Expansion & revenue
Customer Success Qualified Lead (CSQL)
An expansion opportunity qualified from customer-success signals.
Definition
A CSQL is a sales opportunity identified from an existing customer's behavior: usage exceeding their plan, adoption of a key feature, team growth. It extends the logic of the MQL and SQL to the installed base.
Why it matters
The CSQL formalises the handoff from Customer Success to sales: the CSM detects the maturity signal, the Account Manager converts the opportunity.
How Phano helps you
Phano surfaces these expansion signals automatically and delivers them where sales already works.
[Phano] €85,000 ARR, critical · Health 34/100 ●
June 1, 2026
→ Escalate to the sponsor
- • Silent for 28 days on email
- • Renewal in 22 days, quote not opened
- • No meeting scheduled in 6 weeks
+ custom fields: phano_phase, phano_confidence, phano_health_score…
History on this account
[Phano] €85,000 ARR, high · Health 47/100 ●
May 25 · → Schedule a sponsor touchpoint
[Phano] €85,000 ARR, medium · Health 58/100 ●
May 18 · → Monitor decision-maker engagement
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Frequently asked questions
What is Customer Success Qualified Lead (CSQL)?
A CSQL is a sales opportunity identified from an existing customer's behavior: usage exceeding their plan, adoption of a key feature, team growth. It extends the logic of the MQL and SQL to the installed base.
Why does Customer Success Qualified Lead (CSQL) matter?
The CSQL formalises the handoff from Customer Success to sales: the CSM detects the maturity signal, the Account Manager converts the opportunity.
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