Product-Led Growth Scoring(Free Download)
Score users based on product usage to automatically identify Product Qualified Leads (PQLs) for sales outreach.
Template preview
Lead scorecard
What's included
Score users based on product usage to automatically identify Product Qualified Leads (PQLs) for sales outreach.
Template specs
Updated 2026-02-11
No credit card · Free forever
Score users based on product usage: feature adoption depth, session frequency, team invitations, integration activations, and upgrade page visits. Automatically identifies Product Qualified Leads (PQLs) for sales outreach. Unlike marketing-based scoring, every signal in this model comes from inside your product: a user who invites two teammates and connects an integration is telling you more about purchase intent than any whitepaper download ever will. The scorecard weights five usage dimensions and lets you tag certain events as 'hand-raisers' — upgrade page visits and billing-settings views — that bypass the threshold entirely and alert sales immediately. It also distinguishes user-level from account-level scores, because in a PLG motion the buyer is often not the most active user; the account score aggregates the whole workspace so sales reaches out to the right person with full context on what the team has already adopted.
The Problem This Solves
PLG companies generate thousands of signups but can't identify which free users are ready for a sales conversation.
Who It's For
Product-led SaaS companies with a freemium or free trial model.
Use Cases
- Identify PQLs from product usage data without manual analysis
- Trigger sales outreach at the perfect moment of product engagement
- Measure product-market fit by analyzing adoption patterns of converting users
How to Use This Template
- 1
Import the scoring model and connect your product analytics (Segment, Mixpanel, or direct API)
- 2
Define your key activation events (e.g., 'created first project', 'invited team member')
- 3
Set PQL threshold based on historical conversion data
- 4
Configure alerts for sales when users cross the PQL threshold
- 5
Track PQL-to-customer conversion rate monthly
Inside the template: sample data
The exact rows that ship with the Product-Led Growth Scoring download — replace them with your own records after import.
| Usage Signal | Points | Why It Matters |
|---|---|---|
| Invited 2+ teammates | +25 | Creates switching cost, signals team adoption |
| Activated an integration | +20 | Product embedded in daily workflow |
| Used core feature 5+ times/week | +15 | Habit formed, retention likely |
| Created 3+ projects/records | +10 | Real data committed to the product |
| Visited upgrade or billing page | Hand-raiser | Bypasses threshold, alerts sales now |
| No session in 14 days | -15 | Engagement decay, deprioritize outreach |
Frequently Asked Questions
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