Account-Based Everything

In SaaS, it’s not just about impressing one user—it’s about wowing the whole team. When spotting Product Qualified Leads (PQLs), thinking account-first can turn “meh” into magic. Here’s why focusing on entire accounts is your not-so-secret weapon (and how to wield it like a pro).

Why Focus on Accounts?

Your customers are companies, not lone wolves. One user might be loving your product, but if the rest of their team is ghosting you, that deal’s going nowhere. Tracking engagement across the entire account shows you which businesses are genuinely on the road to conversion.

The Problem with User-Level Data

Basing decisions on a single user’s enthusiasm? Risky. It’s like judging a band by just the lead singer. If the rest of the team’s enthusiasm is flat, your deal could fall apart. By zooming out to account-level engagement, you get the real story—is the whole team jamming or just one solo act?

How to Nail an Account-Based PQL Strategy

1. Track the Whole Crew:
   Capture interactions from everyone on the account. You want the big picture, not a pixelated mess.

2. Find Your Champions:
   Identify the power users—the ones who might just name their pet after your product. These champions can sell your tool internally.

3. Measure Collective Engagement:
   Look at the team’s overall behavior—who’s using key features, collaborating, and making your product part of their daily workflow?

4. Prioritize Accounts, Not Lone Users:
   Focus sales on accounts where the whole squad is showing love. Those are the deals you want to double down on.

Why It Matters

Thinking account-first means fewer wild goose chases and more laser-focused wins. You’ll know which teams are vibing with your product and ready to commit. That means smarter sales, better conversions, and stronger relationships.

In short: Think teams, not just individuals, to supercharge your PQL strategy. It’s smarter a way to scale and grow your business.