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