Product Gaps & Risk Analysis

The Product Gap Insights Page represents a powerful tool for your organisation to gather, report and act on critical analytics in a business intelligence framework. By harnessing the potential of the Product Gap Insights Page, you can transform raw data into actionable insights, enabling you to make informed decisions, identify areas for improvement and drive sustainable growth.

Tracking your total Account and Opportunity Gap value provides insights into revenue potential, customer relationship management, upselling and cross-selling opportunities, account planning and strategy, market analysis and business forecasting. By quantifying the total Account and Opportunity Gap value, you can make informed decisions regarding resource allocation, sales strategies and customer engagement initiatives that drive revenue growth, enhance customer satisfaction and maximise the organisation’s overall success with existing accounts.

Answer Key Business Questions

• How much revenue can I pursue from investments in product development?
• What are our biggest unaddressed product opportunities?
• Which Product Gaps occur most frequently, and what is the total associated revenue?
• What are our biggest unaddressed product opportunities?
• How much potential revenue can be realised from making investments in R&D?
• What portion of my largest gaps are Opportunity Gaps versus Account Gaps?
• How do individual Product Gaps impact new business versus existing business?

Monitor and Improve KPIs

• Account Gap Amount and Opportunity Gap Amount
• Count of Opportunity and Account Gaps
• Account Gap Amount and Opportunity Gap Amount
• Total Amount of Revenue Associated with Product Gaps
• Total Amount of Revenue Associated with Deal Breaker Product Gaps
• Total Amount of Revenue Associated with Deal Challenge Product Gaps
• Total Amount of Revenue Associated with Nice-to-Have Product Gaps
• Total Amount of Revenue Lost for a Product Gap with a Competitor Involved
• Win Rate of a Product Gap when a Competitor is Involved
• Best Case Opportunities at Risk
• Committed Opportunities at Risk
• Pipeline Opportunities at Risk

Required Data Attributes

Most fields utilised in the metrics are added to a customer’s source data as part of the Vivun Managed Package installed in Salesforce. A smaller number of fields used in calculations are standard fields in Salesforce.

• Account.Industry (string)
• Account Gap.Amount (number)
• Account Gap.Type (string)
• Account Gap.Sum (number)
• Account Gap.Weighted Yield (number)
• Account Gap.Yield (number)
• Opportunity Gap.Amount (number)
• Opportunity Gap.Type (string)
• Opportunity Gap.Sum (number)
• Opportunity Gap.Weighted Yield (number)
• Opportunity Gap.Yield (number)
• Opportunity.Forecast Category (string)
• Opportunity.IsWon (boolean)
• Opportunity.Primary Competitor (string)
• Opportunity.Industry (string)
• Opportunity.Type (string)
• Opportunity.Currency ISO Code (string)
• Product Gap.Status (string)
• Product Gap.Product Line (string)
• Product Gap.Product Area (string)
• Product Gap.Product Gap Name (string)