• Standard PQL strategy

As you can see it takes into account all the Trials having a high customer fit match (50% and above) and a high Product adoption match (50% and above).

This approach can be a little too demanding if you end up with a very small amount of Qualified leads, then do not hesitate to check more "boxes" to get more Qualified leads, but we usually recommend to start with a very short focused selection and then iterate opening the Qualified to companies with a good bit and high engagement.

Using this approach will allow you to see what type of customers and user engagement have a higher chance to convert into a Paying and then eventually a successful customer.

If your Sales team doesn't have enough leads, feel free to enlarge the selection.

  • Traditional PQL strategy

This one is only focused on product usage and engagement. It's useful as you are sure that all the Trials will have perceived the first value from your product but also, your Sales team might waste some time contacting the irrelevant and bad-fit customers for your company.

  • Focusing on good-fit customer above product Usage

This strategy focuses on a very specific ideal customer for your company however, lots of them will not have yet perceived your Product value. Therefore, product engagement will have to be pushed by the Marketing, and eventually the Sales team will also have to demo the Product more frequently.

  • Automation Vs Human-touch nurturing

The schema below explains how the nurturing approach needs to be split between the Human touches for Higher-fit customers (via Convert Playbooks, alerts, etc..) and the full automation (via Convert workflows, emails workflows, etc..)

Quick side note: the values have to understand like this; 0 to 24, 25 to 49, 50 to 74 and 75 to 100.

Therefore, if a Trial reaches exactly the value 50 (for instance), it will be included in Good Match for the Customer Fit, and High for the Product Adoption.

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