Whitespace Analysis Schema & Terminology

Introduction

This article documents the schema and the key terminology related to Squivr Whitespace Analysis. 

Schema

Field Definitions

Whitespace Analysis Terminology

Schema

The table below highlights the three Objects on which the Whitespace Analysis Component is built upon.  

Whitespace Summary	A new Whitespace Summary record is created each time a user adds a new Whitespace Analysis. The Start/End Dates that define the current period are stored here. Revenue summary information (current revenue, revenue target, identified potential) across all Product Offerings lives on the Whitespace Summary.
Product Offering	Each Whitespace Summary will have one or more child Product Offerings depending on the Whitespace Template configuration and your Salesforce data. The Product Offering labels appear across the horizontal axis of the Whitespace Analysis. Current Period Opportunity Indicators and Current Revenue are displayed at the Product Offering row level.
Customer Buying Center	Appear if the Whitespace Template is configured to include Customer Buying Centers. The Customer Buying Center labels appear down the vertical axis. Customer Buying Center records are created for each Product Offering.

Field Definitions

Object	Field	Description
Whitespace Summary	Account	The Account the Whitespace Summary is associated to.
Whitespace Summary	Whitespace Template	The Whitespace Template used to generate the Whitespace matrix and, specifically, to create the Product Offerings and Customer Buying Centers.
Whitespace Summary	Start Date	The period start date for this Whitespace Analysis. Depending on the Whitespace Template, this is either auto generated or user defined.
Whitespace Summary	End Date	The period end date for this Whitespace Analysis. Depending on the Whitespace Template, this is either auto generated or user defined.
Whitespace Summary	Current Whitespace Summary	A boolean field that indicates which Whitespace Summary, if multiple exist on an Account, is the current one based.
Whitespace Summary	Revenue Target	Manual input reflecting what the target future revenue is for this Account.
Whitespace Summary	Current Revenue	Current Revenue attributed to this Account for this Product Offering. This value can be auto calculated or set manually.
Whitespace Summary	Open Opportunity Amount	Open Opportunity Amount is calculated on view of the Whitespace Summary
Whitespace Summary	Total New Potential	Sum of Cross Sell + Upsell Potential for this Product Offering.
Whitespace Summary	Total Potential	Sum of Current Revenue + Open Opportunity Amount + Total New Potential for the Whitespace Summary record.
Whitespace Summary	Tier	Identifies what Tier the Account is based on Whitespace (This is a picklist field that can be updated based on logic via a Flow or Trigger).
Product Offering	Whitespace Summary	The Whitespace Summary that this Product Offering relates to.
Product Offering	Product Offering Label	Derived from either the Product Offering Group By Field if Template Configuration is Salesforce Products. If Custom, the Product Offering Labels are defined as part of the Whitespace Template.
Product Offering	Current Revenue	Current Revenue attributed to this Account for this Product Offering. This value can be auto calculated or set manually.
Product Offering	Cross Sell Potential	Potential Cross Sell amount identified for this Product Offering. If the Whitespace Analysis matrix contains Customer Buying Centers, this is not editable at the Product Offering level.
Product Offering	Upsell Potential	Potential Upsell amount identified for this Product Offering. If the Whitespace Analysis matrix contains Customer Buying Centers, this is not editable at the Product Offering level.
Product Offering	Total Potential	Sum of Cross Sell and Upsell Potential for this Product Offering.
Product Offering	No Potential	If, based on your Account knowledge and initial analysis, you identify that there's no potential for one of your Product Offerings set this field to true.
Product Offering	Comments	Any notes that help provide context around potential identified or, if no potential, specify the reason why.
Customer Buying Center	Product Offering	The Product Offering that this Customer Buying Center relates to.
Customer Buying Center	Customer Buying Center Label	Defined as part of the Whitespace Template.
Customer Buying Center	Cross Sell Potential	Potential Cross Sell amount identified for this Buying Center/Product Offering pair.
Customer Buying Center	Upsell Potential	Potential Upsell amount identified for this Buying Center/Product Offering pair.
Customer Buying Center	No Potential	If, based on your Account knowledge and initial analysis, you identify that there's no potential for this Buying Center/Product Offering pair this field to true.
Customer Buying Center	Comments	Any notes that help provide context around potential identified or, if no potential, specify the reason why.

Whitespace Analysis Terminology