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Configuration Repository
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
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
Insight
Type of Whitespace
Description
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
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.
Tool that can be replaced
Cross-sell
Identified competing tool being used by an account that can be replaced
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
Price arbitrage
Upsell
If the ARR of an account is considerably lesser than the ARR of other accounts that are comparable in team size
Usage surge
Upsell
If the usage is consistently very close to the purchased usage limits (in terms of users or volume of usage)
Competitive research
Churn
Surge in research (done by employees of an account) about a competing tool or service
Change in “Specific Important Roles” Coming Up
Churn
If there are any new entrants or exits in the specific roles
Low Product Usage
Churn
If the usage for the key features sharply declines or stays consistently low.
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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
Product Line
Pricing Per User
Comments
SaaS Management
$8/User/Month
Access Management
$4/User/Month
Access Reviews
$4/User/Month
Access Request
$4/User/Month
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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
Topic
SaaS Management
Access Management
Access Reviews
Access Request
Employee Onboarding Software
SaaS Operations Management
SaaS Governance
SaaS Management Platform (SMP)
Application Onboarding
Cloud Cost Optimization
Managed IT Service
User Management
Application Offboarding
Offboarding
Cloud Based Access Control
Remote onboarding
Digital Identity Management
Identity Access Management (IAM)
Privileged Identity management (PIM)
Adaptive Access
Shadow IT
Identity Governance and Administration (IGA)
Compliance Monitoring
Continuous Controls Monitoring
Policy Management
Security Policies
Risk Management Services
Risk Management Software
Vendor Risk Management (VRM)
Vendor Risk Monitoring
Vendor Risk Management Lifecycle
Third-Party Risk Management
Vendor Privacy Risk
Vulnerability Management
Vulnerability Assessment
General Data Protection Regulation (GDPR)
HIPAA Compliance
HIPAA Compliant Messaging
ISO/IEC 27001:2013
NIST Compliance
PCI Compliance
Compliance Audit
BetterCloud
Lumos Networks Corp.
Torii
Zylo
Flexera
Productiv
Oracle Subscription Management
ServiceNow
Jumpcloud
AWS Identity and Access Management
Okta (OKTA)
Veracode
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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
4. Key Inputs for Relevant Jobs Identification
Value Type
SaaS Management
Access Management
Access Reviews
Value Type
SaaS Management
Access Management
Access Reviews
Description
Centralized control and optimization of SaaS applications.
Unified management for enterprise access control.
Automated tool for efficient and risk-reducing access reviews.
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
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
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