Most companies know exactly who their biggest customers are. Ask a CEO or head of sales to name the top ten, and they can usually do it without looking at a report. Those customers get attention. They get senior sales resources. They appear regularly in management meetings. That makes sense.

But there's a question leadership teams ask far less often: Which customers represent our biggest growth opportunities? Those may not be the same customers.

Revenue reports tell you what happened. They rarely tell you what to do next.

Most leadership teams think they have a growth problem, but in fact, they might just have a visibility void.