The game of SaaS is afoot! You’re hunting for product-qualified leads (PQLs). If you’ve already started a PQL process, well done. But there’s more you can do. Here’s how Accoil helps you find your best leads.

What’s a PQL again?

A PQL is a lead that qualifies itself by using your product. When someone sees real value during a free trial, they’re more likely to buy. Success usually comes down to two measures:

Activation: Has the trial account reached first value?

Engagement: How often does someone use the key features?

Teams often struggle to get this data in a simple format and into the tools their salespeople use. Before tackling those challenges, make sure you have the right building blocks.

The 5 things you need to identify and act on PQLs

1. Track and score product engagement

You can’t spot a PQL if you don’t record key events in your product. Start by logging every important action. Then assign scores to those events so you know which users interact most.

2. Score engagement at the account level

You sell to teams, not individuals. Roll up user scores into account scores. Without that, your sales team will miss the big picture—then they’ll ignore your PQL insights.

3. Identify your champions

Within each account, spot the most active users. These power users make great advocates. Your sales team will use their success stories to win over decision makers.

4. Track activation rates during trials

Define the steps that deliver first value. For example, creating a resource, inviting teammates, sharing, editing and commenting. Then watch each account’s activation percentage grow from zero to complete.

5. Give your team easy access to all this data

If your salespeople can’t see these scores and rates in their day-to-day tools, they won’t use them. Surface the data inside your CRM or chat tool so it’s always front of mind.

How to use Accoil to drive your PQL process

Feel overwhelmed? Take a breath. Accoil bundles everything you need:

Score and rank users and accounts by real product usage

See engagement details for every user in a trial account

Track progress toward “first value” with custom activation criteria

Push scores and activation rates into your CRM, chat tool or analytics suite

Follow these steps to get set up:

Connect your product data with Accoil

Create your first scoring profile for key events

Define activation criteria for trial accounts

Link Accoil with your CRM, helpdesk or chat tools

Set up Accoil Alerts so your team sees status changes immediately

Stop reading and start building — your PQLs are waiting

Now you’ve got the data you need on user engagement, activation and account health. The next move is yours: build the process that turns those insights into conversions. Your competitors are already using PQLs to win deals. Don’t let them take the lead.