Whitespace analysis

Miranda Balcar

Hi,

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.

Thanks!

Rich Rans

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.