Everything from

Pocus

2 resources from Pocus we point people to, and the questions each answers.

📄 Article

✓ Link checked Free Intermediate

Why we picked it 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

Open pocus.com →

Answers Sales wants to call every signup. How do I decide which ones deserve a human? What do the best PLG plus sales hybrid companies do that everyone else copies badly? How do I build the data plumbing so activation signals reach sales while they still matter?

📄 Article

✓ Link checked Free Advanced

Why we picked it 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

Open pocus.com →

Answers How do the best companies pay reps in a hybrid or product-led motion where the product sourced the deal?

eChai Partner Brands