Revenue, sales & go-to-market
Go-to-market, sales, pricing & customer success
Routes to market, sales roles and stages, qualification, commercial terms, recurring revenue and retention.
361 entries
Go-to-market models & channels
31 entries- Affiliate
- Channel conflict
- Channel margin
- Channel partner
- Community-led growth
- Direct sales
- Embedded distribution
- Enterprise sales
- Field sales
- Founder-led sales
- Go-to-market motion
- Go-to-market strategy
- High-touch sales
- Indirect sales
- Inside sales
- Land and expand
- Low-touch sales
- Marketing-led growth
- Marketplace distribution
- Mid-market
- Original equipment manufacturer
- Partner-led growth
- Product-led growth
- Referral partner
- Reseller
- Route to market
- Sales-led growth
- Self-serve
- SMB sales
- Systems integrator
- White-label
Buyer, account & deal roles
27 entries- Account owner
- Administrator
- Budget holder
- Buyer
- Buying centre
- Buying committee
- Coach
- Customer
- Decision-maker
- Economic buyer
- End user
- Executive sponsor
- Global account
- House account
- Lead
- Legal reviewer
- Mobiliser
- Named account
- Procurement owner
- Prospect
- Security reviewer
- Strategic account
- Target account
- Technical buyer
- Territory
- User
- Whitespace
Funnel, pipeline & opportunity stages
38 entries- Closed-lost
- Closed-won
- Deal source
- Discovery stage
- Disqualified
- Evaluation stage
- Inbound lead
- Lead generation
- Lead-to-opportunity rate
- Loss reason
- Negotiation stage
- No decision
- Open opportunity
- Opportunity
- Opportunity-to-win rate
- Outbound lead
- Pipeline conversion
- Pipeline coverage
- Pipeline generation
- Pipeline hygiene
- Pipeline review
- Pipeline stage
- Pipeline velocity
- Product-qualified lead
- Proposal stage
- Qualified opportunity
- Recycled lead
- Sales-accepted lead
- Sales cycle
- Sales funnel
- Sales pipeline
- Sales-qualified lead
- Stage entry criteria
- Stage exit criteria
- Stale opportunity
- Time in stage
- Verbal commit
- Win rate
Sales process & qualification
45 entries- Account-based marketing
- Account-based selling
- BANT
- Battlecard
- Business case
- Call coaching
- Challenger sale
- Close plan
- Cold outreach
- Compelling event
- Competitive displacement
- Consultative selling
- Critical event
- Deal desk
- Decision criteria
- Decision process
- Demo
- Discovery call
- Legal review
- MEDDIC
- MEDDPICC
- Mutual action plan
- Needs analysis
- Next step
- Objection
- Paper process
- Pilot
- Procurement review
- Proof of concept
- Proof of value
- Prospecting
- Qualification
- Quote
- Redline
- Reference call
- Request for proposal response
- Sales enablement
- Security review
- Solution selling
- SPICED
- Technical demo
- Trial
- Use case
- Value selling
- Warm outreach
Sales forecasting & productivity
34 entries- Accelerator
- Average deal size
- Best case
- Bookings per rep
- Clawback
- Commit
- Compensation plan
- Coverage model
- Credit split
- Deal slippage
- Decelerator
- Draw
- Forecast category
- Hockey-stick forecast
- Median deal size
- Omitted
- On-target earnings
- Pipeline category
- Pull-in
- Quota
- Quota attainment
- Quota capacity
- Ramp time
- Revenue per rep
- Rollup
- Sales forecast
- Sales productivity
- Sales velocity
- Sandbagging
- SPIFF
- Territory potential
- Unweighted pipeline
- Variable compensation
- Weighted pipeline
Pricing & commercial packaging
45 entries- Add-on
- Annual contract
- Bundle
- Commitment discount
- Competitive pricing
- Cost-plus pricing
- Discount
- Elasticity of demand
- Entitlement
- Flat-rate pricing
- Freemium
- Good-better-best
- Graduated pricing
- List price
- Metered paywall
- Minimum commitment
- Monetisation
- Monthly rolling contract
- Net price
- Outcome-based pricing
- Packaging
- Paywall
- Penetration pricing
- Perpetual licence
- Price corridor
- Price floor
- Price metric
- Price point
- Price realisation
- Price sensitivity
- Price waterfall
- Pricing strategy
- Pricing tier
- Promotional price
- Rebate
- Reverse trial
- Seat-based pricing
- Skimming pricing
- Subscription pricing
- Tiered pricing
- Usage-based pricing
- Value-based pricing
- Volume discount
- Volume pricing
- Willingness to pay
Recurring revenue & contract metrics
27 entries- Annual contract value
- Annual recurring revenue
- Average contract value
- Average revenue per account
- Book-to-bill ratio
- Committed annual recurring revenue
- Contracted revenue
- Current remaining performance obligations
- Licence revenue
- Like-for-like growth
- Month-over-month growth
- Monthly recurring revenue
- Non-recurring revenue
- Order intake
- Quarter-over-quarter growth
- Recognised revenue
- Recurring revenue
- Remaining performance obligations
- Revenue concentration
- Revenue run rate
- Same-store sales
- Services revenue
- Subscription revenue
- Top-customer concentration
- Total contract value
- Usage revenue
- Year-over-year growth
Retention, churn & expansion
36 entries- Churn
- Churned ARR
- Contracted expansion
- Contraction
- Cross-sell
- Customer lifetime
- Customer lifetime value
- Dormant customer
- Dunning
- Expansion
- Expansion ARR
- Gross churn
- Gross revenue retention
- Involuntary churn
- Lifetime value to acquisition cost
- Logo churn
- Logo retention
- Net churn
- Net revenue retention
- New ARR
- Payback period
- Purchase frequency
- Reactivation
- Renewal rate
- Repeat purchase rate
- Resurrection rate
- Retention curve
- Retention period
- Revenue churn
- Revenue retention
- Save rate
- Seat expansion
- Survival rate
- Upsell
- Usage expansion
- Voluntary churn
Onboarding, adoption & customer success
33 entries- Account management
- Adoption playbook
- Advocacy
- Business review
- Cancellation flow
- Churn interview
- Community
- Customer effort score
- Customer feedback
- Customer health score
- Customer risk
- Customer satisfaction score
- Customer success
- Customer success manager
- Executive business review
- Executive escalation
- Feature adoption
- First response time
- Implementation
- Moment of truth
- Mutual success plan
- Offboarding
- Onboarding
- Product usage
- Quarterly business review
- Red account
- Referenceable customer
- Renewal playbook
- Resolution time
- Success plan
- Support ticket
- Time to value
- Voice of customer
Commercial terms & deal structure
45 entries- Acceptance
- Assignment
- Auto-renewal
- Benchmarking clause
- Business continuity schedule
- Call-off
- Change of control
- Confidentiality
- Data processing agreement
- Deemed acceptance
- Enterprise agreement
- Evergreen contract
- Exclusivity
- Flow-down clause
- Go-live
- Indemnity
- Indexation
- Initial term
- Insurance requirement
- Invoice
- Jurisdiction
- Maintenance
- Milestone payment
- Minimum annual commitment
- Minimum order quantity
- Most-favoured customer
- Net 30
- Out-of-scope
- Payment terms
- Price escalation
- Professional services
- Purchase order
- Renewal term
- Scope creep
- Security schedule
- Service credit
- Statement of work
- Subcontractor
- Subscription agreement
- Support plan
- Take-or-pay
- Unlimited liability
- Upfront payment
- Usage rights
- Warranty