Need expressed in Jobs New
Surge in jobs that mention needs that align with the offering or jobs that match key roles
Online Research
Surge in research (done by employees of an account) about specific topics aligned with the offering. This might indicate churn if the account has already purchased an offering and is still researching about the same offering.
Tool that can be replaced
Identified competing tool being used by an account that can be replaced
Team growth
Increase in more than 10% of the team size since the last renewal or sell, indicating an increase in need of licenses or volumes of usage
Price arbitrage
If the ARR of an account is considerably lesser than the ARR of other accounts that are comparable in team size
Usage surge
If the usage is consistently very close to the purchased usage limits (in terms of users or volume of usage)
Competitive research
Surge in research (done by employees of an account) about a competing tool or service
Change in “Specific Important Roles” Coming Up
If there are any new entrants or exits in the specific roles
Low Product Usage
If the usage for the key features sharply declines or stays consistently low.