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Tommy V's avatar

I think one angle that's lacking here is scope of the product, and how it an impact strategy. If you have a product that is used widely then sometimes chasing PQLs can be a wasted effort for highly-paid sales resources. We've moved to a PQA model which helps target the right accounts. We still harvest PQLs, but more selectively. But the PQA score takes into account all users (aggregate score).

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Bo Borland's avatar

Kyle, love the blog and insights. In this post, what your are describing sounds like the role of the Sales Engineer, a well established “Presales” role for assisting software buyers navigate product capabilities. I’ve managed Presales teams of all sizes that engage to assist with free trials, open source, and freemium. When are we going to talk about the role of sales engineering?

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