The problem
Product signals fire in your analytics tool but never reach sales. Or worse, they reach sales as anonymous events with no account context. The hottest leads in a PLG motion go cold in a data silo.
The system
- Capture events. Product usage events flow to the warehouse via Segment.
- Resolve identity. Anonymous users matched to accounts through email, domain, or enrichment.
- Score PQLs. Account fit × usage depth × feature signals = PQL score.
- Route with context. Account owner gets a Slack alert with usage summary and suggested talk track.
Field notes
PQLs convert at 3-5x MQL rates when routed correctly. The bottleneck is always identity resolution and routing, not the product signal itself.