This term refers to the percentage of a customer’s total spending that goes to your company. Compare similar customers using Share of Wallet (SOW) to identify low-spending customers.

Example:
A customer of yours has a revenue of 100 million, and they spend 1 million on your services or products. 1 million is 1% of their total revenue, equaling a Share of Wallet (SOW) of 1%.

Now compare that to similar customers, perhaps in the same industry or with similar characteristics, and you will probably find that some spend a lot less than others.

The ones spending less might be a good opportunity for upselling by increasing your share of their wallet.  

Where can I analyse SOW in Upsales?

• Upsales supplies a dedicated analysis for finding upsell in the Customer portfiolio. One type of upsell recommendation is SOW. 
• Inside the Company group page, you'll find the Upsell potential widget which uses SOW as one parameter
• The company list in Upsales comes ready-made with an Account growth list which lets you compare the customer's "purchase vs revenue"

How to increase a customer's SOW?

Of course, there are many approaches to increasing customer purchase value. But to recommend one, comparing what products a customer with a low SOW has bought with what similar customers have bought might bring you a few steps ahead.

Upsales supplies the Customer growth grid (Report Centre widget), which lets you compare what products your customers have bought. Try it out.