> ## Documentation Index
> Fetch the complete documentation index at: https://docs.camo.ag/llms.txt
> Use this file to discover all available pages before exploring further.
# Revenue and Total Addressable Market (TAM)
> What an operation buys from you, what it could buy, and the share of that spend you're capturing.
This feature is currently in private beta. As a pre-requisite, your organization needs to provide [purchase data](/integrations/camoag-product-sales-import) and [TAM data](/integrations/camoag-tam).
**Revenue & Wallet Share** answers one question about an operation: of everything this farm could spend with you, how much are you actually getting?
It pairs two numbers. **Purchases** are the dollars your organization has recorded against the operation. **Total potential** is CamoAg's model of what the operation should spend in your product categories, based on the crops it grows and the acres behind them. Dividing the first by the second gives **wallet share**.
Requires a CamoAg Enterprise subscription and permission to view organization purchase data.
## Where to find it
The section appears in two places, driven by the same data:
* **Operation profile** — a full **Revenue** tab with a year selector, the purchases table, and the wallet share breakdown.
* **Map panel** — a condensed **Revenue & wallet share** accordion beside the map, showing the current year only.
## Choosing a year
The profile has a year selector covering the **current year and the two prior years**. Everything on the section — purchases, potential, and wallet share — recalculates for the year you pick. The map panel is always the current year to date.
## Purchases
The **Purchases** card breaks your recorded spend into four category groups:
| Group | Includes |
| --------------- | ----------------------------------------------------- |
| Crop nutrition | Crop nutrition, nitrogen, phosphate, potash |
| Crop protection | Crop protection, fungicides, herbicides, insecticides |
| Seed | Seed, seed coating |
| Other | Anything uncategorized |
Select a group to see its product-level breakdown — product, crop, and amount, with a total at the bottom. Products purchased without a crop attached show as **All crops**. Only groups with recorded purchases appear as tabs.
In the **Other** group, only a positive balance is shown. Credits, returns, and rounding adjustments with no product category attached are left out so they don't read as spend. A negative balance against a real category is a real figure and is displayed as-is.
If your organization hasn't shared purchase data, the card explains what unlocks the section instead of showing an empty table.
## Total potential (TAM)
**Total potential** is the addressable market for one operation. CamoAg builds it from two inputs:
1. **Your per-acre product values** — the price per acre your organization loads for each product category, year, and (optionally) crop and geography. See [Total Addressable Market (CSV)](/integrations/camoag-tam) for the import spec.
2. **The operation's estimated operated acres** — broken out by crop from the operation's crop history.
For each modeled value, CamoAg multiplies price per acre by the acres behind that crop, then rolls the results up by category group. A value with no crop attached is applied to the operation's total operated acres.
Because acreage is half the equation, a wrong acre figure produces a wrong potential. If an operation's numbers look off, start with [Editing Estimated Operator Acres](/operations/editing-estimated-operator-acres).
Only category groups with a modeled value above zero appear. If the section reads **No modeled product values for this year**, no per-acre values have been loaded for the year you selected.
## Wallet share
The **Wallet share** card summarizes the comparison:
| Stat | What it is |
| ----------------------- | -------------------------------------------------------------------------------------------------------- |
| **Total potential** | Modeled spend across all categories, from crop mix and acres |
| **Wallet share** | The 25-point band your capture falls into — 0–25%, 25–50%, 50–75%, or 75–100% — shown as filled segments |
| **Captured** | Recorded purchases, with the exact percent of potential below it |
| **Revenue opportunity** | Potential minus captured, floored at zero — the unconverted spend |
Below the summary, **Capture by product category** lists each category group with its crops, a progress bar, the percent captured, and the captured-versus-potential dollars. A badge marks the state at a glance:
* **Empty circle** — nothing recorded in that category
* **Green check** — captured, at or under 100% of potential
* **Yellow exclamation** — captured more than 100% of potential
Wallet share above 100% displays as **>100%** rather than a raw percentage. It almost always means the potential estimate is understated — usually the acreage or crop mix behind it — rather than a sales result worth celebrating.
On phones and small screens the same data renders as a stacked summary and simple category bars.
## Customer cohorts
**Customer Cohort** is a field on wallet share reporting that sorts every operation into one of six groups. It combines the same two inputs — how much of the operation's spend you're capturing and how big the operation is — so you can work a list by strategy instead of scrolling a table row by row.
The horizontal axis is **Percent Wallet Share** and the vertical axis is the **size of the operation** in estimated operated acres. Where an operation lands on that grid determines its cohort.
Both inputs respond to the **Product Category** filter on the report. Narrow to a single category and an operation's wallet share — and therefore its cohort — is calculated against only that category's potential.
### The six cohorts
| Cohort | Who lands here | What to do with them |
| :------------------ | :----------------------------------------------------------------------------------- | :---------------------------------------------------------------------------------------------------------------------- |
| **Needs Attention** | Wallet share above 100% — recorded purchases exceed the estimated potential | Treat as a data check, not a sales signal. Usually the acreage or crop mix behind the potential estimate is understated |
| **Key Account** | More than 5,000 acres with recorded purchases, at any wallet share up to 100% | Your largest relationships. Protect them and expand into categories they aren't buying yet |
| **Loyal** | 75–100% wallet share, more than 1,000 acres | You already have nearly all of their spend. Focus on retention and referrals rather than new pitches |
| **Retain** | 45–75% wallet share, more than 1,000 acres | Meaningful business that you're splitting with a competitor. The most at-risk group |
| **Grow** | Above 0% and under 45% wallet share, more than 1,000 acres | Real acres behind a small share of wallet. Typically the largest upside per conversation |
| **Serve** | Everything else — 1,000 acres or fewer, and any operation with no recorded purchases | Service efficiently rather than assigning dedicated coverage |
### How an operation is assigned
Cohorts are assigned in order, and the first rule that matches wins:
The operation is **Needs Attention**, no matter how large it is. See [Working the Needs Attention list](#working-the-needs-attention-list) for the two fixes that resolve it.
The operation is a **Key Account**. This takes precedence over the wallet share bands, so a 7,000-acre operation at 20% wallet share is a Key Account rather than Grow.
Wallet share decides the cohort: **Loyal** at 75–100%, **Retain** at 45–75%, and **Grow** below 45%.
The operation is **Serve**.
An operation with no recorded purchases has 0% wallet share and falls to **Serve** regardless of acres. If a large prospect you expected to see in Grow is showing up in Serve, check whether purchase data has been shared for it.
### Working the Needs Attention list
**Needs Attention** means recorded purchases exceed the modeled potential — you appear to have captured more than 100% of what the operation could spend. That is almost never a sales result. It is a signal that the potential is too small, and potential is driven by acres, so the acre estimate behind the operation is usually the thing that's wrong.
A common cause is a farm that operates under several entities. Purchases land on one of them while the acres are spread across all of them, so a single record carries the whole invoice against a fraction of the ground.
There are two ways to correct it:
If the acreage is simply understated — nothing else to connect, or CamoAg matched fewer acres than the operation actually farms — edit the estimated operated acres directly. Correcting the acres recalculates the potential for every category and moves the operation into its real cohort.
Look for other operations that are part of the same farm — separate LLCs, a landowning entity, a family member's operation — and merge them. Merging rolls the related acres into the size estimate, which raises the potential and usually settles the cohort on its own. Start here when you suspect the acres exist in CamoAg but are attached to a different record.
Either fix improves more than the one record. Potential feeds wallet share, revenue opportunity, and every other cohort on the report, so clearing the Needs Attention list makes the whole report more trustworthy.
If the acres are already correct and the operation still reads above 100%, check the purchase side instead — spend recorded against the wrong operation, a duplicate import, or a product category with no per-acre value loaded for that year.
### Using cohorts on a report
* **Build a call list by strategy.** Filter Customer Cohort to **Grow** and sort by Remaining Revenue Opportunity to get the largest untapped operations in one view.
* **Find retention risk early.** Filter to **Retain** and compare year over year — an operation sliding from Loyal to Retain is losing share to someone else.
* **Assign coverage.** Use **Key Account** to define who gets a named relationship manager and **Serve** to define who is handled through shared or inside coverage.
* **Clean your data.** Work the **Needs Attention** list periodically. Each one points at an operation whose acres or potential estimate needs correcting, which improves every other cohort on the report.
## Troubleshooting
| What you see | What it usually means |
| --------------------------------------------- | ---------------------------------------------------------------------------------------------------------------------------------------------- |
| **No purchases for this year** | Nothing has been recorded against the operation for the selected year. Check that purchase data has been shared and matched to this operation. |
| **No modeled product values for this year** | No per-acre values are loaded for that year. Import them with the [TAM CSV spec](/integrations/camoag-tam). |
| Wallet share reads **>100%** | The potential is understated. Check the operation's estimated operated acres and crop mix first. |
| A category you sell is missing | It has no modeled value above zero for that year, or the products were imported without a category. |
| Purchases are visible but wallet share is not | The section is missing per-acre values, or you lack permission to view organization purchase data. |
## Related