A working session, built from what you told Matt on Monday, Nov 2. In 30 minutes we settle the first lane and the buyer, walk through how the channel runs and what you see while it does, work the numbers on your terms, and set the next step. Where we have it wrong, say so.
For Marcel Bondarowicz · With Matt Marani and Dan Reeves · Nov 4, 2026 · 2 pm CT
"we've got about five people here in Chicagoland."
Plus a couple of people in India and one in San Francisco. You lead the sales team.
"We've got three proprietary platforms."
FlowHub for workflows, SecHub for one view of every node, and IDHub for identity management.
"larger size contracts"
For corporate and government, picked by "vertical rather than geography".
"whether that is on a federal level, state level"
Municipal too, with a recent meeting at the Village of Hoffman Estates for fire and police.
"missing the ball a little bit"
Your own push, toward smaller contracts and smaller businesses. Elk hunting, and some rabbits.
"I am interested to see what you got."
The specifics of how the process runs, the map, and the numbers. That is today.
Quotes are from the call transcript of Nov 2, 2026, word for word.
Larger corporates, financial institutions, logistics, data centers and data collection firms. Government at municipal, state and federal level.
CISOs and CIOs, and HR, where onboarding and offboarding sit.
Partners, events, the starter plan, referrals, your reps? And roughly what share from each?
In Chicagoland, led by you. Whether someone sets meetings for them is still open.
With its AI agent, which you called "not bad".
How many first meetings become customers, how long it takes, and who signs.
"larger size contracts"
Few buyers in each firm, and you named the CISO, the CIO and HR. Every first conversation is worth a lot, so the list has to be exact and the message has to read like it came from a peer.
"these proprietary platforms lend themselves very well for government provisioning"
A recent meeting with the Village of Hoffman Estates. Municipal, state and federal buyers sit in different places, so this lane gets its own list and its own messages.
"market penetration on small business"
Smaller deals and many more of them. Sath's starter plan for teams up to 100 users already gives a small firm an easy first step.
You put it as elk hunting and rabbits on Monday. The first decision today is which lane leads, and the map, the messages and the model all follow from that answer.
| Segment | Who to reach | Why it fits, in your words | Status |
|---|---|---|---|
| Larger corporates, financial institutions and logistics firms | CISO, CIO, HR | "anything with a footprint as far as a paper trail and user onboarding, offboarding" | Named Monday |
| Data centers and data collection companies | CISO, CIO | "the more cyber heavy" companies | Named Monday |
| Government, municipal, state and federal | To agree today | "government provisioning" | Rank today |
| Smaller businesses | To agree today | "market penetration on small business" | Rank today |
No names or counts on this slide yet. The map carries both, each count with its source, once the first lane is agreed.
Enquirer Consulting Group designs, staffs and runs the outbound unit. Enquirer AI is the engine inside it.
"utilizing the data that we put in"
Marcel, Nov 2, on what a system like this should do
Every buyer contacted, on which channel, and when.
Every reply, read by a person before anything goes back.
Every meeting set, and which of your reps it went to.
First, second or third conversation, for every buyer in play.
HubSpot stays your record. Meetings land in your reps' calendars and in HubSpot, so nothing lives only in our view.
Walked through live on a demo workspace with made-up data. No client's records are shown.
| Input | Where it comes from | Sath's number |
|---|---|---|
| First meetings a month with the right buyer | Set with you once the lane is agreed | |
| Share of first meetings that become customers | Sath's own record | |
| Months from first meeting to signature | Sath's own record | |
| What a new customer is worth to Sath in year one | Sath's own record | |
| New customers a quarter that make this worth it | Your answer |
interested replies in one week, Oct 12 to 18, 2026. We have achieved that on our own outbound.
A model, not a forecast. The blanks are Sath's numbers, filled in with you on the call. No result is promised.
The 88 counts interested replies to our own outbound, one per person, Oct 12 to Oct 18, 2026, read Oct 18, 2026. It is our result, not a figure for Sath.
We ran outreach for Digica, a UK and Polish custom AI and software engineering firm, to engineering leaders at chip and device companies. It went out in the names of their CEO and sales leads, because technical buyers like these ignore generic agency messages.
We ran outreach for BOY Machines, a US distributor of injection molding machines, sent in each field rep's own name, each on their own territory.
We built a private AI workspace for a sales leader at Digica, connected to their CRM and their outreach data.
We built a read-only data feed so Digica pulls its own outreach results into its own systems, instead of the data sitting only in an agency's tools.
Client lines describe the work only. No result is promised for Sath.
| # | The question | What it decides |
|---|---|---|
| 1 | Which lane comes first, larger corporates, government, or smaller businesses? | Where the map and the first messages start |
| 2 | The contract target you gave on Monday, is that one contract or the year's number? | What one new customer is worth in the model |
| 3 | How do new customers find Sath today, and has anyone at Sath run outbound before? | What outbound adds, and what not to repeat |
| 4 | From a first meeting, how many become customers, and how long does that take? | The model, and how many first meetings a month make sense |
| 5 | Who takes the meetings, and whose names do the messages go out under? | Whose calendars and profiles the channel runs on |
| 6 | Which companies are already customers or partners? | Who stays off the list |
| 7 | Who signs off on a decision like this, and who else should see the plan? | Who joins the next call |
After today, Matt sends a short recap. The map follows once every row has been read against the buyer you named.