AI can qualify, route, and draft first touches. But only on fields it can read. Six checks grade your data foundation, then the calculator prices what your team spends filling the gaps by hand.
Part one · the foundation, six checks
01Industry, employee count, and tech stack are filled on most records sales touches.
02That data gets refreshed automatically, not when someone notices it's wrong.
03Duplicates and bounced emails are rare enough that nobody complains about them.
04Leads route on data (segment, size, territory), and mis-routes are the exception.
05Your scoring model has the fields it needs. It never skips an account for missing data.
06BDRs start outreach from a filled-in account picture, not a blank Google tab.
2/6 checks · verdict
Data debt
Your BDRs are the enrichment layer. Every hour they spend filling gaps by hand is an hour not spent on accounts, and no AI qualification can run on fields that aren't there. Enrichment is step one, not a nice-to-have.
Part two · what the gap costs
Your assumption, not a benchmark. Firmographics and tech stack enrich cleanly; nuanced account context still takes a human.
Your team spends 60 hours a week being human enrichment tools. At 60% coverage, enrichment hands back 36 hours a week, worth $78K a year. That’s 0.9 BDRs returned to real selling.
reclaimed = hours/week × coverage (60%, your slider)
dollars/year = reclaimed × 48 weeks × loaded cost
The qualification tie-in: scoring and routing models can only read fields that exist. Enrichment isn’t hygiene. It’s what makes AI qualification possible at all.