An ecosystem qualified lead (EQL) is a potential customer or business opportunity identified through a partnership ecosystem, typically through a network partner. Unlike a cold lead, EQLs come with a level of trust and credibility, having been pre-vetted and warmed up by a trusted partner within the network.

EQLs can be net-new leads, or they can be existing leads that have been “warmed up” with additional information from your partner. Whether a new lead or an existing lead, EQLs are valuable as they are more likely to convert into paying customers because of the additional endorsement and can speed up the sales process significantly.

For partnership managers, EQLs are a goldmine. They are high-quality leads that can be fast-tracked through the sales pipeline, meaning faster closing and more revenue. The best way to find EQLs is by using a partner ecosystem platform that can identify these opportunities so companies can start co-marketing or co-selling initiatives to take advantage of them.