Map Whitespace By Stakeholder, Not Logo Size
Build a stakeholder-based whitespace map instead of assuming every large account is expandable.
Big logo, tiny footprint is not a growth strategy. Start with the footprint List who already uses your product, what outcome they can point to, and which workflow is truly embedded. This gives you the base layer of proof. Then map the blanks Now add nearby stakeholders, adjacent workflows, and visible business pain. The goal is to see where the customer still has a consequential problem that sits close enough to your proven value to make expansion plausible. Rank the blanks, do not admire them A blank space matters only when three things line up: the pain is real, a…
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