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Contents:

• Overview
• Use Cases
• Prerequisites
• Configure Whitespace Discovery
• View Whitespace Accounts
• Create Accounts from Whitespace
• FAQs & Considerations
• Summary

 

Overview

Account Hierarchies - Whitespace Discovery helps you identify potential Accounts that are part of your existing Account Hierarchies, but do not yet exist in your CRM.

When enabled, LeanData uses your enrichment provider to discover missing “whitespace” Accounts associated with the companies already present in your hierarchy structures. You can then:

• Review discovered Whitespace Accounts in LeanData.
• See Whitespace Accounts in the Hierarchy Visualization alongside existing Accounts.
• Create new Salesforce Accounts, with optional firmographic enrichment.

Key terms

• Whitespace Account: A company that the enrichment provider associates with your hierarchy structure, but that does not currently exist as an Account in your CRM.
• Enrichment provider: The third-party service LeanData connects to for discovering and enriching hierarchy members. As of version 9.x, LeanData supports ZoomInfo and Dun & Bradstreet (D&B).

Use Cases

Use Whitespace Discovery when you want to:

• Identify missing subsidiaries, regional accounts, or business units in large enterprise hierarchies.
• Support strategic account planning by surfacing expansion opportunities within existing parent organizations.
• Improve hierarchy completeness before territory reviews, whitespace planning, or account-based motions.
• Create CRM Accounts with hierarchy context, without manual research and data entry.

 

Prerequisites

Before you begin, confirm the following:

• Your org has Account Hierarchies configured and can successfully build a hierarchy. For more information on setting up Account Hierarchies, please see the Account Hierarchies - Setup and Visualization Guide.
• You have a current subscription with a supported enrichment provider with available credits.
• If you plan to use ZoomInfo as your enrichment provider, confirm that your ZoomInfo plan includes hierarchy data and API access.
• If you plan to use D&B as your enrichment provider, confirm the following as well:
  • D&B Connect is installed in your Salesforce org.
  • Your D&B Direct+ subscription includes linkage data.
  • The D&B permission sets are assigned to your LeanData integration user, and field-level security is set for the fields the integration reads and writes.
• Your hierarchy's Unique ID and Parent Unique ID fields are populated with the company identifiers from your enrichment provider, so Whitespace Discovery can match records and identify the missing entities.

 

Configure Whitespace Discovery

Whitespace Discovery is configured per hierarchy build. Each hierarchy build has its own Whitespace Discovery toggle and enrichment provider selection, and each build with Whitespace Discovery enabled triggers its own enrichment callouts.

Step 1: Authorize with your Enrichment Provider

1. In LeanData, navigate to Integrations → Enrichment, then find the tile for the provider you use, ZoomInfo or Dun & Bradstreet. Click Get Started.

2. For ZoomInfo, click Authorize and complete the sign-in flow with your ZoomInfo Admin credentials.

3. For Dun & Bradstreet, enter your API Key, API Secret, and Partner ID, then save the tile. LeanData validates the credentials on save. If validation fails, correct the values, or confirm your D&B Direct+ subscription is active, before continuing.

4. You can authorize both providers. Return to the same tile any time to update or remove a set of credentials.

Step 2: Enable Whitespace Discovery on a Hierarchy Build

1. In LeanData, navigate to Routing → Account Hierarchies → [Select Hierarchy]
2. Locate the Whitespace Discovery section in the hierarchy build you want to use.
3. Toggle Whitespace Discovery to On.
4. Select your enrichment provider from the Whitespace Provider dropdown. The dropdown only lists providers that are already configured under Integrations → Enrichment, so if the provider you want is missing, finish setting it up first.
5. Choose how often enrichment should run, in days, up to a maximum of 365.
6. Optionally, enable Enrich Accounts on Creation to automatically enrich Accounts created from Whitespace Discovery with firmographic data.
7. Under Filter Accounts, choose which Accounts to include in discovery:
   • Select All Accounts to run discovery across every Account in the hierarchy.
   • Select Include the Accounts below to scope discovery to a subset. Build a condition using Field, Operator, and Value / Field, then click + Add Condition to add more conditions.
8. Next to Record Count, click Preview to see how many Accounts match your current filter criteria before you run discovery.

Step 3: Run Whitespace Discovery

After you have authorized your enrichment provider and enabled Whitespace Discovery:

1. In your hierarchy build, click Run Whitespace Discovery.
   • Running this will consume enrichment credits from your enrichment provider.
   • Incremental Whitespace updates are processed per hierarchy ID, so each hierarchy build with Whitespace Discovery enabled processes its incremental updates independently.

 

View Whitespace Accounts

View in Hierarchy Member Management

1. In LeanData, navigate to Routing → Account Hierarchies.
2. Open the Account Management tab.
3. Review the Whitespace Accounts identified by your enrichment provider.

View in Salesforce (Hierarchy Visualization)

If you have added the hierarchy visualization to Salesforce, you can view Whitespace Accounts in context of each hierarchy.

For instructions on adding and configuring the visualization, see Account Hierarchies - Setup and Visualization Guide.

1. Navigate to the LeanData Hierarchy View on an Account record in Salesforce.
2. In the visualization, Whitespace Accounts will be denoted by a plus sign (+) in the hierarchy.

 

Create Accounts from Whitespace

You can create Salesforce Accounts directly from LeanData after reviewing discovered Whitespace Accounts.

1. From either the Account Management or Hierarchy Visualization page locate the Whitespace Account you want to create.
2. Click the Account you wish to create, (or click the plus sign (+) next to the Account you wish to create in the Hierarchy Visualization)
3. (If enabled) confirm whether to apply firmographic enrichment to populate additional fields. Firmographic enrichment consumes credits with your enrichment provider.
4. Save your new Account

After creation:

• The new Account is created in Salesforce.
• The Account will appear as a standard hierarchy member the next time the hierarchy is built and/or refreshed (depending on your org’s hierarchy build process).

 

FAQs & Considerations

How does the ZoomInfo integration work?

• After you authorize ZoomInfo, LeanData uses an OAuth-based connection to authenticate and makes API callouts to ZoomInfo to identify and return Whitespace Accounts associated with your existing hierarchy structures.

How many ZoomInfo credits does Whitespace Discovery consume?

• Whitespace Discovery consumes 1 credit and 25 requests per 25 hierarchies in your CRM. Enrichment callouts run per hierarchy ID, so enabling Whitespace Discovery on multiple hierarchy builds multiplies credit usage proportionally to the number of builds. Any additional credit consumption from enabling Whitespace Discovery on multiple hierarchies is borne entirely by the customer.
• If you enrich Accounts with additional firmographic information upon Account creation, it consumes an additional 1 credit and 1 request per Account created.

How does the D&B integration work?

• LeanData connects to the D&B Direct+ Entity Hierarchy service using the API Key, API Secret, and Partner ID you enter on the Dun & Bradstreet tile. Matching is based on D-U-N-S numbers, so your hierarchy's Unique ID and Parent Unique ID fields must be populated with D-U-N-S values. LeanData retrieves the corporate family tree for those entities and returns the members that do not yet exist as Accounts in your CRM.

How does D&B credit usage work?

• Whitespace Discovery and firmographic enrichment consume D&B credits under your own D&B agreement, and usage is governed by that agreement. Credits are metered by unique D-U-N-S records under management, so calling the same entity again within your contract term does not consume additional credits.

Can I use both providers?

• Yes. You can configure both ZoomInfo and D&B under Integrations → Enrichment, but each hierarchy build uses one Whitespace Provider at a time. Keep in mind that each build with Whitespace Discovery enabled runs its own enrichment job and consumes credits from the provider selected on that build.

Permissions and visibility

• The hierarchy visualization respects Salesforce record visibility and field-level security. If a user cannot access a record, it may be hidden or shown with limited information, depending on visualization behavior in your release.

 

Summary

Whitespace Discovery helps you find and visualize missing Accounts within your existing Account Hierarchies using your enrichment provider, ZoomInfo or D&B, then create enriched Salesforce Accounts with hierarchy context.

For questions or additional assistance, please contact LeanData Support.

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