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The ultimate guide to product-led sales | Elena Verna
Lenny's Podcast: Product | Growth | Career
Defining PQAs: The Power of 7, plus usage and velocity
Human beings are inherently community-driven, often seeking validation and connectivity within groups. In a corporate context, the presence of seven or more users engaging with a product is a critical threshold that indicates potential for enterprise-level discussions, mirroring social connections seen in platforms like Facebook and LinkedIn. Additionally, achieving a volume threshold—such as a specific number of events processed or features utilized—demonstrates deeper integration of the product within a company’s operations. Lastly, while measuring velocity can be challenging, it serves as a crucial indicator of engagement and relevance, as fluctuations in user activity or resource utilization often signal the right moment for deeper involvement. Thus, focusing on three key aspects—number of users, usage volume, and velocity—provides a robust framework for evaluating product engagement, where prioritizing accounts with the most users can yield significant benefits in an 80-20 effort-value ratio.
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