Which sources are used to identify customer barriers?

Industry observations and Annual Recurring Revenue (ARR) are high-level metrics, while utilization reports are helpful, the combination provided is less comprehensive for identifying barriers compared to consumption, budget, and sentiment.

Consumption data reveals if and how the solution is being used, indicating technical or adoption barriers. Understanding the customer budgeting process can highlight financial barriers or resource allocation challenges. Customer sentiment (e.g., from surveys, conversations) directly surfaces issues, frustrations, or unmet expectations.

Sales forecasting and health scores are important for overall customer management, but sales forecasting doesn't directly identify customer barriers. Health scores are often an aggregation of barrier indicators, not a primary source of specific barriers themselves.

Executive insight can be valuable, and help desk summaries pinpoint technical issues, but upcoming marketing releases are not a source for identifying existing customer barriers.