Whitespace Analysis User Guide

Introduction

This article is intended to be a resource for end users and assumes that Whitespace Templates have been defined and the components added to the appropriate pages.

Adding Whitespace Analysis to an Account

Set a Target Revenue Value

Start Identifying Whitespace!

Additional Actions

Adding Whitespace Analysis to an Account

1. From the Account Lightning Page navigate to the location where the Whitespace Analysis component has been added
2. Click the New Whitespace Analysis button
   • If only one Whitespace Template has been defined and the Timeframe has been set at the template level, the Whitespace Analysis will be created on that single click

• If there are multiple Whitespace Templates available or if the end user is to define the dates, a modal will appear for you to select the template and/or set the timeframe

Set a Target Revenue Value

1. On the Whitespace Summary component, click the pencil icon to enter edit mode
2. Set a Target Revenue value and save 

Note: depending on the Whitespace Template configuration, Current Revenue might not be automatically calculated for the Product Offerings. You can manually set it by clicking the pencil icon on the Product Offering card. The Whitespace Summary component will automatically update and reflect the total Current Revenue. 

Start Identifying Whitespace!

In this example, the Whitespace Template has been configured to include Customer Buying Centers (the values down the vertical axis). In this case, Cross Sell and Upsell potential is set at the Buying Center row level. When Customer Buying Centers are absent, Cross Sell and Upsell potential is set at the Product Offering row level.

1. Click the pencil icon on the appropriate Customer Buying Center card to enter edit mode
2. Update the appropriate field (Cross Sell, Upsell, or both) and save
   
   • The Product Offering is updated to reflect the potential identified for the related Customer Buying Centers
   • On the Whitespace Summary component, New Potential Identified and Total Future Potential is updated to reflect the change

Other Available Actions

Add a Customer Buying Center Row

Identified a different Buying Center that isn't included on the standard Whitespace Template? You can easily add a new row to your Whitespace Analysis to accommodate for the nuances of individual Accounts.

No Potential? Update a Single Buying Center or an Entire Product Offering to Reflect

Squivr Whitespace Analysis is intended to help you identify where the opportunity for growth exists so that efforts can be focused to help you achieve your target goals. To that end, it is equally important to know when the potential has been eliminated.