December 2017
Intermediate to advanced
390 pages
7h 51m
English
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Chapter 26 Share of Customer
Measurement Need
Knowing the company’s share of each acquired customer’s total potential business.
Solutioni
Share of customer describes sales to a specific customer as a percentage of that customer’s total purchases of that specific product type. Conceptually, it similar to market share. A more informal description is known as “share of the customer’s wallet.”
The formula for share of customer is similar to market share:
Where
Si = share of customer i (in percentage terms)
Sit = your sales to customer i in time t (in units or dollars)
ΣMt = sum of all customer spending in time t (in units or dollars)
For example, if a customer has $1 million to spend on a given solution, and ...
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