← Every exhibit
What does product-qualified lead mean?
| Field | Declaration | Failure when it is hidden |
|---|---|---|
| Unit grain | User, account, workspace, or contract | Several users are counted as several commercial leads |
| Eligible population | Product plan, geography, lifecycle state, and entry event | Students, internal users, or excluded plans enter the denominator |
| Product signal | Observable event or event sequence | A vague activity score is treated as a buying signal |
| Qualification threshold | Binary rule, count, sequence, or minimum value | The rule changes after the result is observed |
| Window | Time from entry or signal start to qualification cutoff | Late activity is silently included in an earlier cohort |
| Exclusion | Bot, test, employee, student, duplicate, or disallowed plan | Ineligible activity inflates qualification |
| Handoff | Owner, acceptance rule, and response clock | PQL creation is mistaken for sales acceptance |
| Later outcome | Opportunity, no opportunity, canceled, or unresolved at a named horizon | Qualification is reported as revenue |
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Reference & Evidence
Source: Table from this essay. Sources and interpretation are given in the article.
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