Operations Guide
AI PQL Scoring Framework for PLG SaaS Teams
PQL programs often fail when activation signals, score thresholds, and sales handoff rules are managed separately. This framework aligns them into one weekly operating rhythm.
Implementation Steps
- Define activation milestones and intent signals by user segment before scoring rollout.
- Set PQL thresholds with false-positive controls and one owner per score tier.
- Attach sales follow-up SLA and escalation path for each high-intent PQL segment.
- Run weekly PQL command reviews with checkpoint targets for PQL-to-SQL and ARR run-rate lift.
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- Provider and model split recommendations
- Budget guardrail design by traffic stage
- KPI plan for spend, quality, and conversion