MQL vs SQL
What is the difference between MQL and SQL? Side-by-side definitions, formulas, and benchmarks for two of the most-watched SaaS metrics.
Definitions
What is MQL?
An MQL is a marketing qualified lead — a prospect whose profile and engagement (content downloads, pricing-page visits, webinar attendance) signal enough buying intent for marketing to pass them toward sales.
What is SQL?
An SQL is a sales qualified lead — a prospect that sales has vetted as a real opportunity, typically confirming budget, authority, need, and timeline before it enters the pipeline as an opportunity.
MQL vs SQL at a Glance
| MQL | SQL | |
|---|---|---|
| Category | Marketing | Sales |
| Formula | — | — |
| Benchmarks | — | — |
| Calculator | — | — |
When Each Matters
MQL and SQL answer different questions. An MQL is a marketing qualified lead — a prospect whose profile and engagement (content downloads, pricing-page visits, webinar attendance) signal enough buying intent for marketing to pass them toward sales. An SQL is a sales qualified lead — a prospect that sales has vetted as a real opportunity, typically confirming budget, authority, need, and timeline before it enters the pipeline as an opportunity. In practice, healthy SaaS operators watch both, because each one catches failure modes the other misses.