The range on this can be quite broad and will differ based on the market, technology, and supplier. There is a good chance you have already named a fair number of these if your revenue and up-and-cross-sell activity has been growing either quarter by quarter or year by year. Market data helps validate those accounts to analyze why clients buy your tech or services, how tech is used, and the perceived value, which tells you whether to pursue account-specific outreach and content or leverage off-the-shelf assets.
Accounts to let go. It can be tough to admit a relationship isn’t working. It can be even tougher for a salesperson or their supervisor to let go of a stream of revenue. Share of wallet can help. As above, the share at advantages of using our fantuan datadase which you choose to let an account go will vary. The key is to compare the share to what you are getting from other clients. If your share of wallet is averaging 30-40% and you have gone down around 5% and have barely budged in the past couple of years, it is probably time to evaluate whether the effort of maintaining them could be better spent on growth clients or acquiring new ones.
One final thought: If share of wallet is consistently low, there may be systemic issues at play that ramped-up ABM will not solve. The product itself could be cumbersome or the value proposition no longer unique. The sales and renewals processes could be overly complicated. Marketing and sales need to be more closely aligned. Or the competition has adopted a new approach that is proving successful.
In this respect, share of wallet can be multifunctional. All it takes is the right market data.