WhiteSpace is a strategic pause taken between activities. Find out more We use the power of Game AI to unlock complex decision making and transform your business. Contracts created and processed using Whitespace are made entirely of data. Your email address will not be published. That suggests an opportunity. Preparing a white space analysis is a simple but effective tool to allocate limited time and energy to those opportunities that matter. Unfortunately neither the keyboard shortcut(s) nor menu placement is intuitive. In a recent account review session, a global account manager for a software company was asked, “Now that your customer (a large restaurant chain) is planning to expand to Asia, do you see any opportunity to increase your sales?”  The answer we got was, “Possibly…but I want to wait until the dust settles and see if they can make a go of it first.”   In other words, the global account manager just took a “pass” on a possible green field. Think of all the rewards awaiting innovators that follow in the footsteps of organizations like Google and Cirque de Soleil. We’re talking about ratios and proportions. A "greenfield" is a market that has never been commercially exploited. There are four (4) powerful reasons why sales teams should focus on developing the green field in high volume strategic accounts. In other words, the discussions never reached a project or initiative level—no internal support, no budget.  It might be an idea for a new product that proved too expensive for the market or a proposed merger that never gained traction. The business model that worked on paper didn’t work in the marketplace. As you can see, without the whitespace, this article b… In many regards, account managers—especially those charged with managing large, revenue generating account teams—have to adopt two very different mindsets.  On one hand, they must develop a powerful defensive strategy to insure the competition doesn’t gain a foothold that compromises existing business.  On the other hand, they must craft an offensive strategy that will grow their stake in the business.  While many account managers, strive for incremental growth year-over-year, the very best managers are obsessed with developing a powerful green field strategy that will expand significantly their portfolio of products and services. Perhaps a technological constraint, regulatory barrier, or entrenched behavior stopped its development. Green field pursuits may build strong relationships and open lines of communication at the top between the buying and selling organization. There doesn't appear to be an option for it in the settings.json (though it is an option in Atom.io), and I haven't been able to display whitespace characters using CSS. A branded store with multiple chairs might have been a viable model, but given other priorities we decided to shut the business down. However, companies should approach unpopulated market spaces with a dose of caution. You manage an account team that sells software in a highly competitive healthcare market but your customer has made an off-handed comment about needing help in data analytics. Show whitespace in Visual Studio Code. Say hi to our AI assistant. The pursuit of green field opportunities often requires consulting skills as well as selling acumen. Our customers schedule everything from people to training courses, projects, to equipment, satellites, trucks, fighter aircraft etc. Technology. Penetrate the “people you don’t know” area. That was the blinding insight that started our quest to develop a disruptive business in India’s men’s grooming market.   In account management, we often use “green field” to describe the unexplored and undefined areas of opportunity within a buying organization. Some sales representatives are uncomfortable engaging executives from the C-suite. In stock and ready to ship. What are the building blocks essential to crafting a green field strategy? All rights reserved. In XML documents, there are two types of whitespace: Significant whitespace is part of the document content and should be preserved. This extension will highlight and remove any trailing whitespace on any line in any editor in Visual Studio. Some content creators won’t include any whitespace in their designs, giving them space to fit more content. As a result I have googled this exact stack overflow post (via visual studio show whitespace dozens of times over the years when installing VS on a new machine at a new job. In boardrooms, this term is used to indicate an unrealised potential or opportunity. Greenfield opportunities require team selling. We would launch a series of single-chair kiosks that offered high-quality hair cutting, shaving, and related grooming services at affordable prices. There is a lot of hair in India. The Environmental Protection Agency defines a brownfield as land or buildings, typically in urban areas, the further use of which may be hampered by the presence of pollution or contaminants. Whitespace is used to indicate a part of a page that is not covered by print or graphic matter. Micro white space. What is XML Whitespace? You manage an account team that sells and services a portfolio of IT equipment to a Fortune 100 company. “White space” is defined by TSL Marketing as channel partners/vendors that have little or no track record with an account within a five-year period, according to a recent webinar. I believe most of the greenfield opportunities in SaaS today are beyond the traditional horizontal/vertical enterprise software areas. Copyright © 2020 Harvard Business School Publishing. The account manager’s task is to orchestrate one-on-one connections. These thoughtful pauses laced through the busyness of the workday are the oxygen that allows everything else to catch fire. If your success is predicated on everyone else being too dumb to spot this wonderful opportunity, proceed with caution. By Staff Writer Last Updated Apr 17, 2020 9:59:01 PM ET. But there are three, less promising possibilities: The third area ended up being the killer for our men’s grooming business. What is a Greenfield Project and How Does It Differ from a Brownfield Project? We call the small space between design elements micro white space. Depending on your settings, it may be more handy to just highlight them and/or delete them by hand, at any time.

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