CUSTOMER WALLET

Play	Secure SD-WAN
Section	5.0	Customer Insights
Sub-Section	5.1	Customer Wallet
Content Owner	GSSI +Segment SME
Content Owner Name

What is Offer Wallet? Opportunity!!!

Offer Wallet is the total opportunity at a Customer viewed through the lens of a Sales Play and/or Offer.
Once we have the Offer Wallet Discovery questions answered, we can measure:

Penetration (Offer Wallet Share %)
Remaining Opportunity (Offer Remaining Wallet)

Customer Discovery For Offer Wallet

Comprehensive customer data covering valuable information at the account and architecture level should be completed by the account team for each account. It can be accessed here. It is important to keep this information accurate and up to date as it is leveraged for offer targeting (propensity modeling) as well as Play and Offer Wallet calculations.

Customer Discovery for Offer Wallet: Play and Offer-Level Wallet

Comprehensive customer data covering valuable information at the account and architecture level should be completed by the account team for each customer. It can be accessed here. Offer Wallet questions are “pre-populated” for most customers, using estimates based on customer size and industry. When the account team updates the Offer Wallet Discovery questions, it becomes a “Validated” Offer Wallet.

Customer Discovery for Offer Wallet

One item to note: Enterprise Networking has no Offer Wallet Discovery Questions. They are all contained in General Discovery.

Your Sales Play & Offer Wallet Account Report

Sales Play leadership has taken the guess-work out of identifying customer wallet by having the account team answer a few specific Wallet Discovery questions.

Click here to see your customer’s critical information on Offer Wallet and associated Offer Remaining Wallet. The Account Insights Report shows you a summary of Insights and metrics.

Territory Summary of Sales Play & Offer Wallet:

Sales Play leadership has taken the guess-work out of identifying customer wallet by having the account team answer a few specific Wallet Discovery questions.

Click here to see where your territory’s critical information on Wallet and associated Offer Remaining Wallet. The Territory Insight report shows a summary of transformational metrics at the chosen level.