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Matthieu Vaxelaire

Complete Guide to Product Qualified Leads - How SaaS startups turn product usage into qualified leads.

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Free trial signups ≠ sales, so how do you build pipeline from trial users? The answer: product qualified leads. The open guide, insights and playbooks from DigitalOcean, Typeform, Moz, Mention, and more how they use product usage to drive sales.

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Stefanie Grieser

The "get it sent to you" form field, but then scroll down to read the first chapter is a bit confusing. Perhaps just get people to read the first chapter with you CTA above the fold saying, "Read the first chapter now" and then have the form field for an email at the very bottom.

And it'd be nice to tell me when (and what frequency the chapters) get sent to me. So I know what's coming.

The headline says: "PQLs" >> I wouldn't have known what that meant necessarily (and I'm a saas marketer). I would avoid acronyms in your main headline.

Pros:

It's fresh & unique. And it hits a very real pain point for saas businesses! Great authors (who really know their stuff).

Cons:

The chapters are on the page (series of landing pages). But I have to put in my email to get them sent to me? (also they weren't send to me)

Ed Fry
Maker
Thanks for your comments - Sorry the fields got in the way. The published chapters are free to read online, more chapters each week via email to subscribers. Agree on the acronym - we'll see to updating that!
Eric Siu
This comes at the perfect time since our SEO SaaS tool is coming out :)
Ed Fry
Maker
@ericosiu You launching soon on ProductHunt? :) cc @sujanpatel
Scott Bowler
@edfryed would love to get your thoughts on how best to take on PQLs for https://www.chooseholly.com
Ed Fry
Maker
@scotty_bowler My first thought is your pricing model leaves a ton of money on the table - some kind of segmentation to extract the value your product is worth to each type of user is important. Whether that's by feature usage, by the frequency of a specific features' usage, or something else. Take a look at Chapter 5 - we dig into finding the "aha!" moment. With PQLs, you need a sales and pricing model to support expensive 1:1 time from a sales person. I'm sure there's a reason for your pricing, but at first glance that's what comes to mind to review and question.
Scott Bowler
@edfryed Thanks for the response! I'm not sure I understand what you mean by "a ton of money on the table" - would it be possible to clarify?
Tim Chard
Glad to have been included in this and to understand I am not alone in the struggle of free trials not converting! For Chapter 9, will you be having any specific case study examples of how different companies segmented + the types of content they offered each segment? I'm currently shaping up a project of dividing all my free trials into different buyer personas, but curious what types of content I should offer them (besides blog posts relevant to their industries).
Ed Fry
Maker
@timchardme Yes - DigitalOcean nailed this. In particular with account management. Sales enablement, account management and lead nurturing are all solving for WHO to talk to, WHAT to say and WHEN to say it. You need that perfect match between the goal you and the user are trying to achieve, the channel, and the content that will help them achieve that. @clairesuellen goes into a ton of detail how to find these pain points - once you have that, it's a case of matching up. Start with her advice on user and customer interviews.
Ross Simmonds
I'm only a few Chapters in but this is gold. Well done @edfryed + @ClaireSuellen 🚀
Conrad Wadowski
Enjoyed the guide guys! Looking forward to the rest.
Vlad Calus
You rock guys!
Shayla Price
@clairesuellen @edfryed Love this! Very comprehensive guide that will help teams move the needle at their companies.
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