Why Do MQL's Suck for the Last Four Episodes?

Marketing is inherently a funnel if you treat it this way, because MQL's are created, they're a handoff point to sales. They give them an excuse to say like, why are your qualified leads so bad? And then sales is complaining about the product. I think that's where the mark is missed with marketing qualified leads. It does not take care of the entire customer and whether they realized value or not. Because what we know is, is that if the customer realizes value sooner, which is PLG in the end, that's a strong buying signal.