Modifying the Whitespace Picklists

White space records allow users to identify upsell and cross-sell opportunities with customers and prospects.

Remember, at any time, you can review the blog post we published specifically about using white space:
How White Space Analysis In Salesforce Drives New Opportunities

The blog post explains how to use white space to identify the specific areas where customer revenue can be improved.

To use the white space feature, system administrators must first modify the Offering Picklist field values to the relevant ones.

This change is critical because, by default, the picklist values are “Product Category” from 1 to 5. Change these values to ones that summarize the groups or categories of products your company provides.

To change the Offering picklist, follow these steps:

• Go to Setup.
• Object Manager.
• Whitespace.

• Fields & Relationships.
• Offering.

We recommend creating new picklist values to describe and group your products and services. Then, delete the “Product Category” picklist values.

You can modify any other field on the Whitespace object using the same approach, although you won’t need to do this ordinarily.