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    #account expansion

    2 articles

    Share of Wallet Analysis: Five Ways to Estimate the Denominator
    share of wallet analysisaccount expansionwhitespace analysis

    Share of Wallet Analysis: Five Ways to Estimate the Denominator

    Share of wallet analysis without competitor spend data: the formula, five proxies for category spend and their error bars, and which proxy fits which decision.

    September 17, 202611 min read
    Land and Expand Strategy: Picking the Second Product
    land and expand strategyaccount expansioncross-sell

    Land and Expand Strategy: Picking the Second Product

    Land and expand fails at one question: which product to lead with in which account. Here is how to answer it per account, with evidence.

    September 7, 202611 min read