Not all sign-ups are created equal. With the Lusha API, you can monitor product usage, enrich buying committees, and trigger demo outreach—so your team converts PQLs into revenue while interest is at its peak.
In a product-led growth (PLG) motion, your best leads aren’t filling out forms—they’re already inside your product. But most sales teams struggle to separate casual sign-ups from serious buyers. With the Lusha API, you can detect product usage signals, enrich buying committees, and trigger demo outreach when accounts are primed to convert.
Why PQLs is such a big deal
- Users show intent with actions, not words. Sign-ups, integrations, and feature adoption tell you who’s ready.
- PLG accelerates sales cycles. PQLs are warmer than cold outbound and often convert faster.
Scaling requires automation. Manual monitoring can’t keep up with thousands of free accounts.
How the workflow works
Workflow:
Monitor usage signals in your product (logins, integrations, feature adoption).
Trigger PQL event → send to Lusha API.
Enrich account + buying committee → decision-makers + influencers beyond the user.
Qualify by ICP fit (company size, role, region).
Route enriched lead to CRM and notify SDR/AE.
Trigger personalized outreach → offer demo, highlight advanced use cases.
Result: PQLs get fast-tracked into demos while usage momentum is highest.
Example automation (Snowflake + Lusha + Salesforce + Outreach)
Trigger: User integrates with a premium feature (tracked in Snowflake)
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Action: Lusha API enriches company decision-makers
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Action: Create new opportunity in Salesforce tagged “PQL”
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Action: Slack alert to AE with usage details
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Action: Enroll account into Outreach demo sequence with personalized messaging
KPIs to track
- # of PQLs detected per month
- Conversion rate: PQL → demo
- Pipeline generated from PQLs
- Win rate vs. non-PQL inbound
Best practices for PQL conversion
- Define PQLs clearly. Pick usage thresholds that indicate real buying intent (e.g., integrations, team invites).
- Enrich beyond the user. Single users don’t buy—decision-makers do.
- Act while usage is high. Outreach within 24 hours of signal increases demo acceptance.
- Personalize outreach. Reference what they’ve done in the product to show relevance.
FAQs
Depends on your product—but common signals include integrations, multiple team members invited, or usage of advanced features.
By enriching product users with company and contact data, turning raw activity into qualified pipeline
Yes—combine product usage data with ICP filters (company size, role) for automated scoring.
Use enrichment to surface the buying committee and route outreach accordingly.
