Subject areaRevenue and sales
A product qualified lead (PQL) is a contact qualified by product use: someone who has activated a free trial or a basic version and carried out the actions that usually precede a purchase.
It is typical of subscription software.
Compared with the marketing qualified lead, which rests on what a person reads, the PQL rests on what they do with the product, and so predicts purchase more precisely.
An example
A production planning software offers a thirty-day trial. Anyone who connects at least two lines and invites a colleague during the trial becomes a PQL: these contacts buy four times as often as those who only downloaded the brochure.
Enrico Giubertoni. Licensed under CC BY-NC 4.0: you may quote, translate and adapt this entry with the author’s name and a link, stating any changes. For commercial use, write to info@enricogiubertoni.com
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