Tracking the PLG Motion: From Free to Paid
Product-led growth requires a different set of metrics. We define the PQL (Product Qualified Lead).
By TrackRaptor DevGrowth Lead
READ: 15 min read
In PLG, the product is the salesperson. You need to track 'Aha! moments' instead of just whitepaper downloads. If a user doesn't hit the 'Aha!' moment within the first 48 hours, the likelihood of churn increases by 70%.
Defining your PQL
A PQL is a user who has reached a threshold of value in your product that indicates they are ready for a sales conversation or a plan upgrade.
- Completed Onboarding (100%)
- Invited at least 3 teammates
- Used core feature 'X' more than 5 times in a week