Product Qualified Lead (PQL)

What is Product-Qualified Lead (PQL)

A Product-Qualified Lead is a user who has experienced meaningful value from your product — typically through a free trial or freemium plan — and is ready for sales outreach. It’s the key lead type in product-led growth (PLG) SaaS models. Why It Matters: PQLs convert better than traditional MQLs because they’ve already used your product. Tracking PQLs helps SaaS teams prioritize the right users for upgrades and sales engagement. Common PQL Signals:
  • Activated a key feature
  • Logged in X+ times
  • Invited teammates
  • Reached a usage threshold

Frequently Asked Questions

How is a PQL different from an MQL or SQL?

PQLs are based on product usage. MQLs are based on content behavior, and SQLs are based on sales-readiness.

What tools help track PQLs?

Tools like Mixpanel, Amplitude, PostHog, and custom analytics dashboards can help define and track PQL criteria.