Build an initial PQL rule from product behaviors without pretending it is final.
A workflow SaaS needs its first product-qualified lead rule, but raw trial starts overwhelm sales and the team has only basic behavior data. Start with the core value event, add a signal of repeated or broader use, and keep the rule early enough for an assistive handoff. The common trap is choosing the loudest behavior in analytics, like logins or email clicks, instead of the behavior most tied to meaningful product success. Name the value event List the core workflow that paying customers complete when the product is genuinely doing useful work. This anchors the rule in value rather than…
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