Move Upmarket with Product Qualified Leads (PQLs)

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Have you heard about product qualified leads (PQL) but can’t figure out how to use the model to move your self-service SaaS upmarket? Are you wondering whether the PQL model could help your sales team identify the biggest sales opportunities among your free trial or freemium users? It absolutely can. Full article here: https://refiner.io/blog/product-qualified-leads/

Sales

MQL
Marketing Qualiﬁed Lead
A contact who qualiﬁed
showed interest through
website visits, campaign
clicks, ...
SQL
Sales Qualiﬁed Lead
A lead who was
researched and vetted
through sales team.
PQL
Product Qualiﬁed Lead
A user who has
experienced the value of
your product, typically
through a freemium or
free trial account.

Product Qualiﬁed Leads =
A user who has experienced the value of
your SaaS product, typically through a
free trial or freemium account.

Who Gets The Most Value From PQLs?
Self-service SaaS
trying to move
upmarket
High volume of
sign-ups with high
variance in quality
+

Why Even Bother?
● Identify great sales opportunities
● Proactively reach out to high-value leads
● Increase free to paid conversion rates
● Improve inside sales processes
● Sales Teams Love PQLs
Identifying your best PQLs means you can focus on your
best sales opportunities.

Matches Ideal Customer
Proﬁle (ICP)
+
Just experienced an
“Aha” moment
=
High-Value
Account Who Is
Ready To Upgrade

The PQL Qualiﬁcation Process
Deﬁne the Ideal Customer Proﬁle (ICP)
Deﬁne Key-Events To Measure
Activation And Engagement
Combine the Two
Iterate and Reﬁne

Three Ways to Start with PQLs
● Segments in your CRM
● Filter out low quality
accounts
Simple In-House Dedicated Tool Custom Solution
● Fast implementation
● Scales with your needs
● Five ﬁgure budget
● Can take months to
implement

Thanks for
attending!
Reach out to discuss more
about PQLs and moving your
SaaS upmarket!
Moritz Dausinger
@reﬁnerHQ
https://reﬁner.io

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