Whitespace analysis

Miranda Balcar
Miranda Balcar Member Posts: 20 Navigator
5 Comments First Anniversary Name Dropper 5 Likes
edited August 17 in CS Org Conversations


The CSM team at our org has been tasked with whitespace analysis. We work with hospitals and health systems and I have a rudimentary idea of how to calculate this:

# of users in the health system - # of users in our platform * list price = whitespace opportunity.

Has anyone done this in a more sophisticated way before? We also plan to use properties in Hubspot to track this, but if there are any other tools you recommend, I'd love to hear them.



  • Rich Rans
    Rich Rans Member, Success Network Members Posts: 29 Contributor
    10 Comments Second Anniversary 5 Insightfuls 5 Likes

    That seems pretty straight forward Miranda.

    Whitespace analysis gets more complex as you have multiple products, extensions, services, etc... If you are truly user based, you should be on the right track.

    Lastly, have you first evaluated customers who number of users is below their license count? That should go in conjunction with this analysis.