Product metrics and goals
Product-qualified lead (PQL)
Also called PQL, Product-qualified account, PQA
A free or trial user who has used the product enough to show they're likely to buy, so sales or an upgrade prompt can reach them at the right moment.
How it's worked out
Free or trial users who meet the activation and fit criteria you set
In products people try before they buy, usage is a better signal than a form someone filled in. A PQL is defined by actions: invited teammates, hit a usage limit, used a paid feature in the trial.
A product-qualified account (PQA) is the same idea for a whole company account in B2B.
In practice
A team on the free plan that has invited five colleagues and created twenty projects is flagged for a sales conversation.
Common mistake
Defining PQLs by guesswork. Check which behaviours actually come before people paying.