whitespace partners llc, 2019

all rights reserved

What We Do

Every business has whitespace.  It is the uncaptured opportunity in your market. To accelerate customer growth, market share gains and financial results, it is imperative to develop a bottom-up, customer-centric view of your market and your business.  Our intelligence platforms enable our clients to confidently identify the most attractive and valuable whitespace in their markets, map an informed market strategy and align targeting initiatives and resources accordingly to generate incremental financial results.

Market Research

Client's Channel Partners

Client's End-User Customers

Key Competitors' Partners

Whitespace

Market Intelligence Platform

Market Strategy

  • Market Definition

  • Market Sizing / Growth

  • Market Segmentation

Business Planning

  • Market Share Planning

  • Growth / Margin Planning

  • Investment / Resource Planning

Marketing Optimization

Sales Optimization

  • Market Segment Prioritization

  • Partner / Customer / Prospect Targeting

  • Territory / Resource Alignment

Performance Measurement

  • Market Share Gains; Revenue / Margin Growth

  • Customer Acquisition, Development, Retention

  • Return on Marketing and Sales Investment

  • Market Segment Prioritization

  • Partner / Customer / Prospect Targeting

  • Program / Resource Alignment

Key Competitors' Customers

Customer Segmentation and Profiling

Who are your customers?  What types of customers are you successfully acquiring, growing and retaining?  What types of customers are you losing?  We often start by rationalizing the client's customer data against a variety of market intelligence sources. This enables our team to segment and analyze the client's customer data across a number of new dimensions which reveals insightful profiling characteristics about the client's customer base.  Our profiling analysis identifies higher propensity segments where the client is succeeding.  It also reveals key pockets of whitespace where the client has higher levels of market opportunity concentrated for future customer base growth and market share expansion.

Market Sizing, Segmentation and Strategy
Performance and Results Measurement

How large is your market and how fast is it growing?  Which market segments are most valuable and attractive?  Do you have a well-defined and aligned market strategy?  We take a unique approach by leveraging our customer segmentation and profiling analysis to develop a bottom-up view of the client's market.  This results in a clear, well-defined market opportunity that can be sized and segmented across a number of dimensions. This approach and capability highlights key market segments where the client's whitespace and growth potential are most concentrated. And this new level of visibility and awareness shapes a well-defined market strategy focused on the most valuable, attractive and leveraged segments of the client's market.

 

What is your market share?  How much market share did you gain last year and how much will you gain this year?  What is your market share and share growth in each market segment and with each customer?  How many new customers did you acquire, grow, retain and lose last year?  Our platforms transform our clients' abilities to map, understand and measure their markets, businesses and customers in new ways.  This new level of capability and insight enables more thorough and detailed planning, a much tighter connection between strategy and execution, and the visibility to track and manage performance and results at new, deeper levels.  We work with clients to scope and develop comprehensive performance metrics packages that their executives and teams can leverage on a weekly, monthly, quarterly and annual basis. 

 

Prospect Prioritization and Targeting

Have you developed a prioritized list of end-user propsects to target based on each's potential value to your business?  Have you developed a prioritized list of channel partners to reach key end-user prospects? Once we have profiled the client's current customer base and identified the most attractive market segments, our platform enables the client team to drill-down and discover other look-alike partners and end-user prospects in those targeted market segments.  Additionally, we develop scoring models that assist in identifying and prioritizing the most attractive, high value prospects for the client to target.  This ensures that executives and their teams are investing time and Marketing and Sales resources on higher value prospects.

Growth and Resource Planning
Platform Development and Integration

How many new customers do you need to land to hit your growth plan?  Are marketing programs and resources aligned accordingly?  Are sales territories and resources defined and aligned accordingly?  Our platforms are leveraged extensively to facilitate growth and resource planning. Corporate Strategy, Finance, Marketing and Sales executives rely on our platforms to generate new levels of customer analysis and customer insight related to past performance, current performance and future forecasts. Understanding the market opportunity at more granular levels translates to more efficient growth, resource and investment planning.  This in turn results in higher levels of productivity and return on investment for our clients.

 

Do you have a comprehensive, bottom-up view of your market, your customers and your prospects?  Does your market and customer data live in silos with limited connectivity and value? Is your market and customer intelligence integrated with your marketing database infrastructure and CRM system?  We help clients develop and manage a shared, common platform of market and customer intelligence that links key elements from many sources.  Our platforms enable a unique and valuable view of the client's market, customer base and prospect universe.  They also enable separate corporate functions (like Strategy, Planning, Finance, Marketing, Sales and Customer Service) to tap into this new, shared view of the market, the business, the customer base and the prospect universe to generate new levels of insight, planning and execution.