platform that unifies assets, templates, guidelines, and workflows to transform how marketing teams create on-brand content at scale. Founded in 2013, Frontify is headquartered in St. Gallen, Switzerland, with additional offices in New York City, USA, and London, UK. The SaaS company has grown to over 300 employees and serves global brands such as Uber, Microsoft, and Kia.
In 2025, as Frontify accelerated its enterprise expansion in North America, the leadership team faced a critical question: how do you scale a strong sales organization from effective but manual prospecting to standardized, intelligence-driven selling? The answer came through a partnership with Salesmotion that would reshape how the company approaches strategic accounts.
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 reflected the growing complexity Frontify faced as it continued to scale its enterprise motion.
On paper, Frontify had everything a modern sales organization needs. Talented reps. A strong product. A growing market. But as the sales team scaled, structural limitations began to surface: there was no shared, consistent system to truly understand and prioritize accounts.
Research methods varied by rep and region, ranging from CRM notes and LinkedIn to personal systems and documents. There was a shared understanding of what made an account worth pursuing, but no structured way of scaling that understanding across accounts and reps. With limited time available, reps could only do so much research manually, and there was no scalable, centralized way to consistently capture and operationalize management intent across accounts.
Thomas Meichtry, Head of Sales for North America, recognized that scaling Frontify's go-to-market approach required more than incremental optimization. To support continued enterprise growth, the team needed a stronger, more consistent foundation of account intelligence to inform how they prioritized, qualified, and engaged strategic accounts.
“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 at scale.”
Frontify took a deliberate and structured approach to evaluating solutions. 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 limited strategic context. Custom ChatGPT workflows proved difficult to standardize and operationalize reliably across the sales organization. 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.”
Frontify's goal was to make its sales team more effective by helping reps focus their time where it matters most. By reducing manual research and removing repetitive work, the team aimed to free up capacity for increased self-sourcing and higher-quality, more strategic customer conversations.
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:
“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.”
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.”
The impact was immediate and measurable. What had been a strong but inconsistent approach to account research became a standardized competitive advantage that showed up in every sales metric that mattered.
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 research and synthesis work that previously required significant manual effort across multiple roles, and delivered it at scale, reliably, and on autopilot.
“Reps are ready in minutes to walk into any meeting with a point of view.”
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, there has been a 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.
“We increased sales velocity by 42% year over year since introducing Salesmotion. We close more and we close faster with account intelligence.”
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.”
Better-prepared reps move deals faster. With account intelligence readily available, the team reduced average sales cycle time by approximately 31% compared to the previous 2024 H1 baseline. Improved customer understanding enabled reps to align their messaging to customer strategies and qualify out quickly when there was no strategic initiative to pursue. This focus translated directly to better forecast accuracy and more predictable revenue.
The numbers tell the story: Frontify now closes more deals, and they close them faster. Sales velocity increased by approximately 42% year over year, driven by shorter sales cycles, higher win rates, and more effective account engagement.
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.
The US team increased their win rate by approximately 35% compared to the 2024 H1 baseline, 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.”
| Metric | Impact |
|---|---|
| Account research time | Reduced by 90% |
| Sales velocity (YoY) | Increased by 42% |
| Sales cycle time | Reduced by 31% vs. 2024 H1 |
| Win rate (US) | Increased by 35% vs. 2024 H1 |
| Self-sourced revenue (Enterprise) | 4x increase (Q1 to Q4) |
| Meetings generated (Growth Team) | Increased by 400% |
| Meetings generated (Enterprise Team) | Increased by 250% |
| Self-sourced revenue share | 4% to 16% (Q1 to Q3) |
Frontify evaluated multiple solutions before selecting Salesmotion. Here is how they compared:
| Solution | Why It Fell Short |
|---|---|
| ZoomInfo | Focused on high-level intent data rather than deep, tailored intelligence specific to Frontify's value proposition |
| LinkedIn Sales Navigator | Provided contacts but limited strategic context or management intent |
| ChatGPT / AI Prompts | Difficult to standardize and operationalize reliably across the sales organization |
| Salesmotion | Deep, tailored intelligence at scale. Automated signal monitoring. Enterprise Salesforce integration. Structured for value-based selling. |
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.
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.
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 helped leadership proactively assess deal quality and improve forecast accuracy.
“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.”
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.”
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 see significant value for Customer Success teams as well. CSMs need the same level of customer understanding to support value delivery after the deal is signed. Salesmotion does not stop at sales, it supports the full customer lifecycle.”
Cornelia Huber, Vice President of Global Sales at Frontify, sees the impact reflected in every customer-facing conversation:
“When reps walk into meetings better prepared, conversations change. Salesmotion helps our teams show up with context and confidence.”
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.”
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.
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.
Book a demo and see how your team can start saving hours with AI, drive more pipeline, and be relevant in every customer conversation.
