Lenny's Podcast: Product | Growth | Career cover image

The ultimate guide to product-led sales | Elena Verna

Lenny's Podcast: Product | Growth | Career

NOTE

PQA vs. PQL vs. MQL

Product Qualified Account (PQA) is an aggregation of multiple users within an account, based on product metrics such as volume of use and velocity change. PQL (Product Qualified Lead) refers to leads in the account who have decision-making power and can be directly sold to. PQLs are more common in smaller businesses where users and buyers are often the same. In larger organizations, the end user is often several steps away from the buyer, and relying solely on PQA without identifying PQLs can lead to ineffective sales efforts. In such cases, Marketing Qualified Leads (MQLs) come into play, where marketing qualifies a lead and connects them with the usage in order to create a connection between PQA and PQL.

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