pql-framework

When to Use

• Standing up or recalibrating PQL/PQA programs.
• Aligning product, growth, and sales on what constitutes a high-intent product user.
• Auditing the health of existing PQL scoring + routing logic.

Framework

1. Signal Library – catalog feature usage, plan limits, collaboration signals, intent, firmographics.
2. Scoring Model – weight signals, set decay rules, and define negative indicators.
3. Tiering – map PQL tiers (A/B/C) to follow-up motions and SLAs.
4. Routing Rules – specify owners, cues, channels (CRM tasks, Slack alerts, CS queue).
5. Measurement Loop – track conversion, ARR impact, and feedback for model tuning.

Templates

• Signal inventory worksheet with data source + freshness.
• Scoring matrix with weights, thresholds, and decay logic.
• Routing decision tree linking tiers to plays.

Tips

• Start with simple tiering, iterate once telemetry + feedback improve.
• Include “disqualifier” signals (expired trials, churn risk) to avoid noise.
• Pair with operationalize-pql-routing to push models into automation.

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