PQL Framework Skill
When to Use
- Standing up or recalibrating PQL/PQA programs.
- Aligning product, growth, and sales on what constitutes a high-intent product user.
- Auditing the health of existing PQL scoring + routing logic.
Framework
- Signal Library – catalog feature usage, plan limits, collaboration signals, intent, firmographics.
- Scoring Model – weight signals, set decay rules, and define negative indicators.
- Tiering – map PQL tiers (A/B/C) to follow-up motions and SLAs.
- Routing Rules – specify owners, cues, channels (CRM tasks, Slack alerts, CS queue).
- Measurement Loop – track conversion, ARR impact, and feedback for model tuning.
Templates
- Signal inventory worksheet with data source + freshness.
- Scoring matrix with weights, thresholds, and decay logic.
- Routing decision tree linking tiers to plays.
Tips
- Start with simple tiering, iterate once telemetry + feedback improve.
- Include “disqualifier” signals (expired trials, churn risk) to avoid noise.
- Pair with
operationalize-pql-routingto push models into automation.