A6 · Evidence case · public-case-study (Pocus 2024 benchmark)

PQL scoring system: agent ingests product telemetry hourly, scores free users on expansion likelihood using 14 behavioral signals (feature depth, team invitations, API usage, export frequency)

Free-to-paid conversion rate +47%; time from PQL trigger to sales contact -68% (5 days → 1.6 days); expansion ARR from PQL motion = 34% of total new ARR — Team invitation signal is the highest-value PQL indicator in collaborative tools. A user who invites 3+ teammates in their first 14 days converts at 3.8x the rate of solo users.

moderate evidence self-reported Last updated 2026-06-18

Source trust note: Results are reported by the implementing company or a vendor's reference customer. Direction is credible; magnitude may be overstated due to selection effects.

What was built

Company type: PLG SaaS (productivity tools, $30M ARR)

Tier map

Tier 1 execution: product-led pipeline generation

Tier 1 · Execution C6 Agentic hub →

Human-in-the-loop design

Sales team reviews daily top-25 PQL list; agent updates scores hourly and creates CRM tasks autonomously

Results

Free-to-paid conversion rate +47%; time from PQL trigger to sales contact -68% (5 days → 1.6 days); expansion ARR from PQL motion = 34% of total new ARR

Quality caveat: these results are self-reported — treat as directional signal, not precise benchmark.

Source trust

self-reported public-case-study (Pocus 2024 benchmark)

This case is rated self-reported. The implementing company or a vendor reference customer is reporting their own results. Direction is credible — these teams built something real and measured it. Magnitude may be inflated due to selection effects (teams who had good results are more likely to share them).

Failure mode observed

Scoring noise from trial abuse: competitors and students inflated PQL scores; required company email domain filtering and usage-pattern anomaly detection

Transferable lesson

Key lesson: Team invitation signal is the highest-value PQL indicator in collaborative tools. A user who invites 3+ teammates in their first 14 days converts at 3.8x the rate of solo users.

How to cite

@misc{shalvi_gtm_evidence_pql_scoring_product_led_motion_2026,
  author    = {Singh, Shalvi},
  title     = {PQL scoring system: agent ingests product telemetry hourly, scores free users on — Agentic GTM Evidence Case},
  year      = {2026},
  note      = {Source trust: public-case-study (Pocus 2024 benchmark). Methodology: moderate.},
  url       = {https://shalvisingh.com/gtm/evidence/pql-scoring-product-led-motion}
}

Singh, S. (2026). *PQL scoring system: agent ingests product telemetry hourly, scores free users on — Agentic GTM Evidence Case*. GTM World Model. Retrieved from https://shalvisingh.com/gtm/evidence/pql-scoring-product-led-motion

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