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How PLG Products Can Build Product Qualified Leads
Description
Most SaaS companies rely on marketing-qualified or sales-qualified leads, but product-led growth flips the funnel: the product itself becomes the qualification engine. In this episode, Lucas and Luna explore how PLG products can build a product-qualified lead (PQL) system that identifies users ready to buy based on in-product behavior. They break down the key signals—activation milestones, feature adoption, team invites, usage velocity—and how to score them without over-engineering. They also look at how companies like Slack and Dropbox have used PQLs to drive enterprise conversions, and what happens when teams confuse PQLs with simple usage thresholds. If you're building a self-serve SaaS product and wondering why your free users never convert, this episode offers a practical framework for turning product engagement into pipeline.