Since the inception of Marketing Automation, the MQL has been a staple in how B2B marketing companies generate revenue.
An MQL is a lead your business has generated, and the possibility of it turning into a customer is higher than other leads. The reason you mark it an MQL is because it has certain demographic characteristics that would suggest it's a good fit for your product/services. Plus, it's also demonstrated an intent to buy via engagement patterns that you track - opening emails, visiting web pages, downloading content.
A PQL is no different, but the engagement patterns come from actual product usage, making it a far more valuable lead. The person has already used your product and got value from it before your sales team ever talk to them.
In this episode of the GrowthTLDR we talk about how you can build an early PQL model for your company.
The GrowthTLDR Podcast. Weekly Conversations on Business Growth.