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Whitespace implementation

To identify the cross-sell and upsell opportunities in the existing customer base, a comprehensive system with data insights is required. The system will auto-qualify the opportunities (based on contextual qualifiers), prioritize the opportunities (based on scores) and create a predictable revenue pipeline (with Whitespace analysis and pricing logic)

Product Lines

Product Line Pricing
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Expansion and Churn Qualifiers

These are insights that may directly influence revenue and hence are highlighted as key insights whenever there are any expansion opportunities or churn risks. These are highlighted in the key insights section.
Qualifier Listing
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Team and Spends

Key Departments

At a department level (such as sales, customer success and marketing) we track the following team-level metrics:
Current team size
Increase or decrease in size over past 6 months
Executive arrivals or departures from the teams
Hiring Pipeline in these teams
For all product lines the key department is configured as “Sales” except in the case of Asset Hub, it is both “Sales” and “Marketing”.
info
Source - LinkedIn
Frequency of updates - Monthly

Specific Important Roles Coming Up

At a role level (such as revenue operations, IT, Finance etc) we will track at a individual/person level for the following metrics:
Existing number of employees in these roles
Name and details of the top level people in such roles
New arrivals in any such role in the past 6 months.
Any departures in any such role (since the time the roles are tracked)
Current or past job openings in these specific roles
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Source - LinkedIn
Frequency of updates - Monthly
Specific Roles Listing
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Needs Identified from Jobs New

An accounts needs and priorities are often very well explain in their job openings. The platform tracks past as well as current openings and filters out the needs mentioned in those openings that align with the offerings or different use cases.
For example, if the need for “improving sales performance” or “identify and fix deal risks” is found in any of the positions, it will be highlighted as an identified need “Conversation Intelligence Platform”
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Source - Career page of the account and LinkedIn
Frequency of updates - Monthly
Key Phrases Listing
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Spends on Tools

From the technographic data of all accounts, the following 2 insights are extracted:
Is the account in the process of spending on more tools (acquiring cycle) or cutting down on tool spends (consolidation cycle) in the current quarter.
Any relevant competitive tools can be tracked to understand if the company can replace that tool or introduce a new use case that makes company more valuable for that account.
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Source - The tools currently used by companies are sources from multiple different methods. This data has a lesser accuracy as compared to all other data sourced, however, since we cross-verify this data from multiple different sources the accuracy would still be 80-90%. The following are the ways in which the technographic data is sourced
From footprints left behind by the tools (often javascript code snippets) on public domains of the customer.
From Linkedin profiles and job openings
Frequency of updates - Monthly
Similar Tools
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Events and Activities

News and Announcements

Any public news and announcements by companies are tracked on the platform and the relevant ones can be highlighted. The news are categorised under the following sub-categories:
Category
Definition
Impact
1
Funding
Any event around a customer closing a funding round.
Positive
2
Assets Sold
News associated with your customer selling assets.
Negative
3
Awards/Recognition
Customers receiving awards/recognition in the media indicating towards a stronger market presence.
Neutral
4
Business Contraction
Any kind of closure of business or any other event indicating towards a negative business outlook.
Negative
5
Legal Conflicts
Any kind of legal conflicts/regulatory issues that the customer might face and hinder business.
Negative
6
Major Client Signed
Customer onboarding a major client.
Neutral
7
New Integrations
Rolling out of new integrations.
Neutral
8
Partnership
Announcements of new partnerships
Positive
9
Major Vendor Signed
Customer onboarding a major vendor.
Neutral
10
Acquisition
Customer acquiring any entity in recent months.
Negative
11
Business Expansion
Customer expanding to new geographies/business verticals.
Positive
12
Mergers
Customer merging with any entity in recent months.
Negative
13
Investments
Customer investment into assets.
Neutral
14
Launches
Launching of new offerings in recent months.
Positive
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Online Research

When employees of an existing account is already searching for or consuming content about SKUs that haven’t been sold to them yet, it becomes signals to cross-sell those SKUs. Only any surges in searches of consumption of relevant topics are captured on the platform and are qualified as new opportunities.
The following are the example keywords from a multi product company that have been configured for the different product lines
Research Keywords
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Competitive Research

Similarly when employees of an existing account is searching for competitors of SKUs that have already been sold to them, that whitespace is highlighted as a churn risk. Example competitors
Competition Keywords
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