Share of Wallet

Track four metrics beside it: category spend growth, so you can see whether your share rose while the account's budget [...]

Expanding an existing account costs a fraction of winning a new one. In a nine to twelve month cycle, a [...]

Start by mapping the buying centers you have never met, since most low wallet share traces back to relationship coverage. [...]

It depends on how many suppliers the category structurally supports. Sole-source categories can reach 90 to 100 percent, and anything [...]

Ask the customer directly during a structured account review, framed as a coverage question about how much of their program [...]

Divide your annual revenue from the account by that account's total annual spend in your category, then multiply by 100. [...]

They answer different questions at different altitudes. Market share measures how much of a total market you hold and is [...]

Share of wallet is the percentage of a customer's total spending in a defined category that goes to one supplier [...]