Overview
Product Gaps are features or groups of features that are not currently available in the product or solution. These features are typically identified as important for a prospect or client usage and overall product development and growth. Think of Product Gaps as “whitespace” in your current product or solution. Product Gaps can only be created and managed by a user with a Hero Admin or Hero Manager permission set. This ensures data cleanliness and helps to prevent duplication.
The Product Gap Responsibility table shows how each individual contributor is related to Product Gaps, Opportunity Gaps, and Account Gaps as a best practice. Ownership is broken down by the task, timing, and the contributor’s role. Please take a moment to review the table below.
Task | Timing | Product | SC | AM |
Opportunity Gap Entry | Ongoing | - | Owner | - |
Account Gap Entry | - | Owner | Owner |
|
Internal Account Gap Entry | - | Owner | Owner |
|
Review Gap Categorization | Weekly | Consulted | Owner | Consulted |
New Product Gap Entry | Consulted | Owner | Consulted |
|
Product Gap Merging | Consulted | Owner | Consulted |
|
Product Gap “Exploding” | Consulted | Owner | Consulted |
|
Product Gap Estimates | Consulted | Owner | Consulted |
|
Prioritize Product Gaps | Quarterly | Consulted | Owner | Owner |
Development Item Linkage | Ad-Hoc | Owner | Consulted | Consulted |
Interim Solutions & Guides | Owner | Consulted | Consulted |
|
Best Practice
As a best practice to keep data as clean as possible, Vivun recommends setting up the Product Gap attributes with the following:
Product Line
Product Area
Feature Group
Example:
Product Line: Surveys
Product Area: Reporting
Feature Group: Reporting Filters
Product Gap Metrics
Configurable Yield and Weighted Yield metrics are available in Opportunity Gaps, Account Gaps, and Product Gaps. These metrics provide further insight into the revenue impact of Product Gaps to aid in a company’s overall roadmap prioritization process. The metrics are also pushed back into Salesforce through Vivun's integration, allowing for the creation of additional custom reports if needed.
In scenarios where multiple Product Gaps are found on an Account or Opportunity:
Yield distributes the Account or Opportunity amount evenly across each gap.
Weighted Yield distributes the Account or Opportunity amount across each gap based on configurable business logic.
Weighted Yield business logic can be configured for both Account Gaps and Opportunity Gaps in Vivun under Setup > Configuration > Product Gaps > Metrics > Configure. Percentages can be applied based on the gap type (for example: Breaker, Challenge, Nice to Have) and Opportunity Type. The percentages calculate based on one of two calculation configurations:
Apply weight to amount:
For each amount source referenced, allocate the amount by gap type first and then split evenly across gaps of similar type.
Apply weight to individual gaps:
For each amount source referenced, split the amount evenly across all gaps and then apply the weight per gap type.
Default values:
100% weighting for any opportunity type
60% weighting for breakers
30% weighting for challenges
10% weighting for nice to haves
Getting Started
Note: These steps can be applied for both Account Gaps and Opportunity Gaps.
Login to Vivun.
Navigate to Setup > Configuration > Product Gaps.
Scroll to Metrics and click ⚙ for either Opportunity Gaps or Account Gaps.
Percentages can be applied based on:
Opportunity Type
Gap Type
Breaker
Challenge
Nice to Have
The percentages calculate based on one of two calculation configurations:
Weight applied to Amount
Weight applied to individual Gaps
In scenarios where multiple product gaps are found, on an Account or Opportunity
Default Values:
100% weighting for any Opportunity Type
60% weighting for Breakers
30% weighting for Challenges
10% weighting for Nice to Haves
Examples
Percentage configuration:
New Business opportunity type = 80% weight
Breakers = 80% weight
Challenges = 10% weight
Nice to Haves = 10% weight
Amount Source = opportunity amount
Opportunity type = New Business
Opportunity amount = USD 100,000
5 opportunity gaps: 1 breaker, 4 nice to haves
Case 1
Apply weight to amount
Available for distribution: USD 100,000 * 80% = USD 80,000
Deal breaker opportunity gap weighted yield: [USD 80,000 * 80%] / 1 = USD 64,000. This amount, $64k, will roll up to the weighted yield on the Product Gap.
Nice to have opportunity gap weighted yield: [USD 80,000 * 10%] / 4 = USD 2,000. This amount, $2k, will roll up to the weighted yield on the Product Gap.
Case 2
Apply weight to individual gaps
Available for distribution: USD 100,000 * 80% = USD 80,000
Deal breaker opportunity gap weighted yield: [USD 80,000 / 5] * 80% = USD 12,800. This amount, $12,800 will roll up to the weighted yield on the Product Gap.
Nice to have opportunity gap weighted yield: [USD 80,000 / 5] * 10% = USD 1,600. This amount, $1,200 will roll up to the weighted yield on the Product Gap.