The Signal Is There — It's Just Scattered Across Contacts
The enterprise intent problem is not a data shortage. Demandbase is tracking web activity. Marketo is logging email engagement and content downloads. 6sense is mapping keyword research to buying stage. But none of that aggregates automatically into an account-level signal. The result: your enterprise accounts with multiple contacts engaging across digital, events, and web channels never trigger SDR outreach because no single contact hits the MQL threshold. Meanwhile, a single contact at a 20-person startup fills out a form and gets worked immediately. The scoring model is answering the wrong question.
How an MQA Agent Aggregates Signals Into a Buying Committee Score
An AI Labor Company marketing-qualified account scoring agent pulls contact-level activity from Demandbase and Marketo and aggregates it at the account level, applying a buying-committee completeness weight — meaning an account with engagement across three different job functions scores higher than one with deep engagement from a single contact. Accounts crossing the MQA threshold are automatically routed to enterprise SDR sequences in Outreach, with routing logic that respects existing account ownership in Salesforce. The agent produces a weekly MQA-to-pipeline conversion report so your team can tune the threshold and weights over time. The system is live in approximately three weeks, with all propensity model parameters reviewed and approved before deployment.
Pipeline Growth From Accounts Your Current Model Is Missing
This is a revenue growth story. The enterprise accounts with genuine buying committee intent that your current model is not surfacing represent pipeline that exists but is not being worked. Moving to account-level MQA scoring does not create new demand — it makes visible the demand already present in your Demandbase and Marketo data. Teams in this position typically find that 70–90% of the manual account-level research SDRs were doing on their own — aggregating contact signals by hand before deciding whether to work an account — is replaced by the agent's scored output. The practical effect is that SDRs spend time on conversations, not triage. Over a quarter, that time shift compounds into more qualified meetings and more enterprise pipeline from the same headcount.
How does the agent handle accounts where the SDR team has already decided not to pursue?
The agent respects suppression lists and Salesforce account status fields. Accounts marked as disqualified, in a blackout period, or owned by an active AE are excluded from MQA routing. The routing logic is configured with your RevOps team during setup.
Can we run this alongside our existing contact-based MQL process?
Yes. The MQA layer runs in parallel with your existing MQL workflow. The two models can coexist — MQA routes enterprise-segment accounts while contact MQL continues to handle SMB and mid-market. The scoring thresholds for each motion are configured separately.
What does the weekly MQA-to-pipeline conversion report show?
The report shows accounts that crossed the MQA threshold, which SDR sequence they were routed to, current opportunity status, and — for accounts that have been in motion long enough — whether an opportunity was created. This data feeds directly back into threshold tuning.