Health Score Dashboard

TAM & Share of Checkout — Field Definitions

How to source, state and validate the TAM figure for a customer account

Purpose

TAM is the total addressable payment opportunity an account presents to Access PaySuite. It is the denominator for Share of Checkout (SoC), so an inconsistently stated TAM makes the whole SoC measure unusable for segment-level review. Sales and Account Management source the figure during customer engagement; Pre-Sales validate it at qualification and at renewal.

The rule TAM is the customer's gross annual collectable receipts for the contracting entity — inclusive of VAT, gross of refunds and chargebacks — that could realistically be routed through a payment method Access PaySuite sells. For most accounts this is annual turnover, adjusted to the same basis as our reported processing value.

Share of Checkout = last 12 months' Access PaySuite processing value ÷ TAM

Why the adjustment matters. Statutory turnover in filed accounts is stated net of VAT, returns and trade discount. Our processing value is reported gross. Entering a net turnover figure against a gross numerator overstates SoC by roughly 20–40% before any other factor is considered.

What the TAM figure includes and excludes

Include

Gross value of goods and services sold to end customers, inclusive of VAT
Delivery, postage and handling charged to the customer
Subscription, membership and recurring plan receipts
Services sold as principal — installation, repairs, warranties, personalisation
Digital goods, downloads, licences and access fees
Deposits, part-payments and instalment receipts
Gift card and voucher sales at point of purchase
Receipts collected by any rail we could serve — card, Direct Debit, Pay by Bank, Open Banking

Exclude

Consolidated group turnover where we contract with a single trading entity
Overseas or out-of-scope entity revenue we cannot serve
Channels structurally closed to us — e.g. in-store estate under a separate acquirer contract
Gross merchandise value where the customer acts as agent and never controls the funds
Client money, trust and escrow balances
Interest income, grants, FX gains, asset disposals
Intra-group and intercompany sales
Trade receivables settled outside any payment product (net-off arrangements)

Business type — sourcing basis and override

Business Type is a mandatory field alongside TAM. It determines whether turnover can be used directly or whether an override figure must be sourced. Factors below are indicative starting points for challenge, not automatic adjustments.

Business type	Correct TAM basis	Indicative vs stated turnover	Watch for	Handling
B2C — pure-play online	Annual turnover, grossed up for VAT and refunds	1.15–1.30×	High-refund sectors (fashion) understate significantly	Turnover
B2C — omnichannel	Online channel receipts only, unless in-store is winnable	0.20–0.45×	Click-and-collect attribution; separate in-store acquirer	Modify
D2C — subscription	Annualised recurring receipts at current run rate	1.00–1.20×	Revenue recognised across term lags cash collected in growth accounts	Modify
B2B — invoice / credit terms	Total collectable receipts across all rails, not card alone	0.05–0.30× card up to 1.00× all rails	Most receipts arrive by BACS or bank transfer and never touch a checkout	Override
B2B2C — principal / reseller	Gross receipts, split by partner checkout we can influence	0.80–1.20×	Volume fragmented across partner checkouts outside our control	Modify
Marketplace / platform (agent)	Gross merchandise value — never reported turnover	5–20×	Turnover is commission only; SoC will read far above 100%	Override
Services / regulated	Gross customer receipts, excluding trust and client money	0.30–10×	Agent vs principal accounting swings the reported figure by an order of magnitude	Override
Public sector / not-for-profit	Net collectable income — council tax, rents, fees, donations	n/a	No turnover as such; grant and precept income is not addressable	Override

Expected Share of Checkout

An expected SoC is set per account based on the payment options purchased, and actual monthly volume is tracked against it from go-live. Placement commitments should be captured in the contract, or at minimum documented in writing, and verified by Onboarding at implementation. Where implementation diverges from the agreed placement, Onboarding returns it to Sales and Pre-Sales.

The default expectation of 50% for a single payment option assumes a card-led consumer checkout. It should be moderated downward for B2B, public sector and any account where the purchased method was never going to be the dominant rail.

Validation checks before the figure is accepted

Check	Why
Basis stated	Confirm the figure is gross inclusive of VAT, not a net turnover figure lifted from filed accounts or a credit report.
Entity matched	Confirm the figure relates to the entity we contract with, not the consolidated group.
Vintage recorded	Filed accounts can be 12–21 months stale. Record the source and period; prefer a customer-supplied current run rate.
Business type set	Mandatory. Determines whether an override is required before the figure is usable.
Sense-check against SoC	A resulting SoC above 100% or below 2% almost always indicates a basis or business type error, not performance.

Known tolerance. Processing value in the health score dashboard currently carries an error margin of approximately ±5% pending full reconciliation against the retrospective databases. Treat SoC as directional at account level and reliable at segment trend level until that reconciliation completes.