pql-framework
Methodology for defining product-qualified lead (PQL) signals, scoring, and routing.
What this skill does
# PQL Framework Skill ## When to Use - Standing up or recalibrating PQL/PQA programs. - Aligning product, growth, and sales on what constitutes a high-intent product user. - Auditing the health of existing PQL scoring + routing logic. ## Framework 1. **Signal Library** – catalog feature usage, plan limits, collaboration signals, intent, firmographics. 2. **Scoring Model** – weight signals, set decay rules, and define negative indicators. 3. **Tiering** – map PQL tiers (A/B/C) to follow-up motions and SLAs. 4. **Routing Rules** – specify owners, cues, channels (CRM tasks, Slack alerts, CS queue). 5. **Measurement Loop** – track conversion, ARR impact, and feedback for model tuning. ## Templates - Signal inventory worksheet with data source + freshness. - Scoring matrix with weights, thresholds, and decay logic. - Routing decision tree linking tiers to plays. ## Tips - Start with simple tiering, iterate once telemetry + feedback improve. - Include “disqualifier” signals (expired trials, churn risk) to avoid noise. - Pair with `operationalize-pql-routing` to push models into automation. ---
Related in Sales & CRM
process-mapper
IncludedUse when a BizOps lead, COO, or process-improvement owner needs to document an end-to-end business process (procurement, employee onboarding, incident handoff, customer-onboarding, claims adjudication) in BPMN-style notation, measure cycle times by stage, surface where work spends most of its time waiting vs. being worked, and quantify the gap between processing time and total elapsed time. Pairs Lean / Six Sigma / Theory-of-Constraints canon with deterministic stdlib-only Python tools to produce a process map, a ranked bottleneck list (with severity + root-cause hypothesis), and a cycle-time analysis (P50, P90, value-add ratio, Little's-Law throughput). Distinct from sales-pipeline, system-reliability (SLO), and strategic-OKR work — this is tactical process documentation for internal operations.
payment-integration
IncludedIntegrate payments with SePay (VietQR), Polar, Stripe, Paddle (MoR subscriptions), Creem.io (licensing). Checkout, webhooks, subscriptions, QR codes, multi-provider orders.
customer-success-manager
IncludedMonitors customer health, predicts churn risk, and identifies expansion opportunities using weighted scoring models for SaaS customer success
sales-engineer
IncludedAnalyzes RFP/RFI responses for coverage gaps, builds competitive feature comparison matrices, and plans proof-of-concept (POC) engagements for pre-sales engineering. Use when responding to RFPs, bids, or proposal requests; comparing product features against competitors; planning or scoring a customer POC or sales demo; preparing a technical proposal; or performing win/loss competitor analysis. Handles tasks described as 'RFP response', 'bid response', 'proposal response', 'competitor comparison', 'feature matrix', 'POC planning', 'sales demo prep', or 'pre-sales engineering'.
customer-success-manager
IncludedMonitors customer health, predicts churn risk, and identifies expansion opportunities using weighted scoring models for SaaS customer success
sales-engineer
IncludedAnalyzes RFP/RFI responses for coverage gaps, builds competitive feature comparison matrices, and plans proof-of-concept (POC) engagements for pre-sales engineering. Use when responding to RFPs, bids, or proposal requests; comparing product features against competitors; planning or scoring a customer POC or sales demo; preparing a technical proposal; or performing win/loss competitor analysis. Handles tasks described as 'RFP response', 'bid response', 'proposal response', 'competitor comparison', 'feature matrix', 'POC planning', 'sales demo prep', or 'pre-sales engineering'.