Pursuit share

Per rep, the whitespace value with an open expansion opportunity against it, capped at the whitespace, over the rep's total whitespace. Accounts with whitespace and no opportunity are expansion nobody is working; opportunities on accounts with no whitespace are either a grid gap or optimism.

DefinitionPer rep, the whitespace value with an open expansion opportunity against it, capped at the whitespace, over the rep's total whitespace. Accounts with whitespace and no opportunity are expansion nobody is working; opportunities on accounts with no whitespace are either a grid gap or optimism.

Capped

Pipeline above whitespace on an account does not count for more than the whitespace.

Both mismatch lists

Unworked gaps to the rep; unexplained opportunities to the rep and the definition owner.

How it is computed

Per rep, whitespace value that has an open expansion opportunity against it, capped at the whitespace, divided by total whitespace in the book.

Example

A rep's accounts have $1.2 million of whitespace. Open expansion deals cover $180,000 of it: 15 percent. Three deals sit at accounts with almost no room.

Where it goes wrong

Expansion pipeline reviewed as a total, never against where the room is.

Articles that use this term

Forecast and pipeline · SaaS

Expansion pipeline against whitespace: are the reps working the gaps the data found?

How a SaaS revenue team checks whether its expansion pipeline covers the whitespace the account data shows: expansion opportunities per account against the account's valued whitespace, the accounts with large gaps and no open opportunity, the opportunities on accounts with no gap, the share of whitespace value under active pursuit per rep, and the identity that ties expansion pipeline to the whitespace grid.

16 Sept 20262 min read Forecast and pipeline · SaaS

Ten questions a SaaS CRO asks about the base, and the table that answers each

The ten questions a SaaS chief revenue officer puts to the sales and success teams about existing customers, what is net revenue retention by cohort and which cohort broke, which accounts renew inside 120 days under their seats, is the expansion pipeline on the accounts with whitespace, which onboardings are behind the milestone that predicts renewal, what is whitespace reconciled to ARR, which accounts are over their cap, which accounts have gone untouched, what do bookings, billings and revenue each say, which deals slipped three times, and what changed, each with the table from the subscription ledger, the usage export and the CRM, and the answer to send back.

16 Sept 20262 min read