Product Qualified Lead
In the product-led approach, the customer lifecycle shifts more into the elevated axis area where product behavior becomes essential in guiding users and customers through the lifecycle.
In fact, sales, marketing, product, and customer success can call upon product usage data to efficiently move prospects through the customer acquisition process. Furthermore, it is easier for these teams to agree on the definition of a PQL.
That’s because this metric calls upon more concrete data compared with the way that MQLs/SQLs are defined. Whenever prospects realize initial value and reach PQL status, there is a high chance they will convert into paying customers or qualify for up-sell/cross-sell opportunities.
Most relevant during:
PMF phase
GTM Fit phase
Scale phase
Most relevant for:
ACVs < $15K
ACVs $15K-$50K
