Knowing when a user is engaged or disengaged is more and more important for sales teams at product-led companies. Users on your free tier might be using the product with sufficient intensity to indicate they are ready to switch to a premium product. Conversely, users might be not fully exploring the functionality within your free product, and sales should intervene before they lose interest.
Additionally, there is an opportunity for just-in-time interaction. While a user is actively using a feature or encountering difficulties, sales interactions can be both more welcome and more effective. Live product usage insights to prompt an outreach can prevent a lead from turning stale.