Scores product-qualified leads from real usage events and hands sales an explainable “why now” — which behaviors fired, what they predict, what to say — with consent and product-trust boundaries checked before any usage data reaches a sales record.
The PLG-to-Sales Handoff Agent scores product-qualified leads from real usage events and gives sales an explainable why-now — which behaviors fired, what they predict, what to say — after checking consent and product-trust boundaries. It is one of fifteen workflows in the Enterprise GTM Agent Stack, an Opsmarshal series on GTM stack architecture.
How the flow runs — live
The PQL entity is the workspace, not the person. Consent boundaries are gate checks, not assumptions.
PLG companies drown sales in “PQLs” that are just active users, torching trust in the motion. Meanwhile actual buying signals — a workspace hitting seat limits, an admin reading SSO docs — route nowhere.
PQLs ship with their evidence: “hit seat cap twice this week, invited a finance role yesterday, viewed pricing 3×.” Reps get a conversation starter, not a naked score — and data-use rules are enforced at handoff, not assumed.
| Decision | Choice | Rationale |
|---|---|---|
| Consent boundary is a gate check | Usage data crosses to sales only within stated terms | PLG trust is the asset. Data-use rules — per plan tier, per region — are enforced at handoff, logged, and auditable, not assumed. |
| Explainability is mandatory | No naked scores reach a rep | A score without a story gets ignored; a story without evidence gets distrusted. Every PQL carries both. |
Three curated scenarios — one that passes, one that flags for a human, one that the gate blocks. Watch the verdict, the evidence rows, and the audit log.
Governance audit log
Agents don't remove operators — they change what operators watch. Console spec: who owns it, what they check, what pages them, and how they pull the plug.
A product redesign changes event semantics; the model keeps scoring ghosts of the old flow. Mitigation: Event schema versioning — unversioned changes quarantine the affected triggers until re-validated.
Reps blast every PQL and poison the product-led goodwill the motion depends on. Mitigation: Trigger-matched outreach templates, volume caps, and product-team visibility into sales touches on PLG accounts.
Scoring individuals when the buying unit is the workspace produces nonsense handoffs. Mitigation: The PQL entity is the workspace; people are contacts within it, with inferred roles explicitly labeled as inferred.
Opsmarshal builds workflows like this one inside client stacks — see GTM stack architecture and AI enablement and agentic workflows, or book a call to walk through your own.
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