FREE EBOOK
Product Qualified Leads: What, Why & How
Everything your modern SaaS business needs to know to build a PQL process
FREE EBOOK:
Product Qualified Leads
THE WHAT, THE WHY, THE HOW
Everything your modern SaaS business needs to know to build a PQL process
It's official: product qualified leads are here to stay. Your competitors are on board. Are you?
You are, you say? Excellent! Then you need to make Product Qualified Leads your main KPI. You need to chase down leads that not only meet your firmographic criteria but also have used your product. And have loved your product.
Not sure where to start? Download the free ebook and join on us on the journey to finding your PQLs and winning the modern game of SaaS.
Featured Author: Wes Bush
Wes Bush, Principal at Product-Led Institute
Wes is the author of the bestselling book on Product-Led Growth. He’s the founder of the Product-Led Institute and host of the popular Product-Led Summit.
Bush is best known for challenging the way SaaS leaders approach growth and has been featured in over 100 media outlets including Forbes, MarketingLand, and Openview.
Sneak peek of the ultimate guide to Product Qualified Leads
Why PQLs trump MQLs and SQLs
In the old days of SaaS, MQLs and SQLs were the leads that wanted to hear from Sales. In today’s world of free trials and freemium offerings, the way to qualify true interest has changed. People have to see value in your product before they pay for it. That's where Product Qualified Leads come in.
Get exclusive tips from product qualified lead experts at Lucidchart, Vidyard and more
6 Steps you need to get your business PQL-ready
1. Understand Activation (Rate) and Engagement (Score), the two key PQL measurements
2. Set up a system for tracking product data
3. Define Activation criteria for your product (and don’t forget to measure the progress too!)
4. Create an engagement scoring engine
5. Rank Activated trials by engagement
6. Make sure your Sales team has access to this data
How to know when you've found a PQL
And what to do after based on your unique product
The definition of a PQL is fluid both between and within businesses. Divided up by product complexity and opportunity size, the "playbook" section of this guide gives you everything you need so that you can find your PQLs and close them.
Now that's excellent!