Share of wallet and whitespace
Covirage compares every customer with similar customers in your own ledger. Where most of its peers buy a product line and it does not, or buys far less, that is a gap with a value on it. The result is a list of customer and product pairs, ranked, that a salesperson can take into a conversation.
Revenue per account says how big a customer is, not how much of its spend you hold. Measured against every customer at once, each account has gaps that are not real: an electrician does not buy aggregates. Measured against its own kind, the gaps are the lines it buys from somebody else.
For each group of similar customers, which product lines most of them buy and how much of their spend goes there.
Lines not bought and lines underbought, each valued at the median for similar customers, scaled to the account.
A line is only a gap if most similar customers buy it, so the list stays short enough to work.
Three steps, in this order.
Invoices by customer and product line, plus the segment field you already keep. Client IDs only.
Which customers are similar, and the share of them that makes a line expected. Customers with no segment are shown and counted, not guessed.
Customer and line pairs ranked by value, per owner, with the category totals checked against the ledger.
Short answers. The Help center has the long ones.
From your own similar customers, as a norm. Where a customer has stated its spend, or it is public, that figure is used and labeled with its source and date.
A cross-sell report lists what a customer does not buy. This lists only what customers of its kind usually do buy, puts a value on each gap, and includes lines bought in part.
A first grouping can be inferred from what each customer buys, labeled as inferred. The share of accounts with a confirmed segment is reported so it can be improved.
Written for this job: the measures, the data you already hold, and the arithmetic.
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