Expansion Opportunity and Whitespace Analysis

Find the growth already sitting in your customer base, and work the accounts that are ready to say yes.

Most expansion pipeline is built on vibes. A CSM has a good feeling, Sales hears "they might want more seats," and an opportunity sits in the forecast for three quarters while the real growth hides in plain sight. This workbook answers two questions for every account: how much could they buy, and are they ready to buy it?

List up to ten products with list prices, then mark what every account owns, doesn't own, has in pipeline or isn't a fit for. The Whitespace tab calculates products owned, penetration and whitespace value. The Readiness tab scores each account from 1 to 5 on six weighted criteria and lands it in Ready now, Nurture or Fix first. The Prioritized list ranks every account by whitespace times readiness and re-sorts as you update, and the Summary shows penetration and whitespace by product and segment. You have to earn the right to expand, and this keeps your team from pitching more to customers who haven't seen value yet.

What's included

• Expansion Opportunity and Whitespace Analysis template in Excel, plus a make-a-copy link for Google Sheets

• 6 tabs: start here, settings, whitespace, readiness, prioritized list and summary

• A catalog for up to 10 products and 6 weighted readiness criteria

• A prioritized account list that re-sorts on its own, plus a summary by product and segment with a chart

• A step-by-step PDF guide with made-up examples, a 90-minute quarterly expansion planning session and the mistakes to avoid

• A Steal This expansion list readiness check

Who it's for

CS leaders, CSMs and account managers who plan expansion with Sales every quarter.

How it works

Digital download. Your files are ready right after checkout. Open the Excel file, or use the link included with your download to make your own copy in Google Sheets. No physical item will be shipped.

Bundle and save

This template is part of the Expansion and Value Bundle: 8 templates for $79, about half the price of buying them one at a time. Want everything? The Complete Architect Collection has every template in the collection for $299.