Figure 16 Sept 2026From “What is a product-qualified lead? Product use is not buying intent”

The synthetic PQL qualification worksheet

Product activity becomes a PQL only after the unit, eligibility, threshold, window, exclusion, handoff, and later outcome are named.

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Figure 1The synthetic PQL qualification worksheet

ID	Eligibility and grain	Product evidence in 14 days	Threshold and handoff	Day-30 outcome
P-01	Eligible account; 3 users	5 reports and 2 invitations	Threshold met; sales accepted	Opportunity created
P-02	Eligible account; 1 user	5 reports	Threshold met; sales accepted	No opportunity
P-03	Eligible account; 4 users	2 reports and 4 invitations	Threshold not met; no handoff	No opportunity
P-04	Student plan; 3 users	11 reports	Excluded plan; no PQL	Excluded
P-05	Eligible account; 2 users	Admin login only	Threshold not met; no handoff	No opportunity
P-06	Eligible account; 3 users	6 reports on day 19	Late; outside 14-day window	Opportunity on day 45

Swipe or scroll horizontally if the table is wider than your screen.

Source: Author's synthetic PQL worksheet grounded in Sabnis et al. (2013) and Steinhoff et al. (2025). The threshold, rows, handoff states, and outcomes are illustrative, not a benchmark or customer dataset.

PNG4:3, 1600 × 1200, with the title, the source line and the attribution set in the image isoglu-2026-what-is-a-product-qualified-lead-fig02.png

Source and evidence

Each line names a claim related to this exhibit, its source, and how it was checked.

B V09-OWN-C1 A product-qualified lead is an eligible lead or account crossing a declared product-use threshold inside a named windowAuthor framework grounded in SCCL13-C1, SCCL13-C3, SCCL13-C5, and PV1R-C4
B V09-OWN-C2 A PQL record keeps unit grain, eligibility, product signal, threshold, window, exclusion, handoff, and later outcome visibleAuthor framework
B V09-OWN-C3 A PQL rate is qualifying eligible units divided by eligible units at entry under the declared windowAuthor formula

Grades: A, verified against the printed page of the primary source · B, primary source, text layer only · C, authoritative secondary · D, reported.

From the essay

Revenue operations & AI

What is a product-qualified lead? Product use is not buying intent

A product-qualified lead crosses a declared product-use threshold in a named window. Preserve grain, event, exclusions, handoff, and later outcome.

6 Sept 2026

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APA 7

Isoglu, S. (2026). The synthetic PQL qualification worksheet [Figure]. isoglu.com. https://isoglu.com/insights/exhibits/isoglu-2026-what-is-a-product-qualified-lead-fig02/

BibTeX

@misc{isoglu-2026-what-is-a-product-qualified-lead-fig02,
  author = {Isoglu, Sinan},
  title = {{The synthetic PQL qualification worksheet}},
  year = {2026},
  howpublished = {Figure 1, isoglu.com},
  url = {https://isoglu.com/insights/exhibits/isoglu-2026-what-is-a-product-qualified-lead-fig02/},
  note = {From the essay {What is a product-qualified lead? Product use is not buying intent}}
}

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<figure>
  <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-is-a-product-qualified-lead-fig02/">
    <img src="https://isoglu.com/social/isoglu-2026-what-is-a-product-qualified-lead-fig02.png" alt="Figure 1: The synthetic PQL qualification worksheet" width="3200" height="2400">
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  <figcaption>Figure 1: The synthetic PQL qualification worksheet. Source: Author&#39;s synthetic PQL worksheet grounded in Sabnis et al. (2013) and Steinhoff et al. (2025). The threshold, rows, handoff states, and outcomes are illustrative, not a benchmark or customer dataset. <a href="https://isoglu.com/insights/exhibits/isoglu-2026-what-is-a-product-qualified-lead-fig02/">View exhibit</a>.</figcaption>
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