Qualified Lead
A qualified lead is a prospect who has been verified to meet specific criteria for product fit, funding capability, and intent — distinguishing them from raw leads that haven't been vetted against the funder's underwriting and sales criteria.
Why This Matters
Qualification is what separates a list of contacts from a list of buyers. In MCA, qualification typically requires: verified active US business, monthly revenue above the funder's minimum (often $15K-$25K), 6+ months in business, business bank account, no recent bankruptcy, and stated funding need or intent. Qualified leads can be self-qualified (filled out an application with truthful data), screener-qualified (a vendor's call center confirmed criteria before transferring), or rep-qualified (your team verified during initial discovery).
Frequently Asked Questions
Frequently Asked Questions
What's the difference between MQL and SQL in MCA?
MQL (Marketing Qualified Lead) — fits ICP and has shown intent (form fill, content download). SQL (Sales Qualified Lead) — verified by sales rep through discovery to meet funding criteria and have authority to decide. MCA shops often skip MQL and operate at SQL-only thresholds given the high-touch sales model.
Should I pay more for pre-qualified leads?
Yes — typically. Pre-qualified leads from vendors who screen against your specific criteria (revenue, time-in-business, industry) convert 3-5x higher than raw leads. The cost premium of $15-$50 per qualified lead vs. $1-$5 per raw lead is usually justified by funded-deal economics.