Product Qualified Lead (PQL)
A lead who has experienced value from a product through a free trial or freemium offering and shows signs of converting to paid.
Definition
A Product Qualified Lead (PQL) has used your product (through free trial, freemium tier, or sandbox) and demonstrated behaviors indicating likelihood to buy. PQL criteria vary by product but typically include activation events, feature usage, and engagement thresholds. PQLs are common in product-led growth (PLG) companies.
Why It Matters
PQLs have experienced your product's value firsthand—they're more qualified than leads who've only consumed content. PQL-based selling focuses on helping successful users expand, rather than convincing cold prospects. PQL models align sales with product usage.
Examples
- Free trial user who invites 3+ team members
- Freemium user hitting usage limits
- Trial user who uses premium features
- Account with multiple active users in trial
How Bullseye Helps
Bullseye identifies website visitors who may become PQLs by revealing who's researching your product. When a trial user's colleague visits your pricing page, that's a signal the account is evaluating paid options—a PQL trigger worth pursuing.
Related Terms
Lead Scoring
A methodology for ranking prospects based on their likelihood to become customers using demographic and behavioral criteria.
Marketing Qualified Lead (MQL)
A lead that has been determined by marketing to be more likely to become a customer based on engagement and fit criteria.
Sales Qualified Lead (SQL)
A prospect that has been vetted by the sales team and deemed ready for direct sales engagement.
Conversion Rate
The percentage of visitors or leads who complete a desired action, such as signing up or purchasing.
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Related Use Cases
Lead Generation
Generate leads from your website without forms by identifying anonymous visitors.
Sales Intelligence
Real-time intelligence on website visitors for proactive sales outreach.
Account-Based Marketing (ABM)
Identify individuals from target accounts visiting your site for ABM programs.
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