How B2B Marketers Use White Space Analysis to Map Enterprise Account Growth

In episode 176 of B2B Marketing with Fexingo, Lucas and Luna dive into white space analysis — the discipline of mapping what an enterprise account hasn't bought yet and turning that map into a growth plan. They discuss a concrete example: a cybersecurity vendor that used white space mapping to identify a $12 million expansion opportunity across 40 accounts, and how they prioritized it with intent data and account tiering. The hosts explain how to build a white space map using product usage, contract renewal dates, and competitor footprint, and why the key is focusing on accounts where you already have a beachhead. They also cover common pitfalls, like over-engineering the map and chasing revenue that isn't strategically aligned. This episode is a practical guide for B2B marketers who want to move beyond account-based marketing buzzwords and actually orchestrate expansion revenue in long sales cycles. #WhiteSpaceAnalysis #ABM #AccountBasedMarketing #EnterpriseGrowth #ExpansionRevenue #B2BMarketing #SalesIntelligence #IntentData #CustomerSuccess #RevenueOperations #B2B #MarketingStrategy #SalesStrategy #EnterpriseSales #Podcast #FexingoBusiness #BusinessPodcast #MarketingOps Keep every episode free: buymeacoffee.com/fexingo