For the last few releases, sales not improving; which measures would be most helpful in understanding the problem?

• A. Usage-Index, by features
• B. Time to market
• C. Average price per unit
• D. Marketing spend

Answer: (A)

Understanding why sales aren’t improving comes down to how customers actually use the product. Measuring usage by feature reveals which capabilities customers engage with, how often they use them, and which features correlate with purchasing or renewals. This helps you test whether the product is delivering the value customers expect and whether the features driving that value are getting adopted. If the most important features aren’t being used as hoped, the bottleneck is in product value or onboarding, not in speed of release or marketing spend. With this insight, you can prioritize backlog items that increase adoption and value, or improve onboarding and education around those features.

Time to market looks at how fast you deliver features, but it doesn’t explain whether those features are useful or driving sales. Average price per unit focuses on pricing dynamics rather than how customers actually engage with the product. Marketing spend measures effort and cost, not the actual product usage or customer value driving sales.