Pocus

A five step process for building your first PQL definition, and the advice to start in a spreadsheet with a 30 to 60 day test before buying any tooling. That order saves most teams a wasted quarter.

The Definitive PQL Guide Part 1: How To Define and Identify Product Qualified Leads

From Pocus by Alexa Grabell 15 min read

• HubSpot data cited: 98 percent of MQLs never result in closed business.
• A PQL needs three things together: customer fit, product usage, and buying intent.
• Slack's workspace activation threshold was 2000 messages sent.
• The PQL matrix sorts accounts into sales ready, sales assist, not sure, and never touch.

The clearest short statement of what changed: from ABM owned by marketing to account-based everything driven by shared signals, with the actual signal sources (product usage, firmographic, intent, technographic, hiring) and the stack named.

The new account-based playbook with Kyle Poyar (Growth Unhinged)

From Pocus by Kyle Poyar 12 min read

• Argues for ABX over ABM: the same motion but owned jointly by sales, marketing and product rather than siloed in marketing.
• Stack five signal types: product usage, firmographic, intent, technographic, and growth signals like job posts and funding.
• Names the working stack as Clay, Keyplay, Sales Navigator, Warmly, Pocus and Parabola.
• Use AI at top and middle of funnel (fit, research, personalization) and keep humans for sales-ready accounts.

The answer says score on fit, product signal and intent, and this webinar is the pen and paper version of exactly that: no data science team, just a worked framework for turning usage into a short list a rep can call.

5 Step Framework for Defining Product-Qualified Leads (PQLs)

On Pocus 45 min

A worked example for a 3M dollar ARR business with two or three reps: 200k OTE at 50:50, quarterly targets blending new, expansion and churn recovery, a 30 percent threshold and accelerators past 115 percent. Rare to see actual numbers.

Sales Compensation: How to Choose the Best Plan for Your Product-Led Team

From Pocus 11 min read

• B2B buyers spend only 17 percent of the purchase journey with sales reps (Gartner).
• Worked example: a 3M ARR business splitting 30 percent self-serve, 30 percent sales-assisted, 40 percent sales-led.
• Sample AE plan: 200K OTE as 100K base and 100K variable against a 25K MRR quarterly target.
• Claw back on a schedule (60 percent if the account churns in month one, 40 in month two, 20 in month three) and keep the plan to three focus areas.