White-space map

A simple picture of a single ownership group with every brand and company in it laid out, and each one labeled: served (you already work there), unserved (no relationship yet), or warm-path (someone you know could introduce you). The unserved boxes sitting next to a served one are your expansion pipeline, already sorted by warmth. Most firms never draw this and expand by accident; drawing it lets you expand on purpose. For WPH the first map to draw is the Ayala / ACMobility group.

Source: Standard account-based-marketing and account-planning practice — mapping the buying and expansion surface of a named account or group. Sourced as common ABM discipline (the tiering and account-mapping tradition codified by Bev Burgess / ITSMA), applied here to PH automotive ownership groups.

First used in: 3.5 · Land, expand & the council