Capability · The Enterprise MQL-to-SQL Engine
Every seller wants to send the researched, personalised pitch. Almost no one has time to do it past a handful of accounts.
The best-converting motion in enterprise selling has always been the same: the researched, qualified, personalised 1:1 pitch, aimed at the people who actually decide. Everyone knows it. Almost nobody runs it beyond their top few accounts, because the economics never worked. Real 1:1 account-based marketing costs $15,000 to $40,000 an account by hand.
We built this because we will not ship outreach that reads as generic, and we will not let software send anything a named partner has not signed off. The models are a commodity now. The advantage is the verified context, researched per account, with human judgement on top, which is the part a competitor can see but cannot copy. That is what makes the 1:1 motion affordable for every named account rather than the favoured few.
Researched, qualified, personalised pipeline. One named account at a time, in 15 to 20 minutes.
The handoff is broken
$15–40k
per account, by hand
What real 1:1 ABM costs to run manually: a custom page, a researched sequence, and a hand-built buying-committee map.
$98–173k
per SDR, per year
Base salary is the small part. Fully loaded* for benefits, tooling, management and ramp, that is the person who would otherwise do the research, when there is time, which there rarely is.
13
in the buying decision
The average enterprise buying group, on Forrester's 2024 research. Generic outreach reaches none of them by name.
Personalisation was always the best motion, and always too expensive to scale.
So it gets reserved for the top few accounts, and the rest receive a generic send that converts like one.
The cycle, end to end
01
Map
Marketing aligned to your named accounts: the target list, the regions, the owners.
02
Qualify
A full MEDDIC and MEDDPICC analysis per account: metrics, economic buyer, decision and paper process, pain, champion, competition.
03
Research
Individual-level intelligence on the buying committee, mapped battleplan-style: who decides, who influences, the entry doors, the timing.
04
Personalise
Messaging tailored to each role and the account's real situation, on-lane to what you actually sell.
05
Activate
Multiple email cadences pushed to email or straight into your CRM, plus a webpage built for that specific customer.
06
Convert
MQL to SQL to POC, tracked in your CRM and measured as it moves.
A customised pitch to every customer, in their language, aimed at their people.
Researched, qualified and published in the time a single account used to take just to scope.
Why it converts
~2×
reply rate
Researched personalisation roughly doubles replies against a generic send, lifting the whole top of funnel.
→ POC
the full funnel
Multi-threaded to the committee and qualified on MEDDIC, more accounts reach proof of concept, where enterprise deals are actually won.
15–20 min
per account
The full package, researched, qualified, personalised and published, supervised by a named partner.
The whole job is getting more qualified accounts into POC.
This manufactures them, one researched account at a time, for the price of doing it generically.
You see what's working, weekly
MQL → SQL
the number that moves first
The headline you steer by, account by account. But a conversion rate on its own can be made to rise by qualifying fewer, softer leads, so we never read it alone.
On-lane only
real, not flattering
Only conversions on what you actually sell are counted. An off-lane win flatters the number and proves nothing, so it is reported on its own, never inside the result.
Evidence-backed
a number you can take to the board
Every stage advance carries dated evidence and a verified buyer. The rate rises only when the proof behind it rises in step, which is the part a board can defend.
Revenue movement, not activity.
Each week, one card: what is working, what to scale, what to stop, measured against your own starting point rather than a vendor benchmark. What wins this week sharpens the targeting next week, and the loop compounds.
Your data stays yours
Your CRM
your environment
The engine runs inside your own HubSpot. Your reps send 1:1 from their own mailboxes, in their own voice. We never sit between you and your customers.
No PII leaves
de-identified by design
We measure from an extract of record IDs, roles, stages and dates, never names or email addresses. The people stay inside your system.
Airgapped or live
your security team chooses
Exchange files so nothing connects, or run a governed live integration into your CRM. The measurement method is identical either way.
Context is the moat, and it stays your context.
Verified, on-lane, governed, and never further from your control than you want it to be.
Built for complex enterprise sales
High ACV
deal size that earns 1:1
Contract values from the tens of thousands into the hundreds of thousands, where bespoke effort pays for itself.
A committee
multi-stakeholder buying
Roughly thirteen people in the buying decision per enterprise deal, exactly where a battleplan and MEDDIC earn their keep.
Named accounts
a list you sell into
A target-account motion, region by region, rather than transactional volume.
See it on one of your accounts.
A 30-minute call. Name one account, and we will build the researched, qualified, personalised pitch live, in front of you.
Or email: mike@tokenomik.com
* Fully loaded is the real annual cost of employing someone, not just their salary: base pay plus payroll taxes, benefits, software and data tools, a share of their manager’s time, and the cost of recruiting and ramping them up. It typically runs about 1.4 to 2 times base salary.
Sources
- 13 people in the buying decision. Forrester, The State of Business Buying, 2024 — “on average, 13 people within an organisation are involved in the buying decision.” Forrester’s 2026 update keeps internal stakeholders at thirteen, plus a further nine external influencers.
- $98,000–$173,000 per SDR, fully loaded. Base and on-target compensation from The Bridge Group, Sales Development Metrics & Compensation Report, loaded for benefits, tooling, management overhead and ramp.
- $15,000–$40,000 per account for manual 1:1 ABM. Userled, ABM Pricing & Budgeting, 2026 puts services-heavy 1:1 production at $5,000–$15,000 per account per quarter; our figure is the conservative end for a single build.