Definitive 2026 cybersecurity email playbook — CrowdStrike, Palo Alto, Wiz, Check Point, CyberArk, SentinelOne, Snyk. Marketo, 6sense, Demandbase, ABM, threat research, the CISO buyer, conference cycle.
The MQL has lost strategic relevance. Account-Based Marketing has replaced it — treating target accounts as markets of one. Here's how the discipline actually works in 2026, from 6sense and Demandbase to the AI buyer layer.
Buyer personas are insufficient for how mid-market B2B companies sell in 2026. Customer intelligence — account data, intent signal, and AI Discovery across ChatGPT, Claude, Gemini, Perplexity, and Google AI Overviews — is the replacement.