The whitespace tool maps out your current position within an account:
- where have you deployed your different offerings?
- where do you face competition?
- where do you see open opportunities?
You divide the account into e.g. regions, divisions or functional areas as rows in the whitespace tool. The columns are your set of products or services. In this matrix you can define your competitive position and identify the white spaces.
Based on this input you can create new opportunities, tasks or chatter messages, all directly in Salesforce.
In addition you can add details to each of your positions, specifying a potential commercial value, the exact competitor, comments etc.
The layout of the whitespace tool is defined by your system administrator: the column titles, options, fields in the detail screen etc.