Figure 7.2 Current spend in market versus market capability
Take the top and bottom scores and set the highest score on the vertical axis to the top score plus one and set the lowest score on the vertical axis to the bottom score less one. Spread the scores evenly along the axis and position each customer on the vertical axis according to their score.
Using the range of current spend in your market of these customers, set the high position on the horizontal axis to the highest spend rounded up to the next whole unit of measure (so if spend is in millions, it’s the next million) and set ...
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