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