Product Qualified Leads: The What, The Why, The How

You’re trying to find customers for your SaaS product—and customers start as leads. You can qualify those leads with firmographics or interest (and become a slave to vanity metrics), or you can qualify them based on how much value they find in your product. Before you jump in, ask yourself: am I ready to use product-qualified leads? You’ll need to reformat your data so everything is account-based. Figure out what your “first value” actions are (and track them using Activation and Product Engagement). Decide if and when users should self-serve their way to paid instead of bringing your sales team in to convert them. Most of all, you’ll need to change your growth strategy and mindset.