The whitespace tool maps out your current position within an account, or other object:
- where have you deployed your different offerings?
- where do you face competition?
- where do you see open opportunities?
1. Access Whitespace assessment
You can access your Whitespace assessment under an object by entering the ARPEDIO Sales object assessment and locating the field called Whitespace in the top right corner and clicking it.
Alternatively you can add it as a separate field on the objects detail screen by adding it together with ARPEDIO Sales, to access it directly from the detail screen.
2. Using the Whitespace tool
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.