Upsells are usually faster and easier … provided you know what to sell your customer next. Sometimes, your customer is not even clear on what solution maps to their strategic needs. You can help them, and yourself, with Databook.

All you have to do is click HERE to log into Databook. Once there, search for the account you’d like to analyze.

On the Highlights page, scroll down to the recommended use cases section for your target company.

The use cases surfaced are your company’s proprietary sales plays, separated into three categories based on the target company’s case for change: strong, medium, and weak.

Strong use cases are those that have both a financial case for change and alignment to a target company strategic priority. Those that are medium have either a financial case for change or alignment to a strategic priority. Weak use cases have neither financial case for change nor strategic priority alignment.

To find whitespace opportunities, simply identify strong use cases that your organization hasn’t pursued yet at the target company. Then, click into the use case to get a more in-depth look at why this use case is pertinent for your client.

On the right hand side, Databook provides details around the specific financial case for change and strategic priority alignment for the selected use case. In this case, Enhanced Customer Value has been identified as a strong use case match because revenue growth is a challenge for Nike and the company’s strategic priorities emphasize customer experience. This information will allow you to more easily craft targeted messaging to stakeholders that aligns with top organizational initiatives.

Alternatively, you can select the List view to stack rank whitespace opportunities by size of the financial case for change and strategic priority overlap. The higher the overlap, the higher the likelihood that this use case will resonate with your target audience. These are your best bets for surfacing urgent whitespace opportunities.

Here, we see Improved Ad ROI is the highest ranked use case because it not only aligns with a financial case for change, but also matches multiple elements of Nike’s strategic priorities.