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.
11 min read
#whitespace analysis
2 articles
Account Whitespace Analysis: The Empty Cell Is Not a Reason
Whitespace analysis maps what an account has not bought yet. That gap is not a reason to call. Here is what has to be true before a rep works one.
10 min read