MQL / SQL
Marketing Qualified Lead and Sales Qualified Lead — stages of lead readiness in a sales funnel.
An MQL has shown interest (e.g. downloaded content) and fits the ICP; an SQL has been vetted by sales as ready to buy. Tracking conversion between these stages reveals funnel health and forecast accuracy.
Examples
100 MQLs convert to 30 SQLs and 10 customers. — A team tightens MQL criteria to improve sales efficiency.
How it relates to The Startup Foundry
A predictable pipeline supports the Scalability and Executability investors look for.