Route a product-led account to no touch, automation, product guidance, or seller assist using product and fit signals.
The routing moment A target-industry account has three users, 40% activation progress, and one failed import. One signal is never enough. The route should combine fit, progress, and friction. PQL routing Fit plus product interest Route accounts by reading firmographic fit beside product behavior. The question is not whether Sales wants the account. It is which intervention helps the account reach value next. Logo first often premature The route matches the account state. Use the lightest intervention that can move the account to the next value milestone. 01 Fit 02 Progress 03 Friction 04 Fresh call
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