# Panelhop \| ABM and GTM consultancy for B2B deals of €25k+

> Panelhop is an account-based marketing (ABM) and GTM consultancy for B2B companies with deals of €25k or more: target accounts, buying signals and routing.

- Page: https://panelhop.com/
- Publisher: Panelhop (https://panelhop.com/)

ABM and GTM consultancy for €25k+ (Panelhop offer term: we work on deals worth €25k or more.) deals

**Move the right accounts forward.**

We find the accounts ready to buy in a market you can name, reach everyone who signs and close the gaps where your pipeline leaks. Built in your CRM. Measured every month.

[Book a scoping call](https://panelhop.com/book) · [Watch the 1-minute tour](https://panelhop.com/#video)

*Example alerts · fictional accounts: Example alerts. Account names are fictional.*

Built in the tools you already pay for: HubSpot, Salesforce, Clay, n8n, Slack, Gong, LinkedIn Ads.

## Panelhop, explained in one video.

How we find the accounts that are ready to buy, fix the places where your process loses them and measure what changes.

Video: Panelhop Introduction (1:06) (https://www.youtube.com/watch?v=neH7X7a7leo)

## Big deals aren’t won with more leads.

**The problem**

Above €25k (Panelhop offer term: we work on deals worth €25k or more.) a group decides, research happens without you and most of your market isn’t buying this quarter. A lead funnel misses all 3.

- **13** people take part in the average B2B purchase (Forrester, The State of Business Buying, 2024)
- **61%** of the buying journey is done before buyers first contact a seller (6sense, 2025 B2B Buyer Experience Report)
- **95%** of your market isn’t buying right now (LinkedIn B2B Institute, the 95-5 rule)

## The problem in detail

Above €25k a deal, buyers research alone, decide in groups and reach out late. A playbook built to maximise lead volume misses most of that.

- **7×** more likely to qualify a lead when you contact it within an hour rather than later. (Harvard Business Review, 2011)
- **\<1%** of leads convert to closed deals. (Forrester, 2023)

**A lead-volume funnel loses almost everything between the form fill and the forecast.** (Panelhop estimate)

**Note:** Model of 1,000 MQLs. Sourced ratios are applied where published; the meeting and opportunity steps are modelled. The Panel Check replaces every step with your own numbers.

**Sources:** ¹ Sabnis et al., “The Sales Lead Black Hole”, *Journal of Marketing*, 2013. ² Oldroyd, McElheran and Elkington, *Harvard Business Review*, 2011 (audit of 2,241 US firms). ³ Forrester, “Saying Goodbye To MQLs”, 2023.

**Buyers are past halfway, with a favourite, before they speak to anyone.**

**Source:** 6sense, *2025 B2B Buyer Experience Report*, survey of 4,000+ B2B buyers. The seller the buying group contacts first wins about 80% of the time.

**Eight people decide the deal. The CRM knows one of them.** (Panelhop estimate)

✓ In the CRM ● Engaged, not logged **?** Unknown to sales

**Note:** Role set varies by market. Gong’s 2025 analysis of 1.8M deals found multi-threading lifts win rates by 130% on average in deals over $50k.

## Two kinds of companies we work with

Both sell high-value deals. One already runs account-based marketing and it leaks. The other still runs a lead-volume playbook that was built for smaller deals.

#### Already account-based, but it leaks

**Type A**

You have target account lists and ABM tooling. Engagement doesn’t turn into meetings, deals stay single-threaded, the CRM is messy, and nobody can show what the programme produces.

- Intent data that nobody acts on within a week
- Ad spend still running on accounts in open deals
- “Influenced pipeline” reports that finance doesn’t trust

#### Should be account-based, but buys volume

**Type B**

You sell €25k+ deals with MQL targets, gated content and broad ads. Sales complains about lead quality, and you pay for volume the team can’t close.

- Marketing measured on leads, sales measured on revenue
- Leads routed by round-robin, hours after the form fill
- Every form fill treated the same, whatever the account

**Self-check · 1 minute: Five signs your motion doesn’t fit your deal size**

- **ACV above €25k, marketing measured on MQL volume**: The target rewards the wrong thing.
- **Sales ignores most marketing leads**: Lead-to-opportunity conversion is low and nobody argues with it anymore.
- **Won deals have 4+ stakeholders, the CRM shows one**: Deals are single-threaded on paper, even when they aren’t in reality.
- **Most revenue comes from a small share of accounts**: Yet every account gets the same treatment.
- **Expansion is growing, but nobody runs it as a motion**: Renewals and upsells happen to you rather than by design.

Your result:

- **Your motion looks matched to your deal size.** None of the classic symptoms. An audit would focus on tuning, not redesign.
- **One leak. Usually cheap to fix.** A single symptom tends to sit in one stage, most often routing or qualification.
- **The motion and the ACV are drifting apart.** Two or three symptoms usually point to one root cause: lead quality is counted after lead volume.
- **You are paying for volume you can’t close.** This pattern is what the Panel Check is built for. Expect the biggest gains in qualification, routing and CRM hygiene.

The Panel Check measures each of these against your CRM data, so you get numbers instead of a feeling.

[Book a scoping call](https://panelhop.com/book)

## Deal size decides the design.

**The design rule**

Drag your average deal size. The motion, the list and what you can spend per account change with it.

Average deal size (ACV): between €10k and €1M (example: €60k). Account executives: 1–16 (example: 4). Win rate: 5–60% (example: 25%).

| Band | ACV | Motion | Accounts per rep | Advice |
|---|---|---|---|---|
| 1:many | €25–75k | programmatic | 150–300 | At this size, automation does the heavy lifting: speed-to-lead, scoring and plays that run by segment. Your reps spend their time on accounts that are already moving. |
| 1:few | €75–250k | clusters | 30–60 | At this size, automation prepares and your reps engage: plays by account cluster, research drafted for the rep and the whole buying group covered. |
| 1:1 | €250k+ | strategic | 5–15 | At this size, automation only supports your people: briefs, alerts, account plans and risk flags. Almost nothing goes out automatically. |

Bands: Panelhop motion bands by ACV: 1:many from €25k, 1:few from €75k, 1:1 from €250k. €25k is the floor we work from.

Accounts per rep: Panelhop working ranges for a small sales team: 150–300 accounts per rep at 1:many, 30–60 at 1:few, 5–15 at 1:1. List = per-rep range × reps.

**Not a fit yet.** Below €25k (Panelhop offer term: we work on deals worth €25k or more.), a high-volume inbound and self-serve motion usually beats account-based work.

Accounts on your target list = accounts per rep × account executives. Most you should spend per qualified opportunity: Panelhop model: ACV × win rate × 30%. The 30% is the share of first-year ACV we assume you spend on marketing and sales development to win one deal; the Panel Check replaces it with your number. Example: €60k × 25% × 30% = €4,500.

Worked example: €60k, 4 account executives, 25% win rate. 1:many, programmatic. 600–1,200 accounts on your target list; 150–300 accounts per rep; €4,500 most you should spend per qualified opportunity.

## Deal size and motion

The same tools become a different motion at €40k than at €400k. ACV sets how many accounts your team can work, how deeply, and what you can afford to spend on each one. We show the economics behind every choice.

**As deal size rises, the target list shrinks and the work per account deepens.**

**Note:** Account ranges are Panelhop working ranges for a small sales team. You will usually run two tiers at once; the Panel Check sets the split from your capacity and win rates.

## Four services. Start with one.

**What we do**

[See services and deliverables](https://panelhop.com/services)

- **[Panel Check](https://panelhop.com/services#audit)** (GTM audit · 2–3 weeks (Panelhop offer term: the Panel Check is fixed scope, 2–3 weeks.)) Find where your pipeline leaks, scored from your own CRM data.
- **[Signal Desk](https://panelhop.com/services#signal)** (In-market accounts, weekly) The accounts ready to buy, with their buying group and a brief, in your CRM.
- **[Leak Fix](https://panelhop.com/services#build)** (We build the fixes) Routing, scoring, CRM hygiene and handoffs, built in your own tools.
- **[Panel Ops](https://panelhop.com/services#run)** (We run it monthly) We tune the system with your team and report against your baseline.

## One system, from first signal to renewal.

**How it works**

**Stages of the Hop Method**

#### Target: Know every account worth winning.

We name the accounts in your market that fit, score each one and size every tier to what your reps can cover.

- Fit scored from your won and lost deals
- Tiers sized to rep capacity
- Measured: pipeline share from Tier 1–2

#### Signal: Act on the week a deal starts.

We watch your named accounts for the moments that start a purchase: a contract term ending, a merger or a new CFO. Each week your rep gets them in the CRM with a brief to act on that day.

- Signals weighted, and fading as they age
- A task for the account owner, brief attached
- Measured: days from signal to first touch

*Example output (fictional data): Signal Desk weekly batch in Slack*

Example output, fictional data.

Signal Desk · 09:42: **Example Fibre** moved to Tier 1 · score 66

- New CFO after the merger (+18)
- Billing contract ends next year (+16)
- Job post: billing systems lead (+9)

Buying group: 3 of 7 mapped · CFO, Security lead +2 missing

#### Engage: Reach everyone who signs.

Each tier gets a role map. We find the missing roles, draft the research for your rep and keep ads off accounts already in a deal.

- Role map per tier, gaps filled
- Briefs drafted by AI, checked by a person
- Measured: contacts engaged per account

#### Qualify: Get the right owner in minutes.

Fit plus engagement makes an account qualified. The owner gets it in minutes, with the reasons on the task and an SLA behind it.

- Qualified written down and agreed with sales
- Routed to the account owner, with escalation
- Measured: speed-to-lead and acceptance rate

#### Deal: Forecast what the buyer has confirmed.

Every stage has an exit the buyer can confirm. A close date that moves needs a reason, and single-threaded deals get flagged early.

- Exit criteria on every stage
- A risk score on every open deal
- Measured: forecast against what closed

#### Retain: Keep the promise after the signature.

Customer success gets what sales promised, in writing. Renewal work starts before a rival’s window opens, timed to each contract’s term.

- Handoff record from the won deal
- An owner and a health score per account
- Measured: gross retention

#### Expand: Find the next contract in your base.

A new site, a new team or usage near its limit opens the next deal. We route those signals like new business.

- Expansion triggers per account
- Owner alerted with the account history
- Measured: net revenue retention

## The foundation under every stage

Seven stages sit on one shared foundation. Every stage reads from and writes to the same account data, so a better lead is never wasted by slow routing, a messy CRM or a lost handoff.

- CRM hygiene, scored monthly
- Integrations with owners and runbooks
- Account-level measurement
- AI workflows behind a review gate
- A fact base AI assistants can read

[Read the Hop Method, stage by stage](https://panelhop.com/method)

## Built for markets you can name.

**Industries**

Each industry page shows who to target, which signals open deals and who has to say yes.

- **[Telecom](https://panelhop.com/industries/telecom/)** Operators, altnets and telcos
- **[Utilities](https://panelhop.com/industries/utilities/)** Public power, co-ops and IOUs
- **[Energy](https://panelhop.com/industries/energy/)** Suppliers, traders and asset owners
- **[Banking](https://panelhop.com/industries/banking/)** Banks and credit unions
- **[Insurance](https://panelhop.com/industries/insurance/)** Carriers and MGAs
- **[Healthcare](https://panelhop.com/industries/healthcare/)** Health systems and payers
- **[Pharma and life sciences](https://panelhop.com/industries/pharma/)** Pharma, biotech and medtech
- **[Manufacturing](https://panelhop.com/industries/manufacturing/)** Manufacturers, plant by plant
- **[Logistics](https://panelhop.com/industries/logistics/)** Shippers, 3PLs and forwarders
- **[Another market](https://panelhop.com/book)** If your deals are worth €25k (Panelhop offer term: we work on deals worth €25k or more.) or more, we can help too.

[All 9 industries](https://panelhop.com/industries/)

## Who we work with

We work with B2B companies whose deals are worth €25k or more, in any market where every target account can be named. For each market we build a signal library, so we know which job post or tech change means a company is about to buy. We have mapped 9 industries so far.

| Criterion | Where we fit |
|---|---|
| ACV | €25k or more. Sweet spot €50–500k |
| Sales cycle | Longer than 2 months |
| Buying group | 3 or more people per deal |
| Market | Finite and nameable, roughly under 20,000 accounts |
| Company size | 50–2,000 employees |
| CRM | HubSpot or Salesforce |

##### Who signs and who champions the work

CROs, VPs of Sales or Marketing and Heads of RevOps. Below about €10M in revenue, often the CEO. The champions are RevOps and marketing-ops managers, GTM engineers and SDR leads.

##### Where we are not the right fit

- ACV under €25k, where a volume motion is the right one
- Transactional, self-serve, B2C or e-commerce sales
- Brand, creative production or broad media buying
- Autonomous AI SDRs or high-volume cold email

## No black boxes. No lock-in.

**Working with us**

- **A fixed price within 2 business days (Panelhop offer term: a fixed price within 2 business days of the call.)** Scoped on a 30-minute (Panelhop offer term: a free 30-minute scoping call.) call. No annual contracts.
- **Built in your stack** HubSpot or Salesforce, documented. If we part ways, it all stays.
- **AI drafts, people approve** A person checks every AI step before a buyer sees anything.
- **Measured from day one** We baseline your numbers first, then report against them monthly.

**Who you work with:** Saksham Baliyan, founder. Has worked across marketing, sales and RevOps in B2B with long sales cycles. He runs your scoping call and your readout himself, with no account manager in between. Experience: Marketing, Sales, RevOps. LinkedIn: https://www.linkedin.com/in/saksham-baliyan/

## How we’re measured, and what changes

### One question, answered every month.

Are more of the right accounts moving forward, at a cost that makes sense for the ACV? Every number is baselined before work starts, and every after-number is reported against it.

| Metric | What it shows |
|---|---|
| Qualified pipeline from target accounts | Pipeline created per quarter from accounts on the target list |
| Account progression | Share of target accounts moving a stage: unaware → engaged → opportunity → customer → expanded |
| Cost per qualified opportunity vs ACV | Whether spend per account fits what a deal is worth |
| Process health | CRM hygiene score, speed-to-lead, forecast accuracy |

**The monthly report tracks accounts, not activity.** (Sample report)

**Note:** Sample data for a list of 400 target accounts. Right-hand column shows the change from baseline.

### From a lead count to an account system.

**Lead-volume playbook: What most €25k+ companies run today**

- Target: Anyone who fills in a form
- Qualified: A score from page views and downloads
- Follow-up: Round-robin, hours or days later
- People: One contact per deal
- CRM: Duplicates, stale contacts, blank fields
- Proof: MQL counts and “influenced” pipeline

**Panelhop system: What we build and run with you**

- Target: A named, tiered list built from your closed-won data
- Qualified: Account fit plus engagement, defined before volume is counted
- Follow-up: Routed to the owner in minutes, with a brief and an SLA
- People: Buying-group coverage tracked per account
- CRM: Hygiene scored monthly, fixed at the point of entry
- Proof: Baseline → after on every metric

##### You own everything

Every workflow, scoring model and dashboard is built in your own accounts and documented. If we part ways, the system stays.

##### Every automation is accountable

Each one has an owner, a trigger, a logged output and a metric, and sits in an automation registry you can read.

##### AI drafts, people approve

We use language models for research briefs and CRM updates. Every AI step has a human review gate before anything reaches a buyer.

**Where AI sits in the workflow, and where it stops.**

**Note:** The same gate applies to call-transcript CRM updates: the AI drafts the next step, stakeholders and timeline, and the rep approves before anything is saved.

## Questions buyers ask.

Anything else, ask on the call. It’s 30 minutes (Panelhop offer term: a free 30-minute scoping call.) and there’s no pitch deck.

#### Is this lead generation or consulting?

Neither. Signal Desk puts in-market accounts and their buying groups in your CRM every week. Panel Check finds where those accounts stall, and Leak Fix closes the leaks.

#### Do you send cold email for us?

No volume cold email and no AI SDRs. We give your reps the accounts, contacts and briefs. We can also build the sequences they send. At €25k+ (Panelhop offer term: we work on deals worth €25k or more.), a reviewed message from a named person gets further than a sequence.

#### Which tools do we need?

HubSpot or Salesforce, and usually Slack. We add Clay for enrichment and n8n or your CRM’s own workflows to connect the steps. Everything runs in accounts you own, and tools are billed to you at cost.

#### What does it cost?

Panel Check and Leak Fix are fixed-price and fixed-scope. Signal Desk starts with a fixed-fee pilot, then runs monthly. Panel Ops is a monthly fee with 30 days’ notice (Panelhop offer term: monthly services stop with 30 days’ notice.). We quote within 2 business days (Panelhop offer term: a fixed price within 2 business days of the call.) of the scoping call, once we know your ACV, team size and stack.

#### How fast will we see results?

The Panel Check gives you a baseline and a leak map in 2–3 weeks (Panelhop offer term: the Panel Check is fixed scope, 2–3 weeks.). In a Signal Desk pilot, the first scored accounts reach your CRM after a set-up week and a test week. Pipeline moves on your sales cycle, so we report the leading indicators monthly: speed-to-lead, engaged accounts and meetings per target account.

## More questions

#### Is there a minimum commitment?

The Panel Check is a one-off fixed fee. Signal Desk starts as a 6-week pilot (Panelhop offer term: a 6-week Signal Desk pilot after a set-up week. Week 1 of the pilot is a test week with nothing sent; then a batch every week; the readout is in week 6.) with a success test agreed upfront. Panel Ops is monthly with 30 days’ notice (Panelhop offer term: monthly services stop with 30 days’ notice.). No annual contracts.

#### How do you handle data protection?

We work inside your systems under a data processing agreement, use enrichment providers with documented legal bases, and suppress opted-out contacts across every tool. Outreach rules differ by country, so plays are designed for the markets you sell into.

## Next step

Start with a Panel Check.

2–3 weeks (Panelhop offer term: the Panel Check is fixed scope, 2–3 weeks.), fixed price. You keep the baseline, the leak map and the 90-day plan (Panelhop offer term: the Panel Check ends with a 90-day plan you can run without us.), whether or not you work with us after.

[Book a scoping call](https://panelhop.com/book) · [What the Panel Check covers](https://panelhop.com/services#audit)