The person uses your product for

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1. Define your ICP or target audience The first step in defining your PQL is to first define your ideal customer profile (ICP). An ICP is a fictional company you create that possesses all of the characteristics of those who would benefit the most from your product or service. ICPs are living documents that should be reviewed and updated regularly so they accurately reflect your ideal customers. Your PQLs should align with the characteristics set forth in your ICP because those who match your ICP are the ones who will gain the most value from your product or service, and therefore should be high-priority leads.

2. Identify behaviors that indicate product usage and Brazil WhatsApp Number Data purchase intent Once you’ve polished your ICP, it’s time to dig into some data. The next step in defining your company’s PQLs is to identify key customer behaviors that indicate a user has reached an activation point. In other words, behaviors that show the individual has experienced your product’s value and may even be expressing purchase intent. Some examples of behaviors to look at that may factor into your PQL include:  an extended period of time The user further inquires about product pricing upon reaching the end of their free trial The user hits a paywall within your product, indicating they’ve reached a usage limit The behaviors and touchpoints used to define PQLs vary from business to business.



All businesses have their own goals, so the behaviors they use for PQLs should align with those goals. 3. Integrate your PQL framework across your organization After you’ve built the framework for your business’s PQLs, it’s time to implement it into your day-to-day business. Implementing your PQL framework is the final step in this process, and it’s also the most important. Educate your marketing, sales, and growth teams on your newly defined PQLs and ensure they have a deep understanding of the individuals that should fall under this definition.