Empower Your Pharmaceutical Business with Product Qualified Leads for Pharmaceutical

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tracking and engaging product qualified leads has a direct correlation to net revenue growth for bottom-up sas startups yet only 25 of companies track pqls why because there's no simple framework people don't know where to start so we came up with the easiest way to define product qualified leads for your sas let's dive in product qualified leads also known as pqls are product users who upon reaching certain thresholds in product usage become great candidates for conversations with sales they're more likely to convert and expand than other users step 1 define your value metric milestone you should start by only tracking one main product action don't make the mistake of over complicating things start simple and add complexity later the guys at product led call it the value metric your value metric is a core component of your product that leads someone to experience meaningful value to find it ask yourself if you had to choose one single data point to know if your customers are getting value from your product what would that be here are a few examples of value metrics from your favorite sas once you've found it add a number threshold to your value metric the number threshold is the level at which your value metric needs to be in order for you users to understand the value of your product to find it easily look at how you price your solution that's usually close to your value metric threshold also look at your product usage dashboards try to find your best customers and identify when they were at in terms of the value metric when they converted to pain here are the same volumetric examples but with their quantitative thresholds and that's what you need to start with when defining pqls easily quantitative threshold plus value metric that's it step two what's your ideal customer profile if you're struggling to find your icp ask yourself if you had to close a sale right now who would you go to what's the size of the company which industry are they in and which country are they those are the most commonly used firmographics but let's just start with company size to make it simple step three on a user level is there a specific title you want to talk to you might not care about this step if the end user view solution is also a buyer so feel free to skip it for now however if you find yourself talking to vps of sales heads of engineering or other managers when converting big accounts or expending existing accounts make sure to track titles both step 2 and step 3 can easily be tracked with enrichment you might already have built-in enrichment in the sales tools that you're using like hubspot and intercom if you don't have sales tools that already enrich the easiest way is to connect segment to your product and add clear bit as a destination another option is to ask your developers to connect to your product to enrichment apis directly like clear bit wapalyzer slintel etc then ask them to trigger a call to those apis every time a user signs up with the user email that's it to summarize start with finding your value metric then add a quantitative threshold that's the easiest product tracking to set up for a basic pql then add formal graphics by enriching records that should uncover pretty good leads for your revenue team to chase if your basic pul tracking generates too many leads though you can always create subsets of your pqls by tracking multiple product actions duplicating your pqls with different thermal graphics or adding intent behaviors to find your hottest leads like people going to certain pages of your website or trying premium features enough for today go define your pqls if you've defined your pqls and are ready to track and engage them get started with blinks for free see ya