Whitespace Agent

At the start of each expansion planning cycle, the agent runs for the accounts being planned. This keeps the whitespace map tied to the same cycle the account team uses to decide where to focus.

• Trigger: The start of each expansion planning cycle
• Runs: Once per planning cycle

Next, the agent pulls the products the customer already owns and the business units using them. Looking across every business unit shows which product and unit combinations are already covered and which squares are still empty.

• Fields: Products owned and the business units using them
• Scope: Every business unit

Using the products and business units from the account, the agent lists every combination the customer has not bought. It lays these untouched squares out as a grid, so the account team can see the whitespace across the account.

With the untouched squares identified, the agent ranks them by what comparable accounts bought next. It leaves out products that will not fit the customer, so the ranked map focuses on relevant expansion options.

Once the gaps are ranked, the agent creates one whitespace map for the account and planning cycle. Keeping a separate map for each cycle lets the account team compare the current view with the previous one.

• Creates: One whitespace map per account per cycle
• Keeps: Earlier maps for comparison across planning cycles

Finally, the agent emails the whitespace map to the customer success account team. It sends the ranked map rather than assigning a target, since the team decides which product and business unit combination to pursue.

• Recipients: The customer success account team
• Sends: The ranked whitespace map
• Assigns a target automatically: Never