Whitespace AnalysisPRODUCTS

Who are we NOT selling to?

Background Tour

Purpose/Background

• Shows:– What products you are selling to each client– Which clients you are NOT selling a given product to• i.e. “White space”: An opportunity for incremental sales

• Can filter on:Location Agreement TypeSales Rep Product Category

Line of Business Product SubCategory

Notes and Notices

• Figures shown on the report represent total contribution margin for “that product” sold to “that customer” over the selected timeframe. Contribution Margin is:– Revenue minus 3rd party costs

Where to Find the ReportSALES MANAGEMENT > WHITESPACE - PRODUCTS

OverviewCo

mpa

nies

s Lar

gest

to S

mal

lest

Products Largest to Smallest

Sales Opportunities

Filters

Click “Refresh” after changing

parameters

Select Locationsto Display

Select date range

Filter by Sales Territory

Include or Exclude a

select list of Companies

Filter by Line of Business

Save settings as Bookmark or Favorite for one-click

access

Quick access to Favorites via the “Go To” menu…

Filter by Agreement Type

Filter by Product Category

andSubCategory

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