A conversation with
Last Updated
02.09.2026
3x
Account Coverage
Reps working more qualified accounts per week
Industry
Customer Success / B2B SaaS
CRM
Salesforce
Company Site
Headquarters
Redwood City, California, USA
Angel Jimenez
Revenue Operations, Totango
Totango's prospecting motion was manual and slow.
SDRs spent hours on research, finding accounts/contacts instead of outreach. They'd manually search Sales Navigator, click into profiles one by one, enrich contacts in ZoomInfo, then validate and log the activities in Salesforce. 10+ minutes per account before they could even think about reaching out.
ZoomInfo had gaps. Static data, and no automation. The team still had to manually research every account - checking a company's current CRM, what CSM platform they were using, and whether their customer success department was growing or shrinking. Without that context, they were targeting blind.
No signals on when to reach out. Reps had no visibility into hiring changes, tech stack shifts, or competitive moves. They were guessing who to prioritize.
Reps stopped wasting time on accounts that didn't fit. The CRM became a source of truth, not a graveyard of stale data.
Every triggered account in Salesforce gets enriched automatically. Not just company data like headcount, funding, and tech stack - but also the signals that actually matter for Totango: what CRM the company uses, what CSM platform they're on, and whether their customer success department is growing or shrinking. Then Floqer finds the right personas, enriches them with verified emails and phone numbers, and pushes everything back to Salesforce.
Reps open an account and the research is already done. They're selling with confidence knowing that every account in the CRM exactly matches their ICP.
Floqer built a system that watches for the signals that actually matter - website visits, social mentions, hiring activity, title changes, and champion movement in the CRM. When an account shows intent or fits Totango's criteria, Floqer scores it, finds the right contacts, enriches them with emails and phone numbers, and pushes qualified leads directly to reps.
Reps stopped manual account search. Qualified accounts now come to them.
Traditional tools give you a database. Floqer became the system for Totango.
Before, the prospecting team had to manually research every account. They'd check key points like a company's current CRM, CSM platform, and whether their customer success department was growing or shrinking - or risk targeting without the facts. Now that logic runs automatically.
When an account fits, reps get the full picture without the manual work, allowing them to do outreach at scale.