[CS 05]
Last Updated
02.09.2026
Totango made their CRM 100% relevant and up to date, and
A conversation with
Revenue Operations
Growth Partner
70%
Prospecting Time Saved
SDRs went from clicking each account online to having lists ready to action on.
3x
Account Coverage
Reps working more qualified accounts per week
About Totango
Totango is a customer success platform helping B2B SaaS companies drive retention, expansion, and revenue through proactive lifecycle management — from onboarding to renewal.
Trusted by high-growth startups and global SaaS teams alike, Totango unifies customer data, engagement signals, and success workflows into a single operating system. The platform replaces fragmented tools and reactive processes with automated playbooks, health scoring, and real-time insights that empower customer-facing teams to act at the right moment.
As customer bases scaled and churn risks increased, teams needed a better way to understand account health, personalize engagement, and forecast growth. Totango enables revenue teams to centralize customer intelligence, automate success motions, and surface expansion opportunities — turning customer success into a predictable growth engine.
Industry
Customer Success / B2B SaaS
CRM
Salesforce
Company Site
https://www.totango.com/Headquarters
Redwood City, California
Before Floqer, our SDRs were easily spending 20-plus minutes per account just researching whether it was even worth a call. They'd be bouncing between Sales Navigator, ZoomInfo, Salesforce, it was a lot. Now everything is always ready for them in our CRM, we've almost certainly cut prospecting time by 70%, and reps are working three times more accounts each week.
Angel Jimenez
Revenue Operations, Totango
Before Floqer, our SDRs were easily spending 20-plus minutes per account just researching whether it was even worth a call. They'd be bouncing between Sales Navigator, ZoomInfo, Salesforce, it was a lot. Now everything is always ready for them in our CRM, we've almost certainly cut prospecting time by 70%, and reps are working three times more accounts each week.
Angel Jimenez
Revenue Operations, Totango
The Problem
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.
The Fix
1. CRM Cleanup with ICP Validation
We started by cleaning up Totango's CRM - validating every account against their actual ICP criteria. Companies that were acquired, merged, or no longer met revenue and tech stack requirements got flagged and removed from active prospecting. Employee headcount became much more accurate.
Reps stopped wasting time on accounts that didn't fit. The CRM became a source of truth, not a graveyard of stale data.
2. Automated AI powered CRM enrichment
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.
3. Signal Based Prospecting
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.
What Changed
| Before | After |
|---|---|
| 20+ min research per account | Context already in Salesforce when rep opens record |
| Manual list building in Sales Navigator/ZoomInfo | Automated sourcing based on real signals |
| Manual search for leads relevant for Totango | Qualified accounts automatically routed to reps |
| CRM full of irrelevant accounts | Only ICP-validated accounts in active prospecting |
Why It Worked
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.
I've worked with a lot of GTM tools, and most of them try to fit us into their process. With Floqer, I defined what my daily workflow looked like and the next week it was heavily automated. Love Floqer's team, they're super hands-on, we went live in days.
Tadeu Rodrigues
Growth Partner, Totango
I've worked with a lot of GTM tools, and most of them try to fit us into their process. With Floqer, I defined what my daily workflow looked like and the next week it was heavily automated. Love Floqer's team, they're super hands-on, we went live in days.
Tadeu Rodrigues
Growth Partner, Totango