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While, Zluri and Nurturev have already been collaborating on mitigating churn, carving out a whitespace analysis is instrumental to land expansion deals from customers.

Expansion and Churn Qualifiers Proposed

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(Detailed Document)
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These are insights that may directly influence revenue and hence are highlighted as key insights whenever there are any expansion opportunities or churn risks.
Insight
Type of Whitespace
Description
1
Need expressed in Jobs New
Cross-sell
Upsell
Surge in jobs that mention needs that align with the offering or jobs that match key roles
2
Online Research
Cross-sell
Churn
Surge in research (done by employees of an account) about specific topics aligned with the offering. This might indicate churn if the account has already purchased an offering and is still researching about the same offering.
3
Tool that can be replaced
Cross-sell
Identified competing tool being used by an account that can be replaced
4
Team growth
Upsell
Increase in more than 10% of the team size since the last renewal or sell, indicating an increase in need of licenses or volumes of usage
5
Price arbitrage
Upsell
If the ARR of an account is considerably lesser than the ARR of other accounts that are comparable in team size
6
Usage surge
Upsell
If the usage is consistently very close to the purchased usage limits (in terms of users or volume of usage)
7
Competitive research
Churn
Surge in research (done by employees of an account) about a competing tool or service
8
Change in “Specific Important Roles” Coming Up
Churn
If there are any new entrants or exits in the specific roles
9
Low Product Usage
Churn
If the usage for the key features sharply declines or stays consistently low.
There are no rows in this table
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Configurations Needed


1. Product Line Overview

This table highlights what all products does Zluri sell and their associated pricing. This has two major benefits
a) What all whitespaces can possible arise ? (Via Product Lines)
b) Estimating the opportunity size/expansion potential (Via Pricing)
Product Line
Pricing Per User
Comments
1
SaaS Management
$8/User/Month
​
2
Access Management
$4/User/Month
​
3
Access Reviews
$4/User/Month
​
4
Access Request
$4/User/Month
​
There are no rows in this table
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2. Research Topics - Product Line Mapping

This table maps the research topics to the respective product lines. Consequently, whenever online research around a topic takes place, we can attribute to the correct line.
Topic
SaaS Management
Access Management
Access Reviews
Access Request
1
Employee Onboarding Software
2
SaaS Operations Management
3
SaaS Governance
4
SaaS Management Platform (SMP)
5
Application Onboarding
6
Cloud Cost Optimization
7
Managed IT Service
8
User Management
9
Application Offboarding
10
Offboarding
11
Cloud Based Access Control
12
Remote onboarding
13
Digital Identity Management
14
Identity Access Management (IAM)
15
Privileged Identity management (PIM)
16
Adaptive Access
17
Shadow IT
18
Identity Governance and Administration (IGA)
19
Compliance Monitoring
20
Continuous Controls Monitoring
21
Policy Management
22
Security Policies
23
Risk Management Services
24
Risk Management Software
25
Vendor Risk Management (VRM)
26
Vendor Risk Monitoring
27
Vendor Risk Management Lifecycle
28
Third-Party Risk Management
29
Vendor Privacy Risk
30
Vulnerability Management
31
Vulnerability Assessment
32
General Data Protection Regulation (GDPR)
33
HIPAA Compliance
34
HIPAA Compliant Messaging
35
ISO/IEC 27001:2013
36
NIST Compliance
37
PCI Compliance
38
Compliance Audit
39
BetterCloud
40
Lumos Networks Corp.
41
Torii
42
Zylo
43
Flexera
44
Productiv
45
Oracle Subscription Management
46
ServiceNow
47
Jumpcloud
48
AWS Identity and Access Management
49
Okta (OKTA)
50
Veracode
There are no rows in this table
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3. Account Purchased Product Lines

This is perhaps the most critical table where we establish what all products has an account already purchased. This helps us gauge the expansion potential of an account.
Account Product Line Map
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4. Key Inputs for Relevant Jobs Identification

Value Type
SaaS Management
Access Management
Access Reviews
1
Description
Centralized control and optimization of SaaS applications.
Unified management for enterprise access control.
Automated tool for efficient and risk-reducing access reviews.
2
Specific Roles
IT Managers Finance Directors SaaS Operations Managers Procurement Officers Chief Technology Officers IT Procurement Managers
IT Security Managers System Administrators Network Administrators HR Managers Chief Information Security Officers IT Operations Managers
Compliance Officers IT Security Teams Audit Managers Risk Management Professionals Chief Compliance Officers Data Privacy Officers
3
Key Phrases
Enterprise software management Reduce SaaS expenditure SaaS contract management Software license optimization Cloud application tracking SaaS vendor evaluation Manage SaaS renewals SaaS application tracking Software expense control SaaS vendor management Cloud software analytics SaaS portfolio optimization SaaS usage metrics Application usage analytics Cost-saving software solutions Cloud service monitoring Software renewal management SaaS consolidation strategies License utilization analysis
Secure access control User access governance Identity management solutions Onboard/offboard automation Enterprise access security User authentication systems Access rights monitoring Secure access protocols Single sign-on solutions Employee access control Credential management Enterprise security policies IT access security Network access automation Privileged access management Identity governance Access rights automation User role management Data access security Centralized access setup
Security access reviews Audit compliance management Risk assessment automation IT compliance audits Review user permissions Automated policy enforcement Compliance management systems IT audit preparation Access verification processes User permissions auditing Risk assessment tools Regulatory compliance software Internal controls evaluation Audit trail systems Compliance reporting tools Access control reviews Security audit tools Automated review processes Risk mitigation strategies Periodic review schedules
There are no rows in this table
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