/pql-framework

name: pql-framework
description: Methodology for defining product-qualified lead (PQL) signals, scoring,
  and routing.

PQL Framework Skill

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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