One Spine: PQLs, SDRs, and Success on the Same Page

Good growth isn’t a relay with dropped batons. It’s a single spine. Connect product signals to PQL creation, define when a human is the right tool, and give Success a cadence to pull drifting users back to first value.

A few guardrails:

– Every transition should be observable and auditable. If a human is needed, there’s a narrow reason and an expected next state.
– If the product can do it, let the product do it. Save humans for leverage points.
– Close the loop by feeding outcomes back into the signal logic so the spine learns.

Done well, this compresses time‑to‑value and reduces the number of expensive interventions later.