If you’ve used Marketing Qualified Leads (MQLs) in the past, you need to dramatically change the way you approach lead qualification when building a product-led growth strategy. For this to work, you need to use Product Qualified Leads (aka PQLs) as your lead scoring needs to be based on user behavior that is tied to value.
- Why MQLs are worthless for a product-led growth strategy
- Why you shouldn’t track everything in your product
- What metrics you need to watch and how to create a proactive metrics dashboard