Formula
Users meeting PQL criteria / Total active free or trial users x 100
How to measure
Define PQL criteria based on usage signals, like inviting teammates or hitting a usage limit, then measure the share of the active base meeting it.
Why track it
PQL rate lets a product-led company forecast upgrade-ready volume and route the highest-intent users to sales or targeted upgrade prompts.
Example
Of 5,000 active free users, 300 hit PQL criteria this month, a 6% PQL rate.