SaaS Marketing
Product Qualified Lead (PQL)
Quick definition
A PQL is a user who has experienced enough value in a free or trial product to be a strong candidate for paid conversion.
PQLs are central to PLG companies. Typical criteria include in-product activation events (e.g., 'invited 3 teammates' or 'reached 80% of free-plan usage limit').
Why Product Qualified Lead (PQL) matters
PQL routing usually goes to a high-touch motion (BDR, AE, or self-serve upgrade nudge) at the moment buying intent peaks.
How Product Qualified Lead (PQL) works in practice
Build PQL definitions from real cohort data. Look at users who converted and identify the leading-indicator behaviors they shared.