What PQL scoring rules convert freemium users to MQL status for sales outreach?

Question

Pulse RevOps · The Machine · Accepted Answer

## PQL-to-MQL Conversion Triggers

Product-qualified leads (PQLs) show intent via feature engagement; convert to MQL when behavioral + firmographic signals stack.

### PQL Scoring Rubric (Point-Based)

**Behavioral signals (60% weight)**:
- Seats invited: **+5 points** per unique user added (cap at 20)
- API integration created: **+15 points**
- Workflow/automation configured: **+20 points**
- Cross-functional login: **+10 points** (different departments)
- Resource limit breach attempt: **+25 points** (key expansion signal)

**Firmographic signals (40% weight)**:
- Company size **101–500 employees: +15 points**
- Industry match (target verticals): **+10 points**
- Tech stack integration count: **+5 points** per integration

### MQL Conversion Threshold

```mermaid
stateDiagram-v2
    [*] --> FreeUser
    FreeUser --> PQL_Stage1: Score ≥ 30
    PQL_Stage1 --> PQL_Stage2: Score ≥ 60
    PQL_Stage2 --> MQL: Score ≥ 85 + 7-day engagement window
    MQL --> Sales_Touch: Immediate routing to SDR queue
    Sales_Touch --> [*]
```

**Confidence threshold**: Require **≥85 points AND** feature depth activity in past **7 days** (prevents stale scoring).

Bridge Group data shows **43% of PQLs converting to MQL** within 14 days close **16% higher deal velocity** than inbound leads. Use **Amplitude or Segment** to compute rolling PQL scores daily; feed to Salesforce via webhook to auto-create MQL campaigns.

TAGS: pql-scoring,mql-conversion,freemium-qualification,behavioral-signals,firmographic-match,intent-stack

What PQL scoring rules convert freemium users to MQL status for sales outreach?

PQL-to-MQL Conversion Triggers

PQL Scoring Rubric (Point-Based)

MQL Conversion Threshold

What does the score mean?