As an MSP, you're always looking to grow revenue and drive profitability. But did you know that your biggest growth opportunities are already in your customer base?
If you use Autotask, ConnectWise, or Halo PSA, you’re sitting on a goldmine of customer, contract, and recurring services data. After speaking with hundreds of MSPs, one thing is clear: turning that data into actionable insights is a challenge.
That’s where Salesbuildr’s White Space Module comes in; a powerful new feature designed to help you uncover untapped revenue, increase customer lifetime value, and drive smarter sales and marketing.
🔍 What You Can Do with White Space
With the White Space Module, you can:
Instantly visualize service gaps and identify upsell or cross-sell opportunities
Pinpoint your most valuable customers for high-impact sales focus
Streamline renewals and reduce revenue leakage
Compare existing contracts against current pricing for upselling and optimization
Generate and send personalized proposals in just a few clicks
Build laser-targeted marketing lists to drive campaign success
This tool saves time, boosts efficiency, and helps you grow profitably all from your existing customer base.
🧭 How It Works
The White Space dashboard shows customers in rows and your recurring service categories (based on service codes) in columns.
Green Tile: Customer has an active service in this category. Click to view details and MRR.
Blue Tile: Customer does not have the service - opportunity for upsell.
Yellow Tile: Customer has an open proposal for this service.
🔧 Powerful Filters to Segment Your Customers
Use these filters to explore specific segments:
Service Code: Use this filter to only show customers that have none or at least one active service that is grouped under the service code.
Contracts Ending In: Filter by contracts expiring this week, month, quarter, or year.
Contract Name: Focus on contracts matching specific names.
Contract Category: Report on revenue by profit center or business line.Use this filter to only show customers that have contracts that match the selected contract category. Contract categories are used for reporting on contract revenue independently of the customer or the type of the contract. You can generate LiveReports by line of business or profit center that include both projects and tickets by simply creating a contract category for each profit center and applying them to contracts for any customer.
Account Manager: See customers managed by a selected account manager.
Underbilling Services: Highlight customers paying below list price.
A service is marked as underbilling when the unit price is lower than the list price.
Look out for the red underbilling icon on tiles in the Whitespace dashboard.
Quickly identify which services might need price updates or review.
You’ll also see an Underbilling Customers tile in your dashboard summary. Clicking it opens the Whitespace view with the underbilling filter enabled, so you can quickly review and correct pricing discrepancies.
How to sort customers and categories
Sort customers by revenue size: Use this option so sort customers by revenue size from high to low.
Sort customers on revenue size within a category
🔍 Narrow Down by Intent
“I Want to Sell”: Use this field to select one or more services from your portfolio to analyse against your customer landscape.
Green (has services)
Blue (doesn’t have services)
Yellow (proposal open for selected service).
“To Customers Who Have”: Focus only on customers already using selected services. Powerful when used in combination with the ‘I want to sell to’ field.
📑 Proposal Management
Creating New Proposals: When a customer does not have the service you selected under “I want to sell”, the tile will turn blue. When you click the tile you can create a new proposal for that customer based on one of your templates.
Viewing Existing Proposals: When a customer has an open opportunity and proposal for the service you selected under “I want to sell”, the tile will turn yellow. When you click the tile you can review the proposal.
🎯 Build Targeted Campaign Lists
When you want to target a specific customer segment for one of your solutions, you can use the smart filters to hide customers that already have the selected service. Then use the export filtered companies to provide you with a list of customers and related contacts that can then be used for highly targeted and personalised email campaigns. The export will contain the company name, contact name, contact email, company vertical and company size.
The example below can be used for a marketing campaign for the saas protection service that is targeted to all customers that have Microsoft 365, but do not yet have saas protection.
🏷 Label & Organize
In this video, we demonstrate how to efficiently add and manage labels for companies in your system. By following these steps, you can easily categorize and filter companies based on specific criteria. Take note of the process to add, edit, and apply labels, as well as how to utilize them for better organization and filtering.
Once your labels are setup, you can use the Whitespace filters to segment and then label the results.
💬 Add Context to Tiles
You can add a note to a green tile explaining why or why not to sell that specific service to the customer. For example, if a customer already bought this service from a competitor, you can add that information for later reference.
📆 Track Contract Expirations Visually
View your contract expirations by selecting the Contract Expirations tab. It brings a visual presentation of your future contract expirations for the next 12 months. This allows us to identify these future expirations easily, enabling you to quickly see the contract details and send a renewal proposal.
Click on one of the tiles to view the contract details and have the option to create a renewal proposal:
Ready to Grow?
Salesbuildr’s White Space Module turns your existing data into revenue-generating insights. It's your secret weapon to close more deals, retain more customers, and grow smarter; not harder.