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skills/pql-framework/SKILL.md

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+---
+name: pql-framework
+description: Methodology for defining product-qualified lead (PQL) signals, scoring,
+  and routing.
+---
+
+# 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
+1. **Signal Library** – catalog feature usage, plan limits, collaboration signals, intent, firmographics.
+2. **Scoring Model** – weight signals, set decay rules, and define negative indicators.
+3. **Tiering** – map PQL tiers (A/B/C) to follow-up motions and SLAs.
+4. **Routing Rules** – specify owners, cues, channels (CRM tasks, Slack alerts, CS queue).
+5. **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-routing` to push models into automation.
+
+---